Advertising Books - Page 9

Major Account Sales Strategy

Neil Rackham

Amazon Price: $16.47 List Price: $24.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 112 new & used starting at $0.46

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Customer Reviews:
Total reviews: 13 Average rating: 4.5 of 5

Editorial Review:

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success

Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .

• Tailor your selling strategy to match each step in the client's decision-making process.
• Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
• Gain entry to accounts through many different windows of opportunity.
• Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
• Handle negotiations, concessions on price, and term agreements skillfully and effectively.
• Offer the ongoing technical and maintenance support that keeps your major accounts yours.

From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

1001 Ideas to Create Retail Excitement

Edgar A. Falk

List Price: $21.00 By: Prentice Hall Press Amazon Marketplace: 48 new & used starting at $0.46

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Customer Reviews:
Total reviews: 8 Average rating: 4.0 of 5

Not very innovative... 3 out of 5 stars.
16 of 18 people found this review helpful.

This book is so basic, for people who do not pay attention to mainstream marketing. It gives advice such as (on decorating for Easter): "decorate should be pastel colors, easter eggs, bunnies" Like I never would have thought of that!

Just watch what all the mall shops do and copy them - No creative, original ideas here, just rehash of what has already been done. Red hearts on Valentines, Santa Claus at Christmas...

Want more ideas? 5 out of 5 stars.
8 of 17 people found this review helpful.

It¡¦s really a great book. The author start with the theme that ¡§the name of the game in retail is ¡V to attract new customers and get old ones to keep coming back.¡¨

Just like what is mentioned in the title of the book, lots of ideas and comprehensive information are explained in the book. The book provided lots of helpful, informative details about how to create retail excitement.

However, different places have a lot of differences, such as the culture, regulations and policy, etc. It is similar to different customers have different needs and wants. I think that it is very important for the marketer to pay special attention to the different aspects of your target customers. So, the first step mentioned by the book about ¡§how to develop information¡¨ is very important. Once the marketer collect information in the specific region through the primary and/or secondary research, they can get more understanding about their customers and the culture or regulations of the regions. Then the marketer can develop their ¡§excitement¡¨ which is tailor-made for the target customers.

So, if you are the retail marketer who would like to get more ideas, or you are the retail marketer who nearly runs out of ideas, you would be highly recommended to have a look at this book.

Editorial Review:

This storehouse of sales-generating ideas show small-to-medium retailers how to attract and keep new customers. From eye-catching window displays and in-store promotions to marketing research, advertising and publicity, it provides strategies and techniques for becoming more aggressive.

Perfect Pitch: The Art of Selling Ideas and Winning New Business (Adweek Books)

Jon Steel

Amazon Price: $19.77 List Price: $29.95 By: Wiley Amazon Marketplace: 48 new & used starting at $15.94

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Customer Reviews:
Total reviews: 9 Average rating: 4.5 of 5

I'm in love with Perfect Pitch 5 out of 5 stars.
3 of 3 people found this review helpful.

Jon Steel is a fine writer and a brilliant salesman. If you read this and make notations carefully you will realize in it how to be a better ad writer, a better sales-person, and a better speaker, lecturer, or teacher. You'll also hear from a thinking man, "Wake up and use the brains God gave you!" Thank you and thank you again Jon Steel for a wonderful book. I would be honored to work with you. Everyone in the ad, sales, and promotion business should buy this book, and make an hour of leisure time every day for a while to read it, think through it, and make margin notes. The secrets of changing your own work (and income) from mediocrity to excellence are hidden here.

Editorial Review:

A professional “pitching coach” for one of the world’s largest marketing conglomerates, Jon Steel shares his secrets and explains how you can create presentations and pitches that win hearts, minds, and new business. He identifies the dos and don’ts and uses real-world examples to prove his points. If you make pitches for new business, this is the perfect book for you.

The Sponsorship Seeker's Toolkit

Anne-Marie Grey, Kim Skildum-Reid

List Price: $27.95 By: McGraw-Hill Companies Amazon Marketplace: 7 new & used starting at $15.00

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Customer Reviews:
Total reviews: 15 Average rating: 5.0 of 5

Editorial Review:

Sponsorship has changed!

Sponsorship has evolved from simple signage and hospitality to sophisticated, objective-oriented partnerships. Competition for sponsorship dollars is fierce. But the good news is that most sponsorship seekers don't understand how to create the type of partnerships that corporations are now expecting. Nor do they understand that these new partnerships provide enormous benefits to the sponsorship seeker.

The Sponsorship Seeker's Toolkit and accompanying disk provide a step-by-step, no-nonsense approach to securing, retaining, and managing sponsorship. The Toolkit is full of easy-to-use tools, techniques, resources, and templates, creating a straightforward framework for people just starting out in sponsorship, and enhancing the skills of seasoned professionals.

Who will benefit from this book? Anyone seeking or servicing corporate sponsorship, including:

Sporting events, organizations, and athletes
Community events, programs, and festivals
Cultural organizations and museums
Causes
Associations and other membership organisations
Educational, medical, and research institutions
Stadiums, theatres, arenas, and other venues
Parks, zoos, and recreational areas
Government programs and events

So, read The Sponsorship Seeker's Toolkit, add a liberal dose of enthusiasm, and give yourself the edge!

How to Write Fundraising Materials That Raise More Money: The Art, the Science, the Secrets

Tom Ahern

Amazon Price: $16.47 List Price: $24.95 Usually ships in 24 hours By: Emerson & Church Amazon Marketplace: 19 new & used starting at $15.65

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Customer Reviews:
Total reviews: 8 Average rating: 5.0 of 5

Just Read It! 5 out of 5 stars.
2 of 2 people found this review helpful.

This book is easy to read, makes you laugh, teaches you how to write better and helps you raise more money. It just doesn't get any better any this. If you write anything to donors or prospective donors you should stop and read this first. You won't regret it.

Fun to read and jam-packed with essential information 5 out of 5 stars.
2 of 2 people found this review helpful.

I could not put Tom's book down and read it in a night. There are some many great tips and insights -- I will not write another thing without this book at my side!

How to write fundraising materials that raises more money 4 out of 5 stars.
1 of 1 people found this review helpful.

generally, it's a well taught and expounded book that very few books explain so very clearly in detail. as someone involved in raising money and promoting our non-profit, social work I am tremenously blessed and have my mind renewed and informed with fresh perspectives.

I read this book straight through... 5 out of 5 stars.
1 of 1 people found this review helpful.

The material in this book is as invaluable as the style in which it is written. I found this book incredibly motivating, informative, stimulating, and fun to read. Thanks Tom! I feel utterly refreshed and excited to write now, instead of dreading it.

Concise Tips for Persuasive Fundraising 5 out of 5 stars.
0 of 0 people found this review helpful.

I have always been inspired by Tom. Never have I read a better, more helpful and concise book. It is a joy to read and you will definitely benefit both personally and professionally from the tips that he shares. If you ever get to see a presentation by Tom in person, RUN (don't walk) to your seat in the lecture hall. His tips are practical, entertaining and based in science and experience. Thank you Tom for your contributions to our profession.

5 Steps to Successful Selling

List Price: $13.00 By: Nightingale-Conant Amazon Marketplace: 22 new & used starting at $1.95

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Customer Reviews:
Total reviews: 13 Average rating: 4.0 of 5

Editorial Review:

Great salespeople are made, not born. The world's foremost producer of personal development and motivational audio programs now offers master motivator Zig Ziglar's secrets of sales success. You've heard about "natural-born salespeople" -- those super salespeople who seem to perform intuitively and succeed effortlessly. In "5 Steps To Successful Selling," Zig Ziglar shows you that those success stories result from study and observation rather than inborn talent. They are the result of mastering the art of selling. Now you can master those techniques and perfect your own selling skills -- skills that will take you from being a good salesperson to being the best. A super salesman himself, Zig Ziglar draws on his many years of experience to define and explain the keys to successful selling: Prospecting: identifying who can and will buy Presenting: knowing the product and showing it effectively Closing: winning the sale Follow-up: maintaining customer contact Positive self-image: the foundation of success in selling After learning the "5 Steps To Successful Selling" -- whether you are a beginner or a seasoned veteran -- you can't help but come away a better salesperson.

Start Your Own Blogging Business (Startup)

Entrepreneur Press, J.S. McDougall

Amazon Price: $12.21 List Price: $17.95 Usually ships in 24 hours By: Entrepreneur Press Amazon Marketplace: 51 new & used starting at $8.92

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Customer Reviews:
Total reviews: 11 Average rating: 4.0 of 5

Good for startups wondering how to set up a blog 5 out of 5 stars.
4 of 4 people found this review helpful.

Start your Own Blogging Business is short but dense with info. With absolutely no fluff, the book offers quick tips on setting up a blog to complement the small or home business.

Information (briefly) covers: choosing your blogging platform, planning your blog style, choosing a domain, selling ad space, optimizing layout and setting up news aggregators. Short passages introduce why you need to use something - for example, trackback URLs - and how to install them.

The section on making your media kit is unique among the blogging books I've seen, and useful enough to copy and stick in a business plan.

The last chapter inexplicably discuses whether your business should be a sole proprietorship, partnership, S or C corp, or an LLC. This is an odd choice for this kind of book, which until now has been all about blogging. Setting up the legalities of your business is something one would probably buy another book for! This was an odd choice to add to an already short blogger's book.

At under one hundred pages, much of the richness of the blogging world just isn't expressed. I am sure some readers will find this is all they actually need. Otherwise I suggest purchasing this *with* Blogging for Dummies and using them together.

Recommended for home and small office owners seeking a quick read about blogging, or for showing one's boss how easy it can be to set up and run a blog for your business.

Editorial Review:

Turn Your Blog Into Big Bucks

Blogs are one of the internet's fastest-growing phenomena-and one of the best and easiest ways to make money online. Learn how to choose a topic, start a blog and attract thousands of avid readers. Then use your blog to generate income from advertisers, promotions, affiliate links and other techniques-all from your own home.

We'll reveal how to:

• Attract visitors and hold their interest
• Entice advertisers to promote their products on your blog
• Earn an affiliate fee when your visitors shop at some of the most popular websites
• Promote your blog and get listed on top blog search engines

Successful bloggers reveal their expert strategies for maximizing profits. Pick up this book and get started on the road to riches-without leaving your desk!

Marketing ROI : The Path to Campaign, Customer, and Corporate Profitability

James D. Lenskold

Amazon Price: $26.37 List Price: $39.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 39 new & used starting at $20.98

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

Introducing Rigor to Marketing Spending 5 out of 5 stars.
43 of 47 people found this review helpful.

With Marketing ROI, Jim Lenskold has introduced a very useful level of financial rigor into what the typically imprecise process of targeting investments in marketing and then measuring their impact on company profits. Two key concepts introduced are how Marketing ROI is correctly calculated (many companies do it wrong), and more importantly, how the Marketing ROI informantion is used to manage marketing investments, looking at the incremental investment in marketing, and its incremental effect on sales and profitablity. Jim covers the subject from a big company perspective, focusing on multi-product, multi-customer segment environments, but the concepts in the book can also be applied to small companies concerned with spending marketing dollars most effectively.

This is a key text to be used along with the latest in customer relationship management techniques and customer information technology to manage the profitability of a company's demand chain.

Editorial Review:

ROI (Return on Investment) is today's key business tool for measuring how effectively money was spent--yet few marketing managers receive any ROI training at all. Marketing ROIchanges all that, showing marketing pros at every level how to use ROI and other financial metrics to support their strategic decision making.

This comprehensive book details how an accurate working knowledge of ROI is essential for using the latest marketing measurements, and provides insights for gaining the greatest competitive advantage from the skilled use and understanding of ROI concepts.

Creating Customer Evangelists: How Loyal Customers Become a Volunteer Sales Force

Ben McConnell, Jackie Huba

Amazon Price: $10.17 List Price: $14.95 Usually ships in 24 hours By: Kaplan Business Amazon Marketplace: 36 new & used starting at $8.82

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Customer Reviews:
Total reviews: 36 Average rating: 5.0 of 5

Editorial Review:

For the first time in paperback, a revised edition of the book that launched the term “customer evangelism.” Updated with new statistics and figures, this landmark book has shown countless companies how to harness the power of evangelism marketing and increase customer loyalty, sales, and profitability.
                                                                                                           
When customers are truly thrilled about their experience with a product or service, they become outspoken “evangelists” for a company. Savvy marketing professionals know that this group of satisfied believers can be leveraged as a potent marketing tool to increase their customer universe.
 
Authors Ben McConnell and Jackie Huba know how to take a company’s best customers and turn them into influential, loyal, and enthusiastic evangelists. Creating Customer Evangelists shows how to develop evangelism marketing strategies and programs that will create communities of influencers who can expand and drive sales for a company.
 
By deepening customer relationships, successful companies create customer communities that generate grassroots support and value for their products and services. Creating Customer Evangelists can convert good customers into exceptional ones who willingly spread the word. 

 

Updated material for this edition includes

* New research about the effectiveness of word of mouth
* Updated case studies
* How blogs, podcasts and other social media affect the six tenets of evangelism
* Preface about the growth of customer evangelism, fueling a "word of mouth marketing" industry

 

Unlimited Referrals : Secrets That Turn Business Relationships into Gold

W. R. Cates, Bill Cates

List Price: $24.95 By: Referral Coach Intl Amazon Marketplace: 42 new & used starting at $0.10

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Customer Reviews:
Total reviews: 22 Average rating: 5.0 of 5

Let somebody else do the selling for you 5 out of 5 stars.
6 of 6 people found this review helpful.

Referrals now is an excellent book that explains how to obtain more business by asking for referrals. Most friends and existing clients are more than willing to recommend your product or sevices if you just ask for it. Sales people sometimes view asking for referrals as a sign of weakness or problems in the business. This is not true.

If you want to build up a business very quickly without a lot of overhead, this is the best method. It would be adviseable to first read the book "Masters of Networking" by Ivan R. Misner. Referral business has a lot to do with networking, so you must be ready to do favors for other people who help you out. Forgetting to help somebody else who has helped you will be very detrimental to your business.

Just asking somebody for a referral is not really good enough but asking the person for a personal introduction increases your chances dramatically for closing the deal.

Don't read the book all in one go. Read a chapter, think about how you can apply it, write down what you think is best for you and experiment with it.

Editorial Review:

Get More Referrals Now!

details the most comprehensive system available to build your business through referrals. This enhanced version includes a new chapter on the Do-Not-Call Regulations as well as the 4 cornerstones of a referral-based business:

Enhance Your Referability
Network Strategically
Prospect for Referrals
Target Specific Niche Markets