Scientific Sales Management Scholars Choice Edition

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Sales Management That Works

Author : Frank V. Cespedes
Publisher : Harvard Business Press
ISBN 13 : 1633698777
Total Pages : 249 pages
Book Rating : 4.6/5 (336 download)

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Book Synopsis Sales Management That Works by : Frank V. Cespedes

Download or read book Sales Management That Works written by Frank V. Cespedes and published by Harvard Business Press. This book was released on 2021-02-23 with total page 249 pages. Available in PDF, EPUB and Kindle. Book excerpt: Named to the longlist for the 2021 Outstanding Works of Literature (OWL) Award in the Sales & Marketing category In this smart, practical, and research-based guide, Harvard Business School professor Frank Cespedes offers essential sales strategies for a world that never stops changing. The rise of e-commerce. Big data. AI. Given these trends (and many others), there's no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and, in a competitive market, eventually fall behind those with a keener grasp of the current selling environment. In this no-nonsense book, sales expert and Harvard Business School professor Frank Cespedes provides sales managers and executives with the tools they need to separate the signal from the noise. These include how to: Hire and deploy the right talent Pay and incentivize your sales force Improve ROI from your training programs Create a comprehensive sales model Set and test the right prices Build and manage a multichannel approach Brimming with fascinating examples, insightful research, and helpful diagnostics, Sales Management That Works will help sales managers build a great sales team, create an optimal strategy, and steer clear of hype and fads. Salespeople will be better equipped to respond to changes, executives will be able to track and accelerate ROI, and readers will understand why improving selling is a social as well as an economic responsibility of business.

Sales Management by Dr. F. C. Sharma (eBook)

Author : Dr. F. C. Sharma
Publisher : SBPD Publications
ISBN 13 : 935167021X
Total Pages : 255 pages
Book Rating : 4.3/5 (516 download)

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Book Synopsis Sales Management by Dr. F. C. Sharma (eBook) by : Dr. F. C. Sharma

Download or read book Sales Management by Dr. F. C. Sharma (eBook) written by Dr. F. C. Sharma and published by SBPD Publications. This book was released on 2020-12-12 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: An excellent book for commerce students appearing in competitive, professional and other examinations. 1. Nature and Scope of Sales Management, 2. Salesmen or Sales Executives (Functions, Roles and Types), 3 . Sales Organisation, 4. Salesmanship, 5. Personal Selling, 6. Prospecting, Approaching, Demonstrating and Displaying, 7. Distribution Channels, 8. Marketing Middlemen, 9. Physical Distribution, 10. Recruitment of Sales Force, 11. Selection of Sales Force, 12. Sales Force Training, 13. Sales Force Compensation (Remunerating the Sales Persons), 14. Controlling Salespeople, 15. Sales Budget, 16. Sales Quotas, 17. Sales Territories.

Digital and Social Media Marketing

Author : Nripendra P. Rana
Publisher : Springer Nature
ISBN 13 : 3030243745
Total Pages : 337 pages
Book Rating : 4.0/5 (32 download)

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Book Synopsis Digital and Social Media Marketing by : Nripendra P. Rana

Download or read book Digital and Social Media Marketing written by Nripendra P. Rana and published by Springer Nature. This book was released on 2019-11-11 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.

The Paradox of Choice

Author : Barry Schwartz
Publisher : Harper Collins
ISBN 13 : 0061748994
Total Pages : 308 pages
Book Rating : 4.0/5 (617 download)

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Book Synopsis The Paradox of Choice by : Barry Schwartz

Download or read book The Paradox of Choice written by Barry Schwartz and published by Harper Collins. This book was released on 2009-10-13 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether we're buying a pair of jeans, ordering a cup of coffee, selecting a long-distance carrier, applying to college, choosing a doctor, or setting up a 401(k), everyday decisions—both big and small—have become increasingly complex due to the overwhelming abundance of choice with which we are presented. As Americans, we assume that more choice means better options and greater satisfaction. But beware of excessive choice: choice overload can make you question the decisions you make before you even make them, it can set you up for unrealistically high expectations, and it can make you blame yourself for any and all failures. In the long run, this can lead to decision-making paralysis, anxiety, and perpetual stress. And, in a culture that tells us that there is no excuse for falling short of perfection when your options are limitless, too much choice can lead to clinical depression. In The Paradox of Choice, Barry Schwartz explains at what point choice—the hallmark of individual freedom and self-determination that we so cherish—becomes detrimental to our psychological and emotional well-being. In accessible, engaging, and anecdotal prose, Schwartz shows how the dramatic explosion in choice—from the mundane to the profound challenges of balancing career, family, and individual needs—has paradoxically become a problem instead of a solution. Schwartz also shows how our obsession with choice encourages us to seek that which makes us feel worse. By synthesizing current research in the social sciences, Schwartz makes the counter intuitive case that eliminating choices can greatly reduce the stress, anxiety, and busyness of our lives. He offers eleven practical steps on how to limit choices to a manageable number, have the discipline to focus on those that are important and ignore the rest, and ultimately derive greater satisfaction from the choices you have to make.

The Book Trade in Canada

Author :
Publisher :
ISBN 13 :
Total Pages : 328 pages
Book Rating : 4.F/5 ( download)

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Book Synopsis The Book Trade in Canada by :

Download or read book The Book Trade in Canada written by and published by . This book was released on 2009 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference

Author : Leroy Robinson, Jr.
Publisher : Springer
ISBN 13 : 3319108646
Total Pages : 285 pages
Book Rating : 4.3/5 (191 download)

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Book Synopsis Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference by : Leroy Robinson, Jr.

Download or read book Proceedings of the 2009 Academy of Marketing Science (AMS) Annual Conference written by Leroy Robinson, Jr. and published by Springer. This book was released on 2014-10-23 with total page 285 pages. Available in PDF, EPUB and Kindle. Book excerpt: Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science. This volume includes the full proceedings from the 2009 Academy of Marketing Science (AMS) Annual Conference held in Baltimore, Maryland.

History Of Marketing Science, The (Second Edition)

Author : Russell S Winer
Publisher : World Scientific
ISBN 13 : 9811272247
Total Pages : 848 pages
Book Rating : 4.8/5 (112 download)

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Book Synopsis History Of Marketing Science, The (Second Edition) by : Russell S Winer

Download or read book History Of Marketing Science, The (Second Edition) written by Russell S Winer and published by World Scientific. This book was released on 2023-06-16 with total page 848 pages. Available in PDF, EPUB and Kindle. Book excerpt: The field of marketing science has evolved significantly in the last 70 years. Throughout its rich history, developments in this field have always been anchored on marketing phenomena that drew on economics, statistics, operations research, and related disciplines. This book reviews the accomplishments of notable marketing scientists in several research areas. It emphasizes both the role and the importance that pioneers in marketing science have had in the rapid development of this field and honors those contributions.This second edition of the book offers updates of the former chapters and six new chapters on emerging areas of marketing science including machine learning, field experimentation methods, and internet marketing. Combined with older areas of research like endogeneity, services, and market segmentation, this book provides a road map for the development of 22 areas of marketing science, which not only is useful from a historical perspective but also identifies important gaps in the literature which can provide an impetus for future research. As such, it provides an important resource for the main consumers of the academic marketing research literature: doctoral students, faculty, and marketing science practitioners in consulting firms and companies.

The History Of Marketing Science

Author : Russell S Winer
Publisher : World Scientific
ISBN 13 : 9814596493
Total Pages : 529 pages
Book Rating : 4.8/5 (145 download)

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Book Synopsis The History Of Marketing Science by : Russell S Winer

Download or read book The History Of Marketing Science written by Russell S Winer and published by World Scientific. This book was released on 2014-06-27 with total page 529 pages. Available in PDF, EPUB and Kindle. Book excerpt: The field of marketing science has a rich history of modeling marketing phenomena using the disciplines of economics, statistics, operations research, and other related fields. Since it is roughly 50 years from its origins, The History of Marketing Science is a timely review of the accomplishments of marketing scientists in a number of research areas.Different research areas of marketing science, such as Pricing, Internet Marketing, Diffusion Models, and Advertising, are treated to a highly readable and easy-to-digest historical analysis by the contributing authors. Each chapter provides a chronological timeline of key historical developments in the area of marketing science covered. Readers of other disciplinary backgrounds outside of economics, statistics, and operations research will be more than able to appreciate the development of marketing science as a field of research and its pioneers through the book.

Handbook of Research on New Product Development

Author : Peter N. Golder
Publisher : Edward Elgar Publishing
ISBN 13 : 1784718157
Total Pages : 469 pages
Book Rating : 4.7/5 (847 download)

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Book Synopsis Handbook of Research on New Product Development by : Peter N. Golder

Download or read book Handbook of Research on New Product Development written by Peter N. Golder and published by Edward Elgar Publishing. This book was released on 2018 with total page 469 pages. Available in PDF, EPUB and Kindle. Book excerpt: New products are the major driver of revenue growth in today's dynamic business environment. In this Handbook, the world's foremost experts on new product development bring together the latest thinking on this vitally important topic. These thought-leading authors organize knowledge into useful and insightful frameworks covering all aspects of new product development: companies, collaborators, customers, context, markets, and performance. Managers will benefit from the handbook by expanding their knowledge of new product development and researchers will learn about opportunities to continue expanding on this body of knowledge.

Business Ethics as a Science

Author : Maxim Storchevoy
Publisher : Springer
ISBN 13 : 3319688618
Total Pages : 162 pages
Book Rating : 4.3/5 (196 download)

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Book Synopsis Business Ethics as a Science by : Maxim Storchevoy

Download or read book Business Ethics as a Science written by Maxim Storchevoy and published by Springer. This book was released on 2017-11-22 with total page 162 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book considers how to make the methodology of business ethics more scientific, especially its normative branch. Storchevoy explores the attempts of economic theory to contribute to the scientific normative analysis of economic behavior, particularly the welfare economics of 1910-1950 and methodological discussions of economics and ethics from 1980-2015. He then examines the development of the methodological structure of business ethics in general since the 1980s and the scientific validity of normative business ethics, including stakeholder theory, the separation thesis, integral social contract theory, corporate social responsibility, virtue ethics and other frameworks. He concludes by suggesting an additional step to make business ethics a more systematic discipline by developing a typology of moral issues and dilemmas. Business Ethics as a Science will be a thought-provoking resource for students and practitioners of business ethics and economists alike.

The SAGE Handbook of Social Media Marketing

Author : Annmarie Hanlon
Publisher : SAGE
ISBN 13 : 1529788439
Total Pages : 425 pages
Book Rating : 4.5/5 (297 download)

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Book Synopsis The SAGE Handbook of Social Media Marketing by : Annmarie Hanlon

Download or read book The SAGE Handbook of Social Media Marketing written by Annmarie Hanlon and published by SAGE. This book was released on 2022-06-16 with total page 425 pages. Available in PDF, EPUB and Kindle. Book excerpt: Social media marketing has become indispensable for marketers who utilize social media to achieve marketing objectives ranging from customer care to advertising to commerce. This Handbook explores the foundations and methodologies in analysing the important aspects of social media for organisations and consumers. It investigates critical areas concerning communities, culture, communication and content, and considers social media sales. This Handbook brings together the critical factors in social media marketing as the essential reference set for researchers in this area of continued growth. It is essential reading for postgraduate students, researchers, and practitioners in a range of disciplines exploring the area. Part 1: Foundations of Social Media Marketing Part 2: Methodologies and Theories in Social Media Part 3: Channels and Platforms in Social Media Part 4: Tools, Tactics, and Techniques in Social Media Marketing Part 5: Management and Metrics in Social Media Part 6: Ethical Issues in Social Media

Canadian Publishers' Directory

Author :
Publisher :
ISBN 13 :
Total Pages : 104 pages
Book Rating : 4.3/5 (555 download)

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Book Synopsis Canadian Publishers' Directory by :

Download or read book Canadian Publishers' Directory written by and published by . This book was released on 2006 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Scientific Management

Author : New York Public Library
Publisher :
ISBN 13 :
Total Pages : 88 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Scientific Management by : New York Public Library

Download or read book Scientific Management written by New York Public Library and published by . This book was released on 1917 with total page 88 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Integrating Gender Equality into Business and Management Education

Author : Patricia M. Flynn
Publisher : Routledge
ISBN 13 : 1351285742
Total Pages : 395 pages
Book Rating : 4.3/5 (512 download)

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Book Synopsis Integrating Gender Equality into Business and Management Education by : Patricia M. Flynn

Download or read book Integrating Gender Equality into Business and Management Education written by Patricia M. Flynn and published by Routledge. This book was released on 2017-09-08 with total page 395 pages. Available in PDF, EPUB and Kindle. Book excerpt: This volume addresses the need to integrate gender equality into business and management education and provides examples of leading initiatives illustrating how this can occur from various disciplinary and global perspectives. Gender inequality has a long history in business schools and the workplace, and traditions are hard to change. Some disciplines remain resolutely gendered, affecting both women and men; and case materials on women leaders and managers are still rare.The chapters provide conceptual and research rationales as to why responsible management education must address the issue of gender equality. They also identify materials and resources to assist faculty in integrating gender issues and awareness into various disciplines and fields. These include specific case studies and innovations that assess or address the role of gender in various educational environments.The book is designed to help faculty integrate the topic of gender equality into their own teaching and research and gain support for the legitimacy of gender equality as an essential management education topic. This is the first book in a series on gender equality as a challenge for business and management education, published with the Principles of Responsible Management Education (PRME) Working Group on Gender Equality.

Handbook of Business-to-Business Marketing

Author : Lilien, Gary L.
Publisher : Edward Elgar Publishing
ISBN 13 : 1800376871
Total Pages : 713 pages
Book Rating : 4.8/5 (3 download)

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Book Synopsis Handbook of Business-to-Business Marketing by : Lilien, Gary L.

Download or read book Handbook of Business-to-Business Marketing written by Lilien, Gary L. and published by Edward Elgar Publishing. This book was released on 2022-07-15 with total page 713 pages. Available in PDF, EPUB and Kindle. Book excerpt: This path-breaking Handbook is targeted primarily at marketing academics and graduate students who want a comprehensive overview of the academic state of the business-to-business marketing domain. It will also prove an invaluable resource for forward-thinking business-to-business practitioners who want to be aware of the current state of knowledge in their domains.

Sustainable Marketing, Branding, and Reputation Management: Strategies for a Greener Future

Author : Masengu, Reason
Publisher : IGI Global
ISBN 13 :
Total Pages : 696 pages
Book Rating : 4.3/5 (693 download)

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Book Synopsis Sustainable Marketing, Branding, and Reputation Management: Strategies for a Greener Future by : Masengu, Reason

Download or read book Sustainable Marketing, Branding, and Reputation Management: Strategies for a Greener Future written by Masengu, Reason and published by IGI Global. This book was released on 2023-09-18 with total page 696 pages. Available in PDF, EPUB and Kindle. Book excerpt: In the wake of increasing consumer and stakeholder concerns regarding environmental and social issues, and the vulnerabilities exposed by the COVID-19 pandemic, sustainable marketing has emerged as a critical aspect of modern business strategies. Sustainable Marketing, Branding, and Reputation Management: Strategies for a Greener Future provides a comprehensive and timely exploration of the key concepts, trends, and challenges in sustainable marketing within today's dynamic business environment. This book delivers an extensive overview of sustainable marketing, covering a diverse range of topics. It delves into the role of sustainable marketing in addressing environmental and social concerns, examines its impact on consumer behavior and brand loyalty, and showcases best practices for integrating sustainability into marketing strategies and tactics. Additionally, it explores the challenges and opportunities associated with implementing sustainable marketing across various industries, investigates the influence of digital technologies on sustainable marketing, and explores the future of sustainable marketing in the post-COVID-19 era. Targeting marketing professionals, business leaders, marketing students and educators, and individuals interested in advancing sustainable business practices, this book serves as an invaluable resource. It offers insights into the role of marketing in creating a more environmentally friendly future and equips readers with the latest strategies and best practices for promoting sustainability through marketing.

The Oxford Handbook of Positive Organizational Scholarship

Author : Kim S. Cameron
Publisher : Oxford University Press
ISBN 13 : 0199989958
Total Pages : 1105 pages
Book Rating : 4.1/5 (999 download)

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Book Synopsis The Oxford Handbook of Positive Organizational Scholarship by : Kim S. Cameron

Download or read book The Oxford Handbook of Positive Organizational Scholarship written by Kim S. Cameron and published by Oxford University Press. This book was released on 2013-05-02 with total page 1105 pages. Available in PDF, EPUB and Kindle. Book excerpt: An ideal resource for organizational scholars, students, practitioners, and human resource managers, this handbook covers the full spectrum of organizational theories and outcomes that define, explain, and predict the occurrence, causes, and consequences of positivity.