Book Description
B2B sales and marketing executives have been hard-hit by increasing sales demands, plummeting budgets, and highly touted techniques that promise more than they deliver. The Fundamentals of Business-to-Business Sales & Marketing shows executives how to integrate traditional B2B selling methods with effective and proven new technologies.
Covering database marketing, microclustering, accurate ROI measurement, and more, this no-nonsense book provides a dynamic, hands-on approach for selling more while spending less, and meeting today's relentless revenue and margin demands.
Customer Reviews:
Very practical book for marketing / sales leaders, .......2004-10-14
John Coe's New Sales Coverage Model explains a holistic approach to marketing, which aligns marketing and sales together.
If you're like most readers you will be tempted to skip over the fundamentals that John Coe lays out such as database design, planning, and micro-segmentation.
The thing about marketing is that many marketers enjoy the creative process but few have the discipline for execution. Coe's book lays out an effective strategy, which requires teamwork and a shared vision involving all players.
This practical book lays out step-by-step what you need to do to sell more and spend less. Great book!
Brian Carroll
Author of Lead Generation for the Complex Sale : Boost the Quality and Quantity of Leads to Increase Your ROI
It's About Time!.......2004-08-14
This book is a wake-up call for marketing and sales organizations. The old ways of going-to-market are no longer effective in today's business environment.
John Coe clearly understands the new sales paradigm and what it takes to be successful. He shows readers what it takes to:
- Break through the marketing clutter and get noticed.
- Obtain high quality leads and convert them to sales.
- Create and execute an effective campaign.
From the very first page of this book, I was hooked - and I'm a pretty discriminating reader. As someone who specializes in new product launches, I'm pretty cynical about most books since they just keep regurgitating old, time-worn strategies and tactics.
This book is different. Well worth the investment.
Jill Konrath
CEO, Leapfrog-Strategies
http://www.Leapfrog-Strategies.com
Founder of top sales portal:
http://www.sellingtobigcompanies.com
Fundamentals of Business2Business Sales & Marketing.......2004-03-04
Coe has a fresh look at how we must do business today. This book is written in a conversational tone with great examples. It's the perfect refresher for a seasoned sales consultant and it outlines the basic principals for entry-level sellers.
This book is a must as a resource and reference!
Getting Sales & Marketing to work together!.......2004-01-25
Coe bridges the gap between marketing and sales productivity by connecting the dots with new and irrefutable proof that the basics work if you follow the formula. This is a must read for marketing, marketing communications and sales management in the same company so everyone is on the same page. If you're not making your numbers, read this and you'll find out what you're doing wrong.
No Clue Train BS Here.......2003-12-30
My colleague John Coe has written a new book, "The Fundamentals of Business-to-Business Sales and Marketing," published by McGraw-Hill.
It is not a "high concept" or "big idea" book; therefore, fans of The ClueTrain Manifesto and other such highfalutin nonsense may find John's book way too practical - filled with stuff you can actually do today to increase your sales tomorrow.
But if you like, as I do, business books that are heavy on the nuts-and-bolts, telling you what to do to increase sales results - and how to do it cost-effectively - than buy John's book today.
Average customer rating:
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Global Marketing: Foreign Entry, Local Marketing, and Global Management
Johny K. Johansson
Manufacturer: McGraw-Hill/Irwin
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ASIN: 0073658634 |
Book Description
GLOBAL MARKETING: Foreign Entry, Local Marketing, and Global Management can be used at the better undergraduate programs where the students have had some exposure to global management or global business or in the MBA curriculum. The subtitle for this text is an important way to remember what makes this book distinct. This text offers a three-pronged approach to Global Marketing. That approach is Foreign Entry, Local Marketing, and Global Management and this represents the structure for the text. Johansson addresses how you market an existing product in new global markets and also discusses how a company develops a new product for a global market. This discussion takes into consideration the culture and needs of those customers. Most International Marketing books have a separate chapter for each of the environments (legal and regulatory, political, Business Customs, etc) and then they launch into a discussion of marketing management for global markets. However, Johansson only has a separate chapter on culture and then he integrates the rest of the environment discussions throughout the text and where appropriate. This too is a distinct feature of the text.
Book Description
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 9/e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-plays. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues; selling skills are a valuable asset.
Customer Reviews:
College Book.......2006-07-05
This book was delivered before the expected due date and was in great condition and a lot cheaper than the college book stores.
Book Description
NULL
Customer Reviews:
A complete waste of time and money.......2005-05-04
Reading the title and the back cover you would expect gaining some sort of marketing knowledge of the real estate industry...? This is not only badly written but also filled with irrelevant information that will really upset you if you have more brain than a block of bricks: "Drive defensively" "do not lie cheat or steal from anyone" are the recommendation given to you to reach a high level of professionalism in the real estate industry....??? This book has really poor and irrelevant content and is a complete waste of time. I consider it a dangerous tool for those out there who have no marketing or business experience as following listed marketing advices will only help you reaching the level of mediocrity that the writers seem happy to share with the world. I have not been so upset by a reading in many many years.
Book Description
Based on the bestselling American Management Association seminar, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps sales professionals quickly and easily develop the skills they need to succeed in their new managerial roles. Readers will learn how to: * Make a smooth transition into management * Build a superior, high-functioning sales team * Set objectives and plan performance * Delegate responsibilities * Recruit new employees * Improve productivity and effectiveness Making the leap into management -- especially sales management -- means meeting a whole new set of challenges. This easy-to-understand book gives readers everything they need to immediately excel at their new responsibilities.
Customer Reviews:
Pretty lightweight.......2007-05-04
This book is very academic and theoretical. As the title says it's "fundamentals". But really it's more sales fundamentals. By the time you get to sales management you've learned most of this through exposure. It's good information, just not that practical or helpful to execution.
Fundamentals of Sales Management for the Newly Appointed Sales Manager.......2007-02-10
After 40+ years as a sales professional I was asked to serve as sales manager for my firm and train young people new to my industry. This book gave me a lot of good information.
Like most books of the type it covers large and small firms without focusing on a particular industry. But by and large it covers the subject well particularly integrating your sales team into the larger organization.
Very useful.......2006-07-20
A real solid, informative read. A lot of useful information/tips and broken down in useful point-by-point format. A good resource for those new to management and a nice refresher if you've been doing it for a while.
I HIGHLY RECOMMEND THIS BOOK.......2006-07-13
I found this book to be both an easy read as well as informative, two very important factors when making a selection. The author really touches on key points in how to hone one's skills as a sales manager.
I would highly recommend this to anyone seeking out information in the world of management.
Pretty Useless.......2006-04-19
I found the book to be useless. Now granted, I expected more out of it and for it to be useful for someone who has /management/ experience, just not sales experience, but it was confusing, not very well written and generally targetted to someone whose never done anything beyond an entry level position.
Book Description
FUNDAMENTALS OF SELLING: Customers For Life Through Service, 8e is one of McGraw-Hill’s best-selling texts in the Selling discipline. Its approach is classic and practical and emphasizes role-play. FUNDAMENTALS, written by a salesperson turned teacher, draws widely from Charles Futrell’s experience as a sales professional rather than from a staid theoretical perspective. The text is filled with practical tips and business-examples gleaned from years of experience in sales with Colgate, Upjohn, and Ayerst and from the author’s sales consulting business. Charles Futrell focuses on improving communication skills and emphasizes that no matter what career a student pursues, selling skills are a valuable asset.
Average customer rating:
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Electronic Commerce: Fundamentals & Applications
Henry Chan ,
Raymond Lee ,
Tharam Dillon , and
Elizabeth Chang
Manufacturer: Wiley
ProductGroup: Book
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Book Description
A comprehensive introduction to the underlying technologies of e-commerce. This book explores the full range of technologies, protocols, and techniques necessary for building successful e-commerce sites. The authors begin with an overview of the Internet and the Web, then quickly move on to explain server-side programming techniques, cryptography and Internet security, and how to take advantage of leading-edge technologies such as mobile agents, WAP, XML, and data mining tools. Placing this technical know-how in business context, the authors then walk readers through actual e-commerce applications, from Internet payment systems to Web advertising and publishing. A running case study depicting a Virtual Book Store (VBS), step-by-step programming exercises, and real-world examples round out this highly practical, easily accessible guide.
Book Description
Elsevier/Butterworth-Heinemanns 2006-2007 Official CIM Coursebook series offers you the complete package for exam success. Comprising fully updated Coursebook texts that are revised annually and independently reviewed. The only coursebooks recomended by CIM include free online access to the MarketingOnline learning interface offering everything you need to study for your CIM qualification.
Carefully structured to link directly to the CIM syllabus, this Coursebook is user-friendly, interactive and relevant. Each Coursebook is accompanied by access to MARKETINGONLINE (www.marketingonline.co.uk), a unique online learning resource designed specifically for CIM students, where you can:
*Annotate, customise and create personally tailored notes using the electronic version of the Coursebook
*Search the Coursebook online for easy access to definitions and key concepts
*Access the glossary for a comprehensive list of marketing terms and their meanings
* Written specially for the Marketing fundamentals module by leading experts in the field
* The only coursebook fully endorsed by CIM
* Contains past examination papers and examiners' reports to enable you to practise what has been learned and help prepare for the exam
Book Description
An entirely new edition of the marketing classic! Ron Seaver, President of The National Sports Forum praised the newest edition of the industry's standard text:
"Fundamentals of Sport Marketing stands apart from its competition. There is something for every sports marketing professional in these pages. My compliments to the authors. They continue to be in constant touch with the trends and the decision-makers that are driving our industry."
Written by two renowned members of the sport management field -- Brenda Pitts and David Stotlar --
Fundamentals of Sport Marketing, Second Edition is a comprehensive textbook on the theories and practical applications of marketing to sport business. Like no other book in the field, the Second Edition of
Fundamentals of Sport Marketing covers the diversity of sport businesses: not merely professional and collegiate sport, but sport marketing research companies; sponsorship management companies; sport goods manufacturers and retailers; sports television companies; web sport enterprise; and sport tourism operations. The udpated, revised, and expanded chapters in the Second Edition include new content, new case studies, and material on the innovations in the sport marketing industry, such as marketing via the Internet, alternative sports, and the global marketplace. All new appendices contain seven examples of sport marketing surveys and research instruments; abstracts of sport marketing academic research; and directories of sport businesses, trade associations, publications, and academic journals.
Book Description
In an era when most managers--including those in the logistics arena--are being urged to think of themselves as "marketers," this new book offers a special opportunity. Written by high-profile authors, Fundamentals of Logistics Management brings a unique marketing perspective to logistics management, while fully integrating accounting, finance, and manufacturing in their coverage. This is the topical and practical approach readers have been looking for.
Customer Reviews:
Logistic's field total view.......2004-11-24
It is a very good book for anyone who needs to understand what is the field of logistic management. It is very useful for academic and practice job. Also, the book presents latest topics as supply chain management, materials management, information technology, focus on marketing and a systems view. The cases are short but very interesting: Maybe the cases can be improved with more data base. Lambert's book gives and equilibrium between conceptual and simplicity view, giving a very didactic product. If you need other books for a second level of complexity I can recommend Shapiro (Modeling the SC), Chopra S. y Meindl, P.(Supply Chain Management) among others.
Praticing Loggy.......2003-02-23
Used as a textbook for MS program. Presented a good overview of logistics and how one part of teh supply chain effects the others.
Essential concept content.......2001-09-23
I have found this book extremely useful and can reccommend it with the confidence that it will help every person involved in Logistics in either: 1) Revise personal experience in the light of customer service and marketing research. 2) For beginners in the field, to develop a sound conceptual basis in Logistics & Suply Chain Management. I used as reference for my own work and I can assure that following this approach will ensure that different persons with different background & experience can understand the key issues.
I have not rated this book with 5 stars since while it infuses concept, it will not provide system design tools. Perhaps this is better, since it will allow for creativity instead of clonation, the first being what I feel is the best engineering practice everywhere. If you want to contact me about this book, you are welcome.
Logistics Concepts.......2000-02-17
Ensure quality supply of all products in a timely and cost effeicient manner.
A complete book for anyone interested in logistics.......1999-10-25
It is a complete book that mentions about all the disciplines related with logistics (IT, MRP,Traffic, Warehouse Management, Purchasing etc.). Moreover, it gives sofisticated and applicable (not purely theoritical) mathematical formulas for optimum stock levels. The problems of real life have been examined well and suggestions for sollutions are provided as well. Any logistics manager can benefit from this book by learning different applications at different companies and sectors and obtaining progress ideas for her/his company too. A book that provides broader horizons and acknowledges about the applied and empirical methods in logistics
Books:
- The Labor Relations Process
- The Long Tail: Why the Future of Business is Selling Less of More
- The Power of Ethical Management
- The Sales Bible: The Ultimate Sales Resource, Revised Edition
- The Science of Success: How Market-Based Management Built the World's Largest Private Company
- The Strategy and Tactics of Pricing: A Guide to Growing More Profitably (4th Edition) (Pie)
- The Strategy Paradox: Why committing to success leads to failure (and what to do about it)
- The World Is Flat [Updated and Expanded]: A Brief History of the Twenty-first Century
- Tools and Tactics for the Master DayTrader: Battle-Tested Techniques for Day, Swing, and Position Traders
- Training to See: A Value Stream Mapping Workshop: A Value Stream Mapping Workshop (Lean Enterprise Institute)
Books Index
Books Home
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Business To Business Direct Marketing
Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI
The Case for B2B Branding: Pulling Away from the Business-to-Business Pack
Selling to Big Companies
B2B Brand Management
