Sales and marketing Books

Book SynopsisMichael J. Baker is eminent in the field of marketing. He founded the Department of Marketing at the University of Strathclyde, UK, in 1971, the first ever Department of Marketing in the UK. He is the founding editor of the Journal of Marketing Management and Journal of Customer Behaviour and is the former President of the Academy of Marketing. He has supervised over 80 PhD students, 18 of whom are now Professors of Marketing.Trade Review"There is no question that this book is a tour de force of Marketing Strategy content, covering a considerable breadth and depth of material. It is well-structured, thoughtfully presented, instructively written and critically-evaluative. For the reader who wants to think about the complex, analytical and social processes of managing the strategic direction of the organisation, this book provides a comprehensive, instructive and reflective means from which to engage with the hows and whys of managing marketing strategy creation. No marketing student, practitioner or academic should be without it." - Dr. Lee Quinn, Director of Studies BA(Hons) Marketing, University of Liverpool, UKTable of ContentsPART I: MARKETING STRATEGY 1 1. Overview and Executive Summary 2. Marketing and Corporate Strategy 3. Marketing and Competition 4. Principles of Strategic Marketing Planning 5. Analytical Frameworks for Strategic Marketing 6. Marketing Intelligence Research for Marketing PART II: THE MARKETING APPRECIATION 7. Macro-environmental Analysis 8. Customer Analysis 9. Industry and Competitor Analysis 10. Internal (Self) Analysis 11. Matching – Putting it All Together 12. Market Segmentation PART III: MANAGING THE MARKETING MIX 13. The Marketing Mix 14. Product Service Policy and Management 15. Packaging and Design 16. Pricing Policy and Management 17. Distribution and Sales Policy 18. Integrated Marketing Communications 19. Branding PART IV: IMPLEMENTING MARKETING 20. Marketing in a Foreign Environment and Globalisation 21. Customer Care and Service 22. Developing a Marketing Culture 23. The (Short-term) Marketing Plan 24. Implementation and Control 25. Transformational Marketing.

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Book SynopsisCovering the ten commandments of damage control, Masters of Disaster outlines the strategies that can make real time news alerts, Twitter trend lines and viral videos work for you rather against you. Full of lively personal anecdotes and hard-knuckled advice, this is a must-read for anyone who wants to emerge with their reputation intact.Table of Contents.

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Book SynopsisNow known as the transmission model, this form of communication is still the foundation for academic courses in communication theory and practice, and is embedded in most business literature and education that address subjects related to workplace communication, organization behavior and culture, leadership, and conflict resolution.Trade Review"Sostrin brings contemporary trends in communication theory to the workplace in a clear and practical manner. He shows why organizations must abandon dated views of communication and adopt a new perspective. If you read this book, you will never look at communication the same way again. Try it!" - Stephen W. Littlejohn, Lecturer of Communication and Journalism, University of New Mexico, USA "If you're interested in maximizing your organization's competitive edge, this book is for you! Sostrin offers a new and compelling understanding of communication that is at the heart of organizational effectiveness and satisfaction. The concepts, examples, and practices provide a useful guide to deconstructing unwanted communication patterns, remaking new ones, and significantly improving the quality and outcomes of organizational life." - Kim Pearce, Retired Professor, De Anza College, USA; Co-Founder and President, CMM Institute for Personal and Social Evolution "Re-Making Communication at Work offers a clear and compelling alternative to the transmission model of communication that is so deeply entrenched in our theories of organizational communication. Using plain language, vivid illustrations, and thoughtful explanation, Sostrin speaks to students, scholars and practitioners alike as he challenges them to move beyond their old ways of conceptualizing and espousing effective communication practices." - Lacy McNamee, Professor of Communication, Baylor University, USA "The volume offers a refreshing new approach to quality organizational communication by exposing the common myths of communication and asking fundamentally different questions. The reader is asked to identify unwanted patterns of interaction and taught how to design more satisfying and productive patterns that match the values and goals of the organization." - Stan Deetz, Professor and Director, Center for the Study of Conflict, Collaboration and Creative Governance and the Peace and Conflict Studies Program, University of Colorado, Boulder, USA "Sostrin highlights the power of communication to construct new forms of relating to and working within organizations. Communication is much more than simply getting one's point across clearly. The patterns of communication we create with each other makes our organizational identities, relationships, and cultures in organizations. Sostrin's book highlights the complexity we confront when changing and creating new patterns of communication and the tools that people need to make better organizations through communication." - J. Kevin Barge, Professor of Communications, Texas A&M University, USATable of ContentsDedication Prologue PART I: FORGET EVERYTHING YOU LEARNED ABOUT COMMUNICATION AT WORK 1. The Changing World of Work 2. Communication: The Competitive Advantage of the 21st Century 3. Why Leaders Should Care About Re-Making Communication and Work PART II: THE REAL STORY ABOUT COMMUNICATION AT WORK 4. Old Myths and New Principles 5. Taking a Communication Perspective 6. Workplace Culture: The Ecosystem of Our Patterns of Communication and Interaction 7. Organizational Leaders: Architects of Their Patterns of Communication and Interaction PART III: A GUIDE FOR RE-MAKING PATTERNS OF COMMUNICATION AT WORK 8. Managing the Physics of Communication 9. Learning to See Patterns of Interaction 10. Common Communication Pitfalls and Unwanted Repetitive Patterns 11. The Top-10 Patterns of Communication Leaders Must Get Right 12. The SEAVA Process 13. Applying SEAVA to Common Pitfalls and Unwanted Repetitive Patterns 14. Using SEAVA One-on-One 15. Using SEAVA with Teams PART IV: CREATING BIG CHANGE BY STARTING SMALL 16. Where to Begin with Yourself, Your Team and Your Organization 17. Guided Coaching: Seeing Patterns of Interaction, Noticing Critical Moments of Communication, and Operationalizing the Communication Perspective 18. Three-Minute Summary: How to Effectively Share the Book's Lessons with the 'Hard-to-Reach'

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Book SynopsisJavier Marcos Cuevas is the Director of Custom Programmes, Executive Education and Senior Teaching Faculty at the University of Cambridge Judge Business School. His main areas of expertise and research are Professional Selling and Sales Management, Executive Education and Organizational Development. He has designed and delivered programmes globally and has also co-authored with Regis and Bill the book From Selling to Co-creating (BIS Publishers, 2014) and numerous academic and practitioner oriented articles and reports. Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, Aberdeen. His research interests are in selling, customer relationships and the management of sales operations.Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is also a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp ManaTrade Review"A must-have book for students of sales management, lecturers and aspiring sales managers." - Peter Williams, Leeds Business School, Leeds Metropolitan University, UK "Professor Bill Donaldson, as always, offers a unique insight into selling and sales management. This book is a valuable resource for practitioners and students alike." - Dr Ken Le Meunier-FitzHugh, Birkbeck University of London, UK "This robust text describes the frameworks, principles and activities that underpin successful Sales Management today. Particularly welcome are the links to industry via case studies and observations of what sales organisations really do." - Tim Royds, Director, Highclere Sales Training and Consultancy "Professor Donaldson's updated text is a must for students on any marketing and management course. The principles of sales and marketing combined with excellent examples make this text an invaluable study guide." - Pauline A M Bremner, Aberdeen Business School, Robert Gordon University, UKTable of ContentsPART I: PRINCIPLES OF SALES MANAGEMENT 1. The role of selling and its development in the knowledge economy 2. Theories of buying and selling 3. Types of selling 4. Sales force organisation and deployment 5. Sales Leadership PART II: KEY PROCESSES IN SALES MANAGEMENT 6. Defining and implementing sales strategies 7. Selling in international markets 8. Key Account Management 9. Sales technology 10. Measuring sales performance PART III: SELLING AND SALES MANAGEMENT PRACTICES 11. Professional selling 12. Negotiation 13. Recruitment selection of sales professionals 14. Training, coaching and development 15. Forecast, target setting and compensation.

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