Sales and marketing Books

Book SynopsisPeople don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid such as: long sales cycles, price objections, no decision, prospects going dark, last minute feature requests, and more. Success at sales requires more than a set of tactics. Salespeople need to understand the game of sales, how sales works, and what the buyer is going through in order to make the decision to buy (change) or not to buy (not change).Gap Selling is a game-changing book designed to raise the sales IQ of selling organizations around the world. In his unapologetic and irreverent style, Keenan breaks down the tired old sales myths causing today's frustrating sales issues, to highlight a deceptively powerful new way to connect with buyers.Today's sales world is littered with glorified order takers, beholden to a frustrated buyer, unable to influence the sale and create value. Gap Selling flips the script and creates salespeople with immense influence at every stage of the buying process, capable of impacting the sales metrics that matter:  Shorter Sales Cycles Increased Revenue Elevated Deal Values Higher Win Rates Fewer No Decisions More Leads And Happier Buyers Gap Selling elevates the sales world's selling IQ and turns sales order takers into sales influencers.

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Book SynopsisDiscover the most effective way of giving a professional presentation and making a sale at the same time. Aimed at anyone selling products, services or skills, this book provides invaluable tips and techniques to improve your performance and achieve greater sales. Whether you are working in a large sales team, are a small business owner or an entrepreneur, discover secrets to: More effective planning and preparation Using words that influence Stronger delivery Impactful demonstrating and proving Handling question & answer sessions Powerful Closing The vast experience of the two authors makes this book unique and practical, including worksheets and examples.

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Book SynopsisTaking a PR campaign from planning to implementation can seem overwhelming. This book provides a blueprint for success and is widely regarded as one of the best 'how-to' guides available. Digestible and easy to read, this fifth edition of Planning and Managing Public Relations Campaigns presents a 12-point plan for ensuring success of campaigns of all sizes, covering vital areas including the role of public relations in organizations, the importance of context, research and analysis, setting objectives, strategy and tactics, timescales and resources, evaluation and review. With discussion of new developments in the industry, from the gig economy and online influencers, to disruptive models, this fully updated new edition addresses the need for agile planning and draws on fresh case studies to provide up-to-date examples of best practice. Supported by a suite of online resources, Planning and Managing Public Relations Campaigns is an invaluable guide for students and practitioners alike. Online resources include extended case studies, lecture slides, discussion questions and assessment tasks.Trade Review""Provides a very practical guide through all stages of PR work."" * Distinguished Professor Jim Macnamara, School of Communication, University of Technology Sydney *""This is the one book I would recommend to every PR practitioner I know. It simply covers everything you need to know about one of the fundamental aspects of PR practice."" * Mandy Pearse, CIPR President 2021 *"Today's context for business and society is more complex and dynamic than ever and this book is timeless - giving PR practitioners and executives the framework and skills to navigate this context and develop strategic and resilient communication strategies with which their organizations will thrive." * Rachel Royall, Director Healthcare, Wellbeing and Life Sciences at Markettiers, and Visiting Lecturer, Quadriga University *"You'll want to keep this book to hand on your desk. It's a book to return to regularly in daily practice. Mine is well-thumbed." * Stephen Waddington, Managing Partner, Wadds Inc. and Visiting Professor, Newcastle University *""Combines the action-orientation needed in the practice with the contextual wisdom achieved through research."" * Professor Gregor Halff, Dean, Copenhagen Business School *""Read this. Refer to it. Put it on your desk. It will help you become a better communicator and deliver more impact for the stakeholders your organization serves."" * Sarah Pinch, MD, Pinch Point Communications, Chair, Taylor Bennett Foundation and past CIPR President *Table of Contents Chapter - 01: Planning and managing – The context; Chapter - 02: Public relations in context; Chapter - 03: Starting the planning process; Chapter - 04: Research and analysis; Chapter - 05: Communication theory and setting aims and objectives; Chapter - 06: Knowing the public and messages; Chapter - 07: Strategy and tactics; Chapter - 08: Timescales and resources; Chapter - 09: Knowing what has been achieved – Evaluation and review

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Book SynopsisCultural organisations have long been protected from the harsh realities of the marketplace by relying on wealthy patrons or public subsidies. But as these sources of finance become more scarce they now find that they have to compete for an audience. Some have adjusted to this new reality, but many have not. This book describes the new competitive environment in which cultural organisations now operate and how the more innovative ones are re-thinking their marketing strategies. These organizations realise that they are dealing with a new type of cultural consumer � one who is willing to cross the boundary between popular culture and high art but who wants a cultural experience that also entertains. With dozens of examples from the UK, US and elsewhere, this book will be essential reading for those who work in cultural organisations as they struggle to fit into the new marketing environment. It focuses on those aspects of marketing most related to the challenges currently facing cultural organisations, including determining their market segment and the positioning of their cultural product in a crowded marketplace. It will also be ideal for students of arts management or those who hope to work in the cultural industries. The new edition includes a useful chapter focusing on promotion. Each chapter now includes worksheets, which take the reader through the marketing planning process and are an invaluable aid for evaluating the organisations marketing environment and in establishing its strategy for attracting audiences.Trade ReviewPreface. 1. New Marketing Challenges. 2. From High Art to Popular Culture. 3. The New Culture Consumer. 4. Marketing's Function in the Organisation. 5. Consumer Motivation & Choice. 6. Market Segmentation. 7. Using Research. 8. The Product & its Distribution. 9. Pricing & Funding as Revenue Sources. 10. The Promotion Mix. Index.Table of ContentsPreface. 1. New Marketing Challenges. 2. From High Art to Popular Culture. 3. The New Culture Consumer. 4. Marketing''s Function in the Organisation. 5. Consumer Motivation & Choice. 6. Market Segmentation. 7. Using Research. 8. The Product & its Distribution. 9. Pricing & Funding as Revenue Sources. 10. The Promotion Mix. Index.

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Book SynopsisFashion is bound up with promoting the 'new', concerned with constantly changing aesthetics. The favoured styles or looks of a season arise out of the work of a vast range of different actors who collectively produce, select, distribute and promote the new ideals, before moving on to next season. How, then, are fashionable commodities stabilized long enough for them to be selected, distributed and sold? Since there are few studies that actually examine the work that goes on inside the world of fashion, we know little about these processes. This book addresses this gap in our knowledge by examining how aesthetic products are defined, distributed and valued. It focuses attention on the work of some of the market agents, particularly model agents or 'bookers' and fashion buyers, shaping the aesthetics inside their markets. In analysing their work, Entwistle develops a theoretical framework for understanding the distinctive features of aesthetic marketplaces and the aesthetic calculations within them.Trade Review'This is a major book and a highly significant contribution to our understanding of how specific features of the fashion economy operate. Drawing on fascinating field work in a well-known department store and also in fashion model agencies, Entwistle uses the new sociology of markets and of actor networks to analyse the calculative practices which underpin the production of fashion worlds and their objects. This book has great originality and depth, and will be used across a range of academic disciplines.'Angela McRobbie, Goldsmiths, University of LondonTable of Contents1. Introduction Part One: Understanding aesthetic markets 2. An aesthetic marketplace: assembling 'economy' and 'culture' 3. The aesthetic economy: the production of value in the field of fashion modelling Part Two: Fashion buying: a case study 4. A brief introduction to the fieldwork 5. Understanding high fashion clothing: retailing and buying in the UK 6. The materialities of fashion and fashion knowledge 7. Tacit aesthetic knowledge: the fashion sense and sensibility of fashion buyers 8. Examining the interfaces: fashion buying encounters and the relationships between products, buyers, suppliers and customers

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Book SynopsisThis book is for newly qualified and well established therapists in all branches of complementary therapy. Being a successful therapist, particularly in private practice, requires good marketing skills, and the purpose of this book is to give you so many ways of marketing your practice that it would be virtually impossible to fail. If you use this book as it is intended you should be able to create a tidal wave of enquiries from potential clients, you can then let your therapy skills take over. This book will help you to: - PREPARE PROMOTIONAL MATERIAL; FROM BROCHURES AND BUSINESS CARDS TO LEAFLETS AND NEWSLETTERS. - DECIDE WHERE TO ADVERTISE; IN NEWSPAPERS, MAGAZINES, NEWSLETTERS AND OTHER PUBLICATIONS. - USE THE INTERNET AND ON-LINE DIRECTORIES TO YOUR ADVANTAGE - DEVELOP WORKING RELATIONSHIPS WITH LOCAL ORGANISATIONS, GROUPS, SOCIETIES AND RETAILERS - CONSIDER THE VALUE OF OFFERING DISCOUNTS, VOUCHERS, FREE CONSULTATIONS, OPEN DAYS AND OTHER PROMOTIONS There are more than 101 ways to market your practice. You will know that you are successful when you start to create your own ideas.

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Book SynopsisMartin Butler knows what it takes to succeed when it comes to the modern customer. As an entrepreneur, a marketeer, and more recently author, lecturer and high-end retail consultant, he has worked with many leading names. In this book he distils the essence of a lifetime's work into 50 Steps for true customer excellence. Packed with examples, anecdotes, and quotes from top retailers and businesses around the world, the book will entertain as it will instruct. Butler's knowledge and expertise in this area is well-known. At the end for him, it boils down to one guiding principle: It's Not About Us, It's All About Them! Commerce is going through a period of rapid and fundamental change. To thrive, organisations must find an emotional edge. They must look to be chosen. They must be customer-obsessed. Above all, they must care...This book will show them howTrade Review"Martin Butler has a great way of getting to the heart of an issue." Jack Hanrahan, Westfield; "He combines wisdom and excitement in a unique take on leading edge retail knowledge and practice." Marc Jones, Deakin University; "Martin Butler is the 'real deal' when it comes to retail, innovative thinking and leadership." Seamus Smith, SagePay; "Martin Butler knows the store from 'both sides of the till'. He knows how to communicate it in a way that delights, inspires, and is remembered." Jon Stine, Intel Corporation; "Martin Butler is that rare breed - both an entertainer and an educator." Jon Bird, The Labstore; "I can guarantee you'll be better off from Martin Butler's wisdom and provocative delivery." Perry Timms, PTHR

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