Traditionally strategies for closing sales have involved pressuring custome rs, countering their stalling tactics, and overcoming their objections -- b ehaviors that run in direct opposition to the philosophy of the consultativ e salesperson. On the other hand, consultative salespeople, afraid of damag ing the relationship theyÂ've nurtured by appearing too aggressive, hope th e deal will close itself -- something which rarely, if ever, happens. Consu ltative Closing provides the solution, breaking up the closing process into small, actionable steps that help the salesperson gain gradual buy-i... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. The New York Times bestseller that explains why certain products and ideas become popular. "Jonah Berger knows more about what makes information 'go viral' than anyon e in the world." -Daniel Gilbert, author of the bestseller Stumbling on Hap piness What makes things popular? If you said advertising, think again. People don 't listen to advertisements, they listen to their peers. But why do people talk about certain products and ideas more than others... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. The way far too many people at far too many companies think about and execu te marketing was born in an era when suppliers-the companies generating pro ducts and services-were in the catbird seat. That world is long dead, and c ustomers now occupy that position. In this relentlessly globalizing economy , we live in a world of oversupply and underdemand, with too many suppliers chasing too few customers, offering more goods and services than the marke ... View More...
This popular and comprehensive book focuses on all aspects of planning, coo rdinating and executing marketing strategy. It explains the main terms and concepts associated with marketing management. Cases have been integrated i nto the text to provide readers with opportunities to apply what they have learned by solving realistic marketing problems. Most of the cases and exam ples are global in scope. View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditi... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. With more than 600,000 books in print, nationally bestselling author Jeffrey Fox is back to 'outfox the competition'-this time with counterintuitive advice on how to become a marketing genius n his four previous bestselling business books, Jeffrey Fox has helped readers land great jobs and rise to the top of their professions. Now he turns his contrarian eye to marketing through brand building and innovation. Fox's advice is delivered in snappy, to-th... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. In Secrets of Great Rainmakers, you'll learn how to outsmart the competition and set yourself apart from the pack. In over 50 interviews with industry leaders from a wide variety of fields, bestselling author Jeffrey J. Fox will share the proven techniques and hard-won wisdom that have helped great rainmakers get ahead, along with his trademark brand of counterintuitive insight and commentary that have made his books so popular. View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Every day we tell ourselves stories about the world. These stories might be true or they might be false, but nevertheless we believe them. We live in an age where every business must have a story to tell its custom ers. Because if it doesn't, very soon it will have no customers at all. In All Marketers Are LiarsSeth Godin uses dozens of examples to show us tha t the most successful stories aren't necessarily the most truthful but are usually the most ... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. The man Business Week calls the ultimate entrepreneur for the Information A ge explains Permission Marketing--the groundbreaking concept that enables m arketers to shape their message so that consumers will willingly accept it. Whether it is the TV commercial that breaks into our favorite program, or t he telemarketing phone call that disrupts a family dinner, traditional adve rtising is based on the hope of snatching our attention away from whatever ... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Get winning strategies for acquiring and retaining customers by leveraging the latest advanced technologies. This insightful and authoritative book shows you how to select the right tools for your business--so it can grow today--and on into the future. View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Your complete toolbox for creating dynamic, effective marketing campaigns Includes index pt. I. Designing a great marketing program -- 1. Maximizing your marketing program -- 2. Clarifying your marketing strategy -- 3. Writing a marketing plan -- pt. II. Leveraging your marketing skills -- 4. Researching your customers, competitors, and industry -- 5. Engaging your marketing imagination -- 6. Pumping up your marketing communications -- pt. III. Advert... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. View More...
There are approximately 35 million business to business sales reps in the c ountry selling everything from books and computers to furniture and floorin g. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, dem ands, and expectations from those of general consumers. That means an entir ely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind th at caters exclusively to business to business sales professionals. Its sh... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Today's 18-to-40-year-olds make for a notoriously elusive group of consumers: they're savvy, sophisticated, and particular. They're all but immune to traditional advertising and have an instinctive sense of quality and fair pricing. Inundated with choices, they are drawn to brands that satisfy not just what they need, but what they crave. At the same time, these consumers are spending money like it's going out of style. Generation X has firmly refuted... View More...
Customer Centered Selling teaches you the secret of the world-famous Xerox sales training program. The secret, Robert Jolles reveals, is reversing the conventional selling practice of searching for customer needs. To truly cr eate urgency, you must focus instead on the customer's problems and decisio n-making process. Jolles provides a systematic, repeatable, predictable app roach that teaches you to anticipate and influence behavior as the customer moves through an eight-stage "decision cycle" and ultimately discovers his or her needs. The book includes a series of case studies, activities, a... View More...
A copy that has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Focusing on teaching IT leaders how to implement hyper-efficient business processes in the e-commerce market, this practical handbook offers helpful advice on how to to develop efficient systems, enhance automation, reduce costs, and create ways to enhance one's competiveness in the e-commerce market. Original. (Beginner). View More...
