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Books > Business & Economics > Business & management > Sales & marketing > Sales & marketing management

The Art Of Hustling - Sell Or Surrender (Paperback): DJ Sbu The Art Of Hustling - Sell Or Surrender (Paperback)
DJ Sbu
R230 R184 Discovery Miles 1 840 Save R46 (20%) Ships in 5 - 10 working days

Persuasiveness. Influence. A certain ‘something’ that makes it impossible for people to say no. Call it what you will, some people have it. DJ Sbu certainly does - it’s the quality that has helped him evolve from an ambitious boy growing up on Tembisa’s rough streets to a DJ, an entrepreneur, an author, a philanthropist and a speaker who graces stages around the world. In this book Sbu shares the secrets to cultivating this irresistible quality. Using events that have shaped his own life, he reveals how a positive outlook, resilience, hard work and determination can help you win in every sphere.

This inspiring read also acts as a practical handbook, showing you how to apply The Art Of Hustling to become a winning salesperson. It is DJ Sbu’s firm belief that, if you know how to sell, you will never go hungry. He also believes that this simple skill holds the key to solving Africa’s considerable unemployment problem.

His passion for youth development comes through loud and clear in this easy-to-read, easy-to-use handbook. Full of practical examples, sound advice and no-nonsense insights, it’s a must-have for every person who wishes to further their lives and their careers, whether in the corporate world or starting out on an entrepreneurial journey.

DJ Sbu’s career is testimony to his strength, resilience and spirit of innovation; the very qualities needed to get ahead in today’s rapidly evolving business environment. In sharing his story, he hopes to ignite others’ success.

The Villager - How Africans Consume Brands (Paperback): Feyi Olubodun The Villager - How Africans Consume Brands (Paperback)
Feyi Olubodun
R250 R200 Discovery Miles 2 000 Save R50 (20%) Ships in 5 - 10 working days

When Feyi Olubodun, CEO of one of West Africa’s leading creative agencies, witnessed one too many cases of brands failing in the African marketplace he began to ask himself questions:
- Why did brands, both global and local, so often fail to connect with the African consumer?
- What was it about the African market that brand owners were not seeing?

He began to reflect on his own marketing experiences and out of this emerged the framework for The Villager.

In Feyi’s view, the African consumer begins his life’s journey by moving from the village, his rural dwelling, to the city, carrying with him not only his own dreams but also the dreams of his community. He is a highly aspirational consumer, motivated to succeed, and he becomes the economic portal for the rest of his community back home. But although he may be exposed to global influences and technology, his essential identity remains largely intact. This is why Feyi calls the African consumer a Villager. The Village is no longer a physical space; it is a psychological construct that defines him and the filter through which he engages with and consumes brands.

In developing his construct, Feyi posits that if you wish to engage successfully in a market you may not understand, you must have the right ‘lenses’ to view a people. He believes the secret lies in applying these lenses at the confluence of commerce, culture and consumer. Data is not enough to understand the vagaries of a particular market. Drawing on his wide experience and wealth of astute observations, he provides a highly readable and indispensable guide to the mindset of the African consumer today, yet it is true to say that his insights apply, albeit in a more nuanced way, to consumer behaviour across the globe.

The Villager is essential reading for brand owners wishing to conquer new markets.

Pitch To Win - How To Present, Persuade And Close The Deal (Paperback): Justin Cohen Pitch To Win - How To Present, Persuade And Close The Deal (Paperback)
Justin Cohen
R406 Discovery Miles 4 060 Ships in 12 - 17 working days

Being the best doesn’t guarantee you’ll get the business. Having the best pitch does.

Whether you’re looking for clients, investors or employees, you need to know how to pitch your products, services and ideas in a way that is most likely to secure you the deal. Justin Cohen’s internationally acclaimed six-step formula is designed to do just that. Having taught and refined his Pitch To Win programme for five years, and having helped win numerous multimillion-dollar deals in that time, Justin now shares his secrets for success in the Pitch To Win book.

In it he reveals:

  • The number one reason a winning pitch gets chosen over the competition.
  • The mindset of people who win the most pitches.
  • A step by step guide to creating and delivering a winning pitch script.
  • How to reduce nervousness and develop ‘big pitch temperament’.
  • How to win without being salesy.
  • How to win with integrity, by living your purpose.
Sales Management (Paperback, 3rd Edition): L. Erwee, M C Cant Sales Management (Paperback, 3rd Edition)
L. Erwee, M C Cant
R350 R285 Discovery Miles 2 850 Save R65 (19%) Ships in 4 - 8 working days

Sales drive the business world and the economy. However, sales in any business need to be managed to ensure that the business achieves its objectives. This is where the function of sales management comes into the business structure: it plays the key role of ensuring that salespeople succeed at selling. The profitability of the organisation depends on how successfully sales managers lead their sales force.

The sales manager is responsible for the strategic planning of the sales force, which includes the management of the selling process and organising the sales activities within the sales department. With the third edition of this textbook, the authors hope that both industry and academia will be able to use the information to better understand and implement the different functions of sales management. Concepts are presented in such a manner that a student new to the field will easily grasp them.

Advertising Promotion and Other Aspects of Integrated Marketing Communications - South African Edition (Paperback): J Craig... Advertising Promotion and Other Aspects of Integrated Marketing Communications - South African Edition (Paperback)
J Craig Andrews, Terence Shimp
R1,092 R995 Discovery Miles 9 950 Save R97 (9%) Ships in 10 - 15 working days

Advertising, Promotion, and Other Aspects of Integrated Marketing Communications, South African Edition provides a contemporary view of the role and importance of marketing communications. Emerging topics such as the enormous popularity of social media outlets, online and digital practices, viral communications, and personal selling - along with all of their effects on traditional marketing - are also discussed in this edition.

Marketing Communication - An Integrated Approach (Paperback, 2nd Edition): Ludi Koekemoer Marketing Communication - An Integrated Approach (Paperback, 2nd Edition)
Ludi Koekemoer
R339 R299 Discovery Miles 2 990 Save R40 (12%) Ships in 4 - 8 working days

The world of integrated marketing communication (IMC) has changed dramatically over the last 10 years, due in large part to the expansion and advances in digital media technology. These changes have affected clients, consumers and advertisers alike.

Marketing Communication: An integrated approach 2nd edition deals with the past, present and future of IMC and the impact this has had on the pace and demands of effective persuasive communication in the current digital age. It is also the first IMC textbook to cover in detail alternative communication strategies and how their unconventional and disruptive tactics have been integrated into our daily lives. Self-study questions per chapter have also been included in this edition.

Business Marketing Management : B2B, EMEA Edition (Paperback, New edition): Thomas Speh, Michael Hutt Business Marketing Management : B2B, EMEA Edition (Paperback, New edition)
Thomas Speh, Michael Hutt
R699 R199 Discovery Miles 1 990 Save R500 (72%) In Stock

Reflecting the latest trends and issues, the new Europe, Middle East & Africa Edition of Business Marketing Management: B2B delivers comprehensive, cutting-edge coverage that equips students with a solid understanding of today's dynamic B2B market. The similarities and differences between consumer and business markets are clearly highlighted and there is an additional emphasis on automated B2B practices and the impact of the Internet.

Marketing Management - A South African Perspective (Paperback, 4th Edition): M C Cant, C. H. van Heerden Marketing Management - A South African Perspective (Paperback, 4th Edition)
M C Cant, C. H. van Heerden
R604 R532 Discovery Miles 5 320 Save R72 (12%) Ships in 4 - 8 working days

With businesses competing globally more than ever before, and with the increased use of social media for marketing, companies are realising that they need to do more to add value to their products and services, and to enhance and manage the customer experience. In order to meet the expectations of today’s demanding and changing consumer, marketers and students of marketing alike need to be aware of the latest trends in marketing methods and technologies and how to use them to attract and keep customers.

With a user-friendly layout highlighting definitions, examples, case studies and websites, this fourth edition of Marketing Management: A South African Perspective gives undergraduate students a comprehensive understanding of marketing — at a practical and academic level. Contributions from leaders in the field of marketing in South Africa and from academics at leading universities, locally and internationally, will ensure that this edition becomes as highly regarded as its predecessors.

Product and Price Management (Paperback): C.H. Botha, R. Machado Product and Price Management (Paperback)
C.H. Botha, R. Machado
R566 R499 Discovery Miles 4 990 Save R67 (12%) Ships in 4 - 8 working days

In today’s competitive retail environment, where new products are being introduced daily, how do you attract customer attention to your new product, and how do you manage its success? But equally important is the price. Just what is the science of pricing?

Product and Price Management recognises that a product manager needs to maximise the value of a product, oversee all aspects of a product line in order to deliver superior customer satisfaction, and coordinate production with an understanding of the market’s and customers’ needs, while simultaneously providing a long-term competitive advantage for the company. It also focuses on the basics of pricing and conveys the choices and strategies surrounding price in a concise and practical manner. South African examples help illustrate the discussions, and the topics have been updated to reflect the current realities of the markets.

Personal Selling (Paperback, 5th Edition): M C Cant, A Drotsky Personal Selling (Paperback, 5th Edition)
M C Cant, A Drotsky
R382 R337 Discovery Miles 3 370 Save R45 (12%) Ships in 4 - 8 working days

The pandemic that hit the world in 2020 has brought about many changes around the world. This has led to numerous changes in the world of business and new trends have emerged in the world of sales. Artificial intelligence became more prominent, the impact of videos increased and automation of sales processes became the order of the day.

One of the more noticeable sales trends that emerged in the past years is creativity. The business world changed and salespeople had to work harder to meet targets. This also led to more intense competition, which in turn, resulted in more innovative ways of doing business. Salespeople were forced to work smarter and not harder during these trying times. One of the cyber-age strategies focused on was the use of the Internet to drive sales. This, however, quickly became annoying to customers. To prevent this type of strategy from becoming an also-ran, it needs to be adjusted and adapted to be one step ahead. Creativity is called for in sales – not silliness!

It is clear that customer expectations of personal selling are constantly changing and that businesses must adapt to these changes. The days are gone where a business can tell customers what they want to hear; or will close a deal fast; or talk a lot to influence customers. Customers expect businesses to change the way they approach them.

In this edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy and how it ties in with and supports marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how salespeople should manage themselves and their time is included.

Retail Management - A South African Perspective (Paperback, 2nd Edition): N. Terblanche Retail Management - A South African Perspective (Paperback, 2nd Edition)
N. Terblanche 2
R529 R489 Discovery Miles 4 890 Save R40 (8%) Ships in 7 - 11 working days
Marketing management (Paperback, 6th ed): J.W. Strydom, C.J. Jooste, P.J. du Plessis Marketing management (Paperback, 6th ed)
J.W. Strydom, C.J. Jooste, P.J. du Plessis
R755 R664 Discovery Miles 6 640 Save R91 (12%) Ships in 4 - 8 working days

Marketing Management takes a fresh look at topics such as the nature of marketing, the marketing landscape, segmentation and buyer behaviour. It includes new chapters on international marketing, marketing communication, cyber-marketing, and marketing planning, implementation and control. Marketing Management has been widely prescribed for many years. This edition - containing the most recent research on various marketing topics - is sure to remain the market leader.

Channel Management (Paperback, 2nd ed): J. Wiid Channel Management (Paperback, 2nd ed)
J. Wiid 2
R364 R321 Discovery Miles 3 210 Save R43 (12%) Ships in 4 - 8 working days

This revised and updated second edition of Channel Management (previously titled Distribution Management) focuses on the basics of product distribution as part of the marketing mix and explains the choices and strategies involved in choosing distribution channels.

Channel Management 2e clearly describes how distribution strategies need to coordinate the activities and aims of the producer or manufacturer and various intermediaries in order to bring products and services to buyers at the right time, at the right place and in the right quantity.

Advertising and sales promotion (Paperback): Ludi Koekemoer Advertising and sales promotion (Paperback)
Ludi Koekemoer
R513 R452 Discovery Miles 4 520 Save R61 (12%) Ships in 4 - 8 working days

Advances in technology and the change in customer profiles have changed advertising and sales as they have traditionally been conceived, forever. Marketers need to adapt their advertising and sales approaches in order to reach their rapidly changing market and keep up with their clients and customers. Advertising and sales promotion focuses on the main advertising media and sales approaches and the impact these have on the demands and pace of effective, persuasive communication in the current digital age.

Marketing: A Global Perspective (Paperback): Bronis Verhage Marketing: A Global Perspective (Paperback)
Bronis Verhage
R1,070 R974 Discovery Miles 9 740 Save R96 (9%) Ships in 10 - 15 working days

Marketing: A Global Perspective is the much-anticipated EMEA edition of Grondslagen van de Marketing, the market leader in the Netherlands for over 25 years. In this bestseller, Dr Bronis Verhage strikes the right balance between marketing theory and practice. The text features perspectives from Europe, the Middle East, Africa and the wider world, embedded in a global context, offering a cutting-edge review of new priorities in marketing, as illustrated by a diverse selection of analyses of world-class companies' customer-focused strategies. This attractively-illustrated, full-colour edition includes a range of case vignettes assessing small and medium-sized enterprises and large global corporations such as L'Oreal, Philips and Google, encompassing the entire field of marketing, including services marketing, B2B and green marketing.

415 Action-Packed Neighbourhood Marketing Tips (Paperback, 2nd ed): Basil O'Hagan 415 Action-Packed Neighbourhood Marketing Tips (Paperback, 2nd ed)
Basil O'Hagan
R209 Discovery Miles 2 090 Ships in 4 - 8 working days

A must-read for all South African retailers and small businesses! Attract customers! Make sales! Boost profits! All in your own neighbourhood.

Basil O’Hagan’s popular business text, the definitive neighbourhood marketing handbook, is bursting with tips to take your retail business to the next level. It features practical tips that are simple to grasp, easily browsable and relevant to the SA market.

Marketing Research (Paperback, 4th Edition): Jan Wiid, Colin Diggines Marketing Research (Paperback, 4th Edition)
Jan Wiid, Colin Diggines
R553 R487 Discovery Miles 4 870 Save R66 (12%) Ships in 4 - 8 working days

Marketing Research, now in its fourth edition, provides a methodical introduction to the basic concepts of marketing research.

Marketing research can be a daunting subject if not taught correctly. The mere mention of inferential statistics or statistical significance causes many students to close their minds and develop a mental block towards the topic. This is largely because most texts spend too little time teaching students the basic concepts before ploughing into the analysis of data and associated statistical formulas.

Marketing Research follows a simple layout that is easy to read with text that is written in understandable, plain English. It will equip undergraduate marketing students with the skills necessary to plan and conduct basic marketing research projects in an efficient and effective manner, in a business world which demands more and more information on which to base decisions.

Exchange Behavior in Selling and Sales Management (Paperback): Peng Sheng, Aziz Guergachi Exchange Behavior in Selling and Sales Management (Paperback)
Peng Sheng, Aziz Guergachi
R1,645 Discovery Miles 16 450 Ships in 12 - 17 working days

Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sales management. Focused specifically on the value-exchange behavior of buyers and sellers, the book is composed of eight fundamental building blocks, which provide:
* A revolutionary framework to describe the dynamics of consumer and organizational buying processes
* A scientific, analytical approach to the personal elements in selling
* A much needed insight into the personal interactions between buyers and sellers, both the implicit and explicit
* A new and unique structure which integrates psychographic data mining and modeling techniques in a sales context, for the first time
Exchange Behavior in Selling and Sales Management reflects selling and sales management practices within the field, based upon the extensive experience of the authors and other contributors. It is essential reading for advanced students, practitioners and researchers in sales and marketing.
- Develops a revolutionary framework to describe consumer and organizational buying processes, derived from author's earlier work in a nationally-sanctioned textbook in China
- Approaches data modeling in a sales context
- Includes insight the personal interactions between buyer and seller, both the implicit and explicit

Book of Branding - a guide to creating brand identity for start-ups and beyond (Paperback, Illustrated edition): Radim Malinic Book of Branding - a guide to creating brand identity for start-ups and beyond (Paperback, Illustrated edition)
Radim Malinic
R602 Discovery Miles 6 020 Ships in 9 - 15 working days

Book of Branding is a creative guide for new businesses, start-ups and individuals, which puts visual identity at the heart of brand strategy. The conversational, jargon free, tone of the book helps the reader to understand essential elements of the brand identity process. Offering first hand experience, insights and tips throughout, the book uses real life case studies to show how great collaborative work can be achieved. Book of Branding is an essential addition to the start-up toolkit, designed for entrepreneurs, founders, graphic designers, brand creators and anyone seeking to decode the complicated world of brand identity.

Day Trading Attention - How To Actually Build Brand Sales In The New Social Media WOrld (Paperback): Gary Vaynerchuk Day Trading Attention - How To Actually Build Brand Sales In The New Social Media WOrld (Paperback)
Gary Vaynerchuk
R420 R280 Discovery Miles 2 800 Save R140 (33%) Pre-order

In his seventh business book, bestselling author, entrepreneur, and investor Gary Vaynerchuk offers fresh, in-depth advice to enhance brand development, grow sales, and beat the competition using modern advertising strategies grounded in social media.

In his 2013 bestseller Jab, Jab, Jab, Right Hook, Gary Vaynerchuk showed the world how to create winning content for underpriced attention channels. But since then, new platforms have emerged, others have become less relevant, and algorithms are incentivizing new styles of content. New skills are necessary to create advertising that builds brand and sales.

In his latest book, Vaynerchuk argues that today’s fast-growing businesses, brands, content creators, and influencers have one thing in common: they mastered storytelling in areas of underpriced attention, which predominantly exists across a handful of social media platforms. Informed by 20+ years of business and marketing success, he contends that the biggest transformation and opportunity is the “TikTokification of Social Media.” Increasingly, platforms are distributing content based on what users are interested in, rather than who they follow.

Small businesses, large corporations, and creators can take advantage of this trend to develop brand and grow sales by producing relevant, strategic content, even if they don’t have an audience. But how does one make relevant content? What should advertisements look like, in this new world?

In this book, Vaynerchuk provides detailed answers to these questions and more, revealing the tactics to master modern advertising with strategies you can apply to the moment you’re currently living in.

Introduction to Marketing (Paperback, 2nd Edition): Nicole Cunningham Introduction to Marketing (Paperback, 2nd Edition)
Nicole Cunningham
R690 R638 Discovery Miles 6 380 Save R52 (8%) Ships in 7 - 10 working days

There are a number of misconceptions about marketing. Many assume that it focuses on simply communicating the product or service the organisation offers through activities like advertising. Marketing is far more complex than this. It is a vital activity for the success of any organisation. How do consumers become aware of products and services? How do they know which product or service is right for them? How do organisations know which products and services their consumers would like to buy? The answer is through the organisation's marketing efforts. This means that if the marketing activity is not included at the beginning of the process, the organisation may end up developing a product or service and communicating about it in a way that does not resonate with its target audience. This will have a serious impact on the organisation's success. The marketing world is continuously changing and Introduction to marketing addresses these changes by discussing core concepts like understanding the environment that the organisation operates in, analysing their competition, understanding how consumers make decisions, conducting marketing research, applying segmentation, targeting and positioning, the process of developing and making decisions around products, managing services, marketing channels, retailing, pricing, promotions, branding, integrating communication efforts, business-to-business marketing, marketing metrics, international marketing and ethical considerations. These topics are fundamental to any marketing professional or academic. The second edition of this textbook provides updated discussions, examples and scenarios that marketers are currently facing.

Teaching Marketing (Paperback): Ross Brennan, Lynn Vos Teaching Marketing (Paperback)
Ross Brennan, Lynn Vos
R1,040 Discovery Miles 10 400 Ships in 12 - 17 working days

Teaching Marketing prompts the reader to reflect on why marketing is taught, how it is taught and what should be included in curricula in tertiary-level programmes. The international contributors have a wide range of expertise in marketing education and provide their own perspectives on these questions while considering a variety of different points of view so encouraging the reader to develop their own opinion. Topics range from all-encompassing issues such as the importance of grounding marketing education on a sound ethical foundation, to focused explorations of how to teach subjects that marketing students typically find tricky, such as research methods, business-to-business marketing, and marketing science. The use of new classroom techniques such as business simulation games is also covered, as well as how to teach marketing theory and critical marketing. With sound advice from experienced marketing educators at both curriculum and classroom level, this book will be essential for those looking for assistance with curriculum development and programme planning in marketing.

Handbook of Research on Ethnic and Intra-cultural Marketing (Hardcover): Glen H. Brodowsky, Camille P. Schuster, Rebeca Perren Handbook of Research on Ethnic and Intra-cultural Marketing (Hardcover)
Glen H. Brodowsky, Camille P. Schuster, Rebeca Perren
R4,817 Discovery Miles 48 170 Ships in 12 - 17 working days

Investigating how markets are becoming increasingly similar across countries while simultaneously becoming more diverse and heterogeneous within countries, this timely Handbook explores novel and under-researched sub-cultural marketing segments. Contributions from a diverse group of established and emerging marketing scholars examine how we might better understand and serve new generations of consumers from a variety of generational, ethnic, and religiously diverse market segments. Cognisant of the cultural diversity within cultures, the Handbook considers the ethical ramifications of culture- and race-based targeting and segmentation, advancing a culture-based marketing approach that addresses the similarities and differences across groups while recognising the variety that exists within them. Chapters explore a compelling array of topics, from advocating for a departure from the white, Eurocentric, and heteronormative ideals that dominate the global beauty industry and investigating how Hip Hop's move into the mainstream raises questions about authenticity and cultural appropriation, to addressing the role played by religion in consumer behaviour and mapping the diverse and complex markets of Latin America and Asia. Featuring multidisciplinary research which builds towards a more vibrant ethnic and sub-cultural marketing literature, this compelling Handbook will inform and inspire the work of current and future marketing scholars. It will also be an essential resource for corporations interested in targeting ethnic and religious marketing segments.

Marketing in South Africa - Consumer landscapes: Concepts and cases (Paperback, 4th ed): J. Simpson, J. Lappeman Marketing in South Africa - Consumer landscapes: Concepts and cases (Paperback, 4th ed)
J. Simpson, J. Lappeman
R575 R532 Discovery Miles 5 320 Save R43 (7%) Ships in 7 - 10 working days

South Africa, its economy and its consumers are different in many ways. Feedback from both the academic world and the marketplace points to the fact that marketing strategies cannot simply be transposed from one country to the next. Accepted approaches to marketing in developed and other developing countries often do not achieve the same success here. Marketing in South Africa provides a window into the South African consumer landscape, approaching marketing concepts in a distinctly South African way. For the first time, Marketing in South Africa gives specific details of the UCT Unilever Institute of Strategic Marketing's consumer segmentation model. This feature is supported by almost 30 top academic and marketing practitioners who give a unique and innovative look at some of South Africa's most challenging marketing issues. In addition, over 20 case studies, many of which emanate from the UCT Unilever Institute's ongoing research over the last 17 years, allow students and practitioners to appreciate how best to apply principles to this diverse market. The book includes many video clips from the UCT Unilever Institute as well as other advertisements and YouTube clips. Marketing in South Africa can be used by undergraduate students, postgraduate students and practitioners in the arenas of strategic marketing, consumer behaviour, marketing communications, salesmanship and market research.

Directional/Strategic marketing planning (Paperback): D.B. Janse van Rensburg, G.A.P. Drotsky Directional/Strategic marketing planning (Paperback)
D.B. Janse van Rensburg, G.A.P. Drotsky
R600 R555 Discovery Miles 5 550 Save R45 (7%) Ships in 7 - 10 working days

Today's ever-changing marketing environment, accompanied by unpredictable competitive actions, creates uncertainty for enterprises and presents dilemmas, challenges and problem situations that necessitate planning ahead in order to survive. Directional/strategic marketing planning presents a step-by-step approach to developing plans that give direction to future marketing actions. Directional/strategic marketing planning begins with the marketing audit, which provides a clear understanding of the enterprise's current position in the market, the nature of the opportunities and threats in the external environment, and the enterprise's internal strengths and weaknesses. Once the basic directional market options available in the future have been determined, specific decisions that the marketer needs to make given a range of specific plans are discussed. Directional/strategic marketing planning is aimed at third and fourth year marketing students.

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