Book Description
This text is targeted at the undergraduate Business Marketing course.It introduces the concepts of marketing to businesses and stresses the importance of building relationships with customers. ... Read more

Customer Reviews (1)

looks great - but is not functional
To high price for the basic marketing the book contains - written with way to many words. As a student I dislike wasting time reading more than I need and pay for more than I get. ... Read more

Book Description

Each year in North America, more than 13 million people participate in network marketing, selling tens of billions of dollars of goods and services. The top moneymakers in the business take home six or seven figures. Wouldn't you love to know how they do it? With 15 Secrets Every Network Marketer Must Know, you will!

Written by top expert marketers Dr. Joe Rubino and John Terhune, this practical, one-of-a-kind guide explains fifteen key network marketing principles—the core secrets to unlimited success. The principles, strategies, and tactics presented in this book will help you maximize your personal effectiveness, attitude, and behavior as you build your dynasty on a solid foundation that will ensure it will last long into the future. Based on proven, time-tested strategies and the long experience of two well-known and extremely well-qualified authors, this book is an indispensable tool for every network marketer, even those just starting out.

15 Secrets Every Network Marketer Must Know will put you on the path to real wealth with step-by-step guidance on:

• Getting yourself into a successful frame of mind
• Using failure as an advantage
• Mastering self-discipline and resisting the urge to quit
• Developing long-term goals that drive your daily activities
• Building and finessing a great, moneymaking list
• Developing great leaders and associates
• Following up effectively
• And much more

Customer Reviews (5)

If you're involved in MLM ... a good read with great points
Never been successful at this stuff but always interested and intrigued. On this one I wasnt disappointed. The 15 points the authors outline arent new certainly but they are necessary if you are to succeed as they have. IT was right on as far as I could see and it kept me interested and moving. Their advice was practical and grounded in their real world experience. Liked what I got from this

Never have to look back!!
This book is so clear and concise that I carry it around with me all the time. I am new to the business and can tell you that it complements to the max any coaching I have received.

Joseph Montoya

15 Secrets Every Network Marketer Must Know : Essential Elements and Skills Required to Achieve 6- and 7- Figure Success in Netw
I found it very enlighten and would recommend it to anyone in the network field.I have purchased other Vitale's books and always learned something from them.

15 Secrets Every Network Marketer Must Know: Essential Elements and Skills Required to Achieve 6- and 7- Figure Success in Netwo
This is one of the best books I have read on the subject of Network Marketing.It tells you step-by-step what you need to do to ensure success.You will learn in short order if this field is a good match for you.

Joe Rubino & John Terhune are very professional in their approach and are extremely successful experts in this field.

If this was a movie, it would be TWO THUMBS UP!

Review of the secrets every network marketer must know
This book is very timely for those of us who are new in networking.I found so much that is good for me to put into action.The book is easy to read and, for the most part, takes care of the questions I came up with, as I read the book.The only reason I give it four stars is because, as I was reading there were a few questions that I didn't have answers to until the end of the book.I would recommend this book to anyone in multi-level sales. ... Read more

Book Description
Strategies and answers from a lifetime of selling, from the bestsellingauthor of The Sales Bible. Jeffrey Gitomer is the author of The New York Times best seller TheSales Bible and The Little Red Book of Selling. All of his books havebeen number one best sellers on Amazon.com, including Customer Satisfactionis Worthless, Customer Loyalty is Priceless, The Patterson Principles ofSelling, and his latest best-selling books The Little Red Book of SalesAnswers, The Little Black Book of Connections, and The Little GoldBook of YES! Attitude. Jeffrey's books have sold millions of copiesworldwide.

Customer Reviews (101)

More about checking out his website than providing content
Lots of good reviews but I felt it was primarily written to drive people to his website which was very distracting. Motivational? Telling people "You suck" lessens the impact of the point he's trying to get across. I'm passing on the rest of his books and maybe you should too.

Love it!
I really love this book- and I say 'love' and not 'loved' because I will re-read it several times. The author makes it easy to understand and I couldn't help but laugh when he poked fun at bad salespeople. I of course resembled many a comment!
But I agree with him, you have to constantly read and stay away from the TV to get better at anything. Many ideas and tips to follow.
Good luck!

Little Red Book of Selling
This is a great book!'had my entire sales team read it.Easy to follow, great sales tips and words of wisdom that apply to anybody selling anything!

A must have for a business owners library
This is a one for the business owners library.I was always taught there are three problems in companies Sales, Sales, and Sales.This one is a straight shooting book, with application techniques.

The ultimate resource provider for improving sales tactics!
There are so many tips on improving your sales game in this little red book that I don't know where to start with this review.From the self evaluation quiz,to the do's and don'ts of sales, Gitomer provides and hits all aspects needed and necessary for anyone to perfect their sales strategies. This easy to read book is one that all entrepreneurs should have on their shelves.

Adra Young
Author of: The Everyday Living of Children & Teens Monologues ... Read more

Product Description
An easy to read, easy to follow tool to maximize sales & market share in the hotel industry. Co-authored by two well known industry practitioners, Howard Feiertag of Va Tech and John Hogan of Best Western International. ... Read more

Product Description
Time-and-time again, great ideas become less effective, the marketing department's efficiency is diminished, there is the constant finger-pointing between sales and marketing, and presidents, CEOs, and others are frustrated over revenue goals that continue to go unmet. Marketing Sucks! (and Sales, Too!) captures the frustration felt by many parts of the organization when marketing and sales are not aligned. There is a better way. The authors write from direct experience. When your marketing and sales teams are aligned (on the same page) your bottom-line results will improve exponentially. These improved results can create a positive, perceptible shift in your company's finances and mood that will be valued in the boardroom, in the trenches, and ultimately, by your customer. ... Read more

Customer Reviews (1)

Putting Marketing and Sales Back Together
The authors found out first-hand through their work that the "modern" separation of marketing and sales produces certain unholy messes, lots of waste, extra unproductive work, and, only accidentally, some sales. They have constructed a way of approaching the two as a unity, so that every marketing action happens in a context where sales is the other side of the equation.
Readers with marketing responsibilities will save a fortune, and those with sales responsibilities can find ways to talk to the marketing folks.
I recommend it.
... Read more

Book Description
The radio industry is on a collision course with its future.What's the best way to market our stations - and the industry itself as new opportunities and challenges swirl around us?

Customer Reviews (3)

Quick read
This book is a quick read, and contains some useful marketing ideas for radio from various marketing "experts", mainly outside the broadcast industry. The chapters are all quite short and don't get into much depth about any specific topic, but the book does provide a quick snapshot of marketing ideas for the radio business.

Challenging and Thought Provoking
Ramsey's interviews challenge radio managers to think about radio's future and opportunities.It is an excellent read and should be in the bag for anyone whose livlihood is linked to the ongoing prosperity of commmercial radio.The book will cause some readers to say "what do I do now". I think that is the point: to reinforce the need to think about and confront the future now while radio still has the incumbent position of reaching 97% of the public every week.

Only read this book if you want to learn something
For those of us who love radio and the magic of auditory imagination, it is troubling to watch many in the radio industry act like a lost red-headed step child wandering aimlessly through the supermarket. Such children wonder how it could be that they lost their parents, and can think only of returning to the safety and security of the world that mom and dad provide.

Post deregulation, post satellite radio, post iTunes, pre HD radio, pre WiMax, pre cell phone streaming, and pre Whatever is Next, radio is facing not just a fork in the road, but a freeway interchange of possibilities. Given today's profusion of delivery platforms for audio content, what business is radio really in? Can radio still deliver a non-preemptible listener benefit that no other medium can? What benefit would that be? And once you've answered that question, do you really need a transmitter for it?

If you've ever struggled through a book on a business topic such as positioning or market segmentation, and wished you could bend the ear of the author to do the hard work of applying the lessons taught, to your industry, then perhaps you'll appreciate the labor involved in Fresh Air.

Mark Ramsey heads one of the premier market research and consulting firms for the broadcast industry, Mercury Radio Research and in Fresh Air, he aggregates a cast of marquee marketers such as Jack Trout, Seth Godin, Tom Asacker, and others to focus their expertise on topics germane to all marketers, but with specific application for the radio industry.

It's a fairly quick read at only 100 pages. The book is not a desk weight, if anything it's a series of focused thought starters posing as interviews. In some ways it reminds one of Harry Beckwith's series of "Invisible" marketing books-short, honed, and stimulating. The book is well edited and doesn't waste your time with a great deal of superfluous introduction to topics that most radio professionals have some working knowledge of already (buzz marketing, positioning, branding, etc.). Not having roots or responsibilities in radio, many of the interviewees by dint of their expertise and removed perspective bring unconventional thinking to an industry that has suffered from a surfeit of pre-baked ideas.

For those who frequent Ramsey's blog at www.radiomarketingnexus.com, perhaps the only bothersome part will be the fact that while the book clearly hands the microphone to many contemporary thought leaders, it does not, per se, so much contain Ramsey's own views, as allow them to filter through his interviews. One of Ramsey's signature traits is his lack of an agenda when doggedly pursuing answers to thorny questions. Which is why readers of his blog, while recognizing that the subtitle clearly indicates a book of interviews, (it is an "edited by Mark Ramsey" book) will still wish it included Ramsey's own insightful take on radio. ... Read more

Book Description
Sales leads are what successful marketing is all about. That's where the money is. This book shows how to get the most out of this crucial corporate investment. Good, qualified leads make sales forces more efficient, more effective, and - bottom line -more profitable. Add in today's tough economy the skills needed to generate and manage leads are even more vital. Offering a research-based, comprehensive treatment of this critically important marketing function, Managing Sales Leads is a powerful, hands-on reference for every manager -from mid-level sales and marketing manager to senior level corporate executive -for virtually every size of company it shows how to get the most out of this crucial corporate investment. ... Read more

Customer Reviews (2)

A great & valuable resource, must read for B2B
I would give to this book a 6 and 7 stars if I could - I was waiting for such book and was searching for it.
This is a must have book for a B2B e-commerce, and has a lot of fresh issues, like 45 % rule and more. Especially valuable are topics about Lead Leakage and the statistics.
Great book, indeed. Author definetly knows what he talk about.

Great Book/Very helpful
Especially liked the "Rule of 45".This book contains great information I'll be able to use.The 100% rule of leads is a unique concept!Good clean read and valuable information. ... Read more

Book Description

• Packed with more than forty percent new and updated material, this edition shows business managers, marketing analysts, and data mining specialists how to harness fundamental data mining methods and techniques to solve common types of business problems
• Each chapter covers a new data mining technique, and then shows readers how to apply the technique for improved marketing, sales, and customer support
• The authors build on their reputation for concise, clear, and practical explanations of complex concepts, making this book the perfect introduction to data mining
• More advanced chapters cover such topics as how to prepare data for analysis and how to create the necessary infrastructure for data mining
• Covers core data mining techniques, including decision trees, neural networks, collaborative filtering, association rules, link analysis, clustering, and survival analysis

* Covers core data mining techniques, including decision trees, neural networks, collaborative filtering, association rules, link analysis, clustering, and survival analysis ... Read more

Customer Reviews (28)

Excellent book for Data Mining
As a novice to data mining, I was searching for a book that would explain the concepts, NOT mathematical formulas.This text provides the reader with a clear and comprehensive explanation of each concept, provided examples, and the readability is excellent.Who should read the book?Anyone in business -marketers to CEOs; and college students at all levels who are trying to understand data mining concepts.The book is not for mathematicians who are searching for algorithms.I would rate this book 5-stars.

Very Interesting book
I'm very interesting in Data Mining and i think that this book is a good introduction to this field. Thanks Amazon

A must-have book for your technical library
Anyone interested in automating and improving decisions should have this book. It is one of the classic works on data mining and well worth the read.
I really liked the book both because it is well written and because, although it drilled into a fair amount of detail about some of the techniques, it started each new section off at a high level. This allows someone without a statistical background, such as me, to read as far as I can in each section and then skip ahead to the next technique. This is a nice change from books that simply get more and more detailed as page follows page, preventing you from gaining an overview of the subject.
The book introduces data mining and a methodology for applying it, talks about some of the applications in "Marketing, Sales, and Customer Relationship Management" (as the subtitle puts it), walks through some statistical techniques and then spends the bulk of the book on various data mining techniques. It wraps up with a nice summary of how data mining plays with other technologies and with some practical advice on getting started.
One of the best summaries of where data mining fits is given early in the book where an enterprise is encouraged to:
- Notice what its customers are doing
- Remember what it and its customers have done over time
- Learn from what it has remembered
- Act on what if has learned to make customers more profitable
The authors point out that Data Mining is focused on the "Learn" stage or, as they put it data mining suggests but businesses decide.
The methodology section, and the subsequent notes that relate to applying these techniques in real life, talked about the feedback loops between steps in data mining - there is not a linear "waterfall" sequence of steps but constant iteration and learning. They also emphasized the importance of finding the right business problem at the beginning - start as someone once said, with the end in mind. This was reiterated when they quote Voltaire who said "Le mieux est l'ennemi du bien" ("The best is the enemy of good"). In other words, don't get hung up on trying to find the perfect algorithm, perfect answer. Instead build something that is good, that works, and learn and improve over time.
The authors made a big point out of the value of data mining for "mass intimacy", where you want to treat customers differently and there is a business reason to do so but where customers are too numerous to be assigned to staff. One of the issues they pointed out was that staff must be trained in customer interaction skills while also using all the data you have. The value of data mining in building a customer-centric organization cannot be overestimated.

Excellent introduction
This well-written book is an excellent introduction to the data mining and predictive analytics space.The reader should be comfortable with data and data analysis.The reader, however, does not need any pre-existing knowledge specific to data mining and predictive analytics.Much of the book, including the middle chapters which describe specific analytic techniques, has general applicability to business problems beyond CRM.

I am an actuary working in the insurance industry and am ordering my second copy of the book.

Practical examples not convincing, lack of benchmarking
While the book is easy to read and not too technical, the applications investigated by the authors are too simplistic and not really convincing as to why we should use advanced techniques. It would have been nice to add an additional, more detailed chapter comparing the various implementations of data mining techniques by software companies (SAS Entreprise Miner, Clementine, Insightfull Miner, etc.) ... Read more

Book Description
In BUYING TRANCES, renowned marketer Joe Vitale introduces listeners to the most powerful secret of persuasion. He explains how salespeople can help customers enter a "buying trance", a special mental state in which people are suggestible and pliant. Combining the basics of marketing with cutting-edge concepts in mind control, Vitale shows how salespeople can put customers in a buying trance during which the salesperson can help frame and position the way the customer perceives the product, leading to more sales every time. For daring salespeople who want to make the sale every time, these cutting-edge techniques in persuasion offer the key to incredible success. ... Read more

Customer Reviews (17)

Same ol same ol / Long winded and not to the point
Joe an intelligent person, and I loved him in the Secret.
I got the audio book of this from the library and listened to it 4 times,
and thought is this it? So I bought the book hoping.... that there would be more, and guess what. There isn't.

Joe needlessly tells stories about his girlfriend and everyone else but when it comes down to it, wheres the beef?I mean I want to have a step by step approach and instead he just rambles on and I still haven't gotten the keys to buying trances. Maybe he will tell in his next book, which he can call
more of the same.Sorry Joe.......

Joe Vitale & Stage Hypnotist Simone Hypnotize Each Other!
Joe Vitale, frankly, has changed my life. Buying Trances, his latest book on persuasion and influence can help you right now, today, without waiting, have whatever you want in business or life. Just today, I was eating lunch with my wife for Valentine's Day. We were enjoying each other after a busy morning of homework and officework, and I had brought up the topic of Joe Vitale. I was explaining to my wife how Joe had once been homeless and now earned hundreds of thousands of dollars over and over again, with dozens of books credited to him, and a very, very nice life. I expanded to say to my wife that Joe is where he is as a direct result of his unconditional love in the marketplace. He learned how to attract the life of his dreams and began to write feverishly about everything he learned. Buying Trances is the first book you need to buy if you want Joe's latest, cutting edge methods of persuasion and influence to help you have the life you've only dreamed about. Applied knowledge of the Law of Attraction and the step by step methods outlined in Buying Trances will help you hypnotize any potential buyer instantly. They literally cannot say no when you have them hypnotized. Joe opens Buying Trances, I'm honored to say, with a chapter about how he met me and was hypnotized into buying one of the largest hypnosis collections on the planet from me. Before we even met, he was hypnotized. Learn how I did it, and what Joe invested in that day, in his new book, Buying Trances. Today is the day you've waited for for a very long time. Your wait is over. Warmly, The King of Sway, Stage Hypnotist Simone

Nothing but a rehash
This is nothing but a rehash of "Hypnotic Writing", plus more sales pitches for Joe Vitale's other books and website.

DON"T read this review
The material in this book is great marketing advice for written copy, radio and internet marketing.I do telesales as well as other forms of marketing and I found insightful even for selling over then phone. My question is when is Dr Vitale going to write something about teleselling?

Easy to Read
I enjoyed reading this book, however, there wasn't a lot of new information. Joe Vitale writes so many books, articles, etc. so fast - it's still a good read. He does offer selling his own things within this book however. It has has good information if you don't get caught up in him selling other things. ... Read more

Book Description
Marketing: Principles and Perspectives, 4e is a cutting edge text. In the first edition, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication and Direct Marketing. In the second edition we continued our modern coverage by integrating cross-functional teams, customer loyalty, and the Internet / technology. The third edition includes an Internet Marketing chapter and continues to fully integrate the Internet throughout. The authors not only talk about what marketing is, but prepare the students to be marketers by involving them in interactive exercises which strengthen decision making skills. Marketing, 4e offers the latest coverage, quality professor supplements, and an interactive student web tool and still it is approximately $20 less than most principles of marketing competitors. The perspectives approach is present in the fourth edition, however, the over-riding theme concentrates on building customer equity. ... Read more

Book Description
"Chet Holmes has been called one of the top 20 change experts in the country. He helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference. Too many managers jump at every new trend, but don't stick with any of them. Instead, says Holmes, focus on twelve critical areas of improvement "one at a time" and practice them over and over with pigheaded discipline. The Ultimate Sales Machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve. Like a tennis player who hits nothing but backhands for a few hours a week to perfect his game, you can systematically improve each key area. Holmes offers proven strategies for:

-- Management: Teach your people how to work smarter, not harder

-- Sales: Perfect every sales interaction by working on sales, not just in sales The Ultimate Sales Machine will put you and your company on a path to success and help you stay there!" ... Read more

Book Description
In this second edition, Stephen Morse focuses on the skills and techniques the product manager needs to be effective. It offers a practical approach to the product management system, covering all aspects of the tasks. The detailed examples and checklists will assist all product managers whether they are new to marketing or adapting their role as product managers. ... Read more

Customer Reviews (1)

One of my trio of reference marketing
This refers to the 1998 edition-

As stated in my reviews I use this book in conjuction with Profitable & P.M Handbook (see my reviews).

The use of matrices and the the tips to having your biz plan focused are invaluable. ... Read more

Book Description
The DJ Sales and Marketing Handbook provides a roadmap to maximizing your profits as a disc jockey.It is jam-packed with practical tools, expert tips and cost-effective methods for increasing sales and creating loyal clients.Renowned DJ Stacy Zemon reveals specific ideas, proven techniques and creative approaches to multiplying your income and gaining the competitive edge.Written for both newcomers and experienced professionals, this comprehensive guide and essential reference manual gives you all of the know-how needed to achieve dramatic results.

Inside you will find instructive examples and step-by-step guidelines for how to: find a unique market niche; convert prospects into clients; create and implement a marketing plan; get free publicity; make strategic alliances; select the right media; generate leads and referrals; increase client satisfaction... and much, much more.

"Stacy Zemon is a knowledgeable source on being a pro mobile DJ. She is also a veteran of the industry who has contributed much to its evolution." - Jim Tremayne, DJ Times Magazine

"We endorse Stacy Zemon and her mission to provide DJs with educational resources that support their long-term goals, and help them to achieve prosperity." - American Disc Jockey Association

* Maximize your profits from DJ-ing with this plan of how to promote, market and sell your services
* Written by Stacy Zemon, the best selling author of The Mobile DJ Handbook and highly-successful DJ
* Ideal if you are a mobile, club or karaoke DJ ... Read more

Customer Reviews (6)

Excellent book...Not just for DJ's!
Although I am not a DJ, I purchased this book to help me in marketing my photo booth rental business that I provide to special events.

The book contains real-life specific marketing advice to any business serving the special events industry like how to break in to the Bar Mitzvah Market, when to advertise for different event types, what to do after completing an event, how to deal professionally with complaints..etc

A must read to create a successful business.

Reference
This book is a great thing to have. It brings thing to your attention that you would not have thought of. It has helped me to better market myself and helped improve my business.

Excellentbook
Once again Zemon has used her many years of experience and talent and lent us her superb advise. The book is a constant reference to me as well as other DJs lucky enough to read it. A must read for newbies as well as seasoned single- and multi-op mobiles looking to increase their marketing savvy.

This Book Helped My Business
I've been DJing for years but knew I was lacking in marketing knowledge and sales skills.I read this book, immediately put some of the ideas into practice, and saw results right away!The DJ Sales & Marketing Handbook and The Mobile DJ Handbook are my two most important reference manuals for the sucess of my mobile entertainment business.

A must read for djs
This book was full of useful information that can be used immediately, not abstract concepts but real life tips and advice. This has already made a difference in my business and I just finished reading. Will return the small invest many times over with new customers. EVERY DJ SHOULD READ THIS BOOK. ... Read more

Book Description
Since 1978, Soundview Executive Book Summaries has offered its subscribers condensed versions of the best business books published each year. Soundview’s summaries have won it acclaim as the definitive selection service for sophisticated business book readers.

For the first time ever, Soundview is bringing together summaries of seventeen essential marketing classics in a single volume. The Marketing Gurus includes two all-new, previously unpublished summaries—The Tipping Point by Malcolm Gladwell and Crossing the Chasm by Geoffrey Moore. Other featured books include:
• Positioning by Jack Trout and Al Ries
• Kotler on Marketing by Philip Kotler
• The Popcorn Report by Faith Popcorn
• The Anatomy of Buzz by Emanuel Rosen
• Purple Cow by Seth Godin
• Relationship Marketing by Regis McKenna
• And more

The Marketing Gurus distills thousands of pages into fewer than three hundred, making it ideal for busy professionals, students, and anyone curious about how marketing has evolved. ... Read more

Customer Reviews (4)

Really great summary
I already owned and read a number of the books, but I found it worthwhile to review what I've already gone over.

The book contained tight summaries of interesting marketing book.

I could use it to help make the elevator pitch and flesh out concepts with my wife, who is launching her own business.

The book helps to quickly cover the basics of many important marketing concepts.Some of them are IT / New technology startups - which she isn't interested in, but others may be.

A wonderful time saver!
I was teaching a class on marketing at a local college and I found this book valuable to review many of the principles I have used thoroughout my own life with the 15 successful businesses I have run. I was able to read this book quickly, absorb the primary points and found the advice given totally in line with my own personal experiences as a serial entrepreneur. A must read for anyone wanting an overview of marketing tips for the self-employed.

Janine Bolon, Financial Coach, Radio Talk Show Host, author of "Money...It's Not Just for Rich People!" available on amazon. Money...It's Not Just for Rich People!

The Cliff Notes Version to Great Marketing
A "Cliff Notes" version of some of the top marketing books published.If you can't read all of the titles individually, this summary compilation makes for a good thought provoking start.

Guru Review....excellent
I had to pick a book and write a review as part of an assignment of for may graduate marketing class. Having no marketing experience I took a shot in the dark and picked this book.

I am so glad I did. Although the authors of the original full-text versions would disagree, Mr. Murray "readers digest" summaries of the book were terrific. This book allowed me a great overview of 17 marketing books in one.

For someone new to marketing it was so quick and excellent reading to get me up to speed. You'll have to wait for a experienced marketing major for their judgment.

I felt it should be required reading for anyone who wants to know more about marketing but don't have the time to read all the full-text versions.
... Read more

Book Description
A step-by-step methodology for recruiting and selecting top sales candidates

Managing for Sales Results looks at various methods for recruiting salespeople, from the traditional to the radical, and shows sales managers how to make the smartest hiring choices. The book argues that sales managers should put a greater emphasis on recruiting and coaching than they usually do and that their results suffer because they don't. Recruiting should be a top priority for every sales-based organization. By selecting a handful of top-notch recruiting and training strategies, companies can find a constant stream of qualified candidates and beat their competitors to the best prospects. With step-by-step guidance and smart advice, this handy guide shows sales managers and business leaders how to recruit and coach for sales success.

Ron Marks (Scottsdale, AZ) is a sales and sales management expert who conducts seminars and has trained more than 50,000 managers in recruiting, hiring, training, and motivating salespeople. He is also founder of The Results Group. ... Read more

Customer Reviews (1)

Rock solid help for sales managers; world class talent.
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 understoodthe 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. ... Read more

Book Description
Marketing Channels: A Management View, a market leader, is known to provide a management focus and managerial framework to the field of marketing channels.Theory, research, and practice are covered thoroughly and blended into a discussion that stresses decision making implications.This new edition reflects global, socio-cultural, and technological changes that have taken place within the industry. ... Read more

Customer Reviews (1)

The Best Managerial Channels Book
I have taught executives and students from this text.

It is the best.

For a relationship marketing add on look to sheth 2000 from Sage ... Read more

Book Description

Create a strong, impressive resume that will lead you to the right job!

Customer Reviews (1)

Great for recent grads, not seasoned pros
Okay, I'm not a seasoned professional, but I can write a resume, and pretty darn good one at that.However, I was looking for ways to give mine a new touch.I bought this book used, and it was worth the $7 I paid for it.I got a couple of new ideas, but it was more of the same old information. ... Read more

Book Description
To retain customers and solicit new clients, businesses need proven ways to make their products and services stand out.From subject lines that grab attention to detailed ways of calculating return on investment, every aspect of e-mail advertising is detailed in Permission Based E-Mail That Works.

In a clear, lively tone, author and e-mail marketing expert, Kim MacPherson covers the specifics of a new breed in advertising.MacPherson draws from a large pool of material and sources to present a well rounded approach to advertising, including ways ""opt in"" (permission based e-mail) can be used to retain customers and acquire new clients. Creative copy, streaming media, and specialized offers can make your e-mail sing, but the ability to measure various approaches is crucial.By understanding the basics of rented e-mail lists versus in house databases, embedded cookies, and return on investment charts, MacPherson has developed an invaluable guide through the ins and outs of the virtual marketplace.

... Read more

Customer Reviews (15)

Reference Guide for E-Mail Marketing
From start to finish, Kim leads us on a journey to build our businesses through permission based email marketing. What an awesome way to generate new, fresh leads in order to jump start my business.

Tips, Tricks, and Practices That Really Work
If you are thinking about starting email marketing campaigns, then know that this book is a prerequisite.

I've been using traditional marketing vehicles for years, but email marketing was something new and foreign to me. I started reading this book and signed up for Eliteweb.cc Email Marketing at the same time. I was truly a fish out of water with this stuff. After reading Kim's book cover-to-cover, I must say that I feel more like an email guru than someone just ready to take their first steps.

There are definitely a few parts of the book that are in need of an update. Several times I would ask my account executive about something that I had read, only to find out the `times have changed'. But, even with those outdated parts, the fundamentals discussed in the book are as true today as they were then.

The book was also a very good read. I was excited to start using this new vehicle, but I had no desire to pickup a text book and start studying. I found myself flying through the pages and I continue to have it right beside my desk and refer back to it often.

I've been able to implement many of the tips and ideas Kim suggests and they're not just theories, they really work. So often I read `expert' books that do little in the way of practical results, but let me assure you, this book has paid for itself many times over.

Just like another reviewer suggested, I would recommend reading some of Seth Godin's work as well since that has also helped me a lot when navigating the online marketing landscape.

Kim **NOW is the perfect time to revise your book**
Time passes and this book now needs to be revised. The
M/s Mac Pherson gives you all the skills you need to
get to the place you should have been two years ago.

For example no mention is made of autoreponders. Today
almost all permission based systems now make use of
autoresponders as an efficient method that ensures
quick replies to new leads and immediately delivers
that special offer, white paper etc.

Also it is rather quaint that there seems to be no
web page associated with the book. A place to log on
to give my permission for the author to send me her
newsletter and receive a personal email from Kim
promoting her new book or on line web conference.

Although squarely based on permission marketing the
word SPAM is treated more as a sick relative rather
than the final attack of an infinity of verbal locusts
hatched for a world without meaning.

Kim, It's time to hide from the family again and
write an all NEW edition on How to do it right today.

Well Done
I love this book. Email marketing is an important technique to get more traffic. Now with spamming and more spamming, it makes you nervous about doing it. This book spells out the techniques to do it safely and effectively. On the downside, some of the details are not necessary.

Excellent guide to e-mail marketing
I found Kim MacPherson's book to be a true step by step guide to e-mail marketing worth many times the price I paid for it.She demistified the entire process of e-mail marketing for me.I highly recommend this book to anyone interested in developing and executing an effective e-mail campaign. ... Read more

Customer Reviews (5)

Interesting introductory text
As a management consultant doing his first project in the Airline industry I researched some books with the objective of finding one that not only could give me a good business overview but that also covered some specific topics in which I was interested (e.g., Revenue Management and Distribution Channels).
The book does a good job providing the overall picture of the business industry, always giving concrete and interesting examples of what is happening in the market. The book is well structured and covers the basic necessary topics in airline management.
The book does not however go into a deep level of detail in each of the topics, and sometimes the author doesn't follow a very clear and sharp storyline. As the book doesn't go too deep on each topic, after some months working in the industry, a person will be familiar with most of what the book talks about.
The conclusion is that the book serves well for a person initiating in this industry and that needs a broad understanding on a set of different topics without going into much unecessary detail. This is exactly its purpose.

better books are out there....
I just finished reading the 5th edition. I would recommend this book ONLY to those individuals who have zero concept of the airline industry or who have never taken a basic marketing course. Otherwise this book will be a tedious and boring read, exacerbated by the endless typos and horrible writing style and sentence structure. Much of what is written is commonsense and one is often left thinking "no s**t." For those who seek a more academic analysis or more advanced treatment of the subject, I would recommend looking at stuff by Doganis or Holloway.

Excellent introduction to airline marketing
This book describes the principles of marketing in the airline industry from basic strategy, pricing, CRM, distribution to brands and advertisement. Shaw concentrates on the general principles of the airline industry. The author's approach is formal, he discusses each marketing task chapter by chapter, but his writing style is engaging and it is always interesting - at least for people who are not insiders. This approach has many advantages. Its formal structure makes it easy for the novice reader to navigate through the book and recall what one has learned. The writing is concise and theoretically sound. This book presents no anecdotes and irrelevant story telling, no exceptional success stories or failures that cannot be generalized. For instance, he describes Southwest Airlines as a very successful low cost strategy that has been successfully copied throughout the world by other low cost airlines. This strategy works because of the cost characteristics, the barriers to entry in the airline industry and the problems of traditional national carriers to copy a similar strategy. Other more idiosyncratic characteristics of Southwest (`relational coordination') are omitted here, because their impact on the airline's success is not theoretically clear. This is the difference between a scholarly approach and a typical business book.
This and the clear structure and writing style make this book ideal as teaching material. It can be used as an extensive case study or each chapter can be used individually as an application of the textbook marketing lessons to the airline industry. You'll find a lot of the basic textbook concepts in this book such as the Porter model, the Boston matrix and the Ansoff matrix, etc. Another advantage is that the book covers the world market and not only one part of the world. I often come across books that claim to explain "The XY industry" yet discuss exclusively the situation in the US market. On the downside: Shaw does not go beyond these simple models and it never gets quantitative. For instance there is no quantitative model for fare pricing. In general, there is little quantitative data presented, although the two tables about the cost structure of an airline included are especially interesting. A clear disadvantage is the almost total lack of literature references and further readings. Shaw expresses clearly his own ideas but he never mentions that other writers might have different views on a particular issue.
Overall, this book is a good example for an informative description of an industry. Other authors who want to write about a specific industry should use this as a kind of blueprint. Too many typos for a 5th edition though.

Airline Marketing and Management by Stephen Shaw
Airline Marketing and Management is a fascinating book about modern marketing and management in airlines. It approaches this interesting subject in a practical and easy-to-follow way. The airline business has many unique features that Stephen Shaw expertly managed to blend with the basic theory and concepts of marketing. This makes the book an excellent introduction to the field of airline marketing and management.

The reader is introduced to the principles of marketing and their practical application in the current highly dynamic and competitive airline environment. Among the important areas I enjoyed the most are product strategies, pricing, distribution and promotion in the industry, regulatory developments, the implications of low cost carriers to the industry and strategic alliances.

As a player in the airline industry, I am now knowledgeable about building and managing profitable customer relationships, how to study customer needs and wants, selecting target markets, how to attract, retain and grow customers by providing superior value and satisfaction. I highly recommend this book to those wishing to gain a basic understanding of the airline industry.

An essential airline management and marketing text.
The Fourth Edition is an updated and important text for people with whom need basic principles in marketing and management explained as it applies to the airline industry.

Airline Marketing and Management is a gem because it carefully breaks down major marketing and promotion concepts all the way down to smaller segments with great examples.

This book is a classic.Readers will get an indepth understanding of aviation and, surprisingly, why the airline industry is still in shambles today.It covers the intricacies of product design and development, pricing and revenue management, pricing and revenue management, distribution channels, and selling and advertising policies.

Many of the "tried and proven time after time" principles are, for the most part, still ignored by airline managers today. The author is diligent in his effort to examine "time-proven principles."

This is a marketing book about the fundamentals.Can't move on until you got them down! ... Read more

Book Description
The first book on managing major sales from the bestselling author of SPIN® Selling. ... Read more

Customer Reviews (7)

Excellent Book on the Process of Large Sales
The basis of this book is years of research that the author and his colleagues have done around the selling process.I, being an info junkie, loved all of the statistics as well as the antidotes. Learning about the distinction between large and small sales and how the approach required to be successful differed for each was invaluable.The four stages of the sales process and the four types of SPIN questions was also well worth the price of the book (and more).On the flip side, while the book is quite packed with process tips - it is quite light on actual techniques.I found the part on objection handling and closing particularly sparse - although his theory is that if you do the rest of the process right, the deal will basically close itself.This is a bit naïve when facing a senior executive who has several alternatives and will usually shop around, even dangling your solutions in front of the competition.But all-in-all, this book is well worth the money and the time invested in reading/studying and applying its concepts.

Invaluable for sales managers
Tremendously useful for managers in professional, relationship-based selling.Neil Rackham, a behavioral researcher, re-wrote basic sales training with his first work, SPIN Selling.In my work with a Fortune 500 medical device company, I have interacted with many sales managers.Although successful as sales performers, many of them did not understand how their roles changed, and were reluctant to become coach and developer of their sales teams.Rackham provides great insight in this book, distinguishing between efficiency and effectiveness, and cautioning against the temptation to simply be a "closer" or "supersalesman," without providing the feedback to help members of the sales team become more effective for themselves.Part of this is a lack of deep knowledge of both what and how to coach, which this book provides to a great degree.While there are many worthwhile books for salespeople and sales managers, this one is succinct and practical.Read this, along with Daniel Goleman's work on Emotional Intelligence; put both into practice and you will be ready to have a positive impact on the success and the careers of those you are privileged to lead.

Selling Smarter Is Key to Managing Major Sales
Neil Rackham and Richard Ruff systematically explore sales productivity and its two components: sales efficiency and sales effectiveness. Rackham and Ruff first demonstrate with panache that selling smarter and not selling harder is key to optimizing the effectiveness of salespeople in large sales once they have established contact with their customers or prospects. Activity management to boost complex sales calls often has serious side effects that can eventually generate a negative return on the investment made for that purpose. Furthermore, Rackham and Ruff convincingly show which sales roles successful sales managers can adopt without undermining the stature and credibility of salespersons towards their customers or prospects. Rackham and Ruff then explore three types of analyses that sales managers can use to identify the skills and ability that their top performers display in their relationship with their customers or prospects. Once sales managers have clearly identified the skills and ability of these top performers, they can develop an action plan for coaching the rest of their sales force. Rackham and Ruff methodically examine strategy coaching, skills coaching, and their respective challenges. In addition, Rackham and Ruff examine the key motivating role that successful sales managers can have in boosting the sales productivity of their respective team. More specifically, Rackham and Ruff explore the effectiveness of setting targets, financial and non-financial incentives, and other motivational tools in boosting sales performance. Finally, Rackham and Ruff wrap up their analysis of managing major sales with a case study built on their research to put the concepts mentioned above into practice for the benefit of their audience. Both sales managers and salespersons can benefit from reading this in-depth account of how to best manage complex sales for their mutual benefit.

Sales managers should read this book!
If you are managing a major sales team, this is the book you should buy. It tells you how to coach and motivate your people.

Are you running sales for a companythat sell systems?
If the answer to this question is yes, than this book will be of great use to you. Being responsible for a sales team of a company that sells systems this book finally made me realize the difference between sales and sales.

Many of the other books on the subject describe strategies how to open or how to close opportunities. In my world a customer kicks me out of the door if I would try to close him in the 1st or 2nd call.

Mr Rackham described in a very understandable language what it takes to run a sales team involved in selling systems with a high ASP and a >6 month sales cycle. After reading the book I understood why some things worked and others didn't. As a result I was able to put a strategy together on how to increase the sales and how/who to hire to extend my team.

I feel like I was given the keys to the secret kingdom of strategic sales.

Although still in implementation I feel great to have now at least an idea how to run my business where previously I was working from quarter-end to quarter-end trying to make the number.

One improvement would be for the authors to use a little more humor. I am a firm believer that a little fun helps to keep you going from page to page.... ... Read more