Knowledge

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 ]

"The Discipline of Market Leaders" explores what it takes to be a leader at the top of your field. As the customers' demands for the highest quality products, best and fastest services, and lowest prices fluctuate daily, the rules for market leadership change as well. This book also contains case studies on actual companies.... [ read more ]

This is great for small businesses, but anyone can benefit from the "guerrilla" point of view. Gives a great view of basic database and research goals.... [ read more ]

Sales, Marketing, and Continuous Improvement, is a straightforward, example-filled guide that discusses the need to have sales and marketing as part of your improvement processes. With a step-by-step 6 phase guide, author, Stowell, offers practical guidance for avoiding common pitfalls. This book is good for anyone in a management position in any company, in any industry.... [ read more ]

A group of 25 worldwide opinion-makers, from CEOs to athletes, comment on the concept and future of brands.... [ read more ]

Customer Loyalty explores the true meaning of customer loyalty and how to acheive it. Author, Griffin, outlines the seven stages of customer affinity and offers strategies for recognizing which fustomers have the potential to become a company's advocates. This book is helpful for business people in small or large product or service based companies.... [ read more ]

This is a landmark book from one of the marketing world's legends. New edition includes information on integrated communications.... [ read more ]

"Total Customer Service" discusses how companies rarely become serivce leaders through blind evolution. Using case studies of companies who have been successful service leaders, readers will learn how to stay on top of the quality of their customer service in this ever-changing business environment.... [ read more ]

The authors of 20 essays look at branding from a wide range of perspectives, from the creation of a new brand and development of brand names through packaging design and advertising. For executive-level managers who are either directly or indirectly involved with marketing and branding, this is a must read.... [ read more ]

The Power of Alignment shows you how to keep your company on the right track towards success. With the five key elements of organization (people, process, customers, business strategies, and leadership) at its core, The Power of Alignment offers a clear framework for aligning and linke the crucial elements that bild and sustain a company's success.... [ read more ]

D'Alessandro, CEO of the John Hancock insurance group, offers principles for improving a company's understanding of brand usage. He succeeds at reminding everyone from the CEO to the people on the assembly line that their company's brand is its most crucial asset.... [ read more ]

Feed Your Eagles offers advice on how to successfully motivate your sales force and ultimately increase sales. The author examines the positive motivators sales managers need to make their sales team successful as well as the negative motivators which can hinder performance.... [ read more ]

Hughes walks you through the essentials of building and maintaining an effective database.... [ read more ]