Книги. Художественная литература. Учебники и пособия.

Joel Saltzman

Field-tested, can't-win techniques to make every sale disappear! (Plus tips and tools for doing infinitely better!) Why learn from your mistakes when you can learn from someone else's? It's much quicker and infinitely less painful. The Worst Salesman in the World tells is the best investment any businessperson can make. Pearls of wisdom include all the things NOT TO DO so that savvy businesspeople can avoid disaster and achieve the greatest business success they've ever experienced. Clear, conciseand compelling, The Worst Salesman in the World also features dozens of creative problem solving techniques that do work-success stories as varied as Ben Franklin and Jack Nicholson. Also included are secrets of the best salespeople in the world,from the CEO of RiteAid and Blockbuster to the CEO who worked for 15 years to win a $385 million annual contract. Study well what this book has to offer-and learn to do the opposite! Learn from the "Best of the Worst": * Avoid asking questions *...

Christine Ennew

Financial Services Marketing

Jay Lipe

A company’s identity is far more than just letterhead, logo and business cards.A It requires an end-to-end communications approach with verbal, written, and visual messages that target the customers you want to reach, ensure consistency in all marketing materials, and keep your identity program on track. A In Stand Out from the Crowd, marketing expert Jay Lipe offers entrepreneurs, small-business owners, and marketers the necessary tools to implement a comprehensive company identity strategy.A With clear-cut action steps, case studies, and visual examples, he highlights the best ways to build a reputation and make a lasting impression. A Learn how to: A·A A A A A A A Ensure that your customers notice – and remember – your business. A·A A A A A A A Create power-packed visual elements, such as logos, colors, and images. A·A A A A A A A Make sure that your corporate identity is used consistently. A·A A A A A A A Craft a selling...

Terence D. Rafferty

academic

David Shepard Associates

Deploy marketing dollars more efficiently In today's take-no-prisoners direct marketing battleground, the only way to win is to recognize and exploit all of DM?s interconnecting components. Using cutting-edge research and examples drawn from today's business pages, The New Direct Marketing, Third Edition, by the award-winning David Shepard Associates, shows you how to sell to increasingly wary and jaded consumers. This exhaustively updated edition introduces you to recent technological changes, from data mining, data warehouses, and CHAID modelling, to profitable use of the Internet. You'll develop customized, customer- focused marketing programs and strategies as you learn how to: *Offset through-the-roof marketing costs with predictive andsegmentation modeling *Profit from a constant stream of demographic, psychographic, and lifestyle data from ongoing customer dialogues *Target promos and bonus offers based on previous purchases,buying patterns, and stated preferences *Much,...

The purpose of Marketing Research for Managers is to enable managers to become more informed research users and buyers. The more managers know about how marketing research works, the more effective they can be in using it as a management tool. This new edition of the text includes: * The development of the "knowledge economy" * Analysis of customer relationship management * Comprehensive discussion of electronic techniques * New and updated case studies and examples * Highly practical and informative * New material which highlights the impact of new technology * New case studies and examples

Elaine Stone

Michael Bosworth, John Holland, Michael Bosworth, John Holland

FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric Selling TM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then usesthe results to influence and enhance the words and behaviors of their colleagues. CustomerCentric Selling TM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: ...

Dawn Iacobucci, Bobby Calder, Dawn Iacobucci, Bobby J. Calder

This cutting-edge book?with contributions by the star faculty of the Kellogg School of Management and the Medill School of Journalism?s Integrated Marketing Communications department at Northwestern University?offers the latest thinking onthe art and science of integrated marketing. A must for today?s marketing professional, Kellogg on Integrated Marketing addresses the daily activities of marketing managers and helps them enhance brand equity with new techniques and strategies fromthe experts. You?ll hear from: ? Eric G. Berggren ? Stephen Burnett ? Bobby J. Calder ? Tom Collinger ? Adam Duhachek ? Lisa Fortini-Campbell ? Nigel Hopkins ? Dawn Iacobucci ? Richard I. Kolsky ? Maria Flores Letelier ? Edward C. Malthouse ? Francis J. Mulhern ? Lisa A. Petrison ? Andrew Razeghi ? Don E. Schultz ? Charles Spinosa ? Paul Wang

Caryn Amster

Winner of USA Book News "Best in 2004" award in the True Crime category. This true crime memoir of Chicago toy storeowner, Manny Lazar, known as the Pied Piper of South Shore, is set in Chicago?s South Shore neighborhood in the50?s and 60?s. It is the story of the life and death of this beloved retailer told in gritty detail by his elder daughter. The author takes readers from Russian persecution to American freedom, from Hula Hoops to hit men, from murder to trial. It's the story of two children of immigrants, their American dream, and their richly diverse neighborhood in which each fell prey to the brutality of gangs. It is the story of loss and survival, even forgiveness. A foreword by Mandy Patinkin, a long time customer, thanks Mr. and Mrs. Lazar for providing a place to dream. Two appendices reveal how some of the most popular toys of the 50?s and 60?s got their start and recall the stores along 79th Street in South Shore. The book cover by fine...