This study, conducted by Prof. Frank Mulhern and Patricia Whalen of Northwestern University, identified a significant gap between the view of human resources and employees on the role of employees on delivering customer satisfaction, but found that companies with a close link between human resources and marketing outperform companies that don't.... [ read more ]
Explains the basics of a wide range of sales promotion techniques and makes suggestions for effective implementation.... [ read more ]
Marketing to Women focuses on the very vast and competative market of women. Author, Barletta, explains why companies should spend more money focusing the largest untapped market in the world. With chapters exploring gender through anthropology, biochemistry, and psyhcology, this truely captures the field of marketing to women.... [ read more ]
Promotional products foster customer goodwill (positive attitudes and feelings) toward a company and its salespeople. This study, completed by Baylor University in 1992, involved a textbook publisher sending 4,000 educators either: (1) a pocket calculator plus a letter, (2) a lower-priced highlighter pen plus a letter, or (3) a letter only.... [ read more ]
Guides managers in the implementation of strategic brand leadership. Citing such brand-focused companies as Virgin, L.L. Bean, and Nike, the authors provide hundreds of case studies to support theories on building brand equity.... [ read more ]
In this groundbreaking book, co-author Jim Loehr, Ed.D., co-founder of the Human Performance Institute, demonstrates how managing energy, not time, is the key to enduring high performance as well as to health, happiness, and life balance. At the heart of the program is the Corporate Athlete® Training System. It offers a a highly practical, scientifically based approach to managing your energy more skillfully, both on and off the job.... [ read more ]
This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.... [ read more ]
Mental Agility: The Path to Persuasion is a guide for any salesperson who wants to learn how to think quickly on their feet. It has an easy to follow system that teached you how to walk into any situation cold and establish a relationship based on trust and confidence. ... [ read more ]
Looks at a variety of issues related to marketing to kids, particularly those between the ages of four and twelve years.... [ read more ]
Takes a lighter approach to management that includes using toys, games, and contests to motivate employees.The keystone of this approach for businesses interested in team building for increased profitability is "fun in the workplace."... [ read more ]
A former senior level marketing executive at companies such as Macy’s, Eastman Kodak and Bank of America, author Aubryn Thomas has learned why certain brands generate energized reactions from customers and how these brands remain profitable by out-thinking the competition instead of overspending. In "Customer Inspired Marketing," Thomas has created an 8-step plan for companies to follow in order to create a successful marketing/branding campaign. ... [ read more ]
Practical tips on writing sales letters in many industries, with extensive samples and background information. A great asset for copywriters.... [ read more ]
Best Practices shares how more than forty best-practices companies focus on their customers, create growth, reduce cost, and increase profts. It focuses on customers and how to involve them in everything from the design of products and services to marketing, selling, and product delivery. This book is good for managers in any business, in any industry.... [ read more ]
Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.... [ read more ]
This is for people ready to get serious about implementing a customer-focused direct marketing strategy. The author addresses: building useful databases, using research, developing marketing programs, segmenting markets, and estimating customer value. ... [ read more ]
"The Infinite Asset" unveils a strategy called the "Brand Portfolio Approach" that exponentially increases the value of brands by exploding them beyond the boundaries of their division and even their parent company. With how-to models, this book is a great guide to leverageing every company's infinite asset for lasting competitive advantage.... [ read more ]
Reports on the biggest research project ever carried out on the topic of selling. Based on 5,000 sales calls, the 12-year study assesses the skills successful salespeople need, and discusses what sales managers should look for when they accompany their salespeople on calls. Shows you how to put into practice the proven tools and techniques outlined in Neil Rackham's national bestseller "SPIN Selling", which revolutionized high-end selling.... [ read more ]
"Virtual Selling" explores the Sales Force Automation (SFA) and the need to incorporate it within the overall philosophy that supports the sales force by fully informing sales reps to assist them in real selling. The ideas of the SFA and Virtual Selling are explained thoroughly and make for a great guide for any salesperson or manager.... [ read more ]
Describes successful strategies to produce profitable growth in the tough business environment of the 1990s. Drawing upon their new study of more than 1,000 large companies, Gertz and Baptista argue that managers must move beyond the current wave of downsizing, restructuring, and reengineering. Using these case studies, the authors analyze successful high-growth firms such as Starbucks, Staples, USAA. ... [ read more ]
Compensating Your Sales Force provides the guidance required to custom-design a compensation package that meets all the particular objectives of your individual firm with emphasis on the bottom line. This book includes a new approach to balanced compensation, new IRS rules for business expenses and new techniques for territorial realignment. ... [ read more ]
Offers practical advice for getting started and using the right system for your company in addition to detailing the specific benefits of automation. Many real-life examples are used to demonstrate the strategies. Shows how sales pros can use computers to gain more selling time, reduce costs, minimize paperwork, assure service continuity, improve presentations, and integrate sales data into corporate information systems.... [ read more ]
Global Jumpstart is a complete guide to launching a global strategy that will minimize risk, make the best use of your skills and resources, and capitalize on oppertunities. This book also includes a self-assessment tool for determining your company's global readiness. ... [ read more ]
Both neophytes and pros will benefit from this book. Good chapters on creative, the offer, and planning.... [ read more ]
"Uncommon Wisdom" is a collection of lessons that provide motivation and give you the courage to stop stressing, take stock of what is happening in your life, and act on what you have learned. Author Feltenstein also gives you insight into how to make the most of your business life. ... [ read more ]
Consultant Knapp shows how the best practitioners, including such household names as Starbucks, Citigroup, Whirlpool, Lexus, and Hallmark, shrewdly develop and maintain their brands in the face of ferocious competition. This book is aimed at managers, not just marketers. Readers can assess and improve their own efforts by adopting Knapp's proven components of the Brand Mindset for brand success. ... [ read more ]
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