The book focuses on how, when, where and why the US-based professional sports leagues extend their brands and penetrate markets in nations across the globe. The book examines the strategies, progress and expectations of each league despite the cultural, economic and political barriers that exist between and within countries and areas. It offers a model of the sports business and, where appropriate, the emergence, evolution and growth of prominent women's sports leagues are documented. This book is unique as there are no other academic publications that study and report the global ambitions of this special group of organizations in one volume. Readers such as college and university sports history, management, marketing and international business professors, students and researchers can use and apply the book, as either a teaching supplement, reference and/or literature source. It will also appeal to targeted groups beyond the academic community with strategic economic incentives to learn about sports capitalism, such as sports entrepreneurs and league officials.

Marketing researchers, companies and business schools need to be able to use statistical procedures correctly and accurately interpret the outputs, yet generally these people are scared off by the statistics behind the different analyses procedures, thus they often rely on external sources to come up with profound answers to the proposed research questions. In an accessible and step by step approach, the authors show readers which procedures to use in which particular situation and how to practically execute them using IBM (R) SPSS Statistics. IBM (R) is one of the largest statistical software providers world-wide and their IBM (R) SPSS Statistics software offers a very user-friendly environment. The program uses a simple drag-and-drop menu interface, which is also suitable for non-experienced programmers. It is widely employed in companies and many business schools also use this software package. This straightforward, pragmatic reference manual will help: professional marketers who use statistical procedures in in IBM (R) SPSS Statistics; undergraduate and postgraduate students where marketing research and research methodology are taught; all researchers analyzing survey-based data in a wide range of frontier domains like psychology, finance, accountancy, negotiation, communication, sociology, criminology, management, information systems, etc. IBM (R)'s next-generation business analytic solutions help organizations of all sizes make sense of information in the context of their business. You can uncover insights more quickly and easily from all types of data-even big data-and on multiple platforms and devices. And, with self-service and built-in expertise and intelligence, you have the freedom and confidence to make smarter decisions that better address your business imperatives.

Diverse in economic development, political and mass media systems, the countries in Southeast Asia cast a unique light on the parallels between development-cum-participative communication and corporate social responsibility. In our globalized environments, knowledge of power, culture and the colonial histories that influence and shape business and governance practices are increasingly important. Focusing on six countries-Indonesia, Malaysia, the Philippines, Singapore, Thailand and Vietnam-the book discusses how public relations (PR) and corporate social responsibility (CSR) discourse are constructed, interpreted, communicated and enacted in this diverse emerging region. By connecting the disparate disciplines of participatory and development communication with PR and CSR discourse, this innovative text explores the tensions between concepts of modernity and traditional values and their role in engendering creativity, compliance or resistance. This book will be of interest to researchers, educators and advanced students in the fields of public relations, communication, corporate social responsibility, corporate communications and Southeast Asia studies.

Nowadays most managers seek a complete picture when it comes to return on investment and this applies to PR too. Despite this, and the developments in measurement tools for marketing and advertising, PR has lagged behind and different professionals have favoured different models. Ralf Leinemann and Elena Baikaltseva's book brings together the range of models for evaluating PR effectiveness and develops them into a series of appropriate tools for business use. Basic concepts such as balanced scorecards, business fundamentals and planning processes are all covered. The authors also introduce their own theory of PR evaluation and apply it to five different types of activity: interviews, press conferences, generic campaigns, crisis PR and long-term projects. In addition, the book contains many valuable tips and real-life examples throughout. Written for corporate PR practitioners and marketing/communications specialists, this book brings together business objectives and the evaluation of company impact in terms of media, reputation, visibility of the company and its competitors. In total, more than 60 different methods of evaluation are discussed, providing readers with an indispensable toolkit for mapping each PR task or project by selecting the appropriate method from the menu provided.

This second edition of The Management and Marketing of Services builds on the success of the first edition and now includes increased coverage of many key areas, extensive examples and case studies. This second edition looks closely at relationship marketing and public sector issues as well as providing expanded sections on: the definition of services, expectations, competitive advantage, pricing of services, segmentation/positioning of services, the service encounter and service employees. The Management and Marketing of Services is a highly accessible text ideal for practitioners and students looking for a comprehensive treatment of this subject area.

Although office and administrative activities are usually 60 percent of the production costs in most manufacturing organizations, these areas often get excluded during lean initiatives. To achieve lean, office activities must fully support shop floor manufacturing operations to eliminate waste. The adoption of 5S throughout all office and administrative functions is the first step to increase efficiency. In 5S for the Office: Organizing the Workplace to Eliminate Waste, Tom Fabrizio and Don Tapping bring the concepts of the 5S System -- effective tools for the elimination of waste on the shop floor -- into the office environment. The activities at the heart of 5S for the Office (organizing, ordering, cleaning, standardizing, and sustaining all of these) are completely logical. They are the basic rules for managing any effective workplace. However, it is the systematic method with which the 5S system approaches these activities that makes it unique. This book is a blueprint for building a Lean foundation for your office Readers of this book can immediately apply the concepts of 5S to their office and administrative activities, resulting in the elimination of waste, reduced production costs, and increased profits. To introduce the 5S system and sell its use to executives as well as workers, consider purchasing - ; 5S System: An Introduction DVD Catalog no. PP5934, Adhering to the principle of efficiency that defines this revolutionary and proven system, this video succinctly explains what is involved, who should participate, and what it will take to get started.

Learn what makes a luxury brand, how to successfully market them in a changing global context and what opportunities sustainable luxury and the latest technological developments present. Managing Luxury Brands offers comprehensive coverage of key and cutting-edge topics in luxury brand management. Examining the socio-cultural contexts of luxury and the ways in which prestige brands create meaning, it presents a framework for understanding, analysing and developing a modern luxury brand. Unlike many other texts, it also explores the environmental and social impact of luxury, sustainable luxury and the opportunities of new technological innovations including the metaverse, artificial intelligence and non-fungible tokens (NFTs). With case studies and examples from a range of brands including Ferrari, Balenciaga and Shang Xia, Managing Luxury Brands brings together insights from leading academics in the field from across the globe who draw on extensive consulting and industry experience. Supported by a range of features which include learning objectives, discussion questions and chapter summaries, accompanying online resources consist of lecture slides and video interviews with industry experts. This textbook is an invaluable resource for any student studying luxury brand management.

What's the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he's taught to tens of thousands of students that anyone can use to improve their sales performance. Eric's message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there's a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today's top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.

The true secret to success in sales is caring. Caring for others, caring for results, caring for growth. Those who care the most, sell the most. Really Care For Them is for those who want to learn to do sales the right way with the most success as fast as possible. It helps readers escape adversarial, competitive, self-destructive sales behavior by developing a collaborative, trust-based approach to selling in a way that builds value and trust. Many sales books teach what to do, Really Care For Them teaches how to do it. Everyone can learn skills and scripts; the real differentiator is the salesperson and how they sell. Packed with only the most important information, behaviors, and characteristics that enable personal and professional growth, Really Care For Them is the first book every salesperson needs to read. It demonstrates what the top performers do in an accessible, easy to understand format and makes it easier to learn to sell without reading tons of extra words, boring theories, and outdated ideas. Really Care For Them inspires growth, creativity, compassion, accountability, and courage.

Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.

How do we advance? As individuals, families, and businesses? As societies, nations, and a species? In a world where it's said there is nothing new under the sun, we humans are remarkably resourceful at creating new things. The key to innovation is understanding, but not just by using facts, data, and casual observations. Progress demands the profound and useful understanding of a person or a thing, a situation or an issue. And profound and useful understanding that truly effects change is that most elusive of phenomena: insight. How To Be Insightful provides a novel and deeply practical framework that anyone can use to generate more powerful and impactful insights from the increasing volumes of data we all face every day, whatever we do. The framework - the STEP Prism of Insight - has been developed through decades of both practice and training, and the book includes many exercises designed to help strengthen and develop readers' insight muscles. The book explains the history, psychology, and neuroscience of insight and includes snapshots of insight from international experts in many different fields - psychology and neuroscience, music and acting, forensic science and market research.

There is a revolution taking place in sales management. The sales industry is undergoing rapid change, and those who can't face up to its demands and challenges will fall by the wayside. Success in sales management now requires a solid foundation in traditional sales techniques as well as a thorough understanding of "new" ideas such as goal setting, coaching and vision-based leadership.

7 Secrets to Successful Sales Management is your practical, hands-on guide to sales management in these difficult economic times. It presents an integrated approach to sales management and combines the author's years of management experience with innovative new strategies for motivating your sales force, recruiting quality salespeople and training new employees.

There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. It's written by a grizzled veteran who has reflected on his success and learned from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"

The authors of this text suggest that teachers need to be able to cope with pupil behaviour before thay can even begin to deliver the National Curriculum. Often classes contain both statemented children (those officially recognize as having behavioural problems) and unstatemented but difficult children. Teachers have few strategies to deal with the kind of behaviour that these children present as little, if any, of their training is allotted to classroom and child management. The authors aim to raise awareness of behavioural needs in the classroom and avoid exclusions. They do this by encouraging school staff to work together to develop policies which will encourage good behaviour.

The authors of this text suggest that teachers need to be able to cope with pupil behaviour before thay can even begin to deliver the National Curriculum. Often classes contain both statemented children (those officially recognize as having behavioural problems) and unstatemented but difficult children. Teachers have few strategies to deal with the kind of behaviour that these children present as little, if any, of their training is allotted to classroom and child management. The authors aim to raise awareness of behavioural needs in the classroom and avoid exclusions. They do this by encouraging school staff to work together to develop policies which will encourage good behaviour.

To be of value to firms, branding must operate in the "real" world, not a theoretical one, unlocking latent commercial potential and delivering tangible business results. The imperative is to pragmatically change as you go, making simple branding changes that deliver a commercial difference. This radical new textbook combines best practice, research and theory to teach how to accelerate a firm's branding performance, without disrupting and derailing day-to-day business. It demonstrates how to make practical "best-fit" changes to a firm's branding by implementing commercially feasible branding activity to achieve commercial results. Structured around a brand transformation template, Brand Transformation demonstrates how to make pragmatic changes to branding by implementing improvements to six critical components of branding performance. The text not only presents new and different insights; importantly it contains a set of diagnostic questions, frameworks, tools and templates to design implementable changes to a firm's branding. The text includes a set of six widely occurring firm "typologies" and suggests practical immediate activity on which to base a firm's implementation plan. This text is essential reading for final year marketing undergraduates, postgraduate students of marketing, practising marketers and general managers

Build your DTC brand by learning from the best. As consumer buying habits continue to shift, more and more brands are turning their attention to e-commerce and selling direct. However, few manage to succeed at scale. Overcome the challenges of the ever-increasing cost of marketing, the demands of customer service, complicated logistical requirements and the perils of selecting the right technology by learning from the DTC pioneers who have got it right. Read the founding stories, strategies, failures and eventual success of DTC brands such as Huel, graze, Snag, tails.com, Who Gives a Crap, Casper, Lick, allplants, Bloom & Wild and more to discover: * How they got started, what worked then and what works now * The importance of building a community and how to use data * When to consider going multichannel * Why you need a bulletproof brand * Navigating funding, margins, growth, customer service and product development and more For the first time, the best in class of DTC share their playbooks so that you can understand and build on their successes.

*SHORT-LISTED FOR THE BUSINESS BOOK AWARDS 2020!* Are you a Customer Success Executive or making your way up the Customer Success ladder? Do you want to transform churn into maximum recurring revenue and growth? Are you looking for a clear route to an established framework? Are you determined to be proactive, rather than constantly firefighting, with your customers? Is your company invested in or implementing a customer-focused philosophy? If you answered yes to any of these questions, this book is for you! Customer Success is an emerging discipline for professionals pioneering revenue growth through customer relationships, outcomes, trust, loyalty, retention and referrals. The Customer Success Pioneer is a practical handbook for creating a best-in-practice Customer Success function from the ground up. It will help you ensure that your existing portfolio of customers become successful partners - delighted, committed and renewing - by putting in place processes that will work across your portfolio and into the future. This book will help you find the essential frameworks to maximise customer retention, recurring revenue and growth, build a productive and balanced team and excel as a Customer Success professional.

Information overload has made it increasingly difficult to analyze large amounts of data and generate appropriate management decisions. Furthermore, data is often imprecise and will include both quantitative and qualitative elements. For these reasons, it is important to extend traditional decision making processes by adding intuitive reasoning, human subjectivity, and imprecision. Fuzzy Methods for Customer Relationship Management and Marketing: Applications and Classifications explores the possibilities and advantages created by fuzzy methods through the presentation of thorough research and case studies. This book covers a variety of possible fuzzy logic approaches to customer relationship management and marketing, making it a valuable resource for not only students and researchers but also executives, managers, marketing experts, and project leaders who are interested in applying fuzzy classification to managerial decisions.

Designed specifically with revision in mind, the CIM Revision Cards provide concise, yet fundamental information to assist students in passing the CIM exams as easily as possible. A clear, carefully structured layout aids the learning process and ensures the key points are covered in a succinct and accessible manner. The compact, spiral bound format enables the cards to be carried around easily, the content therefore always being on hand, making them invaluable resources no matter where you are. Features such as diagrams and bulleted lists are used throughout to ensure the key points are displayed as clearly and concisely as possible. Each section begins with a list of learning outcomes and ends with hints and tips, thereby ensuring the content is broken down into manageable concepts and can be easily addressed and memorised.

Butterworth-Heinemann s CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications. Professor Keith Fletcher, Director of Education, The Chartered Institute of Marketing Here in Dubai, we have used the Butterworth-Heinemann Coursebooks in their various forms since the very beginning and have found them most useful as a source of recommended reading material as well as examination preparation. Alun Epps, CIM Centre Co-ordinator, Dubai University College, United Arab EmiratesButterworth-Heinemann s official CIM Coursebooks are the definitive companions to the CIM professional marketing qualifications. The only study materials to be endorsed by The Chartered Institute of Marketing (CIM), all content is carefully structured to match the syllabus and is written in collaboration with the CIM faculty. Now in full colour and a new student friendly format, key information is easy to locate on each page. Each chapter is packed full of case studies, study tips and activities to test your learning and understanding as you go along. The coursebooks are the only study guide reviewed and approved by CIM (The Chartered Institute of Marketing). Each book is crammed with a range of learning objectives, cases, questions, activities, definitions, study tips and summaries to support and test your understanding of the theory. Past examination papers and examiners reports are available online to enable you to practise what has been learned and help p

Social media, when deployed strategically and effectively in B2B channels, offers a uniquely personal long-term networking opportunity for sales teams and business professionals. For many, this has supercharged their sales performance, with empowered teams, faster results, and higher revenues. For others, the challenges of navigating social channels for business can be daunting. Concerns over social media confidence, personal and professional conflicts of interest, and a loss of management control can lead to a lack of action or ineffective modes of engagement. B2B Social Selling Strategy provides a clear framework for identifying the right social channels, connecting with potential and existing customers and measuring success against objectives and KPIs. Featuring original research, case studies and interviews with industry professionals, the book also shows how to generate content to attract attention and gain trust, work with B2B influencers and create a social selling culture. Exploring how to build your personal brand in synergy with your business and integrate social selling with other sales and marketing channels, it is supported by online interactive tools and templates to be used to create and execute your own social selling strategy. Written by a recognized social media expert, B2B Social Selling Strategy is an indispensable guide for B2B sales, marketing and social media professionals.

Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success and your executives around your most important customers. Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them. Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter plus a comprehensive checklist to help you improve your own company's approach to its most important customers. Each element of the framework is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow and Telstra.

This book demonstrates that marketing scholarship has much to contribute to our understanding of consumer vulnerability and potential solutions. It brings to the fore ways in which so-called vulnerable consumers navigate various marketplace and service interactions and develop specific consumer skills in order to empower themselves in such exchanges. It does so by exploring how consumer vulnerability is experienced across a range of different contexts such as poverty and disability, and the potential impact of vulnerability from childhood to old age. Other chapters extend focus from the consumer to the organisational perspective or consider more macro issues such as socio-spatial disadvantages. The fundamental aim of many of the contributors is to produce work that can benefit individual and societal well-being. They draw on various methodological approaches that generate both marketing management and policy-focused implications. A series of commentaries are also included to stimulate critical reflection and new insights into consumer vulnerability. This book was originally published as a special issue of the Journal of Marketing Management.

Designed specifically with revision in mind, the CIM Revision Cards provide concise, yet fundamental information to assist students in passing the CIM exams as easily as possible. A clear, carefully structured layout aids the learning process and ensures the key points are covered in a succinct and accessible manner. The compact, spiral bound format enables the cards to be carried around easily, the content therefore always being on hand, making them invaluable resources no matter where you are. Features such as diagrams and bulleted lists are used throughout to ensure the key points are displayed as clearly and concisely as possible. Each section begins with a list of learning outcomes and ends with hints and tips, thereby ensuring the content is broken down into manageable concepts and can be easily addressed and memorised.