Newly expanded and thoroughly revised to reflect and meet the demands of a high-velocity global business environment, the Fourth Edition of this popular book and its companion CD-ROM help small and mid-sized businesses as well as non-profit organizations and public-sector agencies to achieve effective, efficient, and disciplined business development, proposal development, and knowledge management (KM) processes. Among an extensive array of updates and new material, the Fourth Edition discusses storytelling as a proposal art, the value of front-end proposal planning and storyboarding, the importance of honoring the customer mission in proposals, and the latest trends in performance-based acquisition (PBA). CD-ROM Included! Features a searchable directory of government agencies, easy-to-use proposal templates, and an extensive list of acronyms.

This book discusses Asian medicine, which puts enormous emphasis on prevention and preservation of health, and examines how, in recent decades, medical schools in Asia have been increasingly shifting toward a curative approach. It offers an ethnographic investigation of the scenarios in China and India and finds that modern students and graduates in these countries perceive Asian medicine to be as important as Western medicine. There is a growing tendency to integrate Asian medicine with Western medical thought in the academic curriculum that has led to a gradual decline of Asian medical thought and practices. At the same time, there has been a massive rise in patent drugs, health products and cosmetics being sold under the brand names of Asian medicine or herbal medicine. Most of these drugs and health products do not follow the classical formulas found in the Asian medical texts. The book analyses these texts and concludes that contemporary Asian medicine rarely follows the classical texts, and in fact uses Asian medicine brands to sell Western health products and practices.With a particular focus on the formal and professional sector of Chinese herbal medicine and Indian ayurvedic medicine in urban areas, this book appeals to a broad readership, including undergraduate students and academics as well as non-experts. Md. Nazrul Islam is an Associate Professor in the General Education Office, United International College, Beijing Normal University-Hong Kong Baptist University. He was a Visiting Associate Professor in the School of Population and Public Health, University of British Columbia (2015-16) during which time he completed this book manuscript.

This is the first reference volume devoted solely to the subject as it applies to the publishing industry.

Virtually anyone can make money in a rapidly rising real estate market. As recent events have shown, it's just as easy to lose money when the economy heads south. But the better real estate investors generally know when to buy and when to sell. They know how to maintain control over their properties under adverse circumstances. They know how to work with lenders and how to find and evaluate the highest and best uses for a particular piece of property. These are the people who can make money (and not lose money) in all real estate markets-something real estate expert Robert Lawless shows exactly how to do in this book. Lawless details the primary investment strategies used by many successful real estate investors. Readers will learn how to make profitable investments in residential and smaller commercial buildings whether the market is headed up or down, and whether they invest in Greenwich, Connecticut, or Ames, Iowa. The information this book contains can save novice investors significant time and money, while also leading to greater investing profits. Among other things, Lawless explains: What drives real estate values. How to use leverage-the effective use of debt-to increase returns. How to find the right lender, Realtor, lawyer, and other real estate professionals. Methods to negotiate profitable deals. General strategies for success-buy and hold, renovate and sell quickly, scout foreclosed properties, and more. Best, Lawless includes case studies, for both residential and commercial investments, that highlight strategies and outcomes under different market conditions.

A financial advisor's job can be one of the most rewarding in today's economy. You follow the markets, help people reach their financial and personal goals, and make a decent living while doing it. But the recent downturn in the global economy and general skepticism regarding Wall Street has advisors working harder than ever to manage and grow their business. Every FA must sign more new clients to keep their practice viable.

If you are a financial advisor who is struggling to balance all that it entails to run, market, and administer your business, then "Taming the Four-Headed Dragon" is the book for you.

This "phenomenal" book, as one reviewer called it, is packed with proven tactics and strategies to help financial advisors be clear on who is an ideal prospect for them and arm their referral sources with relevant messaging to make these connections. Author Bill Walton provides a prospecting system that turns every conversation or meeting into a beneficial next step toward closing business.

This must-have guide for all financial professionals who sell reveals how to: set meaningful goals that pull you toward action; profile your ideal client; write a clear and compelling value proposition; craft and share crisp messaging with referral sources and centers of influence; and conduct meetings that always lead to a next step.

Bill Walton's sales training programs have been adopted by Wall Street's top firms and high-profile "Fortune 500" companies. Drawing on his years of experience and success from the sales forces that he serves, Bill Walton has provided an essential guide for achieving success in the ever-competitive arena of financial sales."

While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The chapters present material in a factual, step-by-step manner so it is easy to assimilate. The work commences with an overview of the role and importance of skillful negotiation strategy in sales, provides insight into the buyer's perspective, and treats the strategic and psychological aspects of the interaction. It then focuses on the negotiation tactics which are essential for the effective preparation, application, and closing of a sale. While these concepts and skills are recognized as part of the formal negotiation process, Stumm argues that most sales negotiations occur instead in daily informal conversations and presentations, and he shows the reader how to recognize and use these situations for negotiating advantages.

In this volume, the authors apply insights from a variety of perspectives to explore the alignment among strategy, organization design, process and human resource management, and e-business practices on developing successful social networking programs-with particular regard to applying such initiatives against the backdrop of the global financial crisis and challenges to traditional business models. Showcasing in-depth case studies, the authors present emerging approaches to analyze the impact of investment in social networking sites, aligning internal resources, and measuring effects on positioning, branding, and new business creation. The fact that a growing proportion of the world population has a relationship with social networking sites could prove very valuable for companies. The question is whether this represents a business opportunity, whether companies know how to make the most of it and if they will make the necessary efforts to adapt to these new platforms. In the modern world, social networking sites have enormous potential for large as well as small and medium-sized enterprises (SMEs); most companies are aware of the need for a presence on social networking sites, but at present their e-business strategies are part of their medium and long-term strategic planning and only a small percentage have been put into practice. In short, this book attempts to answer the following questions: Is there a business opportunity for companies on social networking sites? Do they know how to make the most of it? Are they willing to make the necessary effort to adapt? Can e-business strategies contribute to company creation and the success of already existing businesses? And if so, how?

Value Chain Marketing (VCM) is a promising strategy to overcome immediate customers' innovation resistance. By pursuing VCM, material suppliers enlarge their target group beyond their immediate customers and address their downstream customers as well. Treading on relatively unexplored grounds, this book explores the relevance of VCM and comprehends its process; identifies the critical factors for suppliers' marketing success, and compares the performance of VCM trials, using a multi-method design linking case study research and computational modeling.

This book adds to the discussion from Volume 1 by providing insights and stimulating new thinking about the changing nature of services and marketing, service work and workers, and service experiences during and after the COVID-19 pandemic in 2020, particularly focusing on services marketing. This book serves as a useful resource for business practitioners and academics in the areas of service management and marketing responses during a pandemic. Each chapter deals with specific current issues within these industries due to COVID-19 and issues that will come up post-pandemic. As COVID-19 is expected to change the service practice and promote the utilization of novel methods, such as untact marketing, untact service, telecommuting, alternative work arrangements, job crafting, and new work skills, a range of examples and cases are provided to elaborate on applying these emerging new concepts within the service sector.

In today's world of galloping change, adjustment and anticipation have become ever more vital for retail operations. Many retailers have successfully anticipated change, while others have simply become relics of retailing history. Facing intense environmental competition, different types of retail institutions, whether a mass merchandiser or a hotel, find themselves confronting different types of challenges. The stories of a spectrum of retailers highlight the variables necessary for duplicating success and avoiding failure. This timely work provides a starting point for understanding the complexities and interrelationships in retail management.

This book examines how the emergence of new media brings brought challenges to the North American sport industry, discussing challenges in terms of a shift from an information economy to an attention economy perspective. Historically, the arrival of new forms of media, including radio and television, were not universally supported by sports leagues, wary of existing industry relationships with stakeholders, and new media have made the multi-sided market model of professional sports leagues - which has focused on protection and exploitation of league content - inefficient, and calls for a new model to integrate new media into the market. By integrating platform theory with the Service Dominant Logic (SDL) of marketing we describe how the multi-sided market of professional sports is evolving into a platform ecosystem, and the role of its most important customers - the fans - will also evolve from end users, to value co-creators, complementors and innovators. This book will create a new way of understanding the evolution of professional sports leagues and future growth of the industry, and lay the foundation for new research within the academic realm of sport management and sports marketing.

This book presents the latest on the theoretical approach of the contemporary issues evolved in strategic marketing and the integration of theory and practice. It seeks to make advancements in the discipline by promoting strategic research and innovative activities in marketing. The book highlights the use of data analytics, intelligence and knowledge-based systems in this area. In the era of knowledge-based economy, marketing has a lot to gain from collecting and analyzing data associated with customers, business processes, market economics or even data related to social activities. The contributed chapters are concerned with using modern qualitative and quantitative techniques based on information technology used to manage and analyze business data, to discover hidden knowledge and to introduce intelligence into marketing processes. This allows for a focus on innovative applications in all aspects of marketing, of computerized technologies related to data analytics, predictive analytics and modeling, business intelligence and knowledge engineering, in order to demonstrate new ways of uncovering hidden knowledge and supporting marketing decisions with evidence-based intelligent tools. Among the topics covered include innovative tourism marketing strategies, marketing communications in small and medium-sized enterprises (SMEs), the use of business modeling, as well as reflecting on the marketing trends and outlook for all transportation industry segments. The papers in this proceedings has been written by scientists, researchers, practitioners and students that demonstrate a special orientation in strategic marketing, all of whom aspire to be ahead of the curve based on the pillars of innovation. This proceedings volume compiles their contributions to the field, highlighting the exchange of insights on strategic issues in the science of innovation marketing.

This book presents cutting edge research on the development of analytics in travel and tourism. It introduces new conceptual frameworks and measurement tools, as well as applications and case studies for destination marketing and management. It is divided into five parts: Part one on travel demand analytics focuses on conceptualizing and implementing travel demand modeling using big data. It illustrates new ways to identify, generate and utilize large quantities of data in tourism demand forecasting and modeling. Part two focuses on analytics in travel and everyday life, presenting recent developments in wearable computers and physiological measurement devices, and the implications for our understanding of on-the-go travelers and tourism design. Part three embraces tourism geoanalytics, correlating social media and geo-based data with tourism statistics. Part four discusses web-based and social media analytics and presents the latest developments in utilizing user-generated content on the Internet to understand a number of managerial problems. The final part is a collection of case studies using web-based and social media analytics, with examples from the Sochi Olympics on Twitter, leveraging online reviews in the hotel industry, and evaluating destination communications and market intelligence with online hotel reviews. The chapters in this section collectively describe a range of different approaches to understanding market dynamics in tourism and hospitality.

This book examines and analyzes tourism consumption and tourist experiences, employing a systematic and case study-driven perspective. Covering approaches with a wider geographical background, it considers issues like tourism place experience and co-creation, as well as the behavior of tourists on guided tours, at trade shows and exhibitions, and in museums. Dedicated chapters deal with the aspect of customer satisfaction in places such as hotels or restaurants. In closing, the book highlights tourist behavior in the context of cultural heritage, regional and cultural differences and the general frameworks of consumer happiness and responsibility. Given its focus, the book provides a unique view on the interplay of tourism consumption and tourist experiences, and presents a comprehensive selection of case studies to exemplify and discuss in detail the frameworks covered and the current state of practice.

This volume presents the most current theoretical advances in the fields of social marketing and public health communications. The volume is divided in two parts. Part 1 contains chapters pertaining to research and theory reflecting improvements and contributions to theories that help improving quality of life. It includes literature reviews, conceptual research and empirical studies on social marketing communications, models to understand individual's risky behaviors, and how to improve social interventions. The second part emphasizes applied research, consisting of best practices, applied experiments, and case studies on social marketing innovative practices with implications for quality of life.

Marketing is firmly entrenched in many societies and seems to be in accord with economic and social developments. It is relevant to literally millions of businesses and 7.1 billion potential customers. It has become a global phenomenon. It affects all businesses, medias, and service agencies and impacts on every man, woman and child on the planet. It is everywhere ubiquitous and omnipresent, and of relevance in emerging world developing nations and of course in the advanced economies of the 21st century.Marketing has become the dominant connecting mode of expression between business and non-business organisations of all types and sizes, and customers and consumers are continually informed that marketing is in their interest, seeks to fulfil their needs, and changes are invariably presented in a way that are supposedly beneficial to target audiences. However, there are various misgivings about Marketing. For example, many organisations (business or otherwise) do not adopt a customer or consumer orientation. This is seen in many ways - difficulties in consumers being able to contact organisations except by labyrinthine methods, a disinterest and disclination by businesses to treat consumers with respect, products that do not deliver proclaimed benefits and perhaps are incapable of so doing, services that do not match expectations, and products that while they satisfy needs also damage consumers and the environment.

Praise for
"Master the Media to Attract Your Ideal Clients: A Personal Marketing System for Financial Professionals"

"This book is a marketing masterpiece. It should be required reading for all financial professionals."
-Janine Wertheim, Chief Marketing Officer
Securities America, Inc.

"Marketing is the life blood of any practice. The media is the most effective and cost-efficient way to market. Unfortunately, most practitioners only dream of media attention. No more-Derrick Kinney delivers on his promise to help you 'Master the Media.'"
-Harold Evensky, CFP
author, Wealth Management

"This fast-moving, practical book gives you a step-by-step process to multiply your results and dramatically increase your exposure and name recognition. A classic!"
-Brian Tracy, President, Brian Tracy International
author, Create Your Own Future

"Kinney offers an easy and effective 'how-to' approach for financial producers to gain recognition and credibility by becoming media sources. If you want to take your business to the next level, this book can help you get there."
-Gail S. Waisanen, CLU
Editor, Life Insurance Selling

"A successful advisor and media personality, Derrick Kinney is ample proof that mastering the art of communicating with the media is the key to building a thriving financial advisory practice."
-William Glasgall, Editorial Director
Investment Advisor magazine and investmentadvisor.com

Fashion Branding and Consumer Behaviors presents eye-opening theory, literature review and original research on the mutual influence of branding strategies and consumer response. Contributors use multiple methods to analyze consumers' psychosocial needs and the extent that their fulfillment goes beyond the usefulness or value of the items they purchase as well as the fashion industry's means of communicating brand identity and enhancing brand loyalty. Along the way, these studies raise important questions about consumer behaviors, consumer welfare, environmental ethics and the future of consumer research. Included in the coverage: * A symbolic interactionist perspective on fashion brand personality and advertisement response.* Optimizing fashion branding strategies in a fluctuating market.* An analysis of fashion brand extensions by artificial neural networks.* Domestic or foreign luxury brands? A comparison of status- and non-status- seeking teenagers.* The impact of consumers' need for uniqueness on purchase perception.* How brand awareness relates to market outcome, brand equity and the marketing mix.A breakthrough volume on the complexities of how and why we buy, Fashion Branding and Consumer Behaviors will captivate researchers and practitioners in the fields of consumer psychology, marketing and economics.

If you want to be successful in professional sales, you need a winning formula to generate interest with potential customers, close more deals, and take client relationships to the next level. The Blue Print is a winning combination of powerful strategies and clever tactics to dominate the field of professional sales, advance your career, and vastly increase your earning power