Management Books - Page 4

Strategic Brand Management (3rd Edition)

Kevin Lane Keller

Amazon Price: $137.60 List Price: $172.00 Usually ships in 24 hours By: Prentice Hall Amazon Marketplace: 67 new & used starting at $62.99

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

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

The New Successful Large Account Management: Maintaining and Growing Your Most Important Assets -- Your Customers

Robert B. Miller, Stephen E. Heiman, Tad Tuleja

Amazon Price: $10.85 List Price: $15.95 Usually ships in 24 hours By: Business Plus Amazon Marketplace: 42 new & used starting at $3.91

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

Proven to be effective in real businesses 4 out of 5 stars.
20 of 20 people found this review helpful.

Answers the question "how should I be working with field sales."   Contains tables, worksheets, lists, and step-by-step approaches with examples.   The problem will be getting an entire sales and marketing team to adopt it. Even if they don't, after reading this book, you may find you relate to your sales force in a different, more productive manner. The only reservation I have about this book is that for the concept to be truly effective, an entire work team must complete the training described in the book. I know from personal experience that, when a work team completes the training, it works, and works well. The book, as well as it may be written, cannot substitute for the group training. If it did, I would rate it a 10+.

Editorial Review:

Maintaining and Growing Your Most Important AssetsYour Customers Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? A hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated withexamples of recent success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in real time. Discover: The long view: Studying and really understanding your companyand your customers businesscan mean years of selling success Lamp Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent, external assets Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever

The Solution Selling Fieldbook

Keith M. Eades

By: McGraw-Hill Companies Amazon Marketplace: 4 new & used starting at $19.95

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Customer Reviews:
Total reviews: 2 Average rating: 4.5 of 5

Editorial Review:

The breakthrough process used by more than 500,000 sales professionals worldwide!

The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.

Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:

• A complete step-by-step blueprint for sales success

• A trial copy of Solution Selling software

• A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters

Includes Exclusive Solution Selling Software on CD-ROM

• More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
• Letters/e-mail templates
• Coaching on Solution Selling techniques
• Import/export capabilities
• Links to more Solution Selling content

Breakthrough Marketing Plans: How to Stop Wasting Time and Start Driving Growth

Tim Calkins

Amazon Price: $22.45 List Price: $24.95 Usually ships in 24 hours By: Palgrave Macmillan Amazon Marketplace: 31 new & used starting at $21.99

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Customer Reviews:
Total reviews: 3 Average rating: 5.0 of 5

A Must-Read Marketing Book for 2008 5 out of 5 stars.
1 of 1 people found this review helpful.

I think this is the best marketing book published this year. Tim Calkins presents an incredibly practical and profound review of how to get great impact out of marketing plans. The best news is, this book will save marketers hundreds of hours by helping focus on what's critical. Calkins' approach will also help marketing executives relate better to the C-Suite by bringing them what they need to hear. Highly recommended for marketers, CEOs and consultants alike. I've put these ideas to work with many clients with great results. Calkins also edited Kellogg on Branding, another must read.

Roland Jacobs, CEO, AspireUp and former Chief Marketing Officer, Orbitz

Editorial Review:

Almost every company creates a marketing plan each year, and many spend hundreds of employee hours researching, preparing and presenting their tomes to senior executives.  But most marketing plans are a waste of time; they are too long, too complicated and too dense. They end up sitting on a shelf, unread and unrealized.

Breakthrough Marketing Plans is an essential tool for people who create marketing plans and people who review them. The book provides simple, clear frameworks that are easy to apply, and highlights why marketing plans matter, where they go wrong and how to create a powerful plan that will help build a strong, profitable business.

How to Sell Without Being a JERK!: The Foolproof Approach to the World's Second Oldest Profession

John Klymshyn

Amazon Price: $11.18 List Price: $27.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 42 new & used starting at $8.95

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Customer Reviews:
Total reviews: 4 Average rating: 5.0 of 5

One Of The Best Selling Books I've Ever Read 5 out of 5 stars.
8 of 9 people found this review helpful.

Watch Video Here: http://www.amazon.com/review/R30F0VOV3V02EK How To Sell Without Being A Jerk will cause you to immediately recognize where you've been selling in an old and outdated fashion. I couldn't put it down and I have to admit, the selling stories made me laugh, often because I'd been in very similar situations.

Watch my review, I'll give you a lot more specific detail about why I think this book is great.

Dave Lakhani
Subliminal Persuasion: Influence & Marketing Secrets They Don't Want You To Know

Editorial Review:

In this practical, enlightening guide, master salesman John Klymshyn reveals how you can be assertive and effective without rubbing people the wrong way or fulfilling the stereotype of the jerk salesperson. He detonates traditional sales methods and replaces them with modern techniques for reading customer behavior and regulating your own behavior to make more sales without having to get pushy. If you want to sell more and be a nicer person, this is an ideal sales resource.

Pricing with Confidence: 10 Ways to Stop Leaving Money on the Table

Reed Holden, Mark Burton

Amazon Price: $19.77 List Price: $29.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 42 new & used starting at $14.98

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

Setting an optimal price where company profits are maximized is one of the most difficult decisions to make when starting a biz. 5 out of 5 stars.
2 of 2 people found this review helpful.

I liked this book a lot. I thought it was well outlined and well written. The book's overall message is that the small business owner should link prices to the value delivered. The reader should be able to optimize pricing for her services or products after considering the 10 rules of pricing presented in this book:

1. Generally, don't let the customer talk you down in price
2. Price your service or product at a level that a customer is willing to pay if they understand the value of your service or product
3. Know which of three pricing strategies you are using and stick to it
4. It's OK to negotiate price with customers, but make sure you win
5. It's OK to lower prices, but only in order to increase profits
6. Expand your offerings so you aren't locked into one price for one product
7. Great pricing will often force your competition to react to your pricing
8. Your company's sales force has to be expert at why and how you priced your services or products
9. Set prices based on value - not on cost-plus
10. Always keep in mind you are in business to make a profit without leaving money on the table

I loved the instruction that the author provides regarding how an owner of a small business has to be willing (and able) to fire unprofitable clients and customers. Business people who compete on price are playing a fool's game. Smart business owners understand that value is the basis for business exchange and that to be successful at business one must FULLY understand value. This book puts forth a pretty good effort to help the reader fully understand value, or at least how to go about fully understanding value after doing a little investigation and research of the market.

Pricing goods and/or services is far from simple. And setting an optimal price is one of the most difficult decisions to make when starting a business. Furthermore, as a business grows and matures pricing at an optimal level continues to be difficult. Prices never stay the same because demand never stays the same. To do this well one must know the market (competitors & customers), know the costs, know the perceived value, and know the actual value.

Getting a handle on all this is not particularly easy. This is especially true because customers are often times very hard to figure out. Some are price buyers, some are value buyers, some are relationship buyers, and some are poker-playing buyers. Knowing these four types of buyers is a heads up for the small business person. But he or she still has to read the customer and figure out which one of these four the customer is before negotiations can be performed in favor of the seller. Read this book and start on your path of being a better pricer of your services or goods. 5 stars!

Editorial Review:

Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.

MARKETING MANAGEMENT

J. Paul Peter, Jr,James Donnelly

Amazon Price: $127.80 Usually ships in 24 hours By: McGraw-Hill/Irwin Amazon Marketplace: 22 new & used starting at $114.99

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Customer Reviews:
Total reviews: 2 Average rating: 2.0 of 5

Good marketable book outside, not so good inside 1 out of 5 stars.
3 of 3 people found this review helpful.

I expected more about this book, firts of all, only a quarter of the book contain the elementary Marketing principles and the remainder only cases. But the worse, there is not connection between cases and theory, not just one case example analysis, not reference at all in chapters with cases. If I had wanted to buy cases of marketing management without analysis, I were going to the Harvard Bussiness online to buy the school cases.
Also in the back cover they say about "New Videos: Approximately 50% of the video segments are brand new for this edition", Sincerely I don't know where are those videos, no CD, no DVD, nothing in the website of book: [...] By the way, that website is too poor, in comparison to other website of books.
Summarizing too expensive book for few effective information.

Editorial Review:

Marketing Management, 9/e, by Peter and Donnelly, is praised in the market for its organization, format, clarity, brevity and flexibility. The goal of this text is to enhance students� knowledge of marketing management and to advance their skills in utilizing this knowledge to develop and maintain successful marketing strategies. The six stage learning approach is the focus of the seven unique sections of the book. Each section has as its objective either knowledge enhancement or skill development, or both. The framework and structure of the book is integrated throughout the sections of the new edition. The basic structure of the text continues to evolve and expand with numerous updates and revisions throughout.

Power Base Selling: Secrets of an Ivy League Street Fighter

Jim Holden

Amazon Price: $15.25 List Price: $16.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 79 new & used starting at $0.01

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Customer Reviews:
Total reviews: 11 Average rating: 4.5 of 5

Editorial Review:

"Holden's book is rich with wisdom and sage advice and should be required reading for any salesperson who wants to understand how to merge a sales strategy and a political strategy to win the hearts of their customers' Power Base."-Rodney D. Cotton, Vice President, Sales-United States, Baxter Healthcare, Renal Division.

"Jim Holden's book is for serious salespeople and executives who are focused on winning. It provides insights, techniques, and everyday tools to reach the highest possible level of success. The book is most insightful and is a required reading and work tool for enterprise salespeople and executives."-Grant Evans, Vice President, Sales and Marketing Identicator Technology.

"The Holden Power Base Selling techniques have provided our sales teams with a common language from which to develop and plan strategies and tactics."- Colin Latham, President and CEO, MT&T (Canada).

"Power Base Selling is essential. . . . The book is rich with lessons such as how to avoid being defeated by desperate 'end-games,' and how to 'snatch various victories from the jaws of defeat.' The conclusion is a revealing 'self-test.'. . . [Holden's] principles are more applicable today than ever."- Glenn W. Coleman, President, South Africa Branch, Lockheed Martin Overseas Services Corporation.

Fundamentals of Sales Management for the Newly Appointed Sales Manager

Matthew Schwartz

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

Jump up to your new job as sales manager. 4 out of 5 stars.
1 of 1 people found this review helpful.

Sales managers need much more than sales skills to manage successful selling teams, especially within a corporate environment. When you move up from salesperson to sales manager, you need to develop sales plans, recruit and hire talented people, and manage many new demands on your time while motivating, mentoring and coaching your staff. Sales and marketing consultant Matthew Schwartz provides all the information you should know as you make the transition into your new role. Although Schwartz tends to stray unnecessarily into the dry, academic world of communication, motivation and leadership theory, his practical advice is well worth your time. We suggest that new sales managers keep this instructional book close by as a useful reference.

Editorial Review:

Newly-appointed sales managers have their work cut out for them. They have to master the art of management - no small feat in itself - while also leading a sales team to victory. "Fundamentals of Sales Management for the Newly Appointed Sales Manager" gives readers everything they need to immediately excel at their new responsibilities, from communicating better, to training and much more. The book contains the must-have information and guidance new sales managers need to make a smooth transition without missing a beat.

In Velocity: From the Front Line to the Bottom Line

Dale Pollak

Amazon Price: $21.56 List Price: $29.95 Usually ships in 24 hours By: New Year Publishing Amazon Marketplace: 15 new & used starting at $18.46

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Subjects -> Nonfiction -> Automotive -> Industry

Customer Reviews:
Total reviews: 9 Average rating: 5.0 of 5

A rare find 5 out of 5 stars.
2 of 2 people found this review helpful.

Many business books shoot for -- but few actually achieve -- such fine balance of the familiar and the profound. Velocity is an easy read, full of personal and funny anecdotes, yet every chapter delivers new insights that will blow you away. Get ready to say, "That totally happened to me too" and "I never thought of it that way before" again and again as you read.

Editorial Review:

In Velocity: From the Front Line to the Bottom Line, retail automotive expert Dale Pollak reveals how dealers in today's pre-owned automotive marketplace can shift out of low gear toward accelerated profits. Today's dealers are facing increased competition brought on by Internet shopping. Pollak delivers a gut check to dealers employing traditional used car disciplines while revealing new strategies that turn money-losing departments into profit-generating winners. "The used vehicle marketplace is less giving and less forgiving than it's ever been before. Astute, investment-minded management processes are essential for today's dealers to survive and thrive," says Pollak.