Guerrilla Marketing Excellence
The 50 Golden Rules for Small-Business Success
Paperback ISBN: 0395608449
A guide to marketing presents the fifty basic truths that can make or break a company and features the most up-to-date information on the uses of video, television, networking effectiveness, distribution, and more. Original. 40,000 first printing.
Beyond Selling Value
A Proven Process to Avoid the Vendor Trap
Paperback ISBN: 0793154707
How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business. In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it ""a detailed, street smart roadmap"".
Discover Your Sales Strengths
How the Worlds Greatest Salespeople Develop Winning Careers
Hardcover ISBN: 0446530476
Explains how individuals can determine their predominant strengths and talents and put those strengths to work in the world of sales to build and enhance a career or make necessary career changes.
The Wal-Mart Effect
How the World's Most Powerful Company Really Works--and How It's Transforming the American Economy
Paperback ISBN: 0143038788
An award-winning senior editor at Fast Company evaluates the ways in which the world's largest retail company and employer affects everyday life on a global level, in an account that reveals the radical ways in which the company impacts American economics, the workforce, and the environment. Reprint. 100,000 first printing.
Swim With The Sharks Without Being Eaten Alive
Outsell, Outmanage, Outmotivate, And Outnegotiate Your Competition
Paperback ISBN: 006074281x
Discusses effective hiring, defeating any objection, the difference between salespeople and entrepreneurs, advertising, and cash incentives, and includes the Mackay 66 customer profile program, in a new edition of the classic business management handbook. Reprint. 25,000 first printing.
How The World's Hottest Retailer Hit A Bull's-Eye
Paperback ISBN: 0471667293
The first behind-the-scenes look at the stunning success of America's hippest discount retailer Founded in 1962 by Minnesota-based department store Dayton's, Target has grown to become America's second most profitable retailer behind Wal-Mart. On Target is the first in-depth look at the business leaders and strategies that made Target such a runaway success. The company's easily recognizable red-and-white logo, youthful television advertisements, and upscale partnerships-with designers like Michael Graves, Mossimo, and Todd Oldham-have not only removed the stigma traditionally attached to discount store shopping, but actually made it hip to be frugal. In the process, the company has cemented its place as the favorite discount retailer of middle- and upper-income families across the country. In On Target, award-winning business journalist Laura Rowley examines the methods and the success of the company from its shrewd merchandising strategy to its clever marketing campaigns, ingenious branding effort, and extensive philanthropy . An excellent education in how to beat the competition even in a crowded and weak retail market, Target's story details the history and incredible success of a unique company and an enticing, unmistakable brand. Both insightful and entertaining, On Target offers important business lessons for executives and managers in need of a bull's-eye. Laura Rowley (Maplewood, NJ) is an award-winning television, radio, and print journalist specializing in business reporting. She is the personal finance and career columnist for Self magazine and has also been published in The New York Times, Parents, and Newsweek. As a reporter and producer for CNN in New York, she reported on air for Your Money and Business Unusual, and produced live programs for CNNfn. She has also appeared on Good Morning America, Oxygen Media, and CNBC.
Get There Early
Sensing the Future to Compete in the Present
Hardcover ISBN: 1576754405
Johansen shares techniques that the Institute of the Future has been refining for nearly 40 years. He lays out a three-step Foresight to Insight to Action Cycle that helps readers turn their creative vision to use and leave their competition in the dust.
Swim With the Sharks
Without Being Eaten Alive : Outsell, Outmanage, Outmotivate, and Outnegotiate Your Competition
Paperback ISBN: 0804104263
Discusses effetive hiring, defeating any objection, the difference between salesmen and entrepreneurs, advertising, cash incentives, and includes the Mackay 66 customer profile program
The Undercover Economist
Exposing Why the Rich are Rich, the Poor are Poor--and Why You Can Never Buy a Decent Used Car!
Hardcover ISBN: 0195189779
An economist's version of The Way Things Work, this engaging volume is part field guide to economics and part expose of the economic principles lurking behind daily events, explaining everything from traffic jams to high coffee prices. The Undercover Economist is for anyone who's wondered why the gap between rich and poor nations is so great, or why they can't seem to find a decent second-hand car, or how to outwit Starbucks. This book offers the hidden story behind these and other questions, as economist Tim Harford ranges from Africa, Asia, Europe, and of course the United States to reveal how supermarkets, airlines, and coffee chains--to name just a few--are vacuuming money from our wallets. Harford punctures the myths surrounding some of today's biggest controversies, including the high cost of health-care; he reveals why certain environmental laws can put a smile on a landlord's face; and he explains why some industries can have high profits for innocent reasons, while in other industries something sinister is going on. Covering an array of economic concepts including scarce resources, market power, efficiency, price gouging, market failure, inside information, and game theory, Harford sheds light on how these forces shape our day-to-day lives, often without our knowing it. Showing us the world through the eyes of an economist, Tim Harford reveals that everyday events are intricate games of negotiations, contests of strength, and battles of wits. Written with a light touch and sly wit, The Undercover Economist turns "the dismal science" into a true delight.