Management Books - Page 12

Let's Get Real or Let's Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed

Mahan Khalsa

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Subjects -> Business & Investing -> Marketing & Sales -> Sales & Selling -> General

Editorial Review:

Selling is the second oldest profession, often confused with the first! The notion of selling carries a lot of baggage. As it has developed, sales has often become a fear-based relationship. Customers are afraid that they will be "sold" a bill of goods, or that a salesperson will talk them into something that doesn't help them succeed.

On the other hand, salespeople fear they won't make the sale. If they "lose" enough sales, they won't make quota, and they won't personally succeed. In their quest to "close the deal," even some of the world's largest, quota-crazed organizations have, at times, developed a reputation for salespeople who are illusive, ignorant, and arrogant.
Buyers don't trust sellers. Because they aren't trusted, sellers have to guess, and often guess wrong. Buyers prove themselves right and create higher hurdles. And so it goes, with neither client nor consultant achieving success.

Helping Clients Succeed(TM) is fundamental to the success of any business. This program teaches the listener to become totally client-focused, break down the barriers of dysfunctional business development, and find rewarding, productive business relationships. With honesty, clarity, and authenticity, Mahan Khalsa cuts through the nonsense and focuses on getting results and helping clients succeed.

Sales Presentation Techniques: That Really Work

Stephan Schiffman

Amazon Price: $9.95 List Price: $9.95 Usually ships in 24 hours By: Adams Media Amazon Marketplace: 48 new & used starting at $0.75

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Editorial Review:

"Sales Presentation Techniques (That Really Work!)" discusses the role of presentations in today's sales model, and advises salespeople when to go for the flashy presentation, and when to keep it simple and straightforward. Sales guru Stephan Schiffman explains the dos and don'ts of PowerPoint, and how to prepare for any surprises during the pitch. He details the steps a salesperson must take when presenting to individuals vs. committees, and establishes how to maintain and grow client relationships. In this step-by-step guide to making an effective presentation as part of a successful sales cycle, a salesperson will learn: why it's impossible to script a presentation, and what to do instead; seven things that must be done before ANY presentation; the art of knowing when to deviate from an outline; and, how to follow through after the presentation - and close the deal.

Successful Affiliate Marketing for Merchants (Que-Consumer-Other)

Shawn Collins, Frank Fiore

Amazon Price: $18.15 List Price: $27.50 Usually ships in 24 hours By: Que Amazon Marketplace: 23 new & used starting at $10.45

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Customer Reviews:
Total reviews: 15 Average rating: 4.5 of 5

Excellent information but out of date 4 out of 5 stars.
6 of 6 people found this review helpful.

Not too many things change faster than the internet. This book is chock full of good information and it is the only serious book on the subject available. Please issue a new edition! It is a couple of years out of date, which is a lifetime in web years.

Past It's Prime 2 out of 5 stars.
5 of 5 people found this review helpful.

While there is some useful information in this book it is pretty outdated.

When it was released in 2001 I believe it was the definitive work on the subject.

However, now over 4 years later, most of the links to sites the book refer's to as resources you want to visit are now dead links.

If it was updated, and brought up to date with live links for the same subjects, maybe.

As is, a waste of time.

Editorial Review:

If you¿re an online business, instead of paying for an ad, like a banner, you pay for the result – the sale. This is called affiliate marketing. Pay for Performance will show anyone conducting business online, how to plan, implement, and manage a successful affiliate marketing program. The reader will find valuable Web resources such as tracking software and contract templates with the guidance of this book. There will also be direction for the reader to focus the content and develop the right affiliate model for the type of business. It will also provide case studies of successful programs as well as failures and scams to demonstrate and teach the lessons of building a successful program.

Street Fighter Marketing Solutions: How One-On-One Marketing Will Help You Overcome the Sales Challenges of Modern-Day Business

Jeff Slutsky

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Customer Reviews:
Total reviews: 1 Average rating: 5.0 of 5

Editorial Review:

For any business owner, franchise operator, or marketing executive who seeks to increase sales while lowering marketing costs, Jeff Slutsky offers a new way of thinking. In this indispensable guide to getting more bang for your buck, the well-known marketing consultant tells business managers to think tactically and locally -- using nontraditional, highly targeted forms of marketing and advertising.

The tactics, ideas, approaches, and strategies in Street Fighter Marketing Solutions are geared for the bewildering new challenges that confront business- people in the new hypercompetitive, advertising-polluted environment in which they must seek profits.

With pressures from "big box" retailers, internet competition, and a glut of other immediate competitors, businessmen and businesswomen need a war chest of proven ideas and strategies to help them thrive. Additionally, local businesses suffer from advertising price increases despite eroding audiences from the local media, especially newspapers, radio, and TV. This book could be the answer to your current and future marketing problems.

You'll learn how to mold and manipulate traditional advertising methods while supplementing or supplanting them with alternative, novel techniques for lower cost and higher reward.

National and regional corporations who sell their products and services through a network of local retailers, franchisees, or dealers will also benefit greatly from this book. It will provide them with an easy-to-understand blueprint on how to develop, roll out, and maintain a practical, money-saving, sales-generating Street Fighter Marketing program throughout their organization.

In a book full of success stories, Slutsky discusses in a clear, practical, straightforward manner how Street Fighter Marketing techniques can work for you. The first step to growing your market share may well be to spend a few hours in the company of one of the nation's most savvy and engaging business tacticians.

For more information and a downloadable video, visit www.streetfightermarketing.com.

Sales Forecasting Management: A Demand Management Approach

John Tom Mentzer, Mark A. Moon

Amazon Price: $57.55 List Price: $63.95 Usually ships in 24 hours By: Sage Publications, Inc Amazon Marketplace: 29 new & used starting at $44.80

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Customer Reviews:
Total reviews: 3 Average rating: 3.5 of 5

Editorial Review:

We've extended our offer! Order your copy online now through December 15th to save 20% and get free shipping! Go to www.sagepub.com/mentzerdiscount to place your order today.

Incorporating 25 years of sales forecasting management research with more than 400 companies, Sales Forecasting Management, Second Edition is the first text to truly integrate the theory and practice of sales forecasting management. This research includes the personal experiences of John T. Mentzer and Mark A. Moon in advising companies how to improve their sales forecasting management practices. Their program of research includes two major surveys of companies’ sales forecasting practices, a two-year, in-depth study of sales forecasting management practices of 20 major companies, and an ongoing study of how to apply the findings from the two-year study to conducting sales forecasting audits of additional companies. The book provides comprehensive coverage of the techniques and applications of sales forecasting analysis, combined with a managerial focus to give managers and users of the sales forecasting function a clear understanding of the forecasting needs of all business functions.  

New to This Edition:   

• The author’s well-regarded Multicaster software system demo, previously available on cassette, has been updated and is now available for download from the authors’ Web site www.jtmassociates.com
• New insights on the critical area of qualitative forecasting are presented
• The results of additional surveys done since the publication of the first edition have been added
• The discussion of the four dimensions of forecasting management has been significantly enhanced
• Significant reorganization and updating has been done to strengthen and improve the material for the second edition.

Sales Forecasting Management is an ideal text for graduate courses in sales forecasting management. Practitioners in marketing, sales, finance/accounting, production/purchasing, and logistics will also find this easy-to-understand volume essential. (20060821)

Managing for Sales Results: A Fast-Action Guide for Finding, Coaching, and Leading Salespeople

Ron Marks

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Customer Reviews:
Total reviews: 1 Average rating: 5.0 of 5

Rock solid help for sales managers; world class talent. 5 out of 5 stars.
2 of 2 people found this review helpful.

I read Managing For Sales Results when it first came out and was floored by how simple Ron Marks has made a topic that brings pain to many, and utter anguish to yet others.

I only wish he would have written it 25 years ago when I got my first taste of leading a sales team.

As Marks says, managing sales people is like trying to provide adult day care -- easily the hardest job in management...hands down.

I immediately understood the things I was doing that were undermining my chances of success; how to change both my own behavior as well as that of those who work with me; and it has given me a solid base for talent management and acquisition.

If you're a sales person and want to learn how great sales managers should operate, this is a valuable read. If I were going back into the field full time, I'd love to think it would be for someone who manages the Ron Marks way. And if you ever want to break into management, then this is a must read.

This book can be devoured in one cross-country flight, or a week's worth of lunches. You're THAT CLOSE to a sales management breakthrough.

Read the book, then hope Marks comes to your city for live workshops. I attended two of his courses and reading the book ahead of time made all the difference in the world.

His teaching style, in person, is just like the book...easy to get into and pick up the information. I've attended other workshops and seminars where the ego of the instructor was such a barrier to learning, and I wound up glad for it to end. Not so with this guy. He's a world class teaching talent.

So, if you're perusing Amazon because sales management hasn't turned out to be the walk in the park it once was made out to be, grab this book and implement just one of Ron Marks' strategies. I believe that you'll quickly be back for the rest.

Editorial Review:

This book looks at various methods for recruiting salespeople, from the traditional to the radical, and shows you how to make the smartest, most profitable hiring decisions for your team. It argues that sales managers should put more emphases on coaching and recruiting, making it a priority for your sales organization. With the right recruiting and training strategies, you can find a constant stream of qualified candidates and beat your competitors to the best sales prospects.

The Four Kinds of Sales People: How and Why They Excel- And How You Can Too

Chuck Mache

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Customer Reviews:
Total reviews: 6 Average rating: 5.0 of 5

Editorial Review:

A business parable that breaks down the vital characteristics of successful salespeople

During his two decades of selling, managing, building, and leading salespeople and companies in a variety of industries, Chuck Mache has learned that there are four distinct kinds of salespeople. Gleaned from his years in the trenches, The Four Kinds of Sales People is a business fable that exposes the traits and characteristics of these four types and outlines how and why salespeople excel–or don’t. The story follows four fictional salespeople, each of whom epitomizes the characteristics of a particular sales style, and provides a clear and exacting description of how each type goes about selling. Mache exposes the strengths and weaknesses of these salespeople and provides expert insight on what each type of salesperson requires to achieve next-level success. For salespeople, sales managers, and executives, this entertaining and practical book shows how to pinpoint personality traits and design a personalizedstrategy for unlimited sales success.

Chuck Mache (Santa Rosa, CA ) is the founder of Chuck Mache Communications and is an architect for breakthrough achievement. He is also a popular speaker, executive coach and consultant and has field and executive experience in broadcasting, home warranty, telecom, office equipment, insurance, and mortgage banking.

Marketing

William M. Pride, O.C. Ferrell, O.C. Ferrel

By: Deep & Deep Publications,India Amazon Marketplace: 1 new & used starting at $99.99

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

Editorial Review:

In a field driven by change, instructors are steadfast about one remarkable text: Pride/Ferrell's Marketing—preferred for its up-to-date, progressive content and an outstanding suite of supplements.

To maximize the text's core strength, the authors have revised concepts, features, and examples throughout to maintain timely coverage of current marketing trends and strategies. Over two-thirds of the citations in this edition come from sources published in 2000 and 2001. In addition, Pride and Ferrell prepare students for a competitive business environment by discussing topical issues such as customer relationship management, supply chain management, IT issues, the latest e-commerce models, and the downsizing of dot-coms.

• New! Net Sights boxes, one per chapter, highlight web sites that students can visit to follow up on concepts, companies, and issues introduced in the text.Carefully chosen colors draw attention to important points, and photos—as well as advertisements—illustrate the real-world application of chapter concepts.
• New! Internet Exercise & Resources have been revised or replaced with new activities that prompt students to explore how real companies apply the theories covered in each chapter.
• Marketing comes in a flexible loose-leaf format packaged with the Real Deal UpGrade CD-ROM, and sells for considerably less than a standard hardcover text.

Pricing for Profitability: Activity-Based Pricing for Competitive Advantage

John L. Daly

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Customer Reviews:
Total reviews: 6 Average rating: 5.0 of 5

Valuable insights into profitable pricing 5 out of 5 stars.
4 of 5 people found this review helpful.

John Daly has written an excellent book with important insights into the desirability and mechanics of using Activity Based Pricing to achieve a profit-driven pricing model.

Why is this important?

If you really understand and properly allocate your costs and use that understanding to develop an Activity Based Pricing model for your products and/or services then you are pretty well assured of profitability, particularly as you increase unit volume. Of course, this assumes you can sell at a price higher than your fully loaded, properly allocated costs.

As Mr. Daly clearly describes, traditional cost allocation methods (not to mention back of a napkin allocations) result in problematical cost distortions and lead to potentially serious pricing errors.

Anyone with profit and loss responsibility, or who would like to get there, would be well served to buy this book, read it and take it to heart. It is well written, coherent and was a pleasure to read. Daly has struck an excellent balance in that the book is not so filled with technical accounting/finance detail it is inaccessible to a non-accountant and yet it has sufficient substance to be of interest to accounting and finance specialists.

As investment bankers we receive financing requests from many companies seeking capital that are not profitable or not as profitable as they could be. Activity Based Pricing is one of the disciplines we are introducing to our clients and prospective clients to help them achieve profitability or become more profitable in order to better position them to compete for capital.

Editorial Review:

Three things can happen when establishing a product price. A price set too high is a lost sale that could have been profitable at a lower price. A price set too low is rewarded with unprofitable work. Only when a price is set appropriately does a company make both a sale and a profit. Just as activity-based costing and activity-based management revolutionized the cost accounting world, activity-based pricing will bring a disciplined approach to developing pricing. Activity-based pricing examines the relationships between price, cost and sales volume and how this relationship effects profitability. Pricing for Profitability joins the disciplines of marketing, economics, business strategy, engineering and cost accounting to achieve maximum profitability.

Total Global Strategy: Managing for World Wide Competitive Advantage (Business School Edition)

George S. Yip

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Customer Reviews:
Total reviews: 3 Average rating: 3.5 of 5

Management cliches extravaganza 1 out of 5 stars.
15 of 18 people found this review helpful.

Well having this book as course material in International Marketing, we have concluded that this book actually drained knowledge from us. The management cliche extravaganza in this book is abundant. Howabout: A successful global marketing program is preferrable to an unsuccessful one. Wow, this taught us lots. Ok, so the introduction states that the book is meant for CEO's, we guess their knowledge is far superior to us mere mortals, so this book makes sense to them.
Do not bother reading beyond chapter one, what is presented in this chapter is repeated throughout the book. In order to support what is presented, the book grabs examples from the air in order to fit the theory.
In conclusion, we recommend not to buy this book. If you want a couple of hundred pages saying basically nothing in management language, this is the book for you.

Thanks YIP!! 5 out of 5 stars.
0 of 2 people found this review helpful.

This book gives you some great starting points and finishing points. Yip knows how to guide us on a long and some times hard to follow rode.

best framework for global strategy 5 out of 5 stars.
0 of 0 people found this review helpful.

There is no better book that offers such a comprehensive look at global strategy. It gives an easy overview and then develops a complex interrelated approach to a difficult to grasp subject. There are nice examples, tables, graphs, along with complete measurement tools. This is not bloated with catch phrases. It is not light reading - the book is a mature, thinking manager's text on how to develop a global plan.