Knowledge

Provides a clear analysis of how successful companies turn partnering into a reality. The book breaks down and makes sense of the revolution that is taking place in supplier-customer relationships today. Offers new strategies on creating profitable relationships with customers.... [ read more ]

Managing Sales Leads offers a sure fire way to increase sales. It teacehs you to convert more inquiries into orders and give your salespeople and dealers many more qualified sales leads, spend more sales time closing orders and less time sinning your wheels, and shorten selling cycles and generate more orders when you need to. ... [ read more ]

A booklet published by Incentive magazine that details how to structure incentive programs.... [ read more ]

Building the High Performance Sales Forces illustrates a clear cut way for salespeople to maneuver in the new era, balance people and profits, introduce self-manargement, implement total quality selling, take advantage of sales management tools, and grow sales despite harsh competition. This book also a 120-Day Improvement Plan which outlines ways to strengthen your sales force. ... [ read more ]

Covers all aspects of creating, planning, and undertaking an incentive travel program and is essential for anyone who plans incentive travel for an agency or end user.... [ read more ]

The authors explain the strategies and tactics that make customer equity management work. They outline customer equity's three core strategies: customer acquisition, customer retention, and add-on selling. With very detailed how-to chapters this book is good for any business person looking to strengthen the bond between them and their customers.... [ read more ]

Does not address incentive programs specifically, but it's a landmark book on the power of employee and customer relationships.... [ read more ]

"The Change Monster" is a book on leadership when major changes are demanded, either after a merger or when profts are falling and markets are lost. Using stories and personal anecdotes, "The Change Monster" reminds the reader about the essentials that provide the basis for leadership. This book is perfect for anyone in a leadership position.... [ read more ]

This book tells how to use a behavior-based performance management system to transform employees' work into something they are willing—even eager—to do. Offers the newest strategies used by companies like Xerox, 3M, and Kodak.... [ read more ]

"Vital Friends" forces you to look closely at all the different relationships in your life, from work, to familiy, and friends. Most of all, "Vital Friends" gives you the skills you need to develop vital friendships. ... [ read more ]

This science-based guide introduces a technique with which to influence those around us honestly and beneficially. Shows how to make the most of positive reinforcement to bring out the best in other people, establishing effective relationships based on mutual respect and shared expectations.... [ read more ]

No More Cold Calling is for any company looking to obtain success fast. With a 5-Step Referral-Selling System you will learn how to turn current customers into rich sources of referrals. You'll learn how to develop a successful program which will give you results faster.... [ read more ]

Helps managers take certain rewards and mold them into new management styles at their companies. The author polled companies about their favorite recognition practices, no matter how small, and came up with a gold mine.... [ read more ]

This book present hundreds of methods and activities that incorporate fun in an organization's work: hiring, training sessions, meetings, communications, awards, and teamwork. The authors asked successful businesspeople worldwide if fun played a part in their corporate culture--and, if so, how it was actually manifested in everyday life.... [ read more ]

Outfoxing The Small Business Owner helps entrepreneurs create a new strategy to get more of the small business market in order to raise their bottom line. This book offers innovation ways to get your product or service noticed by small business, fost long-term partnerships, identify and address your customers' true business needs and collect payments in a a timely manner.... [ read more ]

Based on the Incentive Marketing Association's Principles Of Results-Based Incentive Program Design Seminar, this is the first formal curriculum ever developed for incentive program planning. The textbook includes sections on Incentive Program Basics for the Business Executive, Core Strategies for the Business Executive, Planning and Design Considerations for the Practitioner, and Implementation and Management Considerations for the Practitioner.... [ read more ]