Management Books - Page 6

Basic Marketing: A Global-managerial Approach, 14th

William D.; McCarthy, E. Jerome Perreault

By: McGraw-Hill Amazon Marketplace: 105 new & used starting at $0.56

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Customer Reviews:
Total reviews: 8 Average rating: 3.5 of 5

BE CAREFUL WHEN ORDERING THIS BOOK 3 out of 5 stars.
9 of 9 people found this review helpful.

There are various editions of this book being listed under the same ISBN. Make sure to contact the seller of the book if you buy it used to make sure the ISBN of their copy is the same as the one you are looking for! I had to order this book 2 times to get the right book! Sellers should list the ISBN of the BOOK (not the CD or whatever is included) so that buyers of this text know which one they are getting!

Horrible to read 2 out of 5 stars.
4 of 5 people found this review helpful.

This book is horrid to read, the chapters drag on and there simply too much information crammed into one chapter. Its hard to differentiate the points in the chapters, and many of the important points are not emphasized.

Basic Marketing 5 out of 5 stars.
1 of 3 people found this review helpful.

The condition of the book was excellent. The content is even bettter. The term and reading was truly appropriate and well related to the context. I would highly recommend this book to any one entering the global- marketing arena.

Nice book 4 out of 5 stars.
1 of 6 people found this review helpful.

The book was brand new. One of the corners was a bit dented, but otherwise perfect.

Good marketing book 4 out of 5 stars.
0 of 0 people found this review helpful.

This book was very easy to follow.

Retailing Management

Michael Levy, Barton Weitz

Amazon Price: $133.40 Usually ships in 24 hours By: McGraw-Hill/Irwin Amazon Marketplace: 138 new & used starting at $14.95

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Total reviews: 3 Average rating: 4.5 of 5

Editorial Review:

. Retailing Management by Levy and Weitz is the best-selling textbook in the retailing market.

. . .

Known for its strategic look at retailing and current coverage, this new 6th edition continues to be organized around a model of strategic decision-making. One of the major advantages of the Levy/Weitz approach is the text�s readability, organization, and its emphasis on how students can come to grips with real retailing issues and be able to solve problems. The text�s logical organization around a decision-making process allows readers to learn about the process of strategic decisions first before moving on to decision implementation. The implementation decisions are broken down into merchandise management decisions and store management decisions, just as they would be in a real retailing setting.

. . .

The text provides a balanced treatment of strategic, �how to,� and conceptual material, in a highly readable and interesting format. The sixth edition continues its cutting edge coverage on the latest topics and developments in retailing including globalization, customer relationship management programs, multi-channel retailing, supply chain management, and the use of the Internet to improve operating efficiencies and customer service. Students indicate that this text is a �good read� because of the numerous examples of retailers, their practices, the interesting retail facts in the margins, and eye catching design and layout.

. . .

Retailing is a high tech, global, growth industry that provides challenging and rewarding career opportunities for college graduates. This book and its corresponding tools and exercises were written to expose students to the excitement of retailing and prepare them for a career in retailing and related fields.

.

Sales Force Design for Strategic Advantage

Andris Zoltners, Prabha Sinha, Sally Lorimer

Amazon Price: $36.76 List Price: $45.95 Usually ships in 24 hours By: Palgrave Macmillan Amazon Marketplace: 21 new & used starting at $36.76

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Customer Reviews:
Total reviews: 2 Average rating: 5.0 of 5

Serious theory, Serious work 5 out of 5 stars.
6 of 8 people found this review helpful.

I was very impressed by the content of this book, it is descriptive and resouceful, I would strongly recommend it to anyone with the task to tackle Sales Force Effectiveness in a organization. Buy it, read it and apply the the concepts...you will not regret it!

Sales Force Design for Strategic Advantage 5 out of 5 stars.
0 of 0 people found this review helpful.

Excellent, absolutely excellent. Every sales and business leader should read this book. Excellent specifics, rationale and examples.

Editorial Review:

This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.

Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset

Noel Capon

Amazon Price: $29.70 List Price: $45.00 Usually ships in 24 hours By: Free Press Amazon Marketplace: 43 new & used starting at $17.18

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Total reviews: 10 Average rating: 4.5 of 5

Editorial Review:

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published.

For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition.

Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Six Sigma Pricing: Improving Pricing Operations to Increase Profits (Six Sigma)

ManMohan S. Sodhi, Navdeep S. Sodhi

Amazon Price: $29.69 List Price: $44.99 Usually ships in 24 hours By: FT Press Amazon Marketplace: 28 new & used starting at $24.95

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

Editorial Review:

Apply Six Sigma to Your #1 Business Challenge: Pricing "Six Sigma is well known for having helped companies save billions of dollars. This book is the first to show us how to use it on the revenue side of the equation to generate profitable growth. This step-by-step guide will be an instant classic--a seminal book on a topic critical to profitability." --Robert Cross, Chairman and CEO, Revenue Analytics Inc. and author of Revenue Management "Six Sigma Pricing provides companies with a practical toolkit to improve their price management. The authors show executives how to use Six Sigma tools in their pricing processes and instantly improve profits and their bottom-line. This is a truly 'must-have' resource for managers everywhere." --Eric Mitchell, President, Professional Pricing Society Many companies have developed solid sales strategies-- but without equally good pricing operations, those strategies alone will not add a dime to the bottom line. The goal of pricing operations is to consistently control price deviations in transactions and contracts over time and across customer segments.This goal of ensuring the prices are not too low or too high in different transactions relative to guidelines lends itself perfectly to Six Sigma. Using the authors' breakthrough Six Sigma-based approach, you can systematically eliminate pricing-related revenue leaks, driving higher profits without alienating customers. You'll learn how to define pricing "defects," gather and analyze relevant pricing data, review pricing-agreement processes, identify and control failures, implement improvements, and then ensure continuous, ongoing improvement in price, profits and customer satisfaction. The book reflects the authors' pioneering experience implementing Six Sigma pricing. Whether you're a business leader, strategist, manager, consultant, or Six Sigma specialist, it will help you or your client recover profits that have been slipping through the cracks in pricing operations./ Learn why Six Sigma Pricing makes sense Why you should target pricing operations, and how to do it / Identify profit leaks from inefficient pricing operations Why "sloppy pricing" occurs, how to find it, and how to root it out / Illuminate your current pricing processes, so you can improve them Understand your market-facing and internally focused pricing processes pertaining to product launch and lifecycle price management, price increases due to escalation in costs of raw materials, promotions, and discounting / Set up your pricing operations for continuous improvement in line with your pricing and sales strategy Use Six Sigma to improve and control processes, ensuring alignment with agreed-upon strategy for pricing and sales / Create an organization that is successful at pricing Align different functions and levels of the company to achieve targeted profits

How to Sell at Margins Higher Than Your Competitors : Winning Every Sale at Full Price, Rate, or Fee

Lawrence L. Steinmetz, William T. Brooks

Amazon Price: $19.77 List Price: $29.95 Usually ships in 24 hours By: Wiley Amazon Marketplace: 56 new & used starting at $10.03

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Total reviews: 8 Average rating: 4.5 of 5

Editorial Review:

Praise for How to Sell at Margins Higher Than Your Competitor

"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople."
--Bill Scales, CEO, Scales Industrial Technologies, Inc.

"As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'"
--John K. Harris, CEO, JK Harris & Company, LLC

"If you live and die on price, this book could be your only lifeline."
--Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections

"How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence."
--Joe Bracket, President, Power Equipment Company

"I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book."
--George C. Giessing, President, Brusco-Rich, Inc.

"This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful."
--David R. Little, Chairman and CEO, DXP Enterprises, Inc.

Framework for Marketing Management (3rd Edition)

Philip Kotler, Kevin Lane Keller

Amazon Price: $122.40 List Price: $136.00 Usually ships in 24 hours By: Prentice Hall Amazon Marketplace: 94 new & used starting at $18.96

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

New Marketing Concepts from Classical Texts 5 out of 5 stars.
2 of 19 people found this review helpful.

Kotler, a symbolic guru of marketing, has brought a new offering of "Framework for Marketing Management" since years' serial publication of classic texts in marketing management.
Some new issuse has been included in this edition in depth.

Saved me when I needed it FAST! 5 out of 5 stars.
1 of 8 people found this review helpful.

I needed 27 copies for a class that was started in a week ... Amazon saved me!!!

Marketing Text Book 3 out of 5 stars.
0 of 0 people found this review helpful.

This is a textbook I am using for a graduate marketing class. I would say it is an average textbook.

Editorial Review:

For the MBA Marketing Management course and/or undergraduate capstone marketing strategy course.  

 

Framework for Marketing Management provides authoritative marketing theory in a concise format to provide flexibility where outside cases, simulations, and projects are brought in.

Building Buzz to Beat the Big Boys: Word of Mouth Marketing for Small Businesses

Steve O'Leary, Kim Sheehan

Amazon Price: $31.96 List Price: $39.95 Usually ships in 24 hours By: Praeger Publishers Amazon Marketplace: 25 new & used starting at $31.96

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

Editorial Review:

Thousands of small, retail stores open every year, but 70 to 80 percent of them close within five years. Many are done in by the "big box" and Internet retailers who crush competition with low prices and convenience. But smaller retail stores and service providers have distinct competitive advantages: They are local. They can connect on a personal level with customers in a way the big guys can't. And they can add immense value to the customer experience. To capitalize on these advantages, marketing experts Steve O'Leary and Kim Sheehan offer dozens of inexpensive "Word of Mouth" marketing methods small businesses can use right away. Done well, these efforts will help smaller merchants do more than survive--they'll prosper. For independent retailers to succeed, it is no longer enough to create a loyal customer base. Local store marketers need to put their loyal customers to work, encouraging them to talk about the store to their friends, family members, and others in their social networks. When they do, the result is Word of Mouth (or Buzz) marketing, a powerful tool that creates an army of advocates who become even more loyal and help attract new customers. Besides learning how to leverage the power of word of mouth marketing, readers will learn: -How to understand their customers better. -How to increase customer loyalty to their store. -How to communicate with customers to maintain loyalty. -How to encourage loyal customers to talk to others about their store. -How to create a customer community, both in the store and on line. -How to measure results. The book also includes numerous examples from current businesses, as well as thought-provoking ideas and templates to help readers generate their own successful buzz marketing plans. Most resources available today on buzz marketing focus on techniques for large companies and online retailers. This book offers something priceless for the little guy by showing ways to increase loyalty and gain new customers.

Services Marketing (6th Edition) (Prentice-Hall Series in Marketing)

Christopher Lovelock, Jochen Wirtz

Amazon Price: $141.86 List Price: $177.33 Usually ships in 24 hours By: Prentice Hall Amazon Marketplace: 65 new & used starting at $31.99

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Customer Reviews:
Total reviews: 11 Average rating: 5.0 of 5

Synthesizes all the best practices and leading edge thinking 5 out of 5 stars.
2 of 2 people found this review helpful.

This is such a well-written and well-organized book that you can simply read from cover-to-cover or jump into your interested chapters right away.

Not only does the authors present you with their in-depth coverage of the various services related topics, supplementary materials (papers, cases) from other excellent sources/authors make this an absolute encyclopedia of services marketing and a coherent contemporary literature for both novices and seasoned practitioners.

This is THE book for this very under-written and immensely critical topic of services marketing and an essential reading for the 60-80% of the workforce who are involved in the ever growing services sector.

Editorial Review:

Significantly revised, restructured, and updated to reflect the challenges facing service managers in the 21st century, this book combines conceptual rigor with real world examples and practical applications.

Exploring both concepts and techniques of marketing for an exceptionally broad range of service categories and industries, the Sixth Edition reinforces practical management applications through numerous boxed examples, eight up-to-date readings from leading thinkers in the field, and 15 recent cases.

For professionals with a career in marketing, service-oriented industries, corporate communication, advertising, and/or public relations.

Birth of a Salesman: The Transformation of Selling in America

Walter A. Friedman

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Total reviews: 5 Average rating: 5.0 of 5

Editorial Review:

In this entertaining and informative book, Walter Friedman chronicles the remarkable metamorphosis of the American salesman from itinerant amateur to trained expert. From the mid-nineteenth century to the eve of World War II, the development of sales management transformed an economy populated by peddlers and canvassers to one driven by professional salesmen and executives.

From book agents flogging Ulysses S. Grant's memoirs to John H. Patterson's famous pyramid strategy at National Cash Register to the determined efforts by Ford and Chevrolet to craft surefire sales pitches for their dealers, selling evolved from an art to a science. "Salesmanship" as a term and a concept arose around the turn of the century, paralleling the new science of mass production. Managers assembled professional forces of neat responsible salesmen who were presented as hardworking pillars of society, no longer the butt of endless "traveling salesmen" jokes. People became prospects; their homes became territories. As an NCR representative said, the modern salesman "let the light of reason into dark places." The study of selling itself became an industry, producing academic disciplines devoted to marketing, consumer behavior, and industrial psychology. At Carnegie Mellon's Bureau of Salesmanship Research, Walter Dill Scott studied the characteristics of successful salesmen and ways to motivate consumers to buy.

Full of engaging portraits and illuminating insights, Birth of a Salesman is a singular contribution that offers a clear understanding of the transformation of salesmanship in modern America.

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