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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.
Consumer Behaviour 4e focuses on consumer needs, buying behaviour, and the art of customer satisfaction. It provides invaluable insight into the psychology behind consumer thinking, emotions, experiences and reasoning, as well as how choices between products/services, suppliers and product brands are made.
A unique perspective on consumer information-processing, decision-making and buying patterns is emphasised through the lens of culture, family, media and values. This perspective will inform academics in the marketing field as well as industry practitioners on how customised marketing strategies can be developed to effectively reach each consumer.
The significant impact of the growth of the millennial market segment, the use of digital technology, and access to shared experiences through social media and other online channels, is also explored.
Major, ongoing change is the distinguishing characteristic of the business environment worldwide and it affects how contemporary organisations operate and deal with change. Organisations still need to do more with less. In addition, they need to provide for the needs of customers who, with more exposure to local and global markets, have higher expectations relating to the cost, quality, speed and innovation of the services and products they purchase from these organisations.
Due to this global need for managing change, ‘new’ forms of organisation are replacing the ‘old’ traditional bureaucracy and presenting managers with unique challenges. Thus managers of contemporary organisations need to take a holistic view of the changes in their environments and need to apply a completely new set of skills.
The approach towards contemporary management principles offered in this publication integrates discussions on vital managerial competencies and skills with information on traditional and essential managerial concepts that have been effective in the past and are still effectively used today in many business organisations.
The emphasis is on the vital role of human resources in the success of an organisation and the need for modern managers to self-actualise and embrace the practice of life-long learning.
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:
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.
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:
A quick glance at the book might not reveal many changes, but a number of significant changes have in fact been made. Many chapters have been restructured to address topics that were missing from the first and second edition, whilst some small topics have been excluded to more finely focus on the key issues. The main change from the second edition is the addition of a full chapter on research ethics and attention is given to establishing its principles. Chapters relating to data analysis have been slightly revamped to make it easier for the reader to understand the key concepts. Finally, changes and updates have been made to examples, questions and case studies at the end of each chapter, to make them more relevant to current research practices.
Retaining the solid theoretical foundation of the 14th US edition of Principles of Marketing by Kotler and Armstrong, this text helps students understand the complex marketing environment in which Southern African organisations operate. A team of academics has adapted the text by integrating recent South African research, data, examples and case studies. This edition retains the practical, approachable and accessible style of the original text, which makes for an engaging and informative book. Its content coverage, while broad, is also in-depth, and skilfully integrates local and global examples.
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 third 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.
Organisations that want to continue being successful in today's global competitive market, where customers are more empowered and brand loyalty is eroding, will have to move to Relationship Marketing (RM) with a strong focus on Customer Relationship Management (CRM). CRM enables organisations to provide excellent real-time customer service through the effective use of individual account information. This requires a more complex approach, since organisations need to investigate and satisfy customer needs, and have to build relationships with existing and potential customers. CRM of the future will have to secure state-of-the-art customer management services delivered to customers through the Cloud to establish a convenient, but professional, customer management service. Relationship Marketing and Customer Relationship Management (fourth edition) includes new South African case studies illustrating RM and CRM within South African organisations. The book also focuses on current RM and CRM themes, such as the changing face of the customer, how to deal with positive and negative relationships, poor service experiences and the recovery of customer relationships.
This new edition of Contemporary Retail and Marketing Case Studies is a collection of 34 studies of retail and marketing operations as told by individual companies.
Small, medium and larger companies relate the challenges they have faced and how they overcame them, and share their successes and frustrations in a frank and open manner. Each case is unique in its own way and addresses issues which are pertinent and relevant to the South African retail and marketing environment.
The value of this collection is that:
This book is a must-read for scholars, students and people concerned with the retail and marketing industry.
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.
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.
Understanding the customer, identifying opportunities and threats in the market and integrating the elements of marketing in a suitable and winning combination are all paramount to the survival of organisations in the 21st century. Essentials of Marketing explains the fundamental aspects of marketing alike. It is a must-have resource for those responsible for keeping their organisations abreast with the latest developments in the marketing environment.
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.
Sales management is a management function that plays an important role in any marketing and sales organisation. The profitability of the organisation depends on how successfully sales managers lead their salespeople. The sales manager is responsible for the strategic planning of the sales force that includes the management of the selling process and organising the sales activities within the sales department.
Also included in this book are two other functions that are becoming important for sales managers in performing their management tasks, namely sales promotions and sales metrics. Each chapter includes specific outcomes, case studies and discussion questions.
This textbook will be a valuable resource for sales managers who want to improve their knowledge, sales people who want to advance their careers and students studying marketing and sales.
Marketing (5th Edition) covers issues like pricing, product labelling and sponsorship and includes a wealth of examples to guide students through current topics such green marketing and marketing communication.
This new edition is written in a more accessible way to assist students to grasp new concepts.
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.
All organisations – from modest start-ups to multinational corporations – can benefit from an effective marketing strategy, as it serves as a roadmap for the entire business. By formulating a coherent and well-considered marketing strategy, organisations can promote their business, cater to the right types of clients and allocate their resources correctly, all while safeguarding the reputation of the organisation.
Strategic Marketing is structured around the four key questions facing organisations and top management when deciding on their strategic direction:
1. Where are we now?
In addressing these questions, the book covers topics such as:
Written with the undergraduate student in mind, Strategic Marketing offers a comprehensive view of the current developments and challenges facing the marketing world, and shows how an effective strategic basis is a valuable tool for addressing these challenges and providing strategic direction to the organisation. In this new edition two new chapters on branding and electronic marketing strategies have been included, making this an essential guide to contemporary strategic marketing.
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.
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.
Retail has always been a dynamic industry but right now it is going through an unprecedented pace of change. Seismic economic shifts and breath-taking technological advances are changing the shopping experience faster than most retailers are able to react. Customers demand ever more exciting shopping experiences and have higher expectations of product, service, value and environment. And, as if that isn't enough to contend with, there is the multi-channel reality to get to grips with too. Any retailer that wants to stay in the game, let alone ahead of it, has to think in an entirely different way. Get it wrong, or move too slowly, and the customer will be lost forever. They'll already be onto the next big thing. Andrew Jennings is a global retail executive with four decades of leadership experience at some of the world's top stores. In his first book, Almost Is Not Good Enough, he shares his secrets on how retailers can thrive in this dynamic environment. Almost Is Not Good Enough is the up-to-date guide anyone involved with modern retail cannot afford to miss.
"Marketers know that they must use metrics. The key--which this book addresses superbly--is which metrics to use and how to use them."
Erv Shames, Chairman, Western Connecticut Health Network; former President and CEO of Borden, Inc. and Stride Rite Corporation
“50+ metrics crackles like new money…this is the best marketing book of the year.”
Updated version of Strategy + Business “2006 Best Books in Marketing award winner”
WHAT TO MEASURE AND HOW TO MEASURE IT TO GET THE MOST OUT OF YOUR MARKETING
As the old adage goes, “If you can’t measure it, you can’t manage it.” Key Marketing Metrics is the definitive guide to today’s most valuable marketing metrics to measure the results of your marketing. In this thoroughly updated and significantly expanded book, you will understand the pros, the cons and the nuances of more than 50 of the most important metrics and know exactly how to choose the right metrics for every challenge.
Key Marketing Metrics gives you a portfolio, or "dashboard", of the most valuable metrics for your business to maximise the return on your marketing investment and identify the best new opportunities for profit. Discover high-value metrics for every facet of marketing: promotional strategy, advertising, and distribution; customer perceptions; market share; competitors’ power; margins and pricing; products and portfolios; customer profitability; sales forces and channels; and more.
This edition includes the latest web, online, social, and email metrics, plus new insights into measuring marketing ROI and brand equity, as well as practical advice for managing complex issues such as advertising elasticity and “double jeopardy.”
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.
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