Автор: Johnston Mark W Название: Sales Force Management ISBN: 1138951722 ISBN-13(EAN): 9781138951723 Издательство: Taylor&Francis Рейтинг: Цена: 11023.00 р. Наличие на складе: Поставка под заказ.
Описание: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:? Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
Автор: Tovey David Название: Principled Selling ISBN: 074946657X ISBN-13(EAN): 9780749466572 Издательство: Kogan Page Рейтинг: Цена: 2850.00 р. Наличие на складе: Нет в наличии.
Описание: Build better, more profitable relationships between seller and buyer.
Автор: Kolah Ardi Название: Art of Influencing and Selling ISBN: 0749464488 ISBN-13(EAN): 9780749464486 Издательство: Kogan Page Рейтинг: Цена: 3166.00 р. Наличие на складе: Нет в наличии.
Описание: Whether you're new to sales or have at least one year's experience in selling, this book will leapfrog your selling skills and understanding of sales techniques to a more sophisticated, satisfying and more genuinely customer and client-oriented level. If you're more experienced, then this book provides a comprehensive refresher which uses fresh insights, the latest ideas and practical useable tools like checklists to help you sell more and sell better. Fully reference and researched, "The Art of Influencing and Selling" covers: the psychology of selling a product or service; the sales pipeline and how to ensure it's realistic; making an effective sales presentation; up-selling, cross-selling, cold-calling and warm calling; effective approaches to prospective customers and clients; how to interrogate a database of contacts to get more sales; how to write effective sales materials; the power of business networking; how to get senior level appointments in your diary and closing a sale and follow up. If you want to improve your sales performance by learning how to listen to your customer and client and collaborate with them profitably, "The Art of Influencing and Selling" is the book for you.
Автор: Emmanuelle Rigaud-Lacresse; Fabrizio Maria Pini Название: New Luxury Management ISBN: 3319417266 ISBN-13(EAN): 9783319417264 Издательство: Springer Рейтинг: Цена: 19564.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Presenting a vision of the luxury sector and its management, this edited book describes "the new luxury" through a comprehensive view of the value chain, from concept to market.
Автор: Wided Batat Название: The new luxury experience : ISBN: 3030016706 ISBN-13(EAN): 9783030016708 Издательство: Springer Рейтинг: Цена: 11179.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: This professional book introduces marketing and luxury brand professionals to a new definition of luxury and the art of designing the ultimate luxury experience in both the physical space (e.g., in-store, hotel, restaurant) and the digital space (e.g., social media, website, e-commerce). Specifically, it offers an overview of customer experience issues and explores big five experiential strategies that can be applied by luxury houses in order to provide the best luxury experience to their customers. Themes such as quality of customer luxury experience, immersion and co-production/co-creation in luxury, creation and management, digital and immersive marketing, and innovative market research are also examined.
How do consumers define luxury? Is there one luxury or several "luxuries"? What kind of luxury experiences consumers want to live? How can luxury houses design the ultimate luxury experience? More than in any other sector, luxury consumption is a response to a search for emotions, pleasure, uniqueness, consideration and greatest services. The luxury consumer wants to live luxury experiences - not just buy luxury products or services. In this way, this book presents the luxury consumption experience as a combination of symbolic meaning, subconscious processes and nonverbal cues and characterized by fantasies, feelings and fun.
Featuring case studies and interviews from international luxury sectors and brand managers such as Burberry, Dior, Porsche, Breitling, St. Regis Hotels & Resorts, and Louis Vuitton, among others, this book offers both a research and management perspective on luxury experience to professionals in the luxury sector (e.g., CEOs, brand managers, marketing and communication professionals), as well as marketing professors, students, and people eager to learn more about how to design the ultimate luxury experience. Praise for The New Luxury Experience"This book provides a holistic perspective on marketing of luxury brands, offering both useful practical advice as well as illustrating important cases." -- Ravi Dhar, Director, Yale Center for Customer Insights, Yale University"Wided Batat's book offers a fresh, insightful and comprehensive analysis of the concept of the consumer's experience with luxury whatever that may be.
The Five experiential luxury strategies proposed by Wided highlight that luxury management should go above and beyond the design and branding of luxury goods and services. I also commend the consideration given to the younger generations' approach to luxury and to corporate social responsibility aspects. Luxury marketers should find this book very useful indeed."-- Francesca Dall'Olmo Riley, Professor of Brand Management, Kingston Business School, UK
Описание: Direct selling is booming. It`s no surprise when you consider the benefits of launching a direct selling business-low start-up costs, strong earning potential, and a flexible work schedule. This title helps readers learn how to: set goals; eliminate self-sabotaging behaviors; market their products and business opportunity effectively; and more.
Автор: Walker Gary Название: CustomerCentric Selling Field Guide to Prospecting and Busin ISBN: 0071808051 ISBN-13(EAN): 9780071808057 Издательство: McGraw-Hill Рейтинг: Цена: 3773.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Gives you the tools and methods necessary to refocus your energy from blindly delivering sales pitches to developing lasting relationships with profitable clients. This guide covers: the six steps to prospecting success; calculating pipeline strength and requirements; and how to leverage relationships through social networking.
Автор: Denny Richard Название: Selling to Win ISBN: 0749466316 ISBN-13(EAN): 9780749466312 Издательство: Kogan Page Рейтинг: Цена: 2850.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: Put winning techniques into practice with this world-renowned guide to selling.
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