Selling the Wheel is a fascinating story about sales and marketing written in the form of an ancient parable: Once upon a time, long ago, a resourceful fellow named Max came up with a brilliant idea and invented the Wheel. But human beings, who had been getting along without the Wheel for thousands of years, did not instantly appreciate their need for this clever invention.... This is the challenge facing Max, as dramatized by Jeff Cox, coauthor of the bestselling business novels Zapp! and The Goal, Selling the Wheel is based on the pioneering research of Howard Stevens's employment-testing and customer-research firm, the H. R. Chally Group. In the story, Max and his wife, Minnie, learn what it takes to market the Wheel. With the help of Ozzie the Oracle, they discover four essential selling styles -- Closer, Wizard, Relationship Builder, and Captain & Crew -- and come to understand how each style is suited to a different type of salesperson. They learn that as markets evolve, selling styles and strategies must change. There is no single right way -- and no company can be all things to all people. This critical lesson is as valuable to salespeople as it is to sales managers. Writer Jeff Cox has the amazing gift for translating technical ideas into creative, engaging stories, and his collaboration with sales and marketing expert Howard Stevens is based on empirical research collected from 250,000 salespeople, more than 1,500 people in corporate sales, and interviews with more than 100,000 actual customers who rated the strengths and weaknesses of the salespeople serving them. Packed with practical tips for salespeople, entrepreneurs, marketing managers, and business students, Selling the Wheel is an irresistible guide to sales styles, strategies, and markets.

Price: $9.99 USD

Over the past four decades, Caliper Consulting has helped more than 23,000 companies worldwide effectively select, develop, and manage people. For most companies, hiring the right employee is a challenge. The Caliper Profile has proved to be over 90% accurate in determining who will become a top performing salesperson. In this practical book, Herb Greenberg, CEO of Caliper and developer of the Caliper Profile, arms managers with everything they need to stop the recruitment revolving door in their companies and to hire the right people the first time, every time, by showing managers how to:. Identify the four proven factors that predict an employee's success in sales. Outline a proven system for finding, developing, and retaining great salespeople. Follow his expert guidance on job matching, team-building, leadership, and successful sales traits for specific industries. Herb Greenberg (Princeton, NJ) is the founder and president of Caliper. A recognized authority on the relationship between personality and performance, he speaks widely and is published extensively, including articles in the Harvard Business Review. Harold Weinstein (Princeton, NJ) is COO of Caliper and an active consultant, writer, and speaker around the world. Patrick Sweeney (Princeton, NJ) is Executive VP of marketing at Caliper where he oversees positioning of the assessment, training, and consulting practices.

Price: $24.95 USD

Customer relationship management, or CRM, is certainly a hot topic in business today. If you have a small or medium-sized business, chances are you’re already aware of all it can do for you. But with so many options and so much to think about, how do you get a CRM system in place with a minimum of hassle? Well, Microsoft Dynamics CRM 4 For Dummies is a great place to start!. Written by veteran CRM experts Joel Scott and David Lee, this friendly guide will have you understanding and using Microsoft’s CRM solution in a jiffy. Whether you’re considering a CRM system for the first time or you’ve decided to switch from another system to Microsoft Dynamics CRM, this book will make it easy to:.:.; Maintain and manage all your customer information.; Personalize Microsoft CRM to work for your business.; Set up CRM to support sales, marketing, and customer service.; Use the Outlook client.; Manage territories and business units.; Create and manage activities.; Generate quotes and invoices.; Implement and manage a marketing campaign.; Work with contracts, and much more. Microsoft Dynamics CRM 4 For Dummies is packed with information on the latest version, It will help you get a unified view of your customer information and interactions through integrated sales, marketing, and customer service features. And that, as every business owner knows, is important to improving your bottom line!.

Price: $24.99 USD

Don’t sign a recording contract before reading this book! The Musician’s Legal Companion, Second Edition gets to the core of the legal issues you need to know about, in clear, straightforward language. Here you’ll find easy-to-comprehend explanations of the four main contracts used in the music business: recording artist, songwriter, artist management, and performance. You’ll also discover how to make the relationship with your current or future attorney more fruitful and cost-effective. This new edition includes expanded coverage of topics such as the use of independent producers, 360° agreements, distribution and marketing agreements, how radio and other media fit into an artist’s career, film and television agreements, digital distribution, name and likeness agreements, merchandising agreements, and much, much more. With more than 25 years in the music business as a lawyer, educator, and writer, interacting with many musicians both personally and professionally, Michael A. Aczon shares the many lessons he’s learned and takes you on a journey to a better legal understanding of the entertainment industry and your music career.

Price: $26.99 USD

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 uses the 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:.:.; Transform sales calls into interactive conversations.; Position their offerings in relation to buyer needs.; Facilitate a more consistent customer experience.; Achieve shorter sales cycles.; Integrate sales and marketing into a cooperative, cross-functional team. CustomerCentric Selling TM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.

Price: $29.95 USD

European Gastronomy into the 21st Century' is a unique text examining the development and origins of European food traditions within social, economic and geographical contexts. Gastronomy is the art and science of good eating and drinking: a concept that extends outwards to embrace wider notions of tradition, culture, society and civilisation. This book provides a rigorous, well researched and much needed treatment of the subject, systematically outlining: * the development of European gastronomic tradition, and the social, economic, philosophical and geographical contexts of change * the experiences, philosophies and relative contributions of great gastronomes, past and present * the interplay of traditional and contemporary influences on modern gastronomy * the relationship between gastronomy and and travel and tourism * salient issues of nutrition, food hygiene and health promotion Taking an all-encompassing look at the subject of gastronomy past, present and future, 'European Gastronomy into the 21st Century' uses example menus and case studies to demonstrate the theory. It also provides an insight into the business arena, using key destination restaurants to illustrate management techniques and marketing issues. Accessible and highly structured, the book guides the reader through its wide-ranging and thought-provoking content.

Price: $43.95 USD

The growing emphasis on globalization in the context of higher education has resulted in changes in academic curricula, increasing numbers of global partnerships, and in more concentrated efforts to recruit international students at North American universities. This book focuses on the impact of these efforts on academic libraries. The introductory essay addresses issues faced by both international students and by librarians who work with them. The student-related issues include general culture shock, communication and language concerns, learning styles, differences between libraries in North America and those in other parts of the world, and library anxiety. Library-related issues include responding to language, technological, and cultural barriers; responding to specific culture-based concerns; classroom communication; outreach; and staff training. Suggestions are offered as to ways to make the relationship between students and librarians more positive and productive. The annotated bibliography provides an overview of the literature on the topic, covering such issues as basic library orientation; bibliographic instruction/information literacy; collection development; computers and the internet; language and communication; marketing and outreach; reference services; and staff development and training, including staff exchanges and international visits. Author and subject indexes are appended.

Price: $55.00 USD

"The challenge in all settings is to make the difficult decisions in a way that is defensible, justifiable, ethical, and equitable" So write Nick Freemantle and Suzanne Hill in their introduction to this important discussion on decision making in the reimbursement of pharmaceuticals. Based around a programme supported by the World Health Organization, chapters by leading academics involved in the research tackle such major issues as international pharmaceutical policy, tensions in licensing policies, priority setting, and relationships between the stakeholders. Chapters include Development of marketing authorisation procedures for pharmaceuticals Interpreting clinical evidence International pharmaceutical policy: health creation or wealth creation? Development of fourth hurdle policies around the world Economic modelling in drug reimbursement Priority setting in health care: matching decision criteria with policy objectives Tensions in licensing and reimbursement decisions: case of riluzole for amytrophic lateral sclerosis Relationship between stakeholders: managing the war of words Medicine and the media: good information or misleading hype?How to promote quality use of cost-effective medicines Using economic evaluation to inform health policy and reimbursement: making it happen and making it sustainable Pricing of pharmaceuticals Evaluating pharmaceuticals for health policy in low and middle income country settings. Besides the controversial issues there is a wealth of practical information including economic modelling and the experiences from the WHO programme, providing readers with workable examples. This is essential reading for clinical researchers in pharmaceuticals and policy makers everywhere.

Price: $90.00 USD

Karake-Shalhoub uses agency theory to ground her empirical analysis of more than 100 e-commerce firms in this highly readable examination of trust in e-commerce relational exchanges. She identifies several trust-building measures, including privacy statements, the existence of a chief privacy officer, and a trusted third-party seal of approval; companies are then evaluated based on an index of those trust builders. She demonstrates that there is a positive relationship between management ownership and trust, and that managers who fail to protect the interests of their stockholders-as well as their own-will never gain customer loyalty. Any business considering a move into e-commerce, or re-evaluating an earlier investment in online marketing and retailing, will benefit greatly from Karake-Shalhoub's insights. The timeliness of this study—the first of its kind—and its unique agency-theory perspective allow for an analysis of the appropriateness of e-business and e-commerce for certain businesses. What are e-commerce businesses that are developing loyalty and building trust doing differently than their less successful competitors? How are successful companies moving from traditional applications to the new breed of integrated e-commerce architectures? Karake-Shalhoub answers these and other pressing questions for senior and mid-level managers and strategic planners, corporate executives charged with incorporating an e-commerce strategy into their long-range plans, chief privacy officers, regulatory policymakers, and students of e-commerce, customer relationship management, and online marketing.

Price: $147.00 USD

In May 2004, I was invited to give a keynote address on Wal-Marts internationalisation at the 88th seminar of the European Association of Agricultural Economists (EAAE) in Paris. The theme of the event was Retailing and Producer-Retailer Relationships in Food Chains and six of the papers presented at the conference are the subject of this issue of the journal. Martin Hingleys paper on power imbalanced relationships sets the scene for the issue. Martins work is strongly focused upon the fresh food supply chain in the UK. Drawing upon in-depth interviews with senior management of fresh food suppliers and their key customers, the large retail chains, he shows that the imbalance in power in such relationships does not preclude these companies from entering meaningful successful relationships. He therefore challenges the more accepted view in the relationship marketing literature that trust, symmetry and mutuality are necessary constructs for a successful exchange relationship. The paper by Andrew Fearne, Rachel Duffy and Susan Hornibrook continues with this theme. In their paper, however, the focus here was on best practice principles in relationships between retailers and suppliers of meat, dairy and fresh produce in the wake of the Code of Practice initiated by the Office of Fair Trading. In a postal survey to suppliers in these commodity sectors it was interesting to note the degree of heterogeneity in relationships. Indeed, best practice was achieved by companies with a low pricing or niche marketing positioning indicating that these companies had adopted lead suppliers to manage supply chain relationships. Our next three papers are from France. Dominique Bonet and Gilles Pache´ note that the concentration of power towards retailers in the food channel is similar in France to that in the UK. Like their UK counterparts, French retailers (mainly in the trade press) have espoused their commitment to building close relationships with their suppliers. The authors in

Price: $199.00 USD