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In The Front-Line Sales Manager - Field General, our perspective is very straightforward. Webelieve the firm succeeds or fails based on the performance of its sellers. If sellers succeed in makingtheir sales goals, all things equal, the firm makes profits, survives, and grows, and shareholder valueincreases. Conversely, if sellers fail, the firm fails, and no one gets a paycheck! Just ask former employeesat Blockbuster, Kodak, Lotus, Sun, Toys...

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Sociology is a highly organized discipline shaped by several theoretical perspectives or schools of thought. It is not merely the study of social problems or the randomvoicing of opinions. In this book, no single perspective is given greater emphasis, a balanced presentation of both functionalist theory and conflict theory is supplementedwhenever possible by the symbolic interactionist viewpoint. The book has received a great deal of praise fo...

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This book is designed to bring the educated layperson - the typical marketer or businessprofessional familiar with the topic - to a point where digital methods become an essentialelement of their integrated marketing strategy from the onset. We will approach the topic strategically, but also dive into elements of tactical execution across all the major digital channels:search, display, email, social, and mobile. Our approach will focus on the ...

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Strategic Management Communication for Leaders is based upon an alternative theoretical foundationgrounded in theory but with connections to communication in the world of business. Thetext is unique in the business communication discipline in that it shows students how variousbusiness courses are related and highlights strategic communication as a practice that is applicableto all business situations regardless of the discipline, department, o...

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First edition published by Wessex, Inc., 2013"--T.p. verso.

The perfect supplementary text for any global account management course!In recent years, many corporations large and small, based in many countries around the world, have developed key, strategic, and global account management programs. Correspondingly, business schools, consulting organizations, and the Strategic Account Management Association (SAMA) offer courses for practicing managers. Additionally, business schools provide courses for gra...

Fundamentals of International Business is an introductory international business text for use at the undergraduate level. Its comprehensive coverage of the subject also makes it appropriate for use in MBA programs. The book's content is streamlined when compared to the array of international business texts now available, but sufficiently rigorous and demanding to satisfy the professional integrity of the instructor. This text presents a balanc...

At 668 pages and 26 chapters, Managing Marketing in the 21st Century is about understanding how to develop market strategy and manage the marketing process. This is not a book that attempts to describe all there is to know about marketing, rather, the book focuses on what the prospective manager needs to know. Hence, Managing Marketing in the 21st Century differs from other senior undergraduate and introductory graduate-level marketing texts. ...

Harry Mills educates the reader how to reinvent the sales process in Zero Resistance: The Science and Secrets of Supercharging your Sales by Eliminating Buyer Skepticism and Mistrust.For the first time in the history of selling, buyers hold the cards. Google-driven technologies have armed buyers with anytime, anywhere access to the choices and information they need to call the shots.Century-old tell-and-sell persuasive packages of sales tools ...

Wessex Press has developed a practical new series that briefly and succinctly covers essential topics in business disciplines. Written by business professionals, these texts present relevant concepts in a concise and easy-to-understand manner. Dealing with the current issues in international business, the third book in the series - Fast Track International Business - expertly references global issues in management, adjustments to the new globa...

At 446 pages and 26 chapters, Capon's Marketing Framework 4th Edition is shortened version of Managing Marketing in the 21st Century, 4th Edition. Nonetheless, this book provides a solid framework for marketing students.Capon's Marketing Framework is about understanding how to develop market strategy and manage the marketing process. This is not a book that attempts to describe all there is to know about marketing, rather, this book focuses on...

This book takes an in-depth look at the 10 most critical enablers of an effective strategic customer management initiative, offering an organizational blueprint for a successful SAM program. It then leverages decades of benchmarking data with world-class companies to address the components of an efficient and effective value creation process. The book's third section illuminates the key traits and competencies a strategic account manager needs...

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