LITMIR.BIZ

The first in a series of books from Wharton's prestigious SEI Center, managed by Professor Jerry Wind, this reference focuses on marketing strategies, methods, and cases used specifically for e-commerce businesses operating globally. It includes contributed chapters from leading thinkers from top U.S. business schools including Wharton, the University of Texas, Columbia, Harvard, Northwestern, University of Michigan, Duke, and MIT. Many of the contributors, in addition to teaching MBA and Executive Education seminars, also consult to major corporations around the world.

Подробнее

If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy

Подробнее

Praise for Taming the Search-and-Switch Customer «What an excellent wake-up call! Your company's most valuable asset—your loyal customers—have more tools than ever to compare you to competitors and switch. Griffin does an excellent job identifying the risks to customer loyalty in an environment of immediate and abundant information, and defines a path to earn loyalty through delivery of enhanced value in the eyes of your customers. A truly important premise to building and maintaining a successful business.»? —Gerald Evans, president, Hanes Brands Supply Chain and Asia Business Development «In this dynamic treatise on customer retention, Jill Griffin, The Loyalty Maker, provides updated solutions to meet today's challenge of changing consumer shopping habits. A must-read for all retailers and wholesalers.» —Britt Jenkins, chairman of the board, Tandy Brand Accessories, Inc. «Mandatory reading for anyone who manages customer loyalty. A truly thought-provoking read!» —Timothy Keiningham, global chief strategy officer, executive vice president, IPSOS Loyalty «Every company is in the service business now, whether they realize it or not. Jill's book is a great start on how to make your service experiences better than they are today.» —Robert Stephen, founder, The Geek Squad «In today's Googlized marketplace, Taming the Search-and-Switch Customer is a must-read.» —Ken DeAngelis, general partner, Austin Ventures «Griffin is pure loyalty genius!» —Kelly Cook, vice president, Customer Engagement/CRM, Waste Management

Подробнее

“Through engaging and direct analysis, Joanne Thomas Yaccato has drawn the line clearly for businesses—any successful client relationship strategy must consider the unique perspectives of women. Small, medium and large organizations can benefit from her witty and poignant observations.” David I. McKay, Group Head, Canadian Banking, RBC “In a lifestyle based company, Joanne’s thoughts come at you like a ‘best friend’ who’s not afraid to keep you grounded. In our case, Joanne’s perspective has allowed us to meet the changing needs of our customers over the years in a relevant and authentic way. The Gender Intelligent Retailer pushes the right buttons and creates dynamic conversations that make valuable differences in the retail shopping experience.” Kerri Molinaro, President, IKEA Canada “Joanne has done it again…empowering not only retailers, but consumers, employers and employees with market insight we need to know, and in many cases, should have known by now. Her research and analysis is filled with practical examples that will be an eye-opening read for businesses wondering why they aren’t connecting with the influential female consumer. The Gender Intelligent Retailer is a recipe for success.” Mark Kelley, CBC News, The National “Joanne Thomas Yaccato has done us all a big favour. The Gender Intelligent Retailershows us the ‘real’ world of women consumers. By helping to open our eyes to the world we live in, the book opens the doors of opportunity. It is often difficult for old institutions first to recognize and then to react to our changed and changing demands as a society. Joanne and Sean help us see and then navigate the new world with sound insights and an eye that sees our follies and then focuses on a better way to meet the demands of the future.” Premier Gordon Campbell, Province of British Columbia “Once again Joanne Thomas Yaccato has hit the mark with her new book The Gender Intelligent Retailer! Following on the footsteps of her previous bestseller – The 80% Minority – Joanne and her retail partner, Sean McSweeney, continue to unlock the secrets of marketing to women in an intelligent, caring, and holistic manner. She finds a way to intertwine humorous stories, imaginative analogies, and real life examples with quantifiable and powerful advice.” Diane J. Brisebois, President & CEO, Retail Council of Canada

Подробнее

Praise for Winning At Retail «Winning at Retail offers the most effective strategies available for retailers. At McDonald's, the 'Quick-EST' model is crucial, because being close and convenient to where our customers live, work, and shop helps us create maximum value. If you want to harness your company's strengths to become a leader in your category-and stay in tune with what your customers want-this is the book for you.» -Jim Rand, Senior Vice President of Business Development, McDonald's Corporation «Winning at Retail provides a thoughtful approach to retail differentiation. Ander and Stern warn of the 'treacherous middle' into which retailers too easily drift. They inspire us to avoid this peril through case studies of retailers who have assumed leadership through courageous choice.» -Robert L. Price, Senior Vice President and Chief Marketing Officer, Wawa «In a difficult retail environment, this book provides crucial guidance for staying on top of your competition-by taking the customer seriously and leveraging your strengths to provide experiences that increase customer loyalty. Will Ander and Neil Stern elegantly argue that you can't always be the biggest, fastest, and trendiest place on the block, but it takes only one of these 'Ests' to be a category leader. Businesses big and small can benefit from the carefully distilled lessons in this book.» -Bernd Schmitt, Professor of Marketing, Columbia Business School and author of Customer Experience Management

Подробнее

Branding has become the narrow responsibility of the marketing department, and customers have stopped believing the ads. This book shows you how to build a powerful, lasting brand. You will learn how to involve the entire organization, from sales, customer service, shipping, product design, and marketing, in the branding process. The author discusses how to create powerful, emotional, and unique experiences for others, turn every customer into an evangelist, and greatly expand your reach of influence. Use this book to define your personal and professional brand.

Подробнее

Public Relations in Asia Pacific reflects the growing professionalism in the practice of public relations in the world’s fastest expanding economy. It is a carefully drawn road map, both strategically and tactically, for all manner of entities, for profit and not-for-profit on how to establish and maintain effective relationships with their numerous stakeholders. Particularly insightful are the many examples of public relations in action within the Asia Pacific region. It’s a “must” read for those interested in public relations careers and those new to the profession; and it’s a first-rate refresher for the established professional. —Harold Burson, Founding Chairman, Burson-Marsteller Worldwide Mary Devereux and Anne Peirson-Smith have combined their considerable talents and experience to produce a bible of how public relations is—and should be—practiced in the Asia Pacific. One of its many virtues is that it debunks the myth that PR is just one long lunch hosted by caricature Svengalis and Spin Doctors. Rather, it sets the profession in a cultural context that will be valuable to those starting at PR 101, professionals and corporate executives who want to know how truth can be well told (with all due credit to McCann Erickson). —Kerry McGlynn, Special Adviser, Corporate Communication Department, Cathay Pacific Airways As greater social pluralism, stakeholder influence and internet driven consumer sophistication and empowerment grow relentlessly across nearly all Asian societies, Public Relations in Asia Pacific is a timely guide to the critical role of good public relations. Clear, helpful and with a wealth of good examples of how best practice PR in action can make real and tangible contributions to governments, businesses, NGOs as well as to ordinary people, this is essential reading for anyone concerned with how to communicate well in the world’s fastest growing economic region. —Tim Sutton, Chairman Asia Pacific, Weber Shandwick In an increasingly globalized world, public relations practices and strategies become critical for organizations to communicate effectively to their diverse audiences worldwide. This book is therefore an extremely timely and relevant contribution to PR students and practitioners in the Asia-Pacific region as it provides not only a comprehensive overview of the essential concepts and skills of public relations but also specific case studies which illustrate tactical uses of public relations across a wide range of issues and countries. In my opinion, this book fills a major gap in the understanding of public relations concepts and practices and will constitute a fundamental resource for all those who aspire to excel within the field. —Dr. Indrajit Banerjee, Secretary-General, Asian Media Information and Communication Centre (AMIC)

Подробнее

In Creating a Million-Dollar-a-Year Sales Income, Paul McCord sets out a detailed, yet flexible course of action that has been proven to generate referrals in virtually any sales system or environment and in any industry. This easy-to-read reference guide features compelling real-world examples of common mistakes and solutions that will transform lost opportunities into real prospects. Create the referral base that guarantees success!

Подробнее

Praise for Chocolates on the Pillow Aren't Enough «Jonathan recognizes that in today's Internet-fed, savvy-consumer world, it is the people-to-people connections, regardless of price point, that differentiate a customer's experience. Gimmicks come and go, but without sincere and caring people delivering the overall experience, from start to finish, well, it's true–chocolates on the pillow are not enough. A great read!» —David Neeleman, founder and CEO, JetBlue Airways Corporation «If you don't work for your customer, you're not doing your job. Who better to turn to for lessons in great customer experiences than Jonathan Tisch? He has long been one of the most respected leaders in travel and hospitality, and when it comes to treating all customers like guests, to put it simply, he gets it. And then some.» —Millard S. Drexler, Chairman and CEO, J. Crew Group «What brings customers back to my restaurants? Why do viewers watch my TV show? It's more than Bam! It's delivering a kicked-up customer experience. Tisch is the guy who knows how to do this best. His book gives the inside scoop on how to excite your customers and bring 'em back for more.» —Emeril Lagasse «Attention to detail, passion, and dedication are a few of the things that made me successful as an athlete. Jonathan knows that by doing the same in business, you maximize the customer's experience and outscore the competition.» —Tiki Barber

Подробнее

Praise for Your Gut Is Still Not Smarter Than Your Head «Too many companies treat marketing as a communication exercise to help sales move a few more cases of product out of the door. Your Gut Is Still Not Smarter Than Your Head demonstrates that marketing, properly understood, is your company's engine for spotting opportunities and nurturing them to produce long-term profitable growth.» -Philip Kotler, author and S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management «Clancy and Krieg debunk the popular myth that marketing is all instinct and hocus pocus. Here's a practical approach to marketing strategy and tactics that can drive profitability and growth. There are no 'blink' shortcuts here-this is the real work of transformational marketing, laid out in a practical, concise guide that every true marketer should read!» -Susanne Lyons, Chief Marketing Officer, Visa USA «Clancy and Krieg have written a comprehensive and highly compelling how-to book for the marketing community that says: wake up and look at the facts! It's a must-read for every professional marketer who aspires to breakthrough performance.» -Joseph V. Tripodi, Chief Marketing Officer, Allstate Insurance Company «Bold moves require more facts in this fast-paced era. This book is a must-read for the risk tolerant!» -Jon Luther, CEO, Dunkin' Brands, Inc. «Fact-based marketing is the best way to reinvent marketing, and Clancy and Krieg provide the blueprint to do it.» -Bob Liodice, President and CEO, Association of National Advertisers «The authors demonstrate forcefully and dramatically-with numerous examples-how great, even just good, analysis leads to legendary marketing strategies.» -Don Sexton, Professor, Columbia Business School, and author of Trump University Marketing 101

Подробнее