Business is coming under increasing pressure from government, customers and campaigning groups to improve its environmental performance. Soaring utility and compliance costs are hitting companies where it hurts - on their bottom line. But there is another way of looking at the green agenda - as an opportunity rather than a threat. Written by renowned green business expert Gareth Kane, this practical 'how-to' guide contains everything you need to know about making your business green and increasing profits. Key features include: ' The Three Secrets of Green Business Success. ' Preparing To Go Green - change management, indicators, communication and marketing. ' Small Steps - the easy actions that will cut waste of materials, water and energy and save you money. ' Huge Leaps - the really big changes that will make your business truly green by changing your processes, products and business models. ' Hundreds of handy hints and tips. ' Checklists and a brainstorming tool Packed with examples, this book provides a highly accessible, practical guide to those who want to introduce sustainability into their business or organization quickly and effectively.

Don't Fire Them, Fire Them Up is a real-world story of winning in business by motivating employees in the most positive way possible -- nurturing them, showing that you value their accomplishments, and giving them the skills and the responsibility to become winners. Frank Pacetta, the hard-working man who engineered the drastic performance turnarounds of Xerox's Cleveland and Columbos sales staffs, gives the reader the same techniques he uses to build a winning business team:

* How to develop trust and create loyalty
* How to generate enthusiasm and excitement
* How to establish feedback and accountability
* How to rebuild an organization, and then lead and energize it
* How to put the organization on top and keep it there year after year

This book is check-full of practical, proven tips on leadership and management, everything from motivation to communication to all the nuts and bolts of selling successfully. And Pacetta has included his Top Ten Tips (and created Ten More Top Tips), which were featured in The Wall Street Journal and which have been copied and posted on office bulletin boards across the country.

Foundations of Social Entrepreneurship presents definitions of social entrepreneurship, explains its benefits and challenges, describes the components of an ecosystem of support, and presents practical tools to approach social entrepreneurial projects. It is designed to be easily approachable by anyone without prior in-depth knowledge of the subject. The book is divided into two parts; the first provides readers with theoretical foundations to understand the phenomenon of social entrepreneurship, its different interpretations, the context in which it developed, and its socio-economic function. The second part of the book covers what it takes to create and manage a social entrepreneurial initiative. Pedagogical features are incorporated throughout to aid learning. They include summary tables, international case studies of social entrepreneurs from both developed and emerging economies, as well as suggested exercises and examples of how the tools presented are used in practice. Truly global in its scope, with a strong emphasis on combining theory with practice, this text should be core reading for advanced undergraduate and postgraduate students studying Social Entrepreneurship, Enterprise, and Responsible Business. Online resources include links to resources, chapter-by-chapter PowerPoint slides and instructor's manual.

Drive innovation, brand loyalty and customer engagement through creating and acting on a crystallized and authentic brand purpose that demonstrates your company's commitment to making a positive impact on the world. Research demonstrates that brands who embrace purpose in a meaningful and joined-up way enjoy higher growth rates than their competitors. Purposeful Brands presents a clear and practical blueprint for defining and communicating a brand's purpose and - more importantly - creating alignment across a company to reflect what action it actually takes to support its values, including sustainability initiatives. Written for branding, marketing and communications professionals in both new and established brands of all sizes, Purposeful Brands describes how to unlock energy through fostering innovation and creativity, use storytelling and data to communicate effectively with consumers and secure buy-in from stakeholders to help drive organizational and cultural change. Featuring original research, case studies and examples from leading brands including Abercrombie & Fitch, CVSHealth, eBay and Sustainable Brands, this book is written by a leading practitioner in the space of brand purpose, impact and sustainability. It is an essential resource for embracing your brand purpose, to achieve the competitive edge and contribute to a regenerative and equitable world.

First textbook in the literature to treat sustainability as a powerful concept to create optimal workplace experiences FM is a growth area and this book pushes the boundaries to teach sustainability in a new way Most other textbooks dedicated to this topic focus on describing specific best practices or case studies, that is simply not enough to take the next step in truly integrating sustainability in the facility management industry. This book seeks to do that.

Foundations of Social Entrepreneurship presents definitions of social entrepreneurship, explains its benefits and challenges, describes the components of an ecosystem of support, and presents practical tools to approach social entrepreneurial projects. It is designed to be easily approachable by anyone without prior in-depth knowledge of the subject. The book is divided into two parts; the first provides readers with theoretical foundations to understand the phenomenon of social entrepreneurship, its different interpretations, the context in which it developed, and its socio-economic function. The second part of the book covers what it takes to create and manage a social entrepreneurial initiative. Pedagogical features are incorporated throughout to aid learning. They include summary tables, international case studies of social entrepreneurs from both developed and emerging economies, as well as suggested exercises and examples of how the tools presented are used in practice. Truly global in its scope, with a strong emphasis on combining theory with practice, this text should be core reading for advanced undergraduate and postgraduate students studying Social Entrepreneurship, Enterprise, and Responsible Business. Online resources include links to resources, chapter-by-chapter PowerPoint slides and instructor's manual.

Provides guidance for sales and marketing managers involved in market planning, and uses case studies to explain effective forecasting techniques. Also offers suggestions on how to select the proper equipment, and contains a glossary of statistical terms commonly used in forecasting. "Marketing NewS"

This book is for the sales or marketing manager involved in market planning who must prepare sales forecasts and relate anticipated market conditions as well as promotional efforts to the forecast results. It offers practical guidance in forecasting with the personal computer using the casual method--a method based on the premise that the variable to be forecast has a casual or dependent relationship to one or more independent predictor variables. Based on this relationship, a linear regression equation is used to calculate forecast values. Berry fully explains the use of statistical techniques for the analysis of historical data in determining the specific economic factors responsible for obtained results.

The long-awaited second edition of Baker and Hart's "Product Strategy and Management" expertly analyses the nature of product strategy and the management of the entire product life cycle, from new product development to product elimination.

The nature and practice of the life cycle are central to the firm's overall strategy for competitiveness. The authors repeatedly emphasize the fact that without product strategy and management there would be no markets, no customers, no competition - and therefore no marketing.

Exploring the fundamental relationship between the success of a product and the survival of the firm, the book employs an innovative four-part structure:

Part 1 - The theoretical foundations

Part 2 - New product development

Part 3 - Product management

Part 4 - Product elimination

Whether studying at undergraduate, postgraduate or MBA levels, students will find this book essential to their understanding of this increasingly important subject area.

Michael Baker is Emeritus Professor of Marketing at the University of Strathclyde where he founded the Department of Marketing in 1971. Past Chairman of the Chartered Institute of Marketing and founder of its Academic Senate, he was Chair of the Marketing Education Group for 16 years and President of its successor, the Academy of Marketing, for 18 years.

Susan Hart is Professor of Marketing at Strathclyde University. She has held professorial appointments at Heriot-Watt and Stirling University and visiting positions in the USA, Australia and Europe. She has published numerous articles on the subject of product deletion, new product development and new product launch.

Learn how to create effective digital marketing campaigns, analyze competitor behaviour and conduct digital marketing in a responsible and accountable way with this real-life focussed and streamlined textbook. Digital Marketing in Practice balances step-by-step practical coverage with academic theoretical context throughout to offer a definitive and easy-to-understand resource. Exploring key definitions and best-practice for tools, channels and platforms including SEO, social media marketing, email marketing and online advertising, it shows how to create plans and set objectives, design digital marketing campaigns and evaluate their success for improvement. Digital Marketing in Practice also describes how to incorporate accountability, inclusivity and meaningful sustainability messaging, a focus lacking from many other texts. Featuring interviews with industry professionals and case study examples from a range of brands including Adidas, Nielsen and The Eden Project, it also contains how-to guides, checklists and critical thought pieces. Supported by online resources consisting of lecture slides, group activities, worksheets and further resource links, it is an indispensable text to equip students with the tools to develop and implement successful digital marketing.

Boost lead generation, improve your pipeline conversion metrics and build loyalty with new and existing clients with this guide to designing a successful end-to-end B2B marketing buyer journey. Changes in B2B buying have heralded a new age of B2B marketing. Transforming the B2B Buyer Journey provides a step-by-step guide to mapping the buyer journey, aligning channels, metrics and tactics according to their needs at each stage. It offers a new way of thinking about how buying groups fluctuate - in size and composition - at each part of the journey, giving advice on how to rethink targeting, success measures and campaign design as a result. Transforming the B2B Buyer Journey shows you how to get more value out of brand investments and make decisions about enabling technology. It also reframes how to think about return on investment, how to position marketing as a real lever for business growth and how to reengineer marketing's relationship with sales. Written by a highly experienced and award-winning Chief Marketing Officer, as well as containing case studies and examples from organizations including PwC, Accenture, EY, Salesforce, ServiceNow and NCR, it features tips and templates as well as common pitfalls to avoid. This is an essential resource for marketing professionals who are looking to achieve the competitive edge in B2B marketing through an exceptional buyer journey.

The consummate sales pro helps entrepreneurs and their salespeople improve results by selling more goods or services more consistently-and at higher price points and greater margins. Unlike most sales books, which address a piece or "moment" of the sales process (like negotiating or presenting), The Entrepreneur's Guide to Selling addresses selling as a holistic process. As award-winning sales pro Jonathan London demonstrates, each stage of the sales process positively or negatively affects the next. Following his selling principles will improve sales for any product or service, no matter how small or large the company. In this unique and practical book, London shows readers how to do the things that matter. Get a jump on the competition by starting out in the right place. Make people feel comfortable so they are more receptive to you. Explain benefits from technical, business/financial, and individual/company perspectives. Create solutions for customers that help differentiate the offer. Prospect using the Internet, Web 2.0, and other technologies. Deal with stress and rejection. Eliminate or soften objections to accelerate sales cycles and facilitate negotiations. Handle the most common negotiation issues or tactics. Illustrations

Discover the marketing basics to draw new membersand more fundsto your church! Though more and more religious organizations increasingly attempt to use marketing techniques to improve response, little literature exists to explain crucial concepts, terms, and strategies. The Concise Encyclopedia of Church and Religious Organization Marketing fills this gap by providing novice marketers with basic theories and terms in easy-to-understand language. This A-to-Z reference presents the essential concepts and techniques, such as benefits to constituents, target markets, market research, and advertising, all with plain and concise explanations to apply to your situation, all aimed to effectively increase the numbers and resources of your faith-based organization. As people become increasingly inundated with advertising and given more choices, the need for a religious organization to cut through this informational clutter to present its own positive features to the right audience becomes vital. From social cause marketing to measuring attitudes of respondents and constituent analysis, the Concise Encyclopedia of Church and Religious Organization Marketing details the tools needed to measure and increase positive response to allow your organization to effectively compete in today's world. Numerous figures and tables clearly illustrate more complex concepts and terms to make comprehension fast and easy. An appendix has been included that provides a complete review of the early and contemporary literature applicable to marketing and religion as well as the origins of religious organizational marketing. The Concise Encyclopedia of Church and Religious Organization Marketing clarifies foundational marketing concepts and terms as they relate to church and religious organizations. Entries include: benefits brand equity cause-related marketing communication methods competition competitive advantage constituent analysis and behavior controlling marketing activities data collection and analysis demographics quantitative research directive marketing focus groups geodemographics marketing planning and research new program development performance evaluation and control publicity SWOT analysisStrengths, Weaknesses, Opportunities, and Threats of an organization target audience and so much more! The Concise Encyclopedia of Church and Religious Organization Marketing is the perfect source for marketing beginners looking for the basic knowledge needed to market their church or organization, as well as being a quick bookshelf reference for more experienced religious marketers.

Get closer to "tailor made" marketing!Ever-changing customer needs and intense competition make it crucial for companies to find new, creative ways to attract and retain customers. The Handbook of Niche Marketing: Principles and Practice fills the information gap long seen in niche marketing research by presenting the essential and influential articles from recent years in one book. This unique educational resource reveals the theories, the strategies, and real-life case studies of niche marketing success and why it is on its way to becoming the next global marketing wave.
The Handbook of Niche Marketing features respected authorities' insightful research and valuable discussions on a variety of marketing issues, such as niche marketing theory, niche vs. mass marketing, choosing niche strategy, brand loyalty, overlap, and product line cannibalization--with practical guidelines for using niche marketing strategy in various markets. This well-referenced guide includes extensive tables, graphs, illustrations, and real-life case studies to clearly illustrate ideas and concepts.The Handbook of Niche Marketing explores niche marketing's: concepts and theories principles empirical research customer satisfaction issues strategies applications different types of niche marketsThe Handbook of Niche Marketing is a comprehensive text invaluable for marketing students, instructors, and anyone wanting to maximize their marketing abilities in niche markets.

This book provides a disciplined, systematic look at what is necessary to the planning and implementation of an effective Integrated Marketing Communications (IMC) programme. Throughout, attention is paid to balancing theory with practical application, how to successfully implement theory for effective communication. Step-by-step, knowledge and understanding builds through the book, starting by laying a foundation to provide context, looking at the role of IMC in building brands and strengthening companies. The book then considers what goes into developing and executing effective messages, and how to ensure that they are consistent and consistently delivered, regardless of media. A detailed, practical overview of the strategic planning process is provided, illustrated by numerous examples and cases, along with 'desktop' tools and worksheets for developing and implementing an IMC plan. The 4th edition of this classic textbook has been fully updated throughout, and includes: * Updated and expanded coverage of digital media, including issues relating to privacy and media strategy. * New sections on setting campaign budgets, brand architecture, target audience action objectives, social marketing communication, and such practices as gamification and experiential marketing. * Extended content on international advertising and shared cultural values. * The introduction of a channels-based typology of marketing communication. * Updated international examples and case studies throughout. A comprehensive and accessible guide to the steps of planning and developing an effective IMC campaign, this book should be core reading for students studying Integrated Marketing Communications, Strategic Communications, Principles of Advertising, Media Planning and Brand Management.

Straightforward advice for taking your sales team to the next level! If your sales team isn't producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager's Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset -- true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer's journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face -- how to solve a sales performance problem that is caused by a rep's lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company's upper management by submitting more accurate forecasts And much more You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

A unique core text that provides both a framework and roadmap for lecturers designing a teaching programme as well as the core text for them to use with their students Fully updated with a new chapter on climate change education, along with coverage of many rising topics such as risk and resilience, blockchain, AI, and social justice issues The roadmap can also be used by lecturers that need to embed Sustainable Development Goals into their teaching on a range of business and management programmes, including marketing, HR, Economics, Operations Management and financial reporting Supported by a teacher's manual and PowerPoint slides

An incisive and accessible blueprint to pricing your company's products and services In The Pricing Model Revolution: How Pricing Will Change the Way We Sell and Buy On and Offline, world renowned pricing expert Danilo Zatta delivers an essential and engaging blueprint to building an enduring competitive advantage with insightful pricing models. In the book, you'll learn to identify the best monetization approaches for your products and how to execute the one that makes the most sense for your business. From freemium to subscription, pay-per-use, and even neuropricing, the author discusses every available option and shows you how to choose. Although it's rigorous and evidence backed, The Pricing Model Revolution avoids an overly academic perspective in favour of providing you with concrete, practical guidance you can apply immediately to start generating more revenue. You'll learn things like: How to make smart and innovative pricing a core component of your next product offering How to distinguish between every new, future-oriented monetization approach Which factors to consider when you're choosing on a new pricing model for your most popular products An essential read for C-level executives, managers, entrepreneurs, and sales team leaders, The Pricing Model Revolution belongs on the bookshelves of every business leader seeking to learn more about one of the foundational topics driving top-line revenue and bottom-line profitability today.

This volume presents selected papers on recent management research from the 20th Eurasia Business and Economics Society (EBES) Conference, which was held in Vienna in 2016. Its primary goal is to showcase advances in the fields of accounting, auditing, marketing, and human resources in emerging economies. This volume is unique in its special focus on empirical research perspectives from countries such as Lithuania, Russia, and the Visegrad Group (the Czech Republic, Hungary, Poland and Slovakia), among others.

Despite the rapid surge of new product introductions into the grocery product distribution system, relatively little is known about the process and acceptance criteria of trade buyers. In this work, Edward McLaughlin and Vithala Rao examine the crucial role played by trade buyers, and its place in the success of new product introduction. Their study integrates scholarly research and industry information as it explores the various processes used by manufacturers and trade intermediaries in developing and introducing new products.

The book begins with a background survey of the overall structure of U.S. grocery distribution, along with a discussion of the key participants in new product introduction and their standard operating procedures. A broad framework for analyzing new product introductions is presented, and various methodologies that are useful in the process are explained. This is followed by an account of the extensive research conducted by the authors, focusing on new product acceptance by trade buyers, and drawn from three sources: publicly available information, survey data of actual buyer decisions, and buyer decisions based on hypothetical descriptions of new products. The statistical results on the relative importance of decision criteria are used to develop several management tools, including an expert system. The work concludes with a discussion of the implications of these results for marketing managers, procurement executives, and public policy makers. This book will be an important reference tool for practitioners involved in product procurement, as well as for students of marketing and sales.

As sales managers are encouraged to manage increasingly global territories, the art of selling is more complicated than ever and the rules of negotiation more diverse. This book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include:

· Cross-cultural negotiations
· Hiring, training, motivating and evaluating the international sales force
· Customer Relationship Management (CRM)
· Sales territory design and management

Included in the book are 10 case studies, featuring companies from the US, Europe, New Zealand and Asia, all designed to give both sales students, salespeople and their managers an explanation of what diverse cultures entails, and the dilemmas, situations and opportunities that arise when selling across borders. Key examples of case studies: Asia Hotel Group, New Zealand Wines, Pacifico Software (US), Smith and Nephew (Spain), European Training Wreck (US-Europe), Mount Juliet Estate (Ireland), BP Fujian: Marketing LPG in Fuzhou (China).

The authors have international experience of both the theory and practice of selling, and have brought together the most up-to-date information to guide salespeople through the global marketplace. Sales Management: A Global Perspective differentiates itself from existing sales books, in that it clearly addresses the global marketplace, a subject neglected by most other texts. While still tackling sales from a managerial perspective, the cross-cultural approach of this volume makes this essential reading for sales management students and sales managers seeking to succeed in global sales.

Related link: www.routledge.com/textbooks/0415300444

You can sell anything you want and targets are always achievable – Brilliant Selling will show you how. Whether you’re new to selling or want to take yourself to the next level, Brilliant Selling will show you how to instantly improve your sales performance. Packed with practical tips and advice from sales professionals who know what works, and what doesn’t, you’ll discover trade secrets to guarantee your success. As well as learning all the key skills, you’ll find out how to use your personality to perfect your technique and understand customer’s needs so that you’re always one step ahead. Get ready to succeed!

Intended for executives in small- to medium-sized companies just beginning to contemplate an export program, this book tells when and how to export and takes the reader through documentation, product servicing, advertising, distribution agreements, patents, trademarks, political risks, and foreign trade shows. The book also offers solutions to such problems as getting paid in a timely fashion, hiring an export staff, marketing to different cultures, overcoming language difficulties, protecting patents and trademarks, and minimizing exposure to terrorism. "Management RevieW"

Robert Weber here offers a readable, authoritative guide to the strategies and techniques of selling to foreign markets. Intended especially for top management and sales executives in small-to medium-sized companies just beginning to contemplate an export program, "The Marketer's Guide to Selling Products Abroad" takes the reader sequentially from the crucial questions regarding when and how to export through the common, often frustrating, concerns of documentation, product servicing, advertising, distribution agreements, patents, trademarks, political risks, traveling the territory, and foreign trade shows.

An unusally comprehensive treatment of the export process, the book offers workable solutions to such frequently encountered problems as getting paid in a timely fashion; hiring, staffing, and locating an export staff; marketing to different cultures; language difficulties; protecting industrial property rights, such patents and trademarks; and minimizing exposure to terrorism. Weber, himself an experienced exporter, covers the reasons companies should export, the government services available to exporters, alternative distribution methods, and selection of target markets. In each case, Weber offers straightforward, practical advice that can be used with profit by companies wishing to initiate a foreign sales program. Three appendixes offer helpful information about Commerce Department field offices, official languages, and abbreviations and acronyms. Numerous illustrations reinforce information contained in the text.

The world of pricing has been changing at a fast pace. There has been a development of new dynamic pricing strategies, an explosion of new pricing tactics, and a focus on smarter buyers. This book focuses on those developments and highlights new perspectives for pricing strategies.