Advertising Books - Page 14

The Complete Guide to Accelerating Sales Force Performance : How to Get More Sales from Your Sales Force

Andris A. Zoltners, Prabhakant Sinha, Greggor A. Zoltners

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Customer Reviews:
Total reviews: 6 Average rating: 4.5 of 5

Editorial Review:

"The Complete Guide to Accelerating Sales Force Performance" presents an effective, innovative framework for evaluating and improving the performance of any sales force. It identifies and describes the key factors for creating a fast-track, go-to-market strategy. It's loaded with proven ideas for improving such "success drivers" as: culture; sales force structure; hiring; sales manager selection; training; compensation; technology; sales territory design; goal setting; and performance management. This is a basic guide for one of the most basic pressures on sales managers - how to "ratchet up" your sales force performance, providing a framework for evaluating sales force effectiveness, and a structure for making better sales force decisions. The book supplies highly practical solutions and processes and is packed with valuable insights and real-world examples from companies the authors have personally consulted for. It describes best practices for improving sales force effectiveness and explains how a sales force can adapt to changing technology, the Internet and the new economy. "The Complete Guide to Accelerating Sales Force Performance" allows the reader to tap into the latest thinking on sales force issues, so they are prepared to lead a successful selling organization into the new century.

Strategic Brand Management, Second Edition

Kevin Lane Keller

List Price: $155.40 By: Prentice Hall Amazon Marketplace: 20 new & used starting at $10.95

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Customer Reviews:
Total reviews: 12 Average rating: 4.5 of 5

Well Updated with Lot of Cases and Interesting Stuff 5 out of 5 stars.
11 of 11 people found this review helpful.

This book is great! I read the 1st edition, but that was a bit too academic. This time academic too, but less technical.

Cases on a number of world-class brands are already worth the dollars. That include Amazon.com, Nike, Virgin, Microsoft, IBM, and plenty of them.

This book is even more comprehensive than Branding Gurus David Aaker's Branding books. But I must admit that this book touches upon too little on e-branding, and its impact on online "brand consumption". Besides, Keller's branding paradigm needs to be updated. He got to invent his own new theory rather than drawing too much upon others' branding theories which makes this book both the Branding Bible (like Kotler's Marketing textbook for MBAs), and a thick book report.

On the whole, this book is great, it won't waste your hard-earned dollars, and Keller's diligent researcher attitude must be honoured and respected, by all means.

Great work, Keller, keep it up!

Editorial Review:

Incorporating the latest industry thinking and developments, this exploration of brands, brand equity, and strategic brand management combines a comprehensive theoretical foundation with numerous techniques and practical insights for making better day-to-day and long-term brand decisions—and thus improving the long-term profitability of specific brand strategies. Finely focused on "how-to" and "why" throughout, it provides specific tactical guidelines for planning, building, measuring, and managing brand equity. It includes numerous examples on virtually every topic and over 75 Branding Briefs that identify successful and unsuccessful brands and explain why they have been so. Case studies will familiarize readers with the real-life stories of Levi's Dockers, Intel Corporation, Nivea, Nike, and Starbucks. For industry professionals from brand managers to chief marketing officers.

My Life in Advertising and Scientific Advertising (Advertising Age Classics Library)

Claude Hopkins

Amazon Price: $10.17 List Price: $14.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 64 new & used starting at $4.50

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Customer Reviews:
Total reviews: 18 Average rating: 5.0 of 5

It's not just about the money 5 out of 5 stars.
2 of 2 people found this review helpful.

Hopkins's career began at the dawn of advertising and copywriting. As his career progressed so did advertising and he gives us a behind the scenes look at many advertising campaigns from the late 1800's-1920's. Hopkins almost single-handedly helped take copywriting out of its "swaddling clothes."

Of equal interest is his personal history. He was raised in a strict religious home and expected to become a minister. But at age 17 he delivered a sermon that revealed his true beliefs, which were more liberal than his mother's, and he said it was the defining moment of his life. Not once, however, does he criticize his parents or his upbringing and he credits his mother for his advertising and copywriting skills.

Hopkins launched his career in Grand Rapids, Michigan and eventually moved to Chicago, and other cities, for bigger and better jobs. Yet he says that he wondered if remaining in Grand Rapids and living a quiet life wouldn't have been the better choice. He remained connected to normal, real people even after becoming affluent and said he learned much about contentment from them. Hopkins's attitude is very different from most authors of modern business and personal finance books, where it's all about the money.

Scientific Advertising is, as you already know, must reading for advertisers and copywriters. The chapters are short and address very specific topics: headlines, letters, individuality, telling a full story, and, my favorite, service. "The good salesman does not merely cry a name...He pictures the customer's side of his service until the natural result is to buy."

In this book you will not only learn about advertising but you will encounter a humble man who remained detached from the trappings that advertising can sometimes present.

Editorial Review:

Gain a lifetime of experience from the inventor of test marketing and coupon sampling -- Claude C. Hopkins. Here, you'll get two landmark works in one easy-to-carry volume and discover his fixed principles and basic fundamentals that still prevail today.

Compensating the Sales Force: A Practical Guide to Designing Winning Sales Compensation Plans

David J. Cichelli

Amazon Price: $26.37 List Price: $39.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 48 new & used starting at $17.95

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Customer Reviews:
Total reviews: 4 Average rating: 4.0 of 5

The perfect how-to for sales incentive program designers 5 out of 5 stars.
6 of 10 people found this review helpful.

Keep this book among your collection of professional books. It's a no-nonsense guide that goes directly to the heart of how you design incentive programs for sales people in different jobs. David Cichelli describes, in detail, the finite number of formula mechanics used to pay incentives. He also describes when to use the mechanics, the math behind each formula, and popular variations of each mechanic. If you're looking for a book on the psychology of incentive programs, this isn't it. It is, however, a primer on specific sales incentive program types. Every HR or Comp Analyst should be familiar with these concepts - if not for your career, then for the sake of the people working in sales and the company's bottom line.

Editorial Review:

Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli:

• Helps readers select the right compensation strategy for their firm
• Provides step-by-step guidance to implementing various approaches
• Simplifies the mathematical formulas that are a thorn in most manager's side

The Online Copywriter's Handbook : Everything You Need to Know to Write Electronic Copy That Sells

Robert W. Bly

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Customer Reviews:
Total reviews: 17 Average rating: 3.5 of 5

Weak, Lacking Depth and Dated material 1 out of 5 stars.
35 of 36 people found this review helpful.

I've read many books in this segment and I would strongly recommend reading Hot Text: Web Writing that Works or Networds. Robert Bly is a "print guy" that thought it would be interesting to write a book on electronic copy. I would say that the first half of the book is written by supposed experts in on-line marketing. The book is crowded with all sorts of references to other people's work. This leads to a very choppy style of reading in my opinion. The author uses case studies from work that he has already completed but rarely does the content match the electronic world. For a book that is written in 2003, the data is incredibly dated. The author is comfortable with using data from 1996 in a book that talks about the ever changing environment of On-Line marketing. Most of the data regarding internet statistics was incredibly dated. The author talks about the principals of good copy writing but rarely goes into any depth with regards to examples of the principals. I found the writing to be lazy to say the least. Clearly this author is capitalizing on the interest of electronic copy. Take out the experts that know about on-line marketing, you're left with an incredibly weak book. Although there are is a lot of expert reference, rarely do the experts go into any depth with regards to their arguments or points. If this book is the only book that you are exposed to within this segment; you might be left thinking that you read an average book. When you compare the book to other books in the same segment, it simply doesn't compare. Not a good book.

Editorial Review:

The Web has developed its own set of rules and attitudes for writing hard-hitting marketing copy. Robert Bly's The Online Copywriter's Handbook is the first practical and authoritative guide to what exactly those rules are and how they differ from writing for print audiences. From novices just taking their first copywriting steps to veterans looking to add impact and results to their online efforts, it covers everything from general fundamentals of writing effective copy to specific Web copywriting tips and traps.

Pop!: Create the Perfect Pitch, Title, and Tagline for Anything

Sam Horn

Amazon Price: $10.17 List Price: $14.95 Not yet published By: Perigee Trade

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Customer Reviews:
Total reviews: 39 Average rating: 5.0 of 5

Positively Outstanding Propositions! 5 out of 5 stars.
1 of 1 people found this review helpful.

An awesome book for jazzing up your writing and speaking. Sam Horn crams so many ideas for creating buzz and imprinting your message and brand in the minds of listeners and readers that I found myself making checklists as I ran through the draft of my last book trying to find places I could use her principles and ideas. It's not all about marketing either. She has great ideas on the use of stories and quotes in your writing, how to create memorable content using lists and alliteration, and plenty of other techniques to make your writing come alive.

It's easy and fun to read as Sam is very clearly one of her own best students. Her writing is tight and wonderfully informative with no filler. The ideas are things nearly anyone that has to communicate (verbally or in writing) can use right away.

I felt a little bit self conscious rating this 5 stars: every other reviewer thus far has given it 5 stars as well. But 5 stars it is! I'd say that's a pretty clear message about the strength of the material.

It's the best marketing lesson you can buy for $15.

Editorial Review:

Why do some ideas break out and others fade away? What causes people to become so excited about a product that they can’t wait to tell their friends? How can an idea be communicated so that it catches fire in people’s imaginations?

Popular author, consultant, and workshop leader Sam Horn identifies what makes an idea, message, or product break out, and presents a simple and proven process—POP! (Purposeful, Original, Pithy)—to create one-of-a-kind ideas, products, and messages that pop through the noise, off the shelf, and into consumers’ imaginations.

Mobile Advertising: Supercharge Your Brand in the Exploding Wireless Market

Chetan Sharma, Joe Herzog, Victor Melfi

Amazon Price: $19.77 List Price: $29.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 44 new & used starting at $11.00

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Customer Reviews:
Total reviews: 5 Average rating: 4.5 of 5

Read the Book Before It's Too Late :) 5 out of 5 stars.
5 of 6 people found this review helpful.

It's today's freshest (March 2008) book on Mobile Marketing. I am half through the book and I want to share my immediate impressions.

I like how the book is organized. The way the presentation unfolds enhances my reading experience - I am interested to be reminded about all existing marketing channels. Even if you are a teacher of marketing or an experienced marketing professional, it is still good to review - even if one has to battle the temptation to exclaim "I know this!" - the history of marketing. And what this history is teaching us, or at least is making clearer for me, is this: it is hard (the change is usually revolutionary!) but possible (it is just growing a lot!) to predict the next turn in development of marketing.

March 1, 2008 article at http://www.alleyinsider.com/ by Henry Blodget cites a poll of 1,979 adults surveyed online by http://www.zogby.com/. In this, claimed representative, sample of the US population:

* 48% said their primary source of news is the Internet (up 20% from only a year ago)
* 29% of Americans say their primary news source is TV
* 11% say it's radio
* 10% say it's newspapers

Whatever the statistics, here is a general trend: people, on average, spend more time on the Internet than with any other single media. Obviously, the ad budgets follow eyeballs of people (in 2007, the online portion of the total ad spend was estimated at 30%).

The shift of marketing to the Internet is truly revolutionary. Growth of the channel and its effectiveness are amazing. The speed is "7 percentage points of market share in a single year". Effectiveness is truly redefined - to paraphrase the famous quote of John Wanamaker, we now know which half of the advertising dollars is wasted. It became possible with the invention of online search advertising model that was introduced by Google. Ads became relevant and contextual; campaign planning became easier; campaign results fairer. What is even more important, in my view, is that marketing campaigns become measurable. Also note that the Internet combines all the features of the old media, to wit: video, audio, pictures, text. At the same time, there is something very new about this channel. It's also interactive.

Now think about this: in 2008 the Internet will be more frequently accessed on mobile phones than on PCs. In Japan and Korea, browsing is used by 90 percent of all cell phone users. There are 3 billion cell phone subscribers worldwide, three times the number of PC users, who stare on their phones at least daily. There are two times more people using SMS (TXT) than email.

What does it mean? It means that the potential is huge and that it has been building up for the last ten years, now reaching its tipping point. So what is awaiting us soon and how to capitalize on the opportunity?

Read! (I also have to finish the book!)

Editorial Review:

A practical guide to the emerging mobile advertising market, Mobile Advertising covers all the major topics in this emerging multibillion-dollar industry. This is a complete how-to guide for anyone who wants to understand and take advantage of this hot new advertising medium. Drawing on the experience of three industry veterans, insights from key influencers and decision makers, and detailed case studies, the book gives you practical guidance for getting the most out of mobile advertising.

New Products Management

C. Merle Crawford, C. Anthony Di Benedetto

Amazon Price: $122.20 Usually ships in 24 hours By: McGraw-Hill/Irwin Amazon Marketplace: 32 new & used starting at $6.71

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Customer Reviews:
Total reviews: 7 Average rating: 3.5 of 5

Quite useless 2 out of 5 stars.
11 of 16 people found this review helpful.

Many points/ideas are common sense.
Many points/ideas are repeated in multiple chapters.
It just uses too many words on simple topics.
This 550-page book can be easily rewritten in less than 100 pages.

New Products Management 3 out of 5 stars.
3 of 3 people found this review helpful.

Let's face it, texts are not becoming any cheaper. While not escalating like tuitions, they are more than they used to be 20 years ago, inflation included. For that increased amount, the text better be damn good and chuck full of material to get the new student on the right path, and the professor on course with the latest material.

So does this book fit the bill? Yes and no. A lot of this is rehashed material from what I can see pertaining to methodology, but there is a strikingly large amount of mention to recent products. This may be because the book was originally written in 1983, with seven updates including the '06 version.

I am not an educator so will leave this one to the professionals to decide if the newer text warrants the wrath of the students for a new edition or not.

For educators and students and product managers who used to be engineers (there are more than you think out there).

Note: why do textbooks look like text books? The design is very 80's.

Editorial Review:

NEW PRODUCTS MANAGEMENT, 7/E by Crawford and Di Benedetto provides future new product managers, project managers and team leaders with a comprehensive overview of the new product development process including how to develop an effective development strategy, manage cross-functional teams across the organization, generate and evaluate concepts, manage the technical development of a product, develop the marketing plan, and manage the financial aspects of a project.

Always On: Advertising, Marketing, and Media in an Era of Consumer Control (Future of Business Series)

Christopher Vollmer

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Customer Reviews:
Total reviews: 3 Average rating: 4.5 of 5

Editorial Review:

The Wall Street Journal Bestseller

The Future is Now-Get Ready to Reap the Profits.

We stand at the beginning of a consumer-centric age-an era with potentially enormous returns for leaders in marketing, advertising and media-if they get their approach right. The new media environment is “always on,” digitally accessible to audiences from anywhere at any time, and responsive to their control. As consumers get used to this, the world of marketing is shifting to one of constant experimentation, fine-grained insight through new metrics, and continual innovation of the visible advertising message, as well as the changing business infrastructure beneath it.

The thought leaders at Booz & Company and strategy+business magazine have collaborated to create an up-to-the-minute exploration of this turbulent yet promising new digital era and its implications for corporate executives and marketing and advertising professionals. Giving you profiles of the best in the business and deep explorations of the most effective innovations and strategies in the marketing world, Always On introduces you to the companies that are reshaping the ways we will reach customers in the future.

Their secrets are in this book, including how to:

• Match your messages to the right media
• Learn the leading strategies of consumer-centric pioneers
• Discover the lessons of laggard marketers
• Explore viral marketing
• Track advertising spending shifts
• Capture emerging opportunities in a world of constant change
• Master the new marketing metrics
• Engage your customers on their terms

Figuring out the best mix of strategies for any brand requires experimentation, networking, innovation, analytics, and risk taking-qualities that have never been adequately nurtured in a marketer's traditional career path. Always On puts you at the front of the race for successful innovation, with the latest successful approaches and techniques-essential competitive knowledge in a marketing and advertising world that never quits.

Managing the Customer Experience: Turning customers into advocates (Financial Times Series)

Shaun Smith, Joe Wheeler

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Customer Reviews:
Total reviews: 10 Average rating: 5.0 of 5

Editorial Review:

How much more profit could you make if you had customers who couldn't imagine doing business with anyone but you? In your dreams! Tell that to Virgin Atlantic or Harley Davidson. How great would life be if 40% of your new business simply knocked on your door without you having spent a cent advertising for it? Impossible! Tell that to First Direct. The companies in this book have managed to turn customers into advocates. Advocates who constantly refer their friends and colleagues to those businesses. Why? Because those companies have created a Branded Customer Experience(R). They have managed the relationship to the point where customers can't imagine wanting to do business with anyone else. How can you gain this unbeatable competitive advantage? Managing the Customer Experience shows you how. It takes you through the step-by-step process of creating Loyalty by Design. It shows you how to re-think your business from the customer's point of view and then design and deliver a customer experience that drives loyalty and profitability.