As marketing professionals look for more effective ways to promote their goods and services to customers, a thorough understanding of customer needs and the ability to predict a target audience's reaction to advertising campaigns is essential. The Handbook of Research on Social Marketing and Its Influence on Animal Origin Food Product Consumption is a critical scholarly resource that examines the role of social marketing in understanding and changing behavior regarding the negative impacts of consuming animal-based foods. Featuring coverage on a broad range of topics, such as the psychology of meat consumption, food waste, and meat substitutes, this publication is geared towards academicians, students, and professionals seeking current research on social marketing interventions and the demarketing of meat.

Are you absolutely satisfied with the sales results of your telesales team? Do you think that your sales could be or should be better? If you're serious about getting the absolute best from your inside sales team and improving their sales results then this book is for you. Written for B2B telephone sales managers, owners and executives, Telesales Coaching is a practical, no-nonsense guide on how to help your sales reps sell smarter, sell better and sell more. There are two fundamental reasons why your telephone sales reps don't sell as much as they could or should. The first reason is that many reps are not very good at selling despite formal (and ongoing) training. Over time, telephone reps dilute the fundamentals, cut corners, get complacent, forget techniques or fail to master the skill sets that will lead to increased sales. The second reason is that the majority of telesales reps do not get the coaching and support that they need to excel at sales. Most telephone sales managers have been taught how to be managers, not coaches. Consequently, telesales reps do not get the proper constructive feedback and encouragement they need to change their selling behavior and improve. Until now. Telesales Coaching provides you with a proven and practical four-step process on how to coach your telephone reps and help them increase their sales. It's extremely effective because it focuses on precisely how to get reps to overcome their natural resistance to change and to modify their behavior on a consistent basis. Easy to learn and easy to apply, the coaching techniques offered are based on common sense principles of learning and development. Here is some of what you'll learn: Why most companies don't coach The six things coaching definitely is not Why you can't coach without clearly defined standards Understanding that telesales is not a numbers game, it's a results game How often you should monitor your reps (the answer may surprise you) Where, when, and how to monitor your reps How to use an analyzing algorithm to avoid petty feedback Who not to coach Why the sandwich feedback technique is a waste of time and effort Why numeric rating systems are destructive The Socratic feedback model the absolute best way to provide feedback Other methods to enhance the coaching process Based on twenty-plus years of helping companies throughout North America implement successful telephone selling programs, this book gives you everything you need to turn your ordinary telesales reps into extraordinary telesales reps."

Humanizing LIS Education and Practice: Diversity by Design demonstrates that diversity concerns are relevant to all and need to be approached in a systematic way. Developing the Diversity by Design concept articulated by Dali and Caidi in 2017, the book promotes the notion of the diversity mindset. Grouped into three parts, the chapters within this volume have been written by an international team of seasoned academics and practitioners who make diversity integral to their professional and scholarly activities. Building on the Diversity by Design approach, the book presents case studies with practice models for two primary audiences: LIS educators and LIS practitioners. Chapters cover a range of issues, including, but not limited to, academic promotion and tenure; the decolonization of LIS education; engaging Indigenous and multicultural communities; librarians' professional development in diversity and social justice; and the decolonization of library access practices and policies. As a collection, the book illustrates a systems-thinking approach to fostering diversity and inclusion in LIS, integrating it by design into the LIS curriculum and professional practice. Calling on individuals, organizations, policymakers, and LIS educators to make diversity integral to their daily activities and curriculum, Humanizing LIS Education and Practice: Diversity by Design will be of interest to anyone engaged in research and professional practice in Library and Information Science.

As the Middle East continues to grow as a predominant force within the international marketplace, research into Islamic practices and culture is necessary to promote business success in the region. Emerging Research on Islamic Marketing and Tourism in the Global Economy offers in-depth perspectives on the influence of Islam on consumer behavior, the travel industry, product development, and the promotion of goods and services. Focusing on current trends and tools, comprehensive interviews, questionnaires, and emerging research, this book is an essential reference source for academicians, entrepreneurs, policymakers, university students, and educators interested in research surrounding the impact of Islam on business.

"Hawks, Seagulls, & Mice" is an eye-opening resource for executives, entrepreneurs, venture capitalist, and everyone else involved in sales and marketing in business markets. It presents business-tested conceptual and quantitative models for driving performance in creating customers and capturing profits in plain-spoken terms and supported by numerous case studies and examples. Explore business markets from the following perspectives: Strategic growth patterns Sales and marketing organization design Sales and marketing activity management Customer buying process Psychological and business value communication Sales and marketing performance audits

"Finally Someone has shifted the old B2B paradigm of sales and marketing and provided some dynamic, new, easy-to-use, quantitative models for integrating the two around business goals."
-Gordon Hochhalter, Partner, Creativitystrategyconnectivity, Mobium Creative Group

""HSM" fills two major gaps in the marketing book universe-marketing in business-to-business markets and the integration of sales and marketing functions. Smith addresses these gaps in a systematic and comprehensive manner. A solid effort."
-Puneet Manchanda, Associate Professor of Marketing, University of Chicago Graduate Schools of Business

"Smith's."Hawks, Seagulls, & Mice" is a just-in-time work, immediately needed by many and useful to all those businesses that wish to grow their revenues in today's dynamic and exceedingly complex competitive marketplace."
-Green R. Miller, PhD, Professor of Economics, Morehead State University

Selling a service or a product is about closing deals. As a sales professional, if you don't close, you're not making any money for yourself or your company. But closing won't happen without an approach that makes you stand out from the thundering herd of competition-one that can make you more valuable in the eyes of the customer.

In "The Four Faces of Sales," author John Orvos presents a unique, fresh, and practical approach to sales excellence. Drawn from his success as a sales leader in his own software company and from the years that followed, Orvos identifies, defines, and provides numerous examples of the four key steps, or faces, of sales-the sleuth, doctor, quarterback, and hero. His new sales approach facilitates success by building on what's known as personal value currency in the eyes of the customer.

This guide goes beyond giving you the typical "what to do" and "how to do it" advice. The right skill used at the wrong time will not yield any better results than the wrong skill will. "The Four Faces of Sales" explains what skills you need, teaches you how to execute these skills, and ensures you know precisely when to use them. You can create a positive, branded buying experience by taking the right actions at the right time.

MERGE eases you into the front row of a master class on the art and science of the complex sale, taught by one of the "most successful marketers" in financial services. No matter how good you are (or think you are) as a relationship builder, rainmaker, consultant or closer, pick up the head-snapping nuggets of practical wisdom spread across these pages.

MERGE reveals a five-step surefire sales process long forgotten, overlooked, or never learned by so many professionals in finance, insurance, legal, real estate and other high-value professions. Don't miss it this time. Your business, your clients depend on the high-water mark of your greatness.

Praise for MERGE "MERGE offers the insight of one of America's best and most successful marketers in the financial services industry. Read it before your competition does."-Peter D. Quinn, Senior Vice President, Wells Fargo Bank - Executive Benefits

"Bill MacDonald has done a superb job of merging theory and practical application of sales and marketing-how he actually made his theories work in practice. MERGE is a book all up-and-coming sales and marketing executives should read, well-written, and easy to read."-Jim Ellis, Dean, University of Southern California, Marshall School of Business

"MERGE details the mistakes commonly made by consultants in marketing services. Bill's five-step process can be used successfully, no matter the market. The principles are transferable and powerful. He's done a superb job of making his book relational and practical. Every consulting professional will benefit from reading this book."-Guy Baker, Immediate Past President, The Million Dollar Round Table, Managing Director, EMI Consulting

The Aging Consumer: Perspectives from Psychology and Marketing, 2nd edition takes stock of what is known around age and consumer behavior, identifies gaps and open questions within the research, and outlines an agenda for future research. There has been little systematic research done with respect to the most basic questions related to age and consumer behavior, such as whether older adults versus young and middle-age adults respond to marketing activities including pricing, promotions, product design, and distribution. Written by experts, The Aging Consumer compiles research on a broad range of topics on consumer marketing, from an individual to a societal level of analysis. This second edition provides new versions of chapters contained in the 2010 volume that have been updated to reflect the latest psychological and marketing research and thinking. Included also are ten new chapters which cover exciting new ground, such as changes in metacognition in older adults, motivated cognition of the aging consumer, and a global perspective on aging and the economy across cultures. This updated volume is beneficial for researchers and practitioners in marketing, consumer behavior, and advertising. Additionally, The Aging Consumer, 2nd edition will appeal to professionals in other fields such as psychology, decision sciences, gerontology and gerontological social work, and those who are concerned with normal human aging and its implications for the everyday behavior of older individuals. It will also be of interest to those in fields concerned with the societal implications of an aging population, such as economics, policy, and law.

Entrepreneurs build businesses to fulfil dreams for themselves, their families, their employees and their community. Their business lives therefore have an impact on a wide range of people. Entrepreneurial skills focuses on the essential concepts and skills needed to grow and manage a business successfully. Entrepreneurial skills presents current, relevant content in unique and interesting ways. It draws from real-world examples to introduce the reality of the entrepreneurial life so that the reader will better understand his or her motivations for starting a business and avoid distorted concepts about what is required to be an effective business owner. Entrepreneurial skills will equip undergraduates at universities and universities of technology as well as practising entrepreneurs to deal with the challenges and develop the necessary skills for running a business.

Many people see a weak association between marketing and sustainable development and even consider them as two incompatible fields. However, marketing benefits from an extremely powerful position to encourage transformations at the production level and to guide consumers towards responsible behaviors. From its inception, marketing has been positioned as a support for the relationship between the company and its customers, with the quest for well-being set in the very foundations of the discipline. In a context that is marked by crises and much skepticism, marketing today should, more than ever, prove that it acts in good faith. This book offers practitioners, public authorities, professors and students illustrations that demonstrate that the dissemination of sustainable practices is indeed a marketing issue. It argues that it is particularly important not only to overcome the divide between the concepts of marketing and sustainability, but also to use marketing tools and frameworks to support sustainable development and strengthen the green market.

This book is about wellness and well-being and is meant to serve different groups of people in specialized ways. There is a widening health care information gap between health consumers and care providers. The material presented here bridges the gap between laypeople as health care consumers and medically oriented health care providers, with detailed natural healing information based on medical and scientific knowledge.