Management Books - Page 3

Sales and Marketing the Six Sigma Way

Amazon Price: $17.82 List Price: $27.00 Usually ships in 24 hours By: Kaplan Business Amazon Marketplace: 41 new & used starting at $10.31

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Customer Reviews:
Total reviews: 19 Average rating: 4.5 of 5

Editorial Review:

Quality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business—except marketing and sales. 

 

In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb’s book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects. 

 

In Sales and Marketing the Six Sigma Way, you will:

* Find out why "the usual fixes" for sales problems don't work

* Meet executives who have used Six Sigma to imrpove marketing and sales results

* See the pitfalls that await the unwary when applying process improvement in sales

* Learn how to introduce Six Sigma to sales and marketing professionals

* Discover through examples and cases how to manage sales as a process

 

Webb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing.

 

With his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them.

 

International Marketing (The Mcgraw-Hill/Irwin Series in Marketing)

Philip R. Cateora, John M. Hess, John Graham

By: McGraw-Hill Publishing Co. Amazon Marketplace: 3 new & used starting at $41.79

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

College Textbook 5 out of 5 stars.
1 of 2 people found this review helpful.

This book is very good as a textbook for college. Alot of information with current examples to reinforce the written material.

excellent 4 out of 5 stars.
1 of 1 people found this review helpful.

The textbook came in excellent condition and right on time for class. THANK YOU!

Still number one! 4 out of 5 stars.
0 of 0 people found this review helpful.

I have used this book for an undergraduate course in global marketing
for more than 10 years. My students generally love this book, except the cost.

The book is complete with everything from import, export, culture, supply chain, letter of credit, etc. Anything you name, it got the content. No wonder it is the 13th edition now.

I recommend this book to all instructors and students. Yes, it is bulky. But that is what global marketing is about. You can also use it for MBA students. The difference is, you need to cover case studies in depth.

For any professor that did not work in global marketing as a practitioner, this book may not be for you.

worked for me... 5 out of 5 stars.
0 of 0 people found this review helpful.

I bought this book instead of the regular edition. The international edition was almost exactly like the original version. I think some of the page numbers were different. Other than that, it was a great way to get a text book and save money!

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

Mark Shonka, Dan Kosch

Amazon Price: $12.89 List Price: $18.95 Usually ships in 24 hours By: Kaplan Business Amazon Marketplace: 68 new & used starting at $3.40

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Customer Reviews:
Total reviews: 17 Average rating: 5.0 of 5

Editorial Review:

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"".

Framework for Marketing Management, A (4th Edition)

Philip Kotler, Kevin Keller

Amazon Price: $122.40 List Price: $136.00 Usually ships in 24 hours By: Prentice Hall Amazon Marketplace: 31 new & used starting at $95.33

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Customer Reviews:
Total reviews: 6 Average rating: 4.0 of 5

A Framework for Marketing Management, Second Edition 2 out of 5 stars.
1 of 15 people found this review helpful.

I ordered this book over 1 month ago - I have NOT received it yet. I am wondering what happened.

Great! 5 out of 5 stars.
0 of 7 people found this review helpful.

As always, College Books Direct delivered quickly, with no problems. Keep up the good work! You will continue to have my business.
-J

Editorial Review:

Framework for Marketing Management is a concise adaptation of the gold standard marketing management textbook for professors who want authoritative coverage of current marketing management practice and theory, but the want the flexibility to add outside cases, simulations, or projects.

Development of marketing strategies, market demand and environments, creating customer value, analysis of consumer markets, market segmentation, brand loyalty, the Product Life Cycle, managing mass communication, and marketing management in the global economy.

This text is for companies, groups, and individuals who want to adapt their marketing strategies and management to the marketplace of the twenty-first century.

Preface to Marketing Management

J.Paul Peter, Jr. James H. Donnelly

Amazon Price: $61.11 List Price: $59.48 Usually ships in 2 to 4 weeks By: McGraw Hill Higher Education Amazon Marketplace: 10 new & used starting at $57.99

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

Not A Substitute For A Comprehensive Marketing Management Te 3 out of 5 stars.
3 of 4 people found this review helpful.

I found the Peter and Donnelly marketing book rather anemic, especially as an assigned textbook for marketing majors in an MBA program. (It was assigned in two of my MBA classes.) At just under 300 pages, it provided only a high-level overview of marketing, and in some cases, the information was stale and outdated. The illustrations and charts are also rather crude and unsophisticated and sometimes downright difficult to interpret.

The only good thing was that it was quick and easy to read, but I didn't really absorb much new knowledge. As a supplement to a curriculum that uses case studies extensively (which is the recommended usage of the book), it is adequate. Each chapter concludes with a section listing Additional Readings, which are probably necessary if you want to really increase your knowledge of the subject.

Editorial Review:

"Preface to Marketing Management, 11/e", by Peter and Donnelly, is praised in the market for its organization, format, clarity, brevity and flexibility. The text serves as an overview for critical issues in marketing management. Its brief, inexpensive, paperback format makes it a perfect fit for instructors who assign cases, readings, simulations or offer modules on marketing management for MBA students. The text also works in courses that implement a cross-functional curriculum where the students are required to purchase several texts.

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

Linda Richardson

Amazon Price: $13.57 List Price: $19.95 Usually ships in 24 hours By: McGraw-Hill Amazon Marketplace: 84 new & used starting at $0.98

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

Editorial Review:

Make the leap from manager to sales coach today! Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to: help each of your salespeople increase effectiveness and productivity; develop questions, listening, and closing skills in your people; motivate your salespeople to stretch beyond their comfort zone; teach your salespeople to self-coach; increase your skill and comfort with giving feedback; turn sales problems into sales revenue; strengthen relationships with your sales team; take sales training out of the training room and put it into everyday sales practice; create a culture that supports team sales; and increase the success and fun you have with your salespeople.Here is the first book on the coaching process written exclusively for sales managers - a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.

The Real Secrets of the Top 20%: How to Double Your Income Selling Over the Phone

Mike Brooks

Amazon Price: $13.57 List Price: $19.95 Usually ships in 24 hours By: Sales Gravy Press Amazon Marketplace: 15 new & used starting at $12.21

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

No secret after reading the Real Secrets 5 out of 5 stars.
2 of 2 people found this review helpful.

If you consider yourself a sales professional and ARE NOT in the Top 20% of your game then read this book to get there. If you ARE in the Top 20% then read this book to move yourself into the Top 1%.

After reading the book you'll want to keep it on your desk to reference the quick summary page at the end of each chapter.

This book is not about sales theory but filled with solid how-to advice complete with scripts you can adapt to your own selling process.

Read the book now and start reaping the rewards of the Top 20%.

Editorial Review:

Why is 80% of the sales and revenue in any company or industry made by the Top 20% of the sales force? More importantly, what can you begin doing TODAY to move into that elite group of Top Performers? In The Real Secrets of the Top 20%, Mike Brooks gives you the proven skills, techniques, scripts, and strategies that will catapult your closing ratio, boost your confidence, and immediately make you a Top 20% producer. Learning and using these proven and effective skills will be the best career move you've ever made, and this book will show you why becoming a Top 20% producer is much easier than you think - and a lot more fun!

Pricing on Purpose: Creating and Capturing Value

Ronald J. Baker

Amazon Price: $48.00 List Price: $60.00 Usually ships in 24 hours By: Wiley Amazon Marketplace: 31 new & used starting at $39.44

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

Editorial Review:

—Reed Holden, founder, Holden Advisors Corp., www.holdenadvisors.com coauthor, The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making, Third Edition

"With Pricing on Purpose, Ron Baker had made an enormous contribution to the better understanding of pricing that will be accessible to anyone who wants to learn. People are intrigued by instances of what they see as idiosyncratic pricing. Sometimes it is idiosyncratic, but oft-times it is fiendishly clever and well researched. So is this book. There are examples that at first sight seem to have nothing to do with the subject at hand, but the learning points are all made and explained in any number of interesting and memorable ways. Pricing on Purpose is a welcome and valuable addition to the learning on pricing and I recommend it to professional pricers, marketers, and anyone interested in capturing the value their business creates."
—Eric G. Mitchell, President, Professional Pricing Society, www.pricingsociety.com

"Ron Baker is what I'd call a 'thought giant.' In his first two books he literally began a revolution in the accounting and legal professions. Thousands of professionals in public practice now lead far better, more rewarding lives thanks to him. Now he's broadened his impact in a huge way. Read this book, implement the ideas and you'll never look at your prices or your pricing policies in the same way again. You'll be richer in many ways because of it."
—Paul Dunn, founder and CEO, ResultsNet Australia, coauthor, The Firm of the Future: A Guide for Accountants, Lawyers, and Other Professional Services, www.resultsnetaustralia.com

"As a reader of hundreds of business books, I am thrilled when I come across one that has something new to say. Pricing on Purpose does just that. Instead of presenting a set of feel-good items to check off a list, Ron Baker encourages us 'to think with him, not like him.' He methodically builds his argument leading us through the labyrinth of pricing theory and encourages us to look at pricing as the strategic tool that it is rather than taking the lazy cost-based tactical approach of most businesses. To paraphrase Karl Marx in terms of Baker's book, 'Cost-based pricing is the opium of business.'"
—Ed Kless, Director, Partner Development and Recruitment, Sage Software

"Baker has done it again! Building on the core principles that he advanced in Professional's Guide to Value Pricing and The Firm of the Future, Ron Baker has again evolved thought leadership on the critical dynamics of value and pricing. Baker's latest work, Pricing on Purpose: Creating and Capturing Value, provides real-world examples and practical strategies that provide a framework for pricing optimization. His clarity of purpose and passionate call to action resonates in today's intellectual capital economy."
—Thomas Finneran, Executive Vice President, American Association of Advertising Agencies

"We love this book! With detailed research, thorough references, and recommendations for further reading, this could be considered a textbook. That it is so readable and engaging is a triumph. The chapter providing the epitaph for cost-plus pricing is worth many times the price of this book. 'Got price-sensitive customers? Wonder why? Read and stop weeping. Who's in charge of value in your company?' Baker asks. If you can't immediately answer, you'd better read this book. Bravo, Baker!"
—Paul O'Byrne and Paul Kennedy, partners, O'Byrne and Kennedy LLP, Chartered Accountants, United Kingdom, www.obk.co.uk

"Ron Baker is nothing short of brilliant, and his enthusiasm for pricing is contagious. Pricing on Purpose will add more value to your firm than anything else you could do. As usual in Ron's books, he presents cutting-edge ideas. There is no greater value to your company than to read Pricing on Purpose and implement its ideas."
—Scott Abbott, entrepreneur, former regional business development, manager, BDO Dunwoody, LLP, Manitoba, Canada

The Complete Guide to Sales Force Incentive Compensation: How to Design and Implement Plans That Work

Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer

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

WOW. My head hurts after reading a few pages 3 out of 5 stars.
0 of 0 people found this review helpful.

If you do not hold a PHD do NOT buy this book. It is easy enough to read BUT is almost too complete. Well orginized and follows the mantra per chapter of tell em what your gonna tell em, tell em and tell em what you just told em - intro -body- review. I am using it for a reference on an upper level class at local University BUT cannot really use it for practical application @ work (establishing/revising sales compensation for our in house reps). Would love to see a Cliff Notes version or workbook by the same authors - they are very knowledgable and give you great practical case studies per topic just ends up being too much of a good thing :)

Editorial Review:

"The Complete Guide to Sales Force Incentive Compensation" shows readers how to energise their entire sales team by creating incentive plans that drive results. Featuring detailed case studies and real-world examples, the book provides step-by-step methods to help readers design, implement and administer a new plan encompassing pay level, salary-incentive mix, performance measures and performance-payout relationship. This is an invaluable guide to motivating the sales force both in the field and in-house.

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.