Business : Sales & Selling

From the Kellogg School of Management at Northwestern University, the most prestigious school in marketing, comes this anthology of the best and most influential cutting-edge thinking on marketing strategy. Featuring chapters written by Kellogg's world-renowned marketing faculty - including Philip Kotler, the 'guru' of the field - Kellogg on Marketing explores three key areas of discussion: new approaches to the fundamental marketing concepts - segmentation, targeting, and positioning; changing strategies for the key marketplace tools, referred to as the 4Ps (product, price, promotion, place); and a look at the future of marketing. Written to appeal to executives in any industry. more...

Price: $35.00

About the Book: This book introduces new concepts and approaches in managing competition and strategies for leading ahead in business. Discussions in this book are focused on contemporary business strategies and present synthesis on competitor analysis, marketing-mix strategies, brand management, marketing research, sales management and innovative marketing integrating with marketing related case discussions in each chapter. Students of graduate and undergraduate levels, pursuing marketing courses would find this book as thought provoking, contemporary and innovative tool of learning. Working managers may find this book interesting as many best practices and corporate strategies have been analyzed throughout the discussions. By applying such ideas as consistency, integration, and leverage, managers may learn, as how bunch of marketing strategies fit into the needs of the marketplace, the skills of the company, and the vagaries of the competition. Finally, this book attempts in aligning the theory and practice of marketing dynamics in a firm. Contents: Understanding Competitors and Competition Product Strategy Brand Strategy Pricing Strategy Distribution Strategy Promotion Strategies Marketing Research Sales Management Strategic Marketing Innovative Marketing Strategies. more...

Price: $50.00

THE RIGHT PHRASE FOR THERIGHT SITUATION—EVERY TIME. When it comes to sales presentations, every word counts—but who has the time tocraft perfect presentations all the time?. You do—when you have Perfect Phrases for Sales Presentations . This go-to guide isexactly what you need to streamline this critical process. With hundreds of ready-to-use, time-saving phrases for delivering a winning sales presentation, this conciseguide provides the ideal language for: Making a great fi rst impression; Finding and cultivating prospective clients; Grabbing and holding your customer’s attention; Establishing your product’s value; Getting commitment—and closing the deal more...

Price: $10.95

Three things can happen when establishing a product price. A price set too high is a lost sale that could have been profitable at a lower price. A price set too low is rewarded with unprofitable work. Only when a price is set appropriately does a company make both a sale and a profit. Just as activity-based costing and activity-based management revolutionized the cost accounting world, activity-based pricing will bring a disciplined approach to developing pricing. more...

Price: $105.00

While basic sales methodologies instruct salespeople on the nuts and bolts of the sales process-who to approach in an organization, when to ask questions, and what to ask-ROI Selling takes them to a new level. Using a unique "360 Degree Measurement" technique, this guide provides practical tools for turning valuable customer feedback into a compelling case for their products and services. more...

Price: $27.00