In Inspire, bestselling author Yazmin Torres Padilla shows entrepreneurs how to grow their sales team by serving with love, engaging their team's passions, and refining their skills. It can be difficult to find salespeople who make important deals and maintain customer relationships. Yazmin Torres Padilla has much experience in this line of work and uses her expertise to help those whose sales teams are having difficulties scaling up and keeping the customer in mind at the same time. In Inspire, Yazmin shows readers the leadership team needed to manage high performing teams. Inspire is the best way to adapt one's small or medium business to a personalized and integrated sales structure that includes a specific selection process, a training program, and a loyalty and reward plan for the sale department. All this will make one's sales increase at least twenty percent more, making their business grow and expand. Within Inspire, readers learn how to: Choose the right person to work in the sales team and get rid of inefficient staff Set commercial goals that make their business grow Train and coach the commercial team to make them reach goals Evaluate performance and reward members of their sales team Identify the service their client will love and communicate it Yazmin draws from her years of experience in solving the most common organizational problems to show readers how to retake control of their business. Inspire is the key to take one's business to the next level towards sales success.

This latest volume of Review of Marketing Research, Marketing Accountability for Marketing and Non-Marketing Outcomes is divided in three parts: (1) measures of firm performance, (2) measures of social interaction, and (3) measures related to broader societal outcomes such as sustainability and quality of life. Measures of firm performance covered include the marketing implications of financial accounting, customer feedback metrics, drivers of brand equity, brand failure, market orientation capabilities, and multichannel attributions. Measures of social interaction encompass environmental and social performance, social networks, and attitudinal word-of-mouth drivers. The final chapter is devoted to measures related to societal outcomes and focuses on attractiveness of inner city for society. Each chapter presents thought-provoking discussions and new insights which will be relevant to researchers, professionals and students of marketing, branding and consumer behaviour

Poised to influence innovative management thinking into the 21st century, Total Productivity Management (TPmgt), written by one of the pioneers of productivity management, has been a decade in the making.
This landmark publication is the most extensive book available on the subject of total productivity management. At a time when downsizing and layoffs are the norm, this innovative and highly organized book shows you how to treat human resource situations with a caring, customer-oriented, yet competitive attitude through integration of technical and human dimensions. This book makes use of a set of proven models and provides a systematic framework and structure to link total productivity to an organization's profitability.
Total Productivity Management describes the tasks required of all constituents in an understandable format that they can relate to and by which regards can be realized for performance in all resource categories including direct labor, administrative staff, managers, professional personnel, materials, liquid assets, technologies, energy, and other areas.

Strategic marketing is a complex topic, and this short-form textbook illuminates its fundamental elements to provide a bird's-eye view of the field for students of marketing strategy. Focused on the marketing of goods and services, the book highlights how incremental changes in the market environment drive changes to marketing strategies. The author, an experienced marketing expert, uses the concept of 'strategic windows' to facilitate student understanding, looking at how firms can best anticipate and react to opportunities and threats. Enhanced by text features such as essential summaries, focused references and additional online supplements, this very short introduction enables the reader to zero in on the core priorities for strategic marketers. The result is a volume that is valuable reading for marketing students around the world.

The frictions that we experience when doing business, and in fact also in society, result from the impact of technology. There is a transition period from 'doing digital' to 'being digital'. This affects every aspect of our lives, both private and professional. Merely observing the changes, reading about conflicts of the old model in relation to the new model, is confusing. The current developments and frictions require more in-depth examination. Insights into these developments will be necessary in order to achieve success. Many more partnerships will develop; organisations will come together and combine forces and borders will disappear. This will lead to the changes from order entry to new digital business ecosystems, or rather from 'doing digital to 'being digital'.In the book, The End of Competition: The Impact of the Network Economy, the author explores the indicators of change, the motives for change, and the changes that are yet to come. Concrete plans provide clarity regarding the steps that can be taken, and they indicate who is already going down that road. This book will cover the similarities and differences in the approach and developments in both the Western and Asian worlds. We are at the beginning of a new age: the age of 'being digital', and closing our eyes to this is to deny ourselves a future.

In a fast-moving era of increased international competition, frontier markets must devise innovative ways to meet demanding sales targets and maintain profitability. These efforts will only succeed when local businesses abandon the concept of sales as a checklist of persuasive arguments that lead a customer to make a purchase and accept that building enduring customer relationships is the key to achieving sales goals. To understand what it means to sell successfully, sales representatives must develop a solid foundation in selling skills and an understanding of the critical elements needed to achieve sales goals. By delving into the foundational concepts related to leveraging sales as a tool for organisational profit, the authors give readers important insights into the critical elements of the sales process, including consultative selling, sales force management, qualities of effective leadership in sales, and the use of technological tools such as Customer Relationship Management (CRM) and Sales Force Automation (SFA) systems. This book includes insightful contributions from leading sales and marketing practitioners across the continent of Africa on characteristics of successful salespeople and how to recruit them, the crucial role of sales leadership, sales team training methods and strategies for developing customer relationship management programs. Case studies tie theory to practice and short quizzes help readers test their understanding of the material. Written in an accessible and reader-friendly format, this book is primarily aimed at undergraduate students with a secondary audience comprised of postgraduate students and business practitioners.

Perspectives on Purpose brings together industry leaders to advocate for a more human-centered and socially-conscious future for businesses. Sharing stories from their work at companies like Ben & JerryaEURO (TM)s, Sephora, Airbnb, Diageo, VF Corporation, and Hyatt, these authors demonstrate how weaving purpose into the profit-making core of business helps companies do good and do well. Foreword by Jessica Alba and Christopher Gavigan, Co-founders of The Honest Company Chapters by: Jorge Aguilar (Prophet) Tom Andrews (TJALeadership, SYPartners) Maryam Banikarim (Hyatt, NBC Universal, Gannett, Univision) Ila Byrne and Ryan Hunter (Diageo) Corrie Conrad (Sephora) Alexandra Dimiziani (TwentyFirstCenturyBrand, Airbnb) Ambika Gautam Pai (Wolf & Wilhelmine) Heidi Hackemer (And So We Hunt) Sam Hornsby (TRIPTK) Jonathan Jackson (Harvard University, Blavity) Sam Liebeskind (Gin Lane, Wolff Olins) Rob Michalak (Ben & Jerry's) Thomas Ordahl (Landor) Frank Oswald (Columbia University) Sarah Potts (Thorn) Matthew Quint (Columbia Business School) Haley Rushing (The Purpose Institute) Letitia Webster (VF Corporation) Freya Williams (Futerra) Perspectives on Purpose and its sister book, Perspectives on Impact, bring together leading voices from across sectors to discuss how we must adapt our organizations for the twenty-first century world. Perspectives on Purpose looks at the shifting role of the corporation in society through the lens of purpose; Perspectives on Impact focuses on the recalibration of social impact approaches to tackle complex humanitarian, social, and environmental challenges.

Covers how product development, advancement, and international promotion are best accomplished through the practice of industrial engineering Illustrates how industrial engineering has a proven track record of aiding the survival of industry Discusses how new industries are more vulnerable to the adverse global developments in the global supply chain Includes “real world” case examples of managing products, services, and results Offers a range of industrial engineering tools for managing industry Presents templates for operational excellence in industry

For graduate and undergraduate courses in marketing management. A Succinct Guide to 21st Century Marketing Management Framework for Marketing Management is a concise, streamlined version of Kotler and Keller's 15th Edition of Marketing Management, a comprehensive look at marketing strategy. The book's efficient coverage of current marketing management practices makes for a short yet thorough text that provides the perfect supplement for incorporated simulations, projects, and cases. The 6th Edition approaches the topic of marketing from a current standpoint, focusing its information and strategy on the realities of 21st century marketing. Individuals, groups, and companies alike can modernize their marketing strategies to comply with 21st century standards by engaging in this succinct yet comprehensive text.

Physical retail isn't dead-but boring retail is! Remarkable Retail equips the savvy retailer with eight essential strategies to thrive in an increasingly volatile and uncertain future. Digital technology has profoundly altered the competitive landscape for retailers. In Remarkable Retail, industry thought leader Steve Dennis argues that in a world of nearly infinite choice, where the lines between digital and physical are increasingly blurred, even being very good is no longer good enough. To win and keep customers today, retailers must be nothing short of remarkable. In most retail categories, digital channels are often central to the consumer's journey, but that doesn't mean people aren't also shopping in stores; they're just using them differently, often browsing in one channel and buying in the other. The notion of a physical store channel and an ecommerce channel is increasingly a distinction without a difference; the customer is the channel. The future belongs to those who embrace the blur of digital and physical that represents modern retail today and work to deliver an experience that is more harmonized and more memorable, regardless of how consumers decide to shop. Packed with illuminating case studies from some of modern retail's biggest success stories-and leveraging Dennis's more than thirty years as a senior executive and strategic consultant to dozens of brands-Remarkable Retail lays out the case for going beyond a slightly better version of mediocre and forging a path to being truly remarkable. To help retailers on this transformation journey, Dennis presents eight essential strategies for visionary leaders who are prepared to reimagine their way of doing business. A remarkable retailer is digitally enabled, human-centered, harmonized, mobile, personal, connected, memorable, and radical. In an age where consumers have short attention spans, myriad options, and a digitally integrated relationship with every brand, Remarkable Retail is your indispensable guide to creating a powerful retail experience that keeps your customers coming back for more.

Retaining brand relevance is fundamental to organizational success, and an increasing challenge that high-level marketing professionals now face. In the past, many have responded with product or price-based competition, yet this can only propel a brand so far when it comes to retaining long-term relevance. Research shows that consumers are in fact driven by emotion and positive brand experiences have the power to drive engagement, while simultaneously offering countless options for competitive differentiation. Building Brand Experiences enables managers and executives to realize this and create tailored, relevant experiences that will appeal to consumers and drive brand performance. Practically structured around The Brand Experience Blueprint, Building Brand Experiences provides a step-by-step guide to the process of building effective brand experiences based on tried-and-tested tools, templates and informed research. Combining expert insight and real-world examples in an anecdotal and digestible way, Building Brand Experiences is the essential guide to crafting relevant experiences that consumers will love, to improve brand engagement and drive results.

Examine luxury branding on a global scale, with more than fifty cutting edge contributions from the foremost thought leaders in luxury management and marketing. The Management of Luxury, second edition, presents a unique snapshot of best practice insights into the increasing challenges faced in luxury business, with contributions shared by more than fifty global leaders on luxury management. The highly renowned editors draw these together into one essential handbook, ranging from luxury brand strategy, luxury consumer behaviour and market positioning, through to management succession, heritage, counterfeiting and competing effectively as a luxury SME. Fully updated in its second edition, The Management of Luxury explores the newly evolving direction of Asian market trends and how to integrate digitalization into sales and product strategies. Both are crucial for competitive advantage in the luxury market, featured alongside iconic case studies such as Burberry, Louis Vuitton and Leica. The book's value is not only in streamlining management processes and return on investment; but equally for those who marvel at an industry unlike any other, striving to trust both in the conventional and innovate new paths towards the extraordinary. Highly influential, applicable and enlightening, it is a vital addition to every luxury business manager's collection.

The study of corporate governance is a relatively modern development, with significant attention devoted to the subject only during the last fifty years. The topics covered in this volume include the purpose of the corporation, the board of directors, the role of shareholders, and more contemporary developments like hedge fund activism, the role of sovereign wealth funds, and the development of corporate governance law in what perhaps will become the dominant world economy over the next century, China. The editor has written an introductory essay which briefly describes the intellectual history of the field and analyses the material selected for the volume. The papers which have been selected present what the editor believes to be some of the best and most representative studies of the subjects covered. As a result the volume offers a rounded view of the contemporary state of the some of the dominant issues in corporate governance.

Big Ideas can do many things. They are transformative and change the way we work and communicate in organizations and societies. As Big Ideas are dynamic, they can cross borders between disciplines to create new relationships between people, organizations and countries. In applying big ideas to public relations, this volume challenges how scholars and practitioners perceive and understand public relations within an organizational setting. In thinking about the 'bigger picture', the collection expands public relations research to include more theory-building, more cross-disciplinary research, and more innovation in practice. The 12 unique contributions from scholars based in Germany, Denmark, The Netherlands, France, Romania, the UK, Finland, Portugal and the USA explore the challenges surrounding communication, management and big ideas. Some of the topics discussed include: corporate identity, millennial engagement, strategic communication in the internationalization of firms, public relations in the start-up community and, social capital.

WINNER: CMI Management Book of the Year Awards 2015 - Innovation and Entrepreneurship Category (1st edition) Many organizations approach customer-centic marketing and innovating their business strategy in isolation to one another, missing groundbreaking opportunities for advancement. Customer Innovation, second edition, turns this on its head by starting with the customer, innovating around their needs, then building a customer led business strategy around it. It presents a well-constructed three-by-three formula of connect, convert, collaborate, laying the foundations for innovation and change, to improve the current customer journey and expand into new customer horizons. This enables new product and service development to flow with outstanding efficiency and substantial growth. Customer Innovation, second edition, includes exciting updates around co-creation and the benefits of involving customers, stakeholders and employees from the beginning. It provides guidance on using technology to reinvent traditional business models, with consumer needs at the heart. With a spectacular range of case studies, including Disney, LEGO and Johnson & Johnson, all delivered with active takeaways, this is the ultimate handbook for any leader, business or marketing strategist, ready to pave the way in a new era of customer led strategy.

B2B marketing is functioning in an increasingly fast-paced and complex business landscape, with a wealth of new technologies, tools and channels, and where customers are more in control of the buying process than ever before. With the imperative to become 'digital', B2B marketers have become consumed by the marketing activity itself - the tactics - instead of the outcomes marketers want and need to achieve for customers and businesses. B2B Marketing Strategy provides fresh insight into the challenges marketers are facing in such an environment and offers a new framework for developing B2B marketing strategy and plans. Written by an internationally recognised and award winning senior marketing strategist, B2B Marketing Strategy is a thought-provoking and comprehensive exploration of the state of B2B marketing. Expertly examined, this book will challenge the perspective of B2B marketers by confronting and refuting the many fallacies that currently dominate the industry. Filled with real-world case studies and practical, actionable insights, B2B Marketing Strategy takes the reader through three phases of thinking, doing and being different in order to make B2B marketing memorable in the hearts and minds of customers, creating lasting customer engagement.

Brand collaborations are widely considered the art of the perfect match. This book is a guide to understanding the process of brand collaborations and explains the key factors of success to build specific forms of collaborations between diverse partners. The Art of Successful Brand Collaborations gives tangible examples of partnerships between various kinds of internationally renowned artists, celebrities, brands and companies such as Coca-Cola, Louis Vuitton, Puma, David Beckham and Pharrell Williams. In this vivid study, the academic and practitioner author team outline deep knowledge about the advantages and economic benefits of this marketing strategy. This includes additional meaning, improvement of the brand image, attracting new customers within different target groups and the development of the brand in new markets. Filled with interviews from practitioners and vital academic and professional insights, this book is an essential guide for brand managers, professors and students to better understand and successfully implement the process of brand collaborations.

It's no secret: marketing punches below its weight in the Boardroom. CEOs and other board members perceive that marketers lack commercial credibility when compared to their peers. Marketing in the Boardroom helps marketers to be more commercially credible and thereby more successful in the Boardroom. Ruth Saunders explains the importance of marketing in the Boardroom, and why marketers often struggle to engage the Board. She then shows how to develop compelling marketing strategies that the Board will buy into, offering a mix of practical solutions and varied case studies drawn from her years of industry experience. In the final section, she helps marketers better understand the Board mindset and language, demonstrating how to win over the Board members' hearts, minds and confidence. Marketing in the Boardroom is an important book for any aspiring marketers who are moving up the career ladder, particularly those who are writing or giving presentations to the Board. It is also an important book for their organizations, particularly those that struggle to give marketing the support it needs to create customer-led strategies that will drive business growth.

This updated edition of Marketing Management and Communications in the Public Sector provides a thorough overview of the major concepts in public sector marketing and communications, two fields that have continued to grow in importance for modern public administrations. With extended coverage of topics such as social marketing and institutional communication, the authors skilfully build on the solid foundations laid down in the previous edition. Replete with real-world case studies and examples, including new material from the USA, Australia, and Asia, this book gives students a truly international outlook. Additional features include exercises and discussion questions in each chapter and an illustrative extended case study. This refreshed text is essential reading for postgraduate students on public management degrees, and aspiring or current public managers. The Open Access version of this book, available at http://www.taylorfrancis.com/books/e/9781315622309, has been made available under a Creative Commons Attribution-Non Commercial-No Derivatives 4.0 license.

Social Sustainability for Business demonstrates the need for a transformational change to the way businesses across the globe operate. What has become the standard, accepted "business model," with a focus on corporate profit, shareholder wealth maximization, and GDP growth, is no longer a sustainable business model for workers, consumers, communities, society, the planet, or any of its inhabitants and ecosystems. The authors argue that the current commercial system depletes natural resources, denigrates human rights, and inhibits positive social and technological innovation. To address these issues, they focus on societal goals-such as a sustainable planet, meeting human rights of workers, and safe products for consumers-and outline steps that organizations and individuals must take to achieve them. Readers will gain insight into the psychological barriers to and influences on sustainable behavior. They will also learn how reconsidering corporate social responsibility and business ethics can stop and reverse the destruction of a profit-based approach. Cases on modern examples of sustainability or lack thereof explain how establishing and maintaining a socially sustainable business system can protect the environment, meet the rights of its people, and ensure that their needs are met tomorrow. End-of-chapter and end-of-case discussion questions will help students in sustainability classes to think critically about the practical impact of the topics discussed.