Business : Marketing

25 Sales Strategies and Activities. By Peter Garber. Is your sales team stuck in a rut? Would you like to get them fired up about bringing in new customers and selling more?. 25 Sales Strategies and Activities is a unique training and development tool designed to teach sales professionals how and when to use a variety of proven sales strategies. The guide presents 25 strategies and activities in terms of two critical selling factors: Relationships – how the customer perceives you as a supplier based on past experience and interactions; Performance – what you as a supplier actually deliver to the customer. A diagnostic sales strategy matrix shows how much each strategy emphasizes both relationship and performance. A relationship performance index further classifies the strategies as highest, higher, moderate, lower, lowest. Each strategy comes with an activity that clears up any question about how the strategy should be implemented. Each activity includes fully reproducible exhibits which can be used as exercises and handouts in training sessions. Rather than a one-time training tool, 25 Sales Strategies and Activities is a useful and practical guide your employees will refer to over and over again. It’s packed with a wealth of insight, tips and guidance for motivating sales people to: Know the customer; Create buying habits; Adapt to change; Empower customers; Create the need; Sell the sizzle; Understand the customer’s perspective; Sell service; And much more. 176 pp / Code 25SS / $99.95 more...

Price: $99.95

In their rush to appeal to the 18 to 35 age group, marketers have largely ignored consumers in their 50s and beyond. In this compelling investigation, The 50-plus Market shows why marketers can no longer ignore the inevitable consequences of demographic and economic change. more...

Price: $39.95

Have you ever wondered what a concise, comprehensive book providing critical guidance to the whole expanse of social science research methods and issues might look like? The A-Z is a collection of 94 entries ranging from qualitative research techniques to statistical testing and the practicalities of using the Internet as a research tool. Alphabetically arranged in accessible, reader-friendly formats, the shortest entries are 800 words long and the longest are 3000. Most entries are approximately 1500 words in length and are supported by suggestions for further reading. The book:. - Answers the demand for a practical, fast and concise introduction to the key concepts and methods in social research. - Supplies students with impeccable information that can be used in essays, exams and research projects. - Demystifies a field that students often find daunting. This is a refreshing book on social research methods, which understands the pressures that modern students face in their work-load and seeks to supply an authoritative study guide to the field. It should fulfil a long-standing need in undergraduate research methods courses for an unpatronising, utterly reliable aid to making sense of research methods. more...

Price: $54.95

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Price: $23.95

How to Strategically Evaluate Hong Kong. Perhaps the most efficient way of evaluating Hong Kong is to consider key dimensions which themselves are composites of multiple factors. Composite portfolio approaches have long been used by strategic planners. The biggest challenge in this approach is to choose the appropriate factors that are the most relevant to international planning. The two measures of greatest relevance to access control equipment are “latent demand” and “market accessibility”. The figure below summarizes the key dimensions and recommendations of such an approach. Using these two composites, one can prioritize all countries of the world. Countries of high latent demand and high relative accessibility (e.g. easier entry for one firm compared to other firms) are given highest priority. The figure below shows two different scenarios. Accessibility is defined as a firm’s ease of entering or supplying from or to a market (the “supply side”), and latent demand is an indicator of the potential in serving from or to the market (the “demand side”). Framework for Prioritizing Countries. Demand/Market Potential Driven Firm. Relative Accessibility. Accessibility/Supply Averse Firm. In the top figure, the firm is driven by market potential, whereas the bottom figure represents a firm that is driven by costs or by an aversion to difficult markets. This report treats the reader as coming from a “generic firm” approaching the global market – neither a market-driven nor a cost-driven company. Planners must therefore augment this report with their own company-specific factors that might change the priorities (e.g. a Canadian firm may have higher accessibility in Canada than a German firm). Latent Demand and Accessibility in Hong Kong. This report provides a detailed overview of factors driving latent demand and accessibility for access control equipment in Hong Kong. Latent demand is largely driven by economic more...

Price: $195.00