Marketing Management (13th Edition) (Marketing Management)
by Philip Kotler
from Prentice Hall
Kotler/Keller is the gold standard in the marketing management discipline because it continues to reflect the latest changes in marketing theory and practice.
Topics covered include brand equity, customer value analysis, database marketing, e-commerce, value networks, hybrid channels, supply chain management, segmentation, targeting, positioning, and integrated marketing communications.
For marketing professionals who place special emphasis to creativity and imagination in marketing management.
Hot Prospects: The Proven Prospecting System to Ramp Up Your Sales Career
by Bill Good
from Scribner
Whatever good or service you're selling, five likely customers are worth a hundred random names. No one can help you find new business by finding those five -- or five hundred, or fifty thousand -- best-qualified customers better than Bill Good.
For over a decade, Bill Good's guide to increasing new business by finding the right prospective customers has been an invaluable resource to people in every imaginable profession involving selling. Now completely revised and updated to include lessons on how email, fax machines, and the Internet can be incorporated into an effective prospecting and selling campaign, it is the most valuable tool a salesperson can own.
Anyone who does any prospecting or selling by phone -- from securities, insurance, and real estate to fund-raising -- knows the frustrations and rejections inherent in "cold calling." Many people come to fear it. But why should this be so? Certainly there are people out there who need and want the product you're selling. If only you could more efficiently generate a list of just those people, weed out the hopeless cases, and launch a simple and highly effective campaign to win them to your side. Prospecting Your Way to Sales Success shows you how to do just that. Bill Good draws on all he's learned from a long, successful career teaching companies and individual entrepreneurs how to create successful prospecting campaigns. He jettisons the stale, old-school, don't-believe-a-customer-who-says-no philosophy for a plan of attack that finds good prospects while quickly screening out unqualified, uninterested customers. From the first contact to the final close, Bill Good will help you design a complete, customized prospecting campaign.
In this new revised edition, bursting with fresh ideas for incorporating new media and new technologies into his proven campaign strategies, Bill Good has updated a classic and given salespeople everywhere a book they can't afford to live without.
The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur
by Mary Kay Ash
from Wiley
The Mary Kay Way: Timeless Principles from America's Greatest Woman Entrepreneur is back in print and updated to reflect developments in today’s business environment for the modern entrepreneur. You will find inspiration and real, proven success principles that represents the forty-five year old success story of Mary Kay Ash, founder Mary Kay, Inc., the cosmetics company that provides women with unlimited opportunities for success. A foreword by Mary Kay’s grandson, also a company executive, introduces her timeless guide to entrepreneurial success.
Tuned In: Uncover the Extraordinary Opportunities That Lead to Business Breakthroughs
by Craig Stull
from Wiley
If you market a product, service, or idea in any business, industry or organization, you must read Tuned In: Uncover the Extraordinary Opportunities That Lead to Business Breakthroughs, a guide to understanding and meeting the needs of consumers, whether or not they make those needs clear. An easy-to-follow six-step process developed over the past 15 years can help you address unsolved problems, recognize buyer personas, quantify impact and create breakthrough experiences. Stop wasting time by guessing what your market needs and start understanding consumer desire.
SPIN Selling
by Neil Rackham
from McGraw-Hill
The international bestseller that revolutionized high-end selling!
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.
Little Red Book of Selling: 12.5 Principles of Sales Greatness
by Jeffrey Gitomer
from Bard Press
Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment--and the rest of their lives.
Covert Persuasion: Psychological Tactics and Tricks to Win the Game
by Kevin Hogan
from Wiley
Praise for Covert Persuasion:
"This book is a treasure trove of ideas you can use to turn a 'no' into a 'yes' almost instantly-in any sales situation."
-Brian Tracy, speaker and author of Create Your Own Future and Change Your Thinking, Change Your Life
"Hogan is the master of persuasion. I urge you to persuade yourself to buy this book and everything he's ever written and recorded. It will help you understand yourself, understand others, and succeed. This information is bankable."
-Jeffrey Gitomer, author of The Sales Bible, Little Red Book of Selling, and Little Red Book of Sales Answers
"There's more wisdom in this book than in 500 pages on the same subject. Whether you need to persuade your lover, your spouse, your boss, your clients, your friends, or yourself, this powerhouse collection of mind tricks and secrets will give you the upper hand. In today's competitive world, this is the persuasion wizard's manual you need to control circumstances and get what you want."
-Dr. Joe Vitale, author of Life's Missing Instruction Manual and The Attractor Factor
"When you read Hogan's writing, it feels like you're getting sage advice from a master. Would you like other people to decide on their own (or so they think) to go along with your every whim? Then this is the book you've been looking for."
-David Garfinkel, author of Advertising Headlines That Make You Rich
"There is more practical information on the dynamics of selling and communication in these pages than you could ever acquire in a lifetime on your own through trial and error. Take advantage of the authors' wisdom and read this book!"
-Todd D. Bramson, Certified Financial Planner and author of Real Life Financial Planning
The Sales Bible: The Ultimate Sales Resource, New Edition
by Jeffrey Gitomer
from Collins Business
Since its initial publication in 1994, Morrow's hardcover edition of Jeffrey Gitomer's THE SALES BIBLE has sold over 117,000 copies, and another 100,000 in paperback (published by Wiley).But in the 13 years since then, Gitomer has made himself into a sales powerhouse with huge success around an inventively packaged series of books, with his classic THE LITTLE RED BOOK OF SELLING at its heart.Now at last, Gitomer has taken the title that began it all, and has completely revised it. The Sales Bible is totally reworked to fit into his line of bestselling sales titles. It's sure to be THE must-have title for sales professionals worldwide who've already come to know and trust Jeffrey's inventive, irreverent sales wisdom through his "Little [Color] Book of..." series.
The Mindbody Prescription: Healing the Body, Healing the Pain
by John E. Sarno
from Grand Central Publishing
Dr. John Sarno caused quite a ruckus back in 1990 when he suggested that back pain is all in the head. In his bestselling book, Healing Back Pain: The Mind-Body Connection, he claimed that backaches, slipped discs, headaches, and other chronic pains are due to suppressed anger, and that once the cause of the anger is addressed, the pain will vanish. Relieved Amazon.com readers call this book "liberating" and say "it sounds too good to be true, but it is true." Sarno has returned with The Mindbody Prescription, in which he explains how emotions including guilt, anxiety, depression, and low self-esteem can stimulate the brain to manufacture physical symptoms including fibromyalgia, repetitive strain injuries, migraine headaches, hay fever, colitis, ulcers, and even acne. If these psychosomatic problems all sound a little Freudian, what with the repression of emotions in the unconscious, it's because Sarno unapologetically borrows from Freud for the basis of his theory and cites childhood trauma as a major source of emotional problems. He also says that his program is a "talking cure" of sorts, since patients must be convinced their pain is rooted in their emotions before healing can begin.
The book reads a bit like psychology text, with Sarno quoting from psychoanalytic theorists including Heinz Kohut and Graeme Taylor and the DSM-IV (Diagnostic and Statistical Manual of Mental Disorders, Fourth Edition). Sarno walks through the neurophysiology of mindbody disorders, lists the symptoms of dozens of disorders that he believes are emotion-based, and offers a basic program for overcoming psychosomatic pain and illness. His recovery plan includes meditation and sometimes psychotherapy, including behavior modification, and stopping any medication or physical therapy. While Sarno's ideas seem radical, they were commonly implemented earlier in the 20th century, when psychoanalysis was at its peak of popularity, and they promise to become more accepted in our current era of alternative medical therapies and anger management. --Erica Jorgensen
Dr. John Sarno caused quite a ruckus back in 1990 when he suggested that back pain is all in the head. In his bestselling book, Healing Back Pain: The Mind-Body Connection, he claimed that backaches, slipped discs, headaches, and other chronic pains are due to suppressed anger, and that once the cause of the anger is addressed, the pain will vanish. Relieved Amazon.com readers call this book "liberating" and say "it sounds too good to be true, but it is true." Sarno has returned with The Mindbody Prescription, in which he explains how emotions including guilt, anxiety, depression, and low self-esteem can stimulate the brain to manufacture physical symptoms including fibromyalgia, repetitive strain injuries, migraine headaches, hay fever, colitis, ulcers, and even acne. If these psychosomatic problems all sound a little Freudian, what with the repression of emotions in the unconscious, it's because Sarno unapologetically borrows from Freud for the basis of his theory and cites childhood trauma as a major source of emotional problems. He also says that his program is a "talking cure" of sorts, since patients must be convinced their pain is rooted in their emotions before healing can begin. The book reads a bit like psychology text, with Sarno quoting from psychoanalytic theorists including Heinz Kohut and Graeme Taylor and the DSM-IV (Diagnostic and Statistical Manual of Mental Disorders, Fourth Edition). Sarno walks through the neurophysiology of mindbody disorders, lists the symptoms of dozens of disorders that he believes are emotion-based, and offers a basic program for overcoming psychosomatic pain and illness. His recovery plan includes meditation and sometimes psychotherapy, including behavior modification, and stopping any medication or physical therapy. While Sarno's ideas seem radical, they were commonly implemented earlier in the 20th century, when psychoanalysis was at its peak of popularity, and they promise to become more accepted in our current era of alternative medical therapies and anger management. --Erica Jorgensen
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
by Chet Holmes
from Portfolio Trade
Chet Holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve—sales, marketing, management, and more.
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