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Sales & Selling

  • UnMarketingby Scott Stratten; Alison Stratten

    Wiley 2016; US$ 22.00 US$ 15.40

    Stop marketing. Start UnMarketing. No one likes cold calls at dinnertime, junk mail overflowing your mailbox, and advertisements that interrupt your favorite shows. If this is "marketing," then the world would probably prefer whatever is the opposite of that. If you're ready to stop marketing and start engaging, then welcome to UnMarketing. The... more...

  • Marketingmanagementby Christian Homburg

    Springer Fachmedien Wiesbaden 2016; US$ 28.31

    Christian Homburg bietet Marketing-Studierenden und Praktikern einen umfassenden Überblick der Fragestellungen und Inhalte in Marketing und Vertrieb. Zum tiefergehenden Verständnis dieser Inhalte trägt die ausgeprägte theoretische Fundierung des Buches bei. Eine kritische quantitative Orientierung fördert das strukturierte und präzise Durchdenken... more...

  • High-Profit Prospectingby Mark Hunter; Jeb Blout; Mike Weinberg

    AMACOM 2016; US$ 16.95

    Sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices High-Profit Prospecting puts the power back where it belongs?in your hands. Follow its formula and start bringing in valuable new business. more...

  • Managing Power and Peopleby George J. Seperich; Russell W. McCalley

    Taylor and Francis 2016; US$ 59.95

    This practical text offers management students as well as professionals a comprehensive guide to an essential management function: the use of power and authority to achieve specific objectives. Incorporating numerous case studies and examples of actual management experiences in both large and small companies, the book provides an effective approach... more...

  • Why Winners Winby Gary Pittard

    Wiley 2016; US$ 19.00 US$ 13.30

    Your journey to success starts here Why Winners Win identifies the crucial elements of business success and provides step-by-step guidance on getting there. Author Gary Pittard shows you why consistent results are the key contributing factor to lasting success, and helps you identify your personal barriers. Whether you lack the ability to set... more...

  • Sell with a Storyby Paul Smith; Mike Weinberg

    AMACOM 2016; US$ 18.95

    Paul Smith, author of the acclaimed Lead with a Story , shifts his best-selling formula to the sales arena. Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to... more...

  • Events ? Erlebnismarketing für alle Sinneby Jochen Thinius; Jan Untiedt

    Springer Fachmedien Wiesbaden 2016; US$ 25.47

    Dieses Buch beschreibt, wie Sie Events als ganzheitliches multisensorisches Erlebnis in der Markenkommunikation einsetzen und damit neue Kundengruppen erschließen sowie bestehende beeindrucken und binden können. Als Bühne und virtueller Schauplatz für Lust, Inspiration, Überraschung und Fantasie eignen sich Erlebnisevents hervorragend für die nachhaltige... more...

  • Kundenbindung durch Kundenintegration auf Industriegütermärktenby Silke Scheutzow

    Springer Fachmedien Wiesbaden 2016; US$ 47.19

    Am Beispiel der Elektronikbranche operationalisiert die Autorin verhaltenswissenschaftlich die Kundenintegration auf Industriegütermärkten. Unter Berücksichtigung modellrelevanter Konstrukte wie Kundenzufriedenheit und Wechselkosten untersucht sie die Wirkung der kundenintegrativen Aktivitäten des Anbieters auf die Kundenbindung. Die soziale Steuerung... more...

  • Retail Brand Equity and Loyaltyby Julia Katharina Weindel

    Springer Fachmedien Wiesbaden 2016; US$ 64.01

    Julia Weindel provides novel implications for researchers and managers by first identifying the sector-specific main levers of retail brand equity. Second, she shows that retail brand equity and perceived value have a reciprocal relationship. The author analyzes which one of these has stronger effects on loyalty. Third, she addresses the interdependencies... more...

  • Digital Sellingby Grant Leboff

    Kogan Page 2016; US$ 21.63

    Explains how the communication revolution has transformed consumer behaviour and thus selling, providing a framework for salespeople to generate digital leads and convert them to transactions. more...