Sales and marketing Books

Book SynopsisIn many ways, success at networking is the uncommon application of common knowledge. Most people understand that networking is important to their success -- they just lack a step-by-step process to get the results they want. Almost no one really implements a comprehensive methodology that will build a business through networking. Thus, the need to network is 'common knowledge', and the development of the methodology required to be successful at it is the 'uncommon application'. By reading this book, you will experience the true essence and meaning of networking. "The 29% Solution" gives you the answers to two conflicting questions that a business owner or salesperson faces every day: How can I tend to my existing clients while at the same time network for new business? and, should I place higher value on my current clients or on new clients?Trade ReviewThis is an incredible book! It shows sales professionals and business owners how to get more and better customers, faster and easier, than in any other way. The practical, proven strategies for sales and business growth you learn can save you months and years of hard work. -- Brian Tracy "author of 'The Way to Wealth'"

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Book SynopsisAvailable in paperback for the first time, this new updated and revised second edition of Consumerology: The Truth About Consumers and the Psychology of Shopping contains a new preface and epilogue, in which Philip Graves reveals the myriad tricks and psychological games high street shops play on consumers; the ways in which we are manipulated into buying things we don't want; the ways in which we deceive ourselves; and the cutting edge behavioural science being used to change our habits to even more significant degrees.Trade ReviewFascinating stuff. -- Steve Wright, BBC Radio 2Thought-provoking stuff. * The Scotsman *Graves does more than just show marketers the error of their ways. He shows them a path to better insight. * Director Magazine *A fascinating romp through the psychological underpinnings of consumer behaviour: risk aversion, safety in numbers, scarcity value and priming. It's well written, accessible and entertaining, yet thought provoking. -- Alan Giles, Fellow of The Marketing Society and Associate Fellow, Said Business School, University of OxfordA good read. * Library Journal *Consumerology is a publishing phenomenon. * Cambridge Business Magazine *Consumer.ology is a refreshingly iconoclastic skewer through the heart of traditional market research methods and reason. Graves' peppering of psychological theory with pithy anecdotes of misguided consumer successes and failures is bound to at once ruffle feathers and get heads nodding within marketing and innovation circles. -- Blake H. Glenn, Senior Inventor, ?What If!This is an eye-opening, thoroughly researched and tightly argued book. It will alarm some, enrage others and state the obvious for many. -- Danny Flamberg * Manhatten Marketing Maven *There are lots of great anecdotes and examples in this excellent book. -- Faris Yakob * Talent imitates, genius steals' blog *This is a fascinating book which might change your view about market research forever! The book offers series of factors, which if considered carefully, can actually improve the accuracy of research: though you'll never look at research in quite the same way! This book is a real eye opener and I would recommend it for any manager at any stage in their career. * Chartered Management Institute *

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Book SynopsisThe powerful concept behind unified branding.

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Book SynopsisExplains how to become a distributor, develop a marketing plan, recruit and train a distribution network, and maximize downline income.Table of ContentsIntroduction 1 Part I: Why Network Marketing Works 9 Chapter 1: Don’t Laugh — $100 Billion a Year Is Serious Business 11 Chapter 2: Coming of Age: The Future Belongs to Network Marketing 25 Chapter 3: Deciding Whether Network Marketing Will Work for You 39 Part II: Finding and Evaluating the Opportunities 53 Chapter 4: Investigating Before You Invest 55 Chapter 5: Evaluating Network Marketing Companies 67 Chapter 6: Evaluating a Company’s Management Team 81 Chapter 7: Evaluating a Company’s Products and Services 93 Chapter 8: Evaluating Your Opportunity to Earn Money 111 Part III: Signing Up and Setting Up for Success 133 Chapter 9: Organizing Your Business 135 Chapter 10: Knowing What to Do After You Sign Up 151 Chapter 11: Sponsoring, Training, and Motivating People in Your Downline 167 Part IV: Sales and Marketing Skills to Help You Build Your Business 181 Chapter 12: Know Thy Customer 183 Chapter 13: Determining a Customer’s Value 193 Chapter 14: The Art of Prospecting 207 Chapter 15: When the Prospect Says Yes, You Shout “Hallelujah!” 223 Chapter 16: Deciding On the Best Ways to Attract Customers 239 Chapter 17: Marketing Activities 101 251 Chapter 18: “But I Don’t Want to Be a Salesperson!” 269 Chapter 19: Taking Your Sales Skills to a Higher Level 283 Chapter 20: Creating Satisfied, Loyal Customers 295 Part V: The Part of Tens 309 Chapter 21: Ten Plus Two Resources for Network Marketers 311 Chapter 22: Ten Characteristics of Top Network Marketers 319 Chapter 23: Ten Business-Enhancing Ideas 327 Chapter 24: Ten Questions That You’ll Probably Ask about Network Marketing 337 Chapter 25: Ten Ways to Get a Quick Start in Network Marketing 345 Appendix: Glossary of Terms 353 Index 359

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Book Synopsis"An excellent 'ready reference' both for copywriters and for those entering the field." -- Robert Goldsborough, Special Projects Director Advertising Age "Holy smoke! This is amazing! A thesaurus for advertising copywriters. Where has it been all my life?" -- Denny Hatch, Editor Target Marketing Six seconds. That's all you have to grab your prospect's attention and make a sale. Use the right phrase or slogan, however, and you've made your sale. Use the wrong one, and you've lost your opportunity . . . maybe forever. Choosing the right phrase or slogan is vital to your success. And so is Phrases That Sell. It's the ultimate resource for anyone needing hands-on, instant access to the key phrases, slogans, and attention grabbers that will gain more attention and sell more product. Organized by category . . . indexed and cross-referenced for ease of use . . . loaded with expert advice on how to write copy that sells, Phrases That Sell covers everything, inclu

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Book SynopsisClassic style and British manufacturing are both experiencing a boom in demand-driven by a desire among consumers for authentic, quality products. Britain is uniquely placed to benefit from this resurgence, given the number of heritage companies still producing at the top of their game. From the world-famous Barbour in South Shields in the north of England to John Lobb in London, many of these fine businesses remain in family ownership, protective of their traditions and justifiably proud of their products. Many are the bearers of warrants from the British Royal family and all are over 100 years old. Horst Friedrichs explores the historic places where these British brands have become some of the strongest in the world: Johnston's of Elgin in the north of Scotland, Corgi socks in southern Wales and John Smedley in Derbyshire. By highlighting the stories of these legendary brands-both new and old, grand and humble- Friedrichs and Crompton show how relevant these companies and their traditional production techniques still are. A Very British Heritage is a must-read for anyone that appreciates well-crafted products and timeless style.

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Book SynopsisHow to get someone, somewhere, to do something.   The job is using words, pictures, stories, and music to seduce strangers. In the industrial, mass-media, consumer economy of the past, the job was called advertising, and “Mad Men” did it. In today’s service-based, social media-focused, information economy, the job is called life, and everyone does it.  Here’s how you can do it. And do it better.Trade Review“Mad Men ad man Josh Weltman knows how to sell.” -- Fast Company co.CREATE "Seducing Strangers is packed with surprisingly fascinating case studies from the advertising world." -- EntertainmentWeekly.com Mad Men co-producer Josh Weltman, meticulously executes many of the ads we’ve seen Don Draper and Peggy Olson pitch….[His] book Seducing Strangers: How to Get People to Buy What You’re Selling, which includes a foreword by Jon Hamm, imparts his wisdom from two-plus decades in the industry.” -- Vulture.com Advertising, Joshua Weltman argues, is a toolbox, not a tool, and used right it makes people happy. Seducing Strangers shows you how.“People often ask me questions, or ask my opinions, on or about the world of advertising. My stock response is ‘You know I play a fictional advertising executive, right?’ That’s usually used to cover the ignorance or stupidity of whatever I am about to say next. In the future I will simply refer them to Josh Weltman.” —from the Foreword by Jon Hamm

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Book SynopsisWolfgang Schaefer is CEO and Founder of zwoelf consulting, specialized in narrative brand strategies. Based in Berlin and NYC, he lectures at XU Exponential University Potsdam and other schools in Europe and the US. For the past 25 years as chief strategist he has worked with many of the world's top marketers at LVMH, P&G, Miele, Swarovski, Coty and Unilever et al.JP Kuehlwein is the Founder of marketing consultancy Ueber-Brands. He's also Adjunct Professor of Marketing at NYU Stern and Columbia Business School and leader of the Marketing Institute at The Conference Board think tank. Previously, he was Executive Vice President at Frederic Fekkai & Co as well as Brand Director and Director of Corporate Strategy at Procter & Gamble.Trade Review"Rethinking Prestige Branding defines the nature of 'ueber' brands and services and sets out the rules for their effective management.... For professionals in the premium brand industry, as well as those studying it or investing in it, Rethinking Prestige Branding presents a complete and information-packed resource covering every aspect of this mythical sector." * Dr. Christiane Beyerhaus, Professor of Marketing and Retail, Program Director (BA and MA) Global Brand and Fashion Management, International School of Management (ISM), Germany *"Thoughtful and probing, Schaefer and Kuehlwein expertly delve into the marketing alchemy of 'Ueber-Brands' beyond superficial catchphrases and generic notions. Empirical in essence and laced with philosophical quotes, yet triangulated with years of practitioner experience, the authors distill 7 key precepts on how to stay remarkable in prestige branding. A fresh and comprehensive work. Definitely worth the read." * Deryck J van Rensburg, President, Global Ventures, The Coca-Cola Company *"Shifts in demographics and worldview have meant that the approaches for Prestige brands in every category are changing. JP and Wolfgang's book sets a clear compass, balancing the mystery of magic and distance with the importance of purpose, meaning and customer delivery." * Jenny Ashmore, President, Chartered Institute of Marketing, CIM, UK *"This is one of the best new books to come out in recent years on the changes and elevations of branding in marketing and society today, through to their mythic aspects." * Robert Kozinets, Professor of Marketing, Schulich School of Business, York University (Toronto) *"Rethinking Prestige Branding describes in an entertaining way today's marketing paradigm of prestige and luxury brands. This book is an absolute must-read for any marketer working within the prestige or luxury industry." * Atissa Tadjadod, Director of Global Communications, Piaget (Richemont International) *"Based on an extensive benchmarking, this book unveils the seven major clues explaining the success of these brands. This is a much welcomed book for all marketing VPs." * Professor Jean-Noël Kapferer, HEC Paris, author of The Luxury Strategy, Kapferer on Luxury, and The New Strategic Brand Management *"In a world of disparate alternatives, consumers are choosing to express themselves with brand choices that reflect their values. Kuehlwein and Schaefer expertly navigate these waters to enable the architects of prestige brands." * Andy England, Executive Vice President and Chief Marketing Officer at MillerCoors *"Consumers today expect so much more from brands than just the physical product. Particularly premium products need to wrap service, meaning, and engagement around an authentic consumer experience, and digital and social media open up a canvass of possibilities. This book inspires our thinking about the possibilities at so many levels." * Pete Blackshaw, Global Head of Digital, Nestle *"It's often said that luxury brands follow their own rule book. That those who master it are a breed far apart from the annals of academia, brand keys and value propositions. For the most part that holds true. But after reading Rethinking Prestige Branding, I dare say that even luxury's rule book has been radically rewritten with this engaging and provocative treatise. It dovetails succinctly with the evolution of luxury marks I've had the pleasure (and pain) of leading." * Uwe Ellinghaus, Chief Marketing Officer, Cadillac *"I have been involved in brand equity building for more than 20 years. I found Rethinking Prestige Branding to be insightful and enjoyable, practical and at the same time conversational. Schaefer and Kuehlwein share important principles of Ueber branding illustrated with a wide array of case studies, brand stories and industry insights sparking imagination - for everyone interested in brands and in delivering sustainable business success." * Inge Heinsius, International Strategy and Marketing Expert, former CMO Godiva *"Kuehlwein and Schaefer find the rules of luxury have changed once again. In this new world, how can prestige brands expand reach while maintaining their status as leaders? This book is a great read for managers charged with building and maintaining prestige brands." * Scott Galloway, Professor of Marketing, NYU Stern *"The game has changed and continually changes but the one thing that must remain is a laser focus on the emotions of our consumer. JP and Wolfgang have drilled to the true essence of the Ueber-Brand breaking it all down to where the emotional content really lives." * Ian Ginsberg, President C.O. Bigelow Apothecaries *"I was fascinated by the authors' approach, and highly encourage you to read this book." * Dr. G. Clotaire Rapaille, Founder-CEO, Archetype Discoveries Worldwide *"This book made me reflect on the Moleskine brand in a radically different way. There is much to learn from its innovative approach." * Maria Sebregondi, Co-founder, Moleskine *"Rethinking Prestige Branding is very timely. In a rapidly changing world where prestige brands are facing explosive growth and incredible challenges, Wolfgang and JP provide a framework to understand and develop 'Ueber-Brands." * Professor Srinivas K. Reddy, Academic Director, LVMH-SMU Asia Luxury Brand Research Initiative *"A thoroughly enjoyable read. The well researched and insightful principles provide a new framework to define prestige branding in the socially connected landscape. And in a world where creating an aspiration brand is more about high values than high value and demands a connection to the consumer's mindset versus their wallet" * John Goodwin, CFO and Executive Vice President, Business Enabling, LEGO *"A compelling, enlightening and fascinating translation of the language of luxury. The authors have thoughtfully analysed and carefully defined a subject matter that has been overlooked in its significance to culture and contribution to innovation." * Gwen L. Whiting and Lindsey J. Boyd, Co-founders, The Laundress *"I enjoyed reading the book because the authors do not restrict themselves to luxury brands but explain concepts from multiple and varied industries. They have chosen carefully companies which are not only well-known but are making news in their respective industries and categories." * Professor Ashok Som, Founding Director, ESSEC-IIMA Global Management Program on Luxury and Retail *"You have to be able to make your customer dream and love your product...The authors help professionals and people who are about our industry to dig in some of its 'secrets." * Christian Foddis, Managing Director, Greater China, Salvatore Ferragamo *"With this book and the 'Ueber-Brand' concept we are all stimulated to put a new energy to our brands as conditions for success in the contemporary world. Easy reading and not only academic but rich with real examples of success." * Fabrizio Penta de Peppo, Professor of Luxury Marketing Management, Instituto Europeo di Design *Table of Contents Section - ONE: Rethinking prestige branding; Chapter - 01: The times they are a-changing; Chapter - 02: From marker to myth – a brief history of branding; Chapter - 03: A new kind of prestige – or what we mean by Ueber-Brands™; Section - TWO: The seven secrets of Ueber-Brands; Chapter - 04: Principle 1: Mission incomparable – the first rule is to make your own; Chapter - 05: Principle 2: Longing versus belonging – the challenge is both; Chapter - 06: Principle 3: Un-selling – the superiority of seduction; Chapter - 07: Principle 4: From myth to meaning – the best way up is to go deep; Chapter - 08: Principle 5: Behold! – the product as manifestation; Chapter - 09: Principle 6: Living the dream – the bubble shall never burst; Chapter - 10: Principle 7: Growth without end – the ultimate balancing act

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Book SynopsisPeter Hill is a qualified accountant (both Chartered and Certified) with 30 years' experience. He is a partner at Mark Holt and Co Chartered Accountants and Healium LLP business growth specialists. He has worked as a business consultant for over 15 years, driving up the financial performance of businesses of all sizes. Peter is also a sought-after business speaker and runs business seminars on pricing and profit improvement across the UK and internationally, for most of the major banks (Lloyds, Barclays, HSBC), for the Ran One accountancy network, and for SWAT, the largest UK trainer of accountants.Trade Review"Like the best business books, Pricing for Profit is meant to be actionable. Chapters on creating packages, choices, and options offer new ways to think about what you're offering and how you're selling. And the entire book is filled with action steps to think through how to implement a smarter pricing strategy for your business. Unless you have the whole pricing equation nailed down, you're going to find something in this book that you can put to use in your business." * Daria Steigman, Solo PR Pro *"Hill discusses common pricing myths, explains how pricing works best and offers easy-to-implement pricing recommendations that could increase your profits. getAbstract recommends this smart, pragmatic manual to 'CEOs, finance directors, sales managers, marketing analysts, accountants and strategic planners,' and to anyone who sells a product or service." * getAbstract, Inc. *Table of Contents Chapter - 00: Introduction; Chapter - 01: Pricing in context; Chapter - 02: Why is pricing so difficult?; Chapter - 03: The remarkable benefits of getting pricing right; Chapter - 04: How most businesses price and why these methods are wrong; Chapter - 05: Understanding value versus cost; Chapter - 06: Packaging for higher prices; Chapter - 07: Customers don’t always want the cheapest; Chapter - 08: Exploding all of the myths about pricing; Chapter - 09: Using guarantees to get increased prices; Chapter - 10: Discounting; Chapter - 11: Presenting the price properly; Chapter - 12: Directional pricing; Chapter - 13: Dealing with the human factor; Chapter - 14: Getting financial clarity; Chapter - 15: Your action plan; Chapter - 16: The final word on pricing for profit

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Book SynopsisTable of ContentsIntroduction xi Chapter 1 A Shift in Mind-Set 1 Salespeople or Sales Professionals 1 Choosing Your Focus 4 Sales Is a Philosophy 12 Is It Worth It? 16 The Value of a Customer 18 Make It Work on Paper 19 The Two Most Important Questions 21 Chapter 2 The Quest for Confidence 23 Have You Done Your Homework? 26 Making Your Own Luck 28 Tools of the Trade 29 Keeping Your Head in the Game 31 Know Your Enemy 33 Levels of Success: Thinking BIG 34 Chapter 3 Opportunity Is Everywhere 39 What Face Are You Wearing? 40 Networking for Success 42 What’s in a Name? 45 Making Yourself More Memorable 46 Become the Expert 47 Better Than a Brochure 48 Let’s Get Social 49 Social Proof 53 Giving Testimonials 56 Chapter 4 Defining Your Sales Process 57 Pick Up the Phone 58 A Guaranteed Success Formula 62 Show That You Care 65 Choose Your Allies 67 Some Simple Tips 70 Chapter 5 Making the Moments Count 73 Who Holds the Controls? 73 Easy First Yes 77 What Selling Really Is? 78 Prod the Bruise 79 Make It Easy to Buy 81 Put a Bow on It 82 Choose Your Words 85 Your Sales Presentation 92 Closing the Sale 98 Buying Triggers 103 Chapter 6 Maximizing Opportunities 105 Stop Overselling 107 Pricing 108 Your Downsell 109 The Simple Upsell 110 Creating Offers 112 Should You Give Discounts? 116 A Secret Ingredient to Success 117 The Four Rs 118 Chapter 7 Overcoming Indecision 121 Avoiding Objections 122 Tackling Objections 124 Negotiate Like a Pro 126 Persistence 128 Playing Devil’s Advocate 129 Chapter 8 Protecting Your Investment 131 The Database 132 The Drop-In 133 The Phone Call 134 The Newsletter 134 The E-Newsletter 135 The Blog 135 The Facebook Presence 136 The Twitter Account 136 The LinkedIn Account 137 The Website 137 The Get-Together 138 The Letter 138 The E-Mail Offer 139 The Direct Mail Offer 140 The Gift 141 The Pat on the Back 142 Certificates and Awards 142 The Text Message 142 They All Tune In to the Same Station 143 It Is the Thought That Counts 143 About the Author 145 Acknowledgments 147

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Book SynopsisWhat makes a great salesperson? What beliefs, attitudes, and behaviors are linked to being a top performer? What impact do culture, industry, and sales context have? And does a formal sales methodology or process make a difference? This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analysis (qualitative and quantitative) of 300 of the world’s leading salespeople, across a mix of industries, cultures, and context, the authors present the most rigorous evaluation of how salespeople behave and how they are driven. In doing so, they reveal the secret code behind consistent and high-level success in sales.

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Book SynopsisSuperfans aren't just for pop stars and NBA teams. What if your customers loved your brand the way Swifties love Taylor or Drake loves the Raptors? In Creating Superfans, entrepreneur, keynote speaker, and fan-engagement guru Brittany Hodak shares the proprietary five-step SUPER Fan System she developed running successful campaigns and products for globally known brands including Walmart, Disney, Amazon, Katy Perry, the Boston Red Sox, and more. With her trademark mix of humor and sharp business insights, she combines entertaining stories from her years of working with major stars like Dolly Parton and KISS with case studies of familiar brands and companies to illustrate the effective and easy-to-master system for transforming customers into passionate advocates of your brand. You'll learn how to: - Define, understand, and share your own unique brand story - Better capture, understand, and utilize customer feedback - Connect your brand's story to your individual customers' stories - Make exceeding customer expectations business-as-usual - Regularly earn and capitalize on customer referrals You'll also get checklists, exercises, and easy-to-implement tools that will have you building your very own legion of superfans right away. Whether you're launching a career as a recording artist, running a tech startup, or helming a hundred-year-old brand, you, too, can tap into the power of superfandom.

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Book SynopsisTake your handmade business to a truly professional level with practical advice from industry experts! Best-selling author Virginia Lindsay teaches you how to sell your handmade items for a real profit. This hands-on guide to the sewing business includes sixteen new sewing patterns, all copyright- and royalty-free, ready to customise for craft fairs or online shops. Make the most of your fabric, time, and resources when selling handmade totes, aprons, quilts, and more!

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Book SynopsisDaniel Rowles, based in Jersey, has more than 25 years of digital marketing experience on both client and agency sides. He is a CIM fellow and course director and the lead judge for the CIM Marketing Excellence Awards. Rowles also lectures at Imperial College London and Cranfield School of Management and co-hosts the Digital Marketing Podcast, a global top-10 business podcast on iTunes. His digital marketing company, TargetInternet.com, supports clients such as the BBC, Vodafone, Sony, Oracle and Tesco. He is also the author of Building Digital Culture, Mobile Marketing and Podcasting Marketing Strategy, also published by Kogan Page.Trade Review"In the fast-paced world of digital media, every marketer needs a bible - I can't recommend it enough." * Gemma Butler, Marketing Director, Chartered Institute of Marketing *"Worthy of a spot on your desk if you're passionate about delivering results through digital channels. A practical yet strategically minded guide - I highly recommend." * Tim Ruthven, Director of Marketing and Communications at Imperial College Business School *"The definitive hands-on guide to digital tactics and strategy." * Ciaran Rogers, Host of the Digital Marketing Podcast *Table of Contents Chapter - 00: Introduction; Section - PART ONE: Digital branding in perspective; Chapter - 01: What digital branding really means; Section - 02: Focusing on value; Section - 03: Considering the user journey; Section - 04: Objectives and authenticity; Section - PART TWO: The digital toolkit; Section - 05: Social media; Section - 06: Search; Section - 07: Mobile; Section - 08: Online advertising; Section - 09: Email marketing; Section - 10: CRM and marketing automation; Section - 11: From integration to transmedia campaigns; Section - PART THREE: Digital brand strategy and measurement; Section - 12: Measuring digital branding; Section - 13: Primaries and indicators; Section - 14: The role of analytics; Section - 15: Bridging the gaps; Section - 16: The importance of asking questions; Section - 17: Conclusion;

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Book SynopsisIn an era marked by sudden and profound change, the fashion world has also experienced significant transformations. Its boundaries, its rationale and its protagonists have all been redefined, with these changes continuing now and in the future. The purpose of this book is to analyze this market with particular focus on the segment defined as "high-end" and to provide entrepreneurs, professionals, workers in the sector, consultants, and business/fashion students, a context to understand better the latest and most up-to-date ideas and how to govern their growth. The starting point for the book's discussion begins with the title of the book, which emphasizes two important characteristics regarding its context: the increasingly blurred distinction between offline and online - hence the term "onlife" - and the absence of rules, given the obvious out-of-date nature of those on which fashion companies have based their business strategies in recent decades. This has led the authors to propose a handbook of new rules, suitable for a world that increasingly appears to be lacking them.

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a huge range and FREE tracked UK delivery on ALL orders.

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Book SynopsisSometimes, that promising lead turns out to be a bust. That first date doesn't lead to a second. The sales pitch fails to land the client. But what if they could? What if you knew the steps to "set up" each conversation to increase the likelihood that you connect, engage and win? Welcome to Speak Easy. Unlike prohibition-era speakeasies - underground bars with secret knocks, where people spoke quietly to avoid detection - there's no bathtub gin here. But inside these covers you'll find some of the best-kept secrets of elite interviewers and conversationalists. Your host, Lou Diamond, is a storyteller, podcaster, and professional speaker who has studied how content can connect and engage audiences. He has analyzed, edited, and broken down thousands of interviews and great conversations. Through him, you now have exclusive access to proven strategies, tactics, and lessons to make more of your conversations lead to great connections. Discover the mindset you should strive to be in before, during, and after you have a conversation, and how to maximize and continue a great one. Learn how to steer a conversation to connect with prospects; engage with partners, clients and colleagues; and win in business and in life. Find tips, techniques and best practices used by some of the world's greatest communicators and leaders. Step inside, grab a stool, and learn something new.

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Book SynopsisThis cutting-edge Research Agenda for Place Branding explores ideas and debates that inform a refreshing take on the future of place branding and marketing. It argues that we are at a juncture where the logical and sensible step is to push the âreset buttonâ on such activity and fully reconsider its purpose and goals.Trade Review'Most key themes of interest to anyone involved in place branding research are covered in the governance, contexts and experiences sections, and along with the key grounding issues, the book contains some very insightful case studies. In the final chapter, Stephen Brown recognises that while place branding may have peaked, we now see more of a focus on destination demarketing. This book is therefore very timely. Since global tourism was devastated in 2020 and places seek to recover from the COVID-19 pandemic, a more considered research agenda as outlined in this book may lead to places being better managed with a focus more on sufficiency than growth, so we do not face a need for destination demarketing again.' -- Heather Skinner, Manchester Metropolitan University, UK'At last, a truly critical book on a highly controversial matter, with a broad range of contributions from geography, marketing, politics and beyond. One of its many merits is the juxtaposition of contrasting perspectives: from those who see place branding as a means of improving places, to others who consider it just another tool of the neoliberal project. This volume is an indispensable reference work for anybody who wants to understand the development, limitations, and potential research agendas of this ''discipline''.' -- Ares Kalandides, Manchester Metropolitan University, UK'A Research Agenda for Place Branding is not only the title of this book - but is also much needed. While in recent decades we created common ground and shared definitions (or at least agreed to disagree), place branding now needs an academic inspiration, some novel ideas and rigorous, impactful contributions. This book combines many of the critical well-known interdisciplinary minds of our field. I invite you to read it and use its ideas to develop bold research ideas and create this necessary new research agenda for place branding.' -- Sebastian Zenker, Copenhagen Business School, DenmarkTable of ContentsContents: 1 Place branding’s present and past realities, and future research agendas 1 Dominic Medway, Gary Warnaby and John Byrom PART I GOVERNANCE 2 Place branding and the neoliberal class settlement 19 Aram Eisenschitz 3 Computational approaches to place branding: A call for a theory-driven research agenda 33 Efe Sevin 4 Demystifying participation and engagement in the branding of urban places 47 Andrea Insch 5 The spatial planning–place branding nexus: A research agenda for spatial development 67 Eduardo Oliveira, Kristof Van Assche and Raoul Beunen PART II CONTEXTS 6 Place branding and locational decisions: Taking a behavioural economics perspective? 87 Aleks Vladimirov and Gary Warnaby 7 Global city branding 101 Adriana Campelo 8 The Nordic wave in place branding: Global implications and relevance 117 Cecilia Cassinger, Andrea Lucarelli and Szilvia Gyimóthy 9 The tale of three cities: Place branding, scalar complexity and football 131 Steve Millington, Chloe Steadman, Gareth Roberts and Dominic Medway 10 Sustainable Development Goals in place branding: Developing a research agenda 151 Anette Therkelsen, Laura James and Henrik Halkier 11 Keeping pace with the digital transformation of place 163 Brendan James Keegan PART III EXPERIENCE 12 Posthuman phenomenology: What are places like for nonhumans? 183 Jack Coffin 13 Co-creation of place brands? 201 Jenny Rowley and Sonya Hanna 14 Tourism, the burden of authenticity and place branding 215 Maria Lichrou and Lisa O’Malley 15 Making ‘sense’ of place branding: Adopting a sensemaking, sensefiltering and sensegiving lens 233 Laura Reynolds and Nicole Koenig-Lewis 16 Considering place and the sensorium through the lens of non-representational theory 247 Simon Cryer PART IV CREATIVITY 17 Illuminating identity: The capacity of light festivals to enhance place? 267 Tim Edensor 18 ‘The artist in you’: Thinking differently about place branding research 283 Mihalis Kavaratzis and Gary Warnaby 19 Peak place marketing: My part in its downfall 301 Stephen Brown Index 313

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Book SynopsisTransform your sales process through effective collaboration between sales leadership and front-line sales staff In Revenue Revolution: Designing and Building a High-Performing Sales Team, the Co-Founder and CEO of Triple Session, Matt Doyon, delivers an insightful and practical discussion of how to maximize sales success by encouraging collaboration between sales leadership and front-line sales personnel. In the book, you'll learn how to utilize a design-build model to create a fully integrated sales organization made up of six interlocking systems. The author explains why the commonly espoused, executive-driven, top-down approach is incomplete, and why it's so necessary to include the bottom-up point of view of front-line sales technique specialists. You'll also discover: Strategies for implementing a design-build model that work for both brand-new sales teams at recently launched companies and mature sales teams Rebooting an existing sales teTable of Contents1 Introduction to Design-Build Modeling 1 2 The Process System 9 3 The Demand-Generation System 55 4 The People System 95 5 The New-Hire Onboarding System 153 6 The Ongoing Improvement System 187 7 The Internal Alignment System 217 Conclusion: Takeaways from Design-Building Sales Systems 241 About the Author 243 Index 245

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Book SynopsisThe Strategy and Tactics of Pricing is the most well-established and influential strategic pricing text available, relied on by practitioners and students globally as a core guide for value-based pricing. The book explains how to balance the ability to create and extract value through from markets by managing pricing decisions in a more strategic and profitable manner. Rather than calculating prices to cover costs or to achieve sales goals, readers will learn to frame more strategic choices that proactively influence customer perceptions of value, manage internal costs, and profitably shift demand curves.This edition features new discussions on harnessing concepts from behavioral economics as well as a refined value cascade to help organize the topics covered in this book. Readers will also benefit from: Major revisions to more than a third of the chapters, including an expanded discussion of the role of artificial intelligence and machine learning analytics tools to assist in the evaluation of new pricing opportunities Discussion of many of the new pricing and revenue-recognition models such as consumption-based pricing, outcomes-based pricing, and others An expanded discussion on Special Topics in Pricing that cover many of the transformative pricing moves successful companies have made in the past few years in response to major disruptive forces such as the pandemic as well as re-emergent inflation In-chapter textboxes and call-out to highlight different pricing concepts in action using actual examples of companies addressing market challenges Chapter summaries and visual aids to help the reader better understand the ideas and concepts presented throughout this book This comprehensive, managerially-focused text is a must-read for students and professionals with an interest in strategic price management and achieving commercial excellence for their organizations. Additional online resources include PowerPoint slides and an instructorâs manual, including exercises, mini-cases, and examination questions. Trade Review"Excellently written with detailed examples, this book is a must-read for managers wanting to understand the principles behind building a sound pricing strategy. The updated edition adds in materials from current topics that will resonate strongly with all pricing practitioners." Rajeeve Kaul, Corporate Vice President – Global Pricing Officer, McDonald’s Corporation"Still the best pricing book on the planet! The go-to resource for pricing success – powerful, practical, and profitable!" Mark Bergen, James D. Watkins Chair in Marketing, Carlson School of Management, University of Minnesota"The Strategy and Tactics of Pricing is my go-to resource for any type of pricing challenge. It presents a balance of theory and practice and offers pragmatic guidance for pricing professionals and business leaders in today’s rapidly changing environment. I have applied the learnings from this book in hyper-competitive markets and it proved its power every time." Annie X. Wang, Director, Pricing & Analytics, PPG Industries"The Strategy and Tactics of Pricing is a must-read book for professionals in Revenue Management, Sales Enablement, Pricing, and related business fields. The 7th edition includes new information on incorporating today’s economic uncertainty, inflationary pressures, reexamining value propositions, and it also has great case studies to give you and your team the skills necessary to thrive." Kevin Mitchell, President, The Professional Pricing Society, Inc."The outcomes for our commercial teams and enterprises deploying The Strategy and Tactics of Pricing have been and continue to be critical to the success of our multiple businesses. The 7th edition builds on the fundamentals of the excellent previous editions with additional strategies for success in the volatile '20's." Lynn Guinn, Global Strategic Pricing Leader, Commercial Excellence COE, Cargill Table of Contents1. Strategic Pricing 2. Economic Value 3. Price and Value Communication 4. Price Structure 5. Pricing Policy 6. Price Competition 7. Price Level 8. Measurement of Price Sensitivity 9. Financial Analysis 10. Specialized Strategies 11. Creating a Strategic Pricing Capability 12. Ethics and the Law

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Book SynopsisThe ultimate guide to real estate prospecting for both rookies and veterans In Real Estate Prospecting: Create a Million-Dollar Life Through Relationships, Online Leads, Technology, and Social Media, founder, consultant, and real estate team leader Tristan Ahumada delivers a comprehensive discussion of the resources and strategies available to rookie and experienced agents who wish to succeed at the highest levels of the industry. In the book, you'll explore techniques used by leading agents to become the best brokers, agents, and team leaders they can be. From developing a championship mindset to setting up an unbeatable sales system, the author also explains how to: Create and take advantage of a powerful real estate lead database Use live, virtual, and hybrid connections to round out your strategy Network with precision and efficiency to make the most of your time and energy An essential and exciting new resource from one oTable of ContentsAcknowledgments ix Part I The Fundamentals 1 1 Attract More Business 3 2 Environment and Finding Your Strength 7 3 Your Routine Matters 13 Part II Show Me the Money 27 4 The Bowtie 29 5 The HOP Method 33 6 Online Lead Generation 41 7 Social Media 59 8 Your Database 75 9 Farming 83 10 Client Events 107 11 Open Houses 119 12 Door Knocking 129 13 Cold-Calling 141 14 Networking 165 Part III Conclusion 173 15 Your Priorities 175 16 The Process 181 17 Building Your Virtual Staff 189 18 Building a Real Estate Team 199 19 The Future of Real Estate 219 Index 225

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Book SynopsisUpstream Marketing draws on best practices, research, case studies, and the authors' twenty-year track record helping transform client brands and businesses through their work at EquiBrand Consulting. Authors Tim Koelzer and Kristin Kurth define and expand on the concept of upstream marketing-the process of identifying and fulfilling customer needs-by drawing on three core principles of insight, identity, and innovation. This book will appeal to business owners looking to find the principles, tools, and techniques that will help them improve their organization proactively, instead of reactively. The book includes a deep dive review of seven profile companies, breaking down the values and principles that make them great. The authors also draw examples from their own work with clients to help illustrate how applying the principles of upstream marketing correctly and at the right time can make a huge difference in the health of a business.

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Book SynopsisMarketing Strategy for Museums is a practical guide to developing and delivering marketing that supports museums' missions and goals. Explaining how museums can be strategic and proactive in their approach, it also shows how to make effective decisions with limited resources.Presenting examples from a range of museums around the world, the author positions marketing as a vital function that aims to build mutually beneficial relationships between museums and their audiences both existing and new and ensure museums are relevant and viable. Breaking down key marketing models, Lister shows how they can be applied to museums in a meaningful way. Setting out a step-by-step framework for developing a museum's marketing strategy and for creating marketing campaigns, which can be scaled up or down. Readers will also be encouraged to reflect on topics such as sustainable marketing; ethical marketing; and accessible and inclusive marketing.Marketing Strategy for MusTable of ContentsIntroduction; Part I: Marketing as a bridge – 1. Museums; 2. Marketing; 3. Audiences; Part II: Marketing strategy in practice – 4. Managing and implementing marketing; 5. Developing a museum marketing strategy; 5a. Situational analysis: Where are we now?; 5b. Goals and objectives: Where are we going?; 5c. Target audiences: Who do we want to reach?; 5d. Strategy and approach: How will we get there?; 5e. Tactics and action plan: What are we going to do?; 5f. Resources: What will it cost?; 5g. Monitoring and evaluation: How will we know if we’ve got there?; 6. Planning and delivering a marketing campaign; Part III: Deeper dives – 7. Branding; 8. Pricing; 9. Communication channels; 10. Messaging; 11. Accessible and inclusive marketing; 12. Ethical marketing.

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Book SynopsisPresenting the basics of brand management, the book provides both a theoretical and practical guide to brands, placing emphasis on the theory that the consumer is a co-creator in a brand′s identity. In a world in which social media and inclusive digital platforms have increased customer engagement, the role of brands and branding has changed. The line between the producer and the consumer has become blurred; consumers are no longer the recipients of brand identity, but the co-creators, playing a significant role in shaping new products and systems. Case studies include the Canterbury Crusaders, KVD Beauty, Kodak, Yamaha, Ottobock and Holland′s rebrand as The Netherlands. Table of ContentsPart I: Foundations of Co-creating Brand Meaning Chapter 1: Brands and Branding Chapter 2: Understanding Brand Users Chapter 3: Brand Equity Chapter 4: Data, Insights and Measurement Part II: Sustaining, Growing and Renewing Brand Meaning Chapter 5: Creating New Brands Chapter 6: Brand Consistency Chapter 7: Managing Brand Growth Chapter 8: Brand Relevance Chapter 9: Communal Branding Part III: Brand Management Challenges Chapter 10: Globalization and Branding Chapter 11: Ethics and Brand Purpose Chapter 12: Managing Brand Crises

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Table of Contents Part One: Networking in Context 1. What is networking? 2. Where you are now 3. Why network? Part Two: The Networking Mindset 4. Your networking goals 5. Your networking mission 6. Your attitudes and beliefs 7. Your confidence 8. Your motivation 9. Share your goals Part Three: Building Your Network 10. Find your network 11. Networking groups 12. Networking in the virtual community Part Four: Networking in Practice 13. Your business card 14. First impressions 15. The art of conversation 16. Handling rejection 17. The elevator pitch Part Five: Maintaining Your Network 18. Follow-up 19. Sharing information 20. Manage your network 21. Grow your network 22. Networking in organisations 23. Bonus chapter: Social capital - success is social 24. Bonus chapter: Over to you! Networking activities

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Book Synopsis''For everyone who wants to build their online presence, the RIGHT way!'' - Julie Montagu, wellness guru and author of RechargeThe inspirational new book from the author of The Million Dollar Blog -- discover how to build an authoritative and authentic personal brand that will change your life.If you google yourself, what do you see? Do you blend in with the masses or stand out from the crowd? Are you recognised as a thought-leader in your industry? Or are you watching others build their profile and wondering if you are being left behind?Whether you''re an entrepreneur, executive, expert or an employee, how you present yourself online has a huge impact on your professional reputation. We are lucky to live in a world where everyone now has the power to publish and create micro-fame by putting out content - word by word, post by post, video by video. But how do you grab people''s attention in today''s noisy online world?Using

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a huge range and FREE tracked UK delivery on ALL orders.

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Book SynopsisSimon Hazeldine works internationally as a professional speaker and performance consultant in the areas of sales, negotiation and leadership. He has a Masters Degree in the psychology of performance, is certified as a Master Practitioner and Trainer of NLP, and is a Fellow of the Institute of Sales & Marketing Management. Simon is a qualified prism brain mapping practitioner and has spoken in 25 countries across five continents.Trade Review"Simon Hazeldine covers real world, practical advice and techniques to tap into the buyer's brain so that you can influence them on a much deeper level then your competitors." * Sean McPheat, author of Eselling *"Simon Hazeldine builds on the solid, scientifically-grounded principles of neuroscience (which he has studied extensively) and shows the practical application of these principles in real-world selling and interaction. I just hope my competition doesn't get hold of this masterpiece. It is a book to be studied, not just read. Get it. Devour it. Apply it. Your business and your life will be better for it." * Terry Brock MBA, CSP, CPAE, Author, Professional Speaker, Marketing Coach *"Simon Hazeldine has conducted extensive research into neuroscience to understand how the brain responds during sales and negotiation and when a person is making buying decisions. His insights have created a highly effective sales tool that will help you close more sales with less effort." * Allan Pease Author of #1 Bestseller The Definitive Book of Body Language *"Simon Hazeldine has taught me so much about how the brain works, and as a professional property investor, it's helped me make a lot more money. I thought I could work people out until I read this book! Simon's brain friendly selling information is something you'll wish you knew years ago, and you'll realise just how much money you left on the table. Once you've read this though, it will ALL change. Do it now." * Rob Moore, Best selling Property Investment Author and Co-founder of Progressive Property *"Simon Hazeldine's latest book is a must read if you want to know how to increase sales and understand the science behind why people buy." * David Tovey, Business Development speaker Author of Principled Selling – How to Win More Business Without Selling Your Soul *"Neuro-Sell combines the latest neuroscience research with hard-won sales experience to introduce the reader to the power of "brain-friendly selling". Essential reading if you want to create long-term client relationships in a world where technology has levelled the persuasion and influence playing field." * Jamie Smart, author of Clarity: Clear Mind, Better Performance, Bigger Results *"A fascinating and compelling read, which manages to get the right balance between science and practical application. It translates leading edge research into simple, easy steps and actions anyone can take to be a more effective salesperson. Anyone who needs to sell needs to read this book." * Heather Townsend, author of The Financial Times Guide to Business Networking *Table of Contents Chapter - 00: Introduction; Chapter - 01: The harsh reality facing sales professionals; Chapter - 02: The background to neuroscience and how it applies to selling; Chapter - 03: A guided tour of your customer’s three brains; Chapter - 04: The buying process and the buying brain; Chapter - 05: Adaptive selling; Chapter - 06: The PRISM model of human behaviour and adaptive selling; Chapter - 07: How to read your customer and how to adapt your style; Chapter - 08: The ‘Neuro-Sell’ brain-friendly selling process – the first phase: Consider; Chapter - 09: The ‘Neuro-Sell’ brain-friendly selling process – the second phase: Maximize comfort; Chapter - 10: The ‘Neuro-Sell’ brain-friendly selling process – the third phase: Establish context and catalyse; Chapter - 11: The ‘Neuro-Sell’ brain-friendly selling process – the fourth phase: Convince; Chapter - 12: The ‘Neuro-Sell’ brain-friendly selling process – the fifth phase: Close the deal; Chapter - 13: Some more brain-friendly selling tips; Chapter - 14: Body language and the truthful brain; Chapter - 15: Neuro-negotiating; Chapter - 16: Conclusion

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Book SynopsisIn this new edition of the classic book, you''ll learn how to get the most out of yourself and others by developing people management skills. You will also be introduced to the qualities needed for good leadership and specific solutions for overcoming and correcting poor management practices. Rich with anecdotes and vivid illustrations, Top Performance provides specialized instruction for improving relationships with supervisors, coworkers, and subordinates to achieve maximum effectiveness in any profession. This new edition includes three new chapters and a new foreword by Tom Ziglar.

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Book SynopsisThis book brings together the top international sales law scholars from twenty-three countries to review the Convention on Contracts for International Sale of Goods (CISG) and its role in the unification of global sales law. It reviews the substance of CISG rules and analyzes alternative interpretations. A comparative analysis is given of how countries have accepted, interpreted, and applied the CISG. Theoretical insights are offered into the problems of uniform laws, the CISG''s role in bridging the gap between the common and civil legal traditions, and the debate over good faith in CISG jurisprudence. The book reviews case law relating to the interpretation and application of the provisions of the CISG; analyzes how it has been recognized and implemented by national courts and arbitral tribunals; offers insights into problems of uniformity of application of an international sales convention; compares the CISG with the English Sale of Goods Act and places it in the context of other teTable of ContentsPart I. History and Researching the CISG: 1. Global challenge of international sales law Larry A. DiMatteo; 2. History of the CISG and its present status Vikki Rogers and Kaon Lai; 3. CISG: divergences between success-scarcity and theory-practice Olaf Meyer; 4. CISG sources and researching the CISG Marie Stefanini Newman; 5. CISG translation issues: reducing legal babelism Claire M. Germain; 6. CISG in national courts Camilla Andersen; Part II. Interpretation and Use of CISG: 7. Interpretive methodologies in the interpretation of the CISG Larry A. DiMatteo and André Janssen; 8. Divergent interpretations - reasons and solutions Ingeborg Schwenzer; 9. Good faith principle - vexata quaestio Francesco G. Mazzotta; 10. CISG and international arbitration André Janssen and Matthias Spilker; 11. The CISG as soft law and choice of law Lisa Spagnolo; Part III. Interpreting CISG's Substantive Provisions: 12. Contract formation Morton Midtgaard Fogt; 13. CISG and the battle of the forms Bruno Zeller; 14. Conformity of goods - inspection and notice Harry M. Flechtner; 15. Interpreting fundamental breach Aneta Spaic; Part IV. Remedies and Damages: 16. Remedies - damages, price reduction, avoidance, mitigation, and preservation Ulrich Magnus; 17. Legal costs as reimbursable damages Burghard Piltz; 18. Excuse of impediment and its usefulness Martin Davies; Part V. Country Analyses: Europe: 19. Austria Wolfgang Faber; 20. Baltic states, Belarus, and Ukraine Tadas Klimas; 21. France Sylvaine Poillot-Peruzzetto; 22. Germany country analysis - good faith, formation, and conformity of goods Stefan Kröll; 23. Germany country analysis - remedies Sörren Kiene; 24. Italy Edoardo Ferrante; 25. The Nordic countries Jan Ramberg; 26. CISG in Southeastern Europe Milena Djordjević and Vladimir Pavić; 27. Spain Pilar Perales Viscasillas and Javier Solana Álvarez; 28. Switzerland Corinne Widmer Lüchinger; 29. The Netherlands Sonja A. Kruisinga; Part VI. A World View of the CISG: 30. Islamic legal systems and the CISG: the case of Egypt Hossam A. El-Saghir; 31. Israel Yehuda Adar; 32. New Zealand Petra Butler; 33. Peoples' Republic of China Li Wei; 34. United States and Canada Robert W. Emerson and Ann M. Olazábal; 35. Central and South America Virginia G. Maurer; 36. CISG across national legal systems Larry A. DiMatteo; Part VII. Theoretical Insights: 37. Problems of uniform laws Jan M. Smits; 38. CISG as bridge between common and civil law Sieg Eiselen; 39. Pre-contractual liability and preliminary agreements Marco Torsello; Part VIII. Practitioner's Perspective: 40. Empirical evidence of courts and counsels' approach to the CISG (with some remarks on professional liability) Ulrich Schroeter; 41. CISG and English sales law: an unfair competition Qi Zhou; 42. CISG in context of complementary texts Luca Castellani; 43. Soft laws as models for the improvement of the CISG Ole Lando; 44. Using the CISG proactively Helena Haapio; 45. Future challenge of international sales law Larry A. DiMatteo.

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Book SynopsisMarketing Strategy, 8e is a focused, succinct text which can be used on its own or packaged with a case book. It covers the concepts and theories of creating and implementing a marketing strategy and offers a focus on the strategic planning process and marketing's cross/inter-functional relationships. This text distinguishes itself from competitors by maintaining a strong approach to strategic decision making. The eighth edition helps students integrate what they have learned about analytical tools and the 4P's of marketing within a broader framework of competitive strategy. Four key and relevant trends that are sweeping the world of marketing theory and practice are integrated throughout this new edition.Table of ContentsSection One: Introduction to StrategyChapter 1: Market-Oriented Perspectives Underlie Successful Corporate, Business, and Marketing StrategiesChapter 2: Corporate Strategy Decisions and Their Marketing ImplicationsChapter 3: Business Strategies and Their Marketing ImplicationsSection Two: Opportunity AnalysisChapter 4: Understanding Market OpportunitiesChapter 5: Measuring Market Opportunities: Forecasting and Market KnowledgeChapter 6: Targeting Attractive Market SegmentsChapter 7: Differentiation and Brand PositioningSection Three: Formulating Marketing StrategiesChapter 8: Marketing Strategies for New Market EntriesChapter 9: Strategies for Growth MarketsChapter 10: Strategies for Mature and Declining MarketsChapter 11: Marketing Strategies for the New EconomySection Four: Implementation and ControlChapter 12: Organizing and Planning for Effective ImplementationChapter 13: Measuring and Delivering Marketing Performance

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Trade Review"If you want to accelerate your confidence and effectiveness. Clear, concise with fast results.’ Dr Lynda Shaw, CPsychol, Business Neuroscientist 'Perfect for any novice networkers and anyone wanting to refresh their skills. Fantastic!' Harris Frazer, Corporate Risk Advisor 'Follow this simple process and celebrate those Ahaa moments that lead to more success.' George Torok, Co-author, Secrets of Power Marketing & Host of the radio show, Business In MotionTable of ContentsAbout the author Acknowledgements Foreword How this book works Part 1 Before the event 1 The invitation 2 Your LinkedIn profile (and how it fits into networking) 3 How to prepare for the event Part 2 During the event 4 What to do on arrival 5 How to break the ice 6 How to move on 7 Dealing with groups 8 Managing rejection 9 Building relationships 10 Asking business questions 11 How to move forward Part 3 After the event/following up 12 Reviewing your new connections 13 Reconnecting by phone 14 Using LinkedIn to create more business and career opportunities 15 Meeting again 16 Maintaining relationships Part 4 Final words 17 Why networking matters 18 Understanding how to network with the opposite sex And when all's been said and done Index

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Book SynopsisYou can sell anything you want and targets are always achievable Brilliant Selling will show you how. Whether you're new to selling or want to take yourself to the next level, this bestelling, and definitive guide will show you how to instantly improve your sales performance. Table of Contents Part 1 You 1 The personality of a salesperson 2 How beliefs and values impact sales success 3 Your personal 'brand' 4 Performance and selling 5 Continually improving through self-coaching Part 2 Process and planning 6 The sales process as a tool for improvement 7 Making the most of your time 8 Planning for success 9 Setting the right goals 10 Managing sales information Part 3 Your power to influence 11 The C3 model - the foundations of effective influencing 12 Asking the right questions 13 Listening and learning 14 Negotiating collaboratively Part 4 Understanding buyers and prospects 15 How do you sell? 16 The modern buyer 17 Prospecting with purpose 18 Initial meeting(s) with the prospect 19 Identifying what the prospect wants and needs Part 5 Presenting solutions 20 Appealing to the customer 21 Writing great sales proposals 22 Preparing winning pitches 23 Persuasive delivery 24 Making the most of objections 25 Closing and commitment Part 6 Developing customers 26 The value of a customer 27 Managing the relationship 28 Your priorities in managing customers Summary - your brilliant future

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Book SynopsisBrand management just got easierSuccessful brands provide meaning: a higher purpose, a vision of a better future, a code of values, and a culture that drives performance. Brands with meaning stand out in their marketplace and attract like-minded people: customers, employees, suppliers and investors. Successful brand management clearly differentiates organizations, products and services from their competitors and inspires advocacy from all stakeholders. Building a strong brand takes much more than a week: it requires an on-going commitment to excellence. This updated second edition of Brand Management In A Week provides a proven seven-day program on the principles of brand management. It takes you from the conceptual and planning stage through to implementation and sustainability. It''s packed with tips and insights gained from decades of industry experience to help you jump-start your brand and give you the tools and confidence to manage it through the hurdles of Table of Contents 1: Introduction 2: Sunday - Determine your brand focus 3: Monday - Define your brand strategy 4: Tuesday - Express your brand through its identity 5: Wednesday - Evolve your brand culture 6: Thursday - Build your employer brand 7: Friday - The importance of design 8: Saturday - Sustaining the brand 9: Further reading 10: Surviving in tough times 11: Answers

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Book SynopsisThis book examines and emphasizes the differences in marketing research designs across cultures, paying attention to differences between international consumers and cultural norms that affect marketing initiatives, and several factors for consideration in international marketing research. This book argues that the right marketing research supports faster decisions lowering the risk with the measurable parameters and drives competitive sustainability among companies in the rapidly growing international marketplace. This book not only addresses those limitations but also presents new research designs and breakthroughs in managing marketing information for assuring business gains in terms of increasing market share, augmenting profit, and building market competitiveness. Research-driven companies stand out in their ability to continuously anticipate market opportunities and develop the ability to respond before their competitors. The market learning processes in consumer-centric companies are distinguished by open research inquiries, widespread information analysis to ensure relevant facts for strategy formulation, and developing business analytics models to guide competitive strategies. This book addresses the approaches towards overcoming the above organizational learning disabilities and enhancing market-learning competency to enable companies to stay abreast of the market environment through appropriate periodical market research analysis. The book explains how to refresh consumer value with small changes in marketing policy to larger and sustainable research effects in the threshold markets, and how to help companies gain competitive advantages using methodical marketing research and its implications. The linear path of marketing research in guiding companies to do business in the international marketplace has been illustrated in the book through logical market behavior analysis; it describes how marketing research guides the companies to build sustainable strategies in the competitive marketplace. This book introduces the concept of market transitions, marketing research, and strategic business management. It covers complex elements of the marketing research and discusses the contemporary research designs, tools, and techniques in reference to management, behavioral theories, and applications. The broad foundation of this book is laid on the conceptual discussions and applied arguments of marketing research in reference to the business sustainability of companies. This book significantly contributes to the existing literature and serves as an essential compendium for students, researchers and business managers.

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Book SynopsisThe business world is changing rapidly, requiring organizations to be more competitive and customer-centric. Applied technologies have provided opportunities for nascent startups to disrupt established business models that hadn't fundamentally changed for decades. Technologies now enable work to be separated from time and space. Technologies have also made certain occupations obsolete while creating new ones. In this changing landscape marked by hyper-competition, firms are looking for new ways to operate and manage their strategies in order to remain extremely agile, nimble, and customer-centric. Inherently, strategic marketing fuses theoretical rigor with relevance to the real world. Marketing strategies informed through insights based on quality academic research help firms develop relevant organization-wide initiatives for both enhanced value creation and subsequent value capture thereby providing bottom-line impact. The goal of 'Future-Focused Strategic Marketing' is to bring together academic and practitioner audiences in order to highlight key strategic choices for firms operating in the changed landscape. So the focus is not only on the specific marketing activities performed by the firm utilizing their capabilities, but also relevant organizational adjustments and shifts that need to be performed in order to ensure success of firm strategies in a wide variety of contexts. 'Future-Focused Strategic Marketing' is positioned as an introductory use-inspired primer in Strategic Marketing for a variety of audiences. We intend this book to stimulate novel ideas in marketing strategy scholars including doctoral students to help create cutting-edge research agendas that help shape both firm strategies and public policies. Marketing practitioners will find the relevance of the book appealing as it helps firms to both execute and sustain value in the longer-term. This focus on rigorous and relevant research has inspired the themes for the various book chapters including (i) transforming the organization, (ii) examining structure, culture, and identity issues, and (iii) specifying the relationship between capabilities and performance.Table of ContentsPrefaceDual Perspectives on the Role of Market Orientation in New Product DevelopmentProduct Orientation to Solution Orientation: A JourneyEnvisioning the Marketing Discipline in the Twenty-First Century: A View from Subsistence MarketplacesThe Strategic Value of Culture: An Integrative Framework for the Role of Organizational Culture in Marketing StrategyRebranding: Review, Conceptualization, and Research PropositionsGrowing by Divesting: A Multi-Theory Perspective on the Divestiture Behaviors of Conglomerate Diversified FirmsOrganizational Improvisation, Market Orientation, and Performance Implications in Varying Industry ConditionsProduct Line Technology Strategies and Firm Survival in High-Technology EnvironmentsThe Effects of Community-Based New Product Development Strategies on Project PerformanceIndex.

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Book SynopsisBuilding a powerful brand requires determining the tangible characteristics of the offerings that carry the brand name and the benefits the customers accrue from those benefits and the psychological or emotional benefits of the products. This notion may be described as what ''value'' means to a typical loyal customer; and what, ultimately, is the essential nature and character of the brand over time. Brand Management is an advanced marketing course that will prepare students to lead a brand-centred marketing team in the consumer products/services arena. The emphasis in the book is on marketing plans and day-to-day decision-making. Marketing decisions are usually made in a context of imperfect information, decision models that combine analysis with judgement, and a marketplace that is fast-changing. Innovative and groundbreaking ways of thinking about branding are constantly developing and brand architecture is anew strategic process evolved in this field.

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