The art of persuasion as taught by one of the world's most sought-after speakers and pitchmen In this daring book, Joel Bauer teaches you how to persuade by making your messages entertaining. Learn the secrets behind "The Fright Challenge," "The Transformation Mechanism," and other persuasion tactics used by pitchmen, carneys, and conjurors to convince people to their way of thinking. Along with coauthor Mark Levy, Bauer has taken these ethical, entertainment-based techniques, and has made them practical for everyday use-capable of influencing one person or a thousand, in business and in life. Joel Bauer (Los Angeles, CA) is an expert in performance-based live marketing who The Wall Street Journal online referred to as "undoubtedly the chairman of the board" of corporate tradeshow rain-making. Mark Levy (Chester, NJ) has written for the New York Times, has authored or coauthored three books, and is the founder of Levy Innovation, a consulting firm that makes individuals and companies memorable.

Price: $14.99 USD

Praise for Never By Chance. "Joe Calloway, Chuck Feltz, and Kris Young have joined forces to write the book that senior management at companies large and small have been waiting for. Highly readable, loaded with innovative ideas and filled with seminal insights from both a consulting and CEO perspective, Never by Chance lays out a plan for aligning people and strategy to dramatically improve market share and ROI. If you're going to read one business book this year, this is it!". —Kevin J. Clancy, PhD, Chairman, Copernicus Marketing Consulting. "Never by Chance is a real-world, pragmatic guide to authentic alignment, vision, and strategy. If you want to create enduring value for your customers that drives shareholder value, then read this book. A great read that lays out a foundational approach to aligning people, resources, and strategy.". —Kevin Cashman, Senior Partner, Korn/Ferry Leadership & Talent Consulting; bestselling author of Leadership from the Inside Out. "Calloway, Feltz, and Young offer a fresh perspective on what it takes to drive business strategy to its successful conclusion. This is a compelling contribution to the literature on the application of strategy and the importance of those things that really matter. It's a must-read for all those who labor in the vineyards of corporate America and those who aspire to it.". —Benjamin Ola. Akande, PhD, Dean, School of Business and Technology, Webster University. "Everyone ends up somewhere, but few end up somewhere on purpose. Doing things on purpose and for a purpose are critical to business success. Never by Chance makes a compelling case for intentional leadership in bringing all of a company's resources to bear on delivering the stakeholder value your organization exists to provide.". —Steve Tourek, SVP and General Counsel, Marvin Windows and Doors

Price: $19.95 USD

Praise for THE GREAT FORMULA. "This book reminds me of Isaac Newton's discovery of gravity-a stunningly simple idea that changed the course of history. I've seen The Great Formula create millionaires with surprising speed. It's an exact recipe to turn a marginal business into a successful one.". —David Garfinkel, author, Customers on Demand. "Mark Joyner has once again succeeded at coming up with an entertaining and educational marketing masterpiece.". —Dr. Mani Sivasubramanian, infopreneur and heart surgeon. "With all the fancy buzzwords used to describe how to achieve success, here is a commonsense formula that cuts through the chatter and goes straight to the heart of what really works. This is truly a new perspective.". —Joseph Sugarman, Chairman, BluBlocker Corporation. "Save yourself a couple hundred thousand dollars on that degree. Clear out your bookcase. The MBA curriculum for this generation is The Irresistible Offer and The Great Formula.". —Lou D'Alo, PowerUp! Coaching and Consulting

Price: $21.95 USD

Managers are expected to perform four basic tasks in the successful running of their business - planning, leading, organising and controlling. In carrying out these activities they need to formulate strategies for success and to communicate those strategies to staff at all levels. This book is intended to provide stimulation for managers at any level to assist in constantly reviewing and improving their management skills. It is also intended to provide easy to read and use prompts and inspiration for managers at all levels in order for them to improve their management performance and to set new goals, plans and direction and ultimately increase the bottom line and to create value for the business and shareholders. We have covered three areas of management activity - Management itself, Human Resources and Marketing. An interesting aside to our consulting work is the fact that very few people will ever admit to having a lack of management skills. Conversely many people in management positions are prepared to admit to having a lack of, and not understanding marketing skills Any manager in the new millennium realises that they are working in a dynamic occupation and that the chances of being in that same position for more than three years is unlikely. Strong performance will bring promotion or job offers from other organisations, usually with increased rewards. Poor performance will inevitably result in retrenchment or even the failure the organisation. It is commonplace now for managers to be rewarded for their efforts and achievements on a performance incentive basis. We hope this book will assist in you in achieving your performance incentive.

Price: $24.95 USD

The various aspects of marketing surrounding a brand, such as advertising, sales promotion and distribution, can mislead and confuse brand builders. Branding Demystified: Plans to Payoffs identifies the foundations on which strong brands are built, with a distinct focus on the higher-order connect between the brands and their prospects. It also distinguishes these foundations from the other peripheral issues, thereby highlighting what is most important for brand building. With the help of India-centric examples and illustrations, the book analyses why brands have become indispensable in our lives. It communicates the key concepts of branding and branding strategy in a concise and clear manner. The book focuses on the following important branding challenges:. - Brand meaning. - Brand vision. - Brand transformation. - Brand value in higher orbits. - Brand strategy. - Leveraging the brand. - Brand adjustments. This book will be immensely helpful to entrepreneurs and to professionals in the fields of marketing, advertising, consulting and strategy. Teachers and students of business management, advertising and branding will find it an incisive and insightful text that draws attention away from the peripheral to the core aspects of branding.

Price: $29.95 USD

This is the eBook version of the printed book. “This is a milestone book in marketing. Most companies claim they are focused on customers, but even those who are, probably do not take a scientific approach to customer management. Professor V. Kumar is the acknowledged expert on the science of customer management. This important book raises all the key questions in managing customers, provides the analytical tools for optimization, and illustrates these tools with a number of company examples.” —Philip Kotler , S. C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management, Northwestern University   “Delivering lasting client value is at the heart of profitable businesses today. Managing Customers for Profit provides a compelling, empirically-tested approach to significantly enhance traditional customer relationship management initiatives. I highly recommend this book to all those interested in cultivating lasting profitable growth relationships with current and future clients.” —Tim Bohling , Vice President, Market Intelligence, IBM Americas   “Executives are too often guided by backward-looking, short-term metrics. This book shows how a focus on Customer Lifetime Value (CLV) can change management toward long-term results by providing a fresh perspective on customer targeting, retention, and loyalty. Highly recommended—it shows you the way toward strategic customer thinking.” —Dave Aaker , Vice-Chairman, Prophet, Author of Brand Portfolio Strategy   This book shows you how.   Leading marketing expert V. Kumar shows how to use Customer Lifetime Value (CLV) to target customers with higher profit potential…manage and reward existing customers based on their profitability…and invest in high-profit customers to prevent attrition and ensure future profitability. Kumar introduces customer-centric approaches to allocating marketing resources for maximum effectiveness…pitching the right products to the right customers at the right time…determining when a customer is likely to leave, and whether to intervene…managing multichannel shopping… even calculating a customer’s referral value.   Drawing on his extensive experience consulting with world-class marketing organizations, Kumar illuminates the challenges of transitioning from a product-centric to a customer-centric approach and presents proven solutions. Simply put, this book’s techniques offer marketing executives a complete framework for linking their investments to business value—and maximizing the lifetime value of every single customer .   Foreword xiii Preface xv Acknowledgments xviii About the Author xix   Chapter 1: Introduction 1 Chapter 2: Maximizing Profitability 11 Chapter 3: Customer Selection Metrics 29 Chapter

Price: $31.99 USD

A showcase of the sixty trends that will have the biggest impact on business in the next decade In Sixty Trends in Sixty Minutes (A Brandweek Book), top marketer Sam Hill, author of the bestselling Radical Marketing, highlights the trends that will have the biggest impact on marketing, brand management, and product development within the next decade. He separates the momentary fads from the lasting movements and reveals why trends matter, where they come from, and how to exploit them. He also describes the ten factors that will influence current trends and trends to come, such as exponential population growth, urbanization, interconnectedness, and the decreasing role of work in our lives. With these valuable insights in hand, business leaders will learn how to differentiate their product on the shelf, tap into specific markets, meet consumers' desires for "authentic" products, and much more. Hill also guides managers in conducting trend workshops identical to those offered by his consulting group at top-dollar prices. Timely, relevant, and global in its scope, this book offers entrepreneurs and managers new ideas and techniques for finding success today and in the future.

Price: $36.95 USD

Hauptbeschreibung #ISBN 978-3-8006-3609-9# Das Direktmarketing hat in den letzten Jahren eine rasante Entwicklung mit betrchtlichen Zuwachsraten erlebt. Immer mehr Unternehmen aus den unterschiedlichsten Branchen haben den direkten Dialog mit ihren Kunden in ihr Marketing-Instrumentarium bernommen und damit bewirkt, dass nach einer Studie der Deutschen Post AG bereits zwei Drittel der Kommunikationsausgaben deutscher Unternehmen in den Dialog flieen. Der bergang vom Transaktions- zum Beziehungsmarketing stellt die langfristige Kundenbeziehung und Kundenbindung in den Fokus, die durch die Instrumente des Direktmarketings gepflegt werden. Die Trends zum CRM (Customer Relationship Management) und zum Online-Marketing haben die Bedeutung des Direktmarketings weiter verstrkt. Neue Techniken der Segmentierung, wie Data Warehouse und Data Mining, erlauben eine immer feinere Selektion fr die direkte Kundenansprache. Auch die akademische Lehre hat sich in den letzten Jahren mit diesem Thema strker beschftigt. Allerdings wird in vielen klassischen Marketing-Lehrbchern das Direktmarketing immer noch allenfalls im Rahmen der Kommunikationspolitik behandelt. Diese 3. Auflage gibt einen berblick ber alle wichtigen Bereiche des Direktmarketings. Das Buch ist bewusst pragmatisch ausgerichtet, zeigt den aktuellen Stand und gibt an Hand zahlreicher Beispiele aus den unterschiedlichsten Branchen Anregungen fr die praktische Umsetzung. - Grundlagen des Direktmarketings - Erfolgsfaktoren und Aufgaben des Direktmarketings - Medien des Direktmarketings - Online-Direktmarketing - E-Mails im Direktmarketing - Mobile Marketing - Web 2.0 und Direktmarketing - Planung von DirektmarketingAktionen - Wahl der Zielgruppe - Database-Marketing - Einsatz des Database-Marketing - Beziehungsmanagement und Customer Relationship Management - Kundenzufriedenheit und Kundenbindung - Kampagnenmanagement - Kundenclubs und Kundenkarten - Beilage und Anzeige - Katalog Prof. Dr. Heinrich Holland lehrt an der Fachhochschule (University of Applied Sciences) Mainz. Er ist Akademieleiter der Deutschen Dialogmarketing Akademie (DDA) und Mitglied zahlreicher Beirte und Jurys. Im Jahr 2004 wurde er in die Hall of Fame des Direktmarketings aufgenommen. Er hlt Vortrge im In- und Ausland und bert namhafte Unternehmen. Mit der Holland Consulting betreut er Beratungs-Projekte in den Bereichen Direktmarketing, Integrierte Kommunikation, CRM und Marktforschung Fr Dozenten und Studierende des Marketings, Marketingfachleute in Unternehmen sowie fr Werbeagenturen.

Price: $58.92 USD

'The Channel Advantage' deals with one topic, and deals with it comprehensively and rigorously: how to construct a sales channel system that will yield world-class sales performance and durable competitive advantage. This book helps readers move decisively away from the notion of channel strategy as a sideline to the core business. Building a channel advantage is the core business today, and this is an essential text and reference for all serious marketing and sales professionals and students. Channel innovation is separating market winners from market losers, and not just in leading-edge technology industries. In a business world where industry players are selling practically the same products at essentially the same prices at about the same cost, the only real source of sustainable competitive advantage is the sales channel: how you sell, not what you sell. Selling becomes a question of how to connect products with customers via the best mix of sales channels: the sales force, value-added partners, distributors, retail stores, telemarketing, and the Internet. In short, how companies sell has become as important as what they sell. 'The Channel Advantage' explains how leading companies develop strategies that integrate e-commerce, telemarketing, sales forces, and distributors to achieve superior sales performance and sustainable competitive advantage. Timothy R. Furey is chairman, CEO and co-founder of Oxford Associates, a privately held consulting firm specializing in sales and market strategy, e-commerce channel integration and market research, based in Bethesda, Maryland. Oxford has achieved an annual growth of more than forty percent since its creation in 1991 and was named one of America's 500 fastest growing private companies by Inc. Magazine in 1997. Furey, a pioneer in the use of hybrid sales and marketing strategies for blue chip companies, works extensively with senior management leadership teams to develop and implement go-to-market growth strategies. His clients include IBM, American Express, Marriott, Xerox, Fidelity Investments, Bristol-Myers Squibb, and Johnson & Johnson. Under his leadership, Oxford Associates has developed leading-edge strategies, business processes and systems for deploying and integrating multi-channel sales and marketing systems. They work to align products with the right customers via an appropriate mix of the Internet, telesales, distributors, value-added partners, and traditional sales force channels. Mr. Furey is the co-author of THE CHANNEL ADVANTAGE (Butterworth-Heinemann, August 31, 1999), which is endorsed by the CEOs of America Online, Lotus Development, Ocean Spray, and Xerox. Mr. Furey also serves on the Board of Directors of Alpha Industries (Nasdaq:AHAA), a leading semiconductor manufacturer for wireless telephone applications. Previously, Mr. Furey worked with Boston Consulting Group, Strategic Planning Associates, Kaiser Associates and the Marketing Science Institute. He earned a

Price: $73.95 USD

This e-book is the first of three to focus on global disaster management and crisis strategic planning issues relevant to 21st century supply chain management and business logistics. The authors of the papers in this e-book have covered the academic fields of agricultural economics, business logistics, engineering, industrial distribution, management, marketing, operations management/management science, supply chain management, and varied industry and consulting positions. This e-book contains studies that examine the current strategies being deployed for supply chains in times of crisis. It was organized to canvass major areas of supply chain strategic disaster planning and recovery related research. As such this e-book, titled Supply Chain Management in Times of Crisis: Examining Advances in Strategy, focuses on the strategies currently being developed and employed by firms to better manage their supply chains in desperate times.

Price: $199.00 USD