If you want real-world solutions to drive monstrous results, like a 25-50% increase or more in revenue and earnings, Stop Whining! Start Selling! is for you! As a business leader, salesperson, CEO, manager, executive, or entrepreneur, get ready to grow your business, enhance your profits, boost your earnings, and improve your life. Quickly, ethically, and dramatically! This book gives you an almost unfair competitive advantage. It's loaded with powerful insights and how-to success strategies on: * Ethics * Sales * Marketing * Negotiations * And more! Order your copy today!

* The ideal introductory guide to Microsoft's much anticipated entry into the Customer Relationship Management (CRM) software marketplace
* Discusses the key features of Microsoft's CRM software, including tools to help businesses sell more effectively, manage all customer communications in one place, track and convert leads, make informed decisions faster, and provide consistent service
* Provides expert tips and tricks to make the software work more effectively
* Explains how to achieve increased customer satisfaction, customer loyalty, and more profitable customer relationships
* Author is considered one of a handful of global experts on CRM for small- and medium-sized businesses

Public institutions, companies and governments in the EU and around the world are increasingly engaging in sustainable public procurement - a broad concept that must consider the three pillars of economic equality, social welfare and public health and environmental responsibility when designing public tenders and finalizing government contracts. This book contributes to the development of life-cycle criteria tools and methodologies for public procurement in the EU. It collects both sector-crossing contributions analysing the most relevant theoretical and legal aspects, including both EU law and contract theory, and sector-specific contributions relating to some of the most important sustainable goods and services markets. The book starts with a chapter that discusses the different approaches to including sustainability considerations in buying decisions by both private and public purchasers, and then goes on to examine the EU law on LCC and how it is implemented in different Member States. These chapters address the challenges in balancing economic and sustainability objectives under EU internal market law. One chapter develops the analysis with specific reference to public-private partnership. Another chapter elaborates how multi-stakeholders' cooperation is necessary to develop LCC, based on a case study of a lighting services procurement. Three sector-specific studies relating to social housing, textile and clothing and IT close the book. With contributors from a range of backgrounds including law, business, management, engineering and policy development, this interdisciplinary book provides the first comprehensive study on LCC within the framework of EU public procurement law.

The UN Sustainable Development Goals, an increasing interest in Environmental, Social and Governance factors, the climate crisis, stakeholder pressure, the lessons of corporate scandals and the COVID-19 pandemic have triggered a massive change in how companies approach finance and accounting practices. From being a 'nice-to-have' to becoming a 'must-have', Responsible Finance and Accounting positions itself as a key pillar in tomorrow's better world for business, society, and planet. In this book, leading researchers and practitioners in the field of CSR, from the schools and corporate partners of the Council on Business & Society, give you key insights into green finance and social and environmental reporting, national, international and corporate stakes in green taxonomy and carbon tax, and triple capital accounting. It also details how to model effective and low-cost social impact reporting, ethics in finance and accounting, and strategies for microfinance and finance-related social innovation. Each insight is accompanied by key takeaways, food for thought and micro-case study sections. This accessible book will be a valuable resource for scholars, instructors and upper-level students across finance and accounting as well as corporate social responsibility and business ethics. It will also serve as a guide for professionals aiming to deepen their understanding of new finance and accounting practice.

This cutting-edge book–with contributions by the star faculty of the Kellogg School of Management and the Medill School of Journalism’s Integrated Marketing Communications department at Northwestern University–offers the latest thinking on the art and science of integrated marketing. A must for today’s marketing professional, Kellogg on Integrated Marketing addresses the daily activities of marketing managers and helps them enhance brand equity with new techniques and strategies from the experts. You’ll hear from:

• Eric G. Berggren • Stephen Burnett • Bobby J. Calder • Tom Collinger • Adam Duhachek • Lisa Fortini-Campbell • Nigel Hopkins • Dawn Iacobucci • Richard I. Kolsky • Maria Flores Letelier • Edward C. Malthouse • Francis J. Mulhern • Lisa A. Petrison • Andrew Razeghi • Don E. Schultz • Charles Spinosa • Paul Wang

Shopping centers and other forms of retail properties continue to be among the soundest real estate investments in North America. But retail property is a highly specialized field of real estate development with a unique and complex set of legal, financial, development, management, and marketing variables about which investors and developers must possess a sound working knowledge. Now this book arms with you with that knowledge, and much more.

The most comprehensive, authoritative, up-to-date resource of its kind, Shopping Centers and Other Retail Properties covers every vital aspect of negotiating, buying, selling, developing, managing, and marketing shopping centers and other retail properties. Editors John R. White and Kevin D. Gray, of the leading real estate consulting firm Landauer Associates, and an all-star team of experts in the field of shopping center and retail property development, share everything they know about:

• All important legal issues
• Investment and feasibility analysis
• Valuation requirements and performance measures
• Planning, designing, and renovating retail properties
• Developing and investing in local and community shopping centers, highway retail centers, and regionals and super regionals
• Operating and managing retail centers
• Mortgage financing and financing through public and private equity issues
• Space marketing and lease terms
• Macro and micro market analysis
• And much more

Shopping Centers and Other Retail Properties is an indispensable working resource for both new and experienced retail property investors and developers as well as those who work with them, including attorneys, accountants, analysts, appraisers, planners, managers, brokers, and consultants.

"Timely insights into an industry undergoing tremendous change." —

For both newcomers and seasoned professionals in retail property investment, this book provides a wealth of vital information on every aspect of developing and managing shopping centers and retail properties. Written by an all-star team of specialists in the field, Shopping Centers and Other Retail Properties:

• Provides expert guidance on financing, developing, operating, and managing shopping centers and other retail properties
• Covers analysis of retail market demand, investment and feasibility analysis, appraisal, mortgage financing, financing by equity, new planning formats, and much more
• Serves as an indispensable working resource for investors, developers, attorneys, accountants, analysts, appraisers, planners, managers, brokers, and consultants

"An authoritative work that will be immensely useful to anyone interested in retail real estate." —

"Retail developments have become the key investments now targeted in real estate. No two people have commanded more respect for expertise than this book's editors. There are many, many books attempting to guide readers in this field. In my experienced view, none compares to the excellence and usefulness of this text." —

In recent years we have seen what could be described as a moral meltdown in the corporate corridors of power. Few sectors have escaped high profile scandals, with public officials and leaders guilty of malpractice, duplicity, fraud and corporate malfeasance. Conventional leadership theories appear to be inadequate to equip those with power to act ethically and responsibly. At a more macro level, many of the social and environmental problems we face in the 21st century could in fact, be described as spiritual in nature, rooted in a flawed human condition. Leadership Matters brings together an eclectic mix of authors of different faith traditions, to explore what this spiritual and cultural transformation might look like. For too long we have relied on external codes of conduct, which are, at best, blunt instruments for creating ethical practice. So, chapter by chapter, this book examines our interior lives from the perspective of mind, body and soul. The unashamed premise of this book is that true and influential leadership comes from the inside with each chapter presenting what it means to lead respectfully, critically, responsibly and humbly in the gritty reality of the twenty first century workplace. This volume will be of keen interest to academics and practitioners in the field of leadership and the related disciplines.

Providing broad and deep coverage, this volume focuses on sensemaking, decisions, actions, and evaluating outcomes relating to managing business-to-business brands including both product and service brands. This book goes well beyond basic marketing textbooks to provide extensive reviews of relevant studies, original research reports, and in-depth implications for the following B2B brand management issues: Building a Strong B2B Brand; Building a Strong Brand to Resellers; B2B Brand Equity - Theory, Measurement, and Strategy; Effective Strategies for B2B Service Brands; Brand Meaning and its Impact in Subcontractor Contexts; Brand Image, Corporate Reputation, and Customer Value; Internal Branding Theory, Research, and Practice; and, Pricing Theory and Strategy Applications in B2B Brand Management. Collectively these chapters address most aspects of the marketing mix for business-to-business and industrial marketers. Each of the papers provides valuable brand management insights for managers. The chapters are original contributions by leading scholars and B2B brand managers; each chapter following the introductory chapter includes a brand management problem-exercise with a separate instructor's note.

Japan's current shift from a manufacturing to a consumer economy is creating unprecedented opportunities for any company with the savvy to exploit this, the world's second largest market. Certainly, as the Japanese economy continues to rebound, more and more companies will continue to stake and build their presence there and use it as a springboard to enter other growing Asian markets. In Leveraging Japan, three leading authorities on market strategy and Japan present the new rules of Japanese marketing and discuss the evolution of other emerging Asian markets. These experts then share the same strategies that they've used to help American Express, Avon, Levi Strauss, and KFC, among other multinational companies, successfully establish a presence in Japan and leverage that presence to enter other Asian markets.
To read the first chapter from this book, click here.

Harness the power of public relations and discover how you can secure meaningful press for your organization. It can be difficult to publicize a company or a product without formal training, yet it's more important than ever for successful marketing strategies to include media relations. In this book, media expert Annie Pace Scranton breaks down the most powerful and efficient PR tactics that brands can use to garner the right kind of attention. The book guides marketing and PR professionals through the process of developing authentic messaging, unique selling points, timely news pitches and other engaging ways to reach the media. The Guide to Earned Media is a must-read for anyone ready to unleash the power of public relations, perfect their messaging and work toward long-term brand prominence. Readers will walk away knowing how to make use of the most effective media strategies available today.

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:

• It provides a variety of cases that together offer insight into the marketing challenges faced by local businesses
• It offers a South African perspective on how to overcome these issues
• It is written from the viewpoint of the entrepreneur or business executive
• It provides practical insights which support work-integrated learning.

This book is a must-read for scholars, students and people concerned with the retail and marketing industry.

Never go into an important conversation feeling unheard, unprepared, or uninformed again—apply the proven SISCO method for communication to become a master negotiator, trusted interviewer, and engaging conversationalist.

No matter the conversation, detecting honesty and persuading others to be honest are some of the most valuable skills you can learn. With these skills, you can master your daily conversations and interactions with others. The Strategic Interviewing Skills and Competencies (SISCO) Method will help you see the full picture, have all the facts, and make effective decisions.

Former Navy interrogator, Lena Sisco, created this method during challenging investigative and information-gathering interviews. Her 5-step program focuses human-to-human interaction. When you can gain someone’s trust you can get truth in any scenario. She teaches readers how to validate their gut feeling when they think someone is lying, unassumingly control a conversation, and persuade others to be honest.

These skills are not only applicable in an interrogation room, but they can be relevant in everyday life. In this book, you will learn how to:

• Apply the strategic interviewing skills behind the SISCO method to your everyday life to discover the information and the honest answers you need.
• Create an environment of trust that will facilitate the fact finding necessary to be more effective at your job while encouraging others to be more accountable.
• Control the signals you may or may not be inadvertently sending to others.
• Know the right words to say during a disagreement in order to de-escalate conflict, gain respect, and create a win-win situation

Not only does she teach you techniques and methods to negotiate and interview with confidence, she shares the neuroscience behind why they are effective. You will be able to interpret patterns of behavior and influence positive behaviors in others, as well as enhancing the effectiveness of your communication practices; both verbal and nonverbal.

Pricing is an essential aspect of the marketing mix for brands and products. Further, pricing research in marketing is interdisciplinary, utilizing economic and psychological concepts with special emphasis on measurement and estimation. This unique Handbook provides current knowledge of pricing in a single, authoritative volume and brings together new cutting-edge research by established marketing scholars on a range of topics in the area.The environment in which pricing decisions and transactions are implemented has changed dramatically, mainly due to the advent of the Internet and the practices of advance selling and yield management. Over the years, marketing scholars have incorporated developments in game theory and microeconomics, behavioral decision theory, psychological and social dimensions and newer market mechanisms of auctions in their contributions to pricing research. These chapters, specifically written for this Handbook, cover these various developments and concepts as applied to tackling pricing problems. Academics and doctoral students in marketing and applied economics, as well as pricing-focused business practitioners and consultants, will appreciate the state-of-the-art research herein.

Mark Donnolo applies years of firsthand knowledge as a leading sales consultant for Fortune 500 companies to address the tough questions leaders should be asking. Featuring real lessons from the field and valuable thought models, What Your CEO Needs to Know About Sales Compensation enlightens you about how miscomprehension at the higher levels leads to fundamental misalignments between sales strategy and organizational goals. Insights from C-level executives showcase that the way a company designs its sales compensation program has a greater impact on behavior and results than any sales training, sales management method, or leadership message. Most tangibly, the book's expert Revenue Roadmap identifies the four major competency areas and sixteen related disciplines that must connect for an organization to grow profitably: Insight Sales Strategy Customer Coverage Enablement By striking a happy balance between overcompensation and under compensation, your sales plan will gain the momentum needed to power the performance of the entire business.

Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing

Quantitative marketing is not an easy subject to grasp. Quantitative Analysis in Marketing Management introduces a kinder, gentler approach to the various quantitative concepts and techniques in marketing management. This exciting new book examines techniques drawn from other management disciplines (e.g. financial management and operations management) and shows how these techniques can be applied to marketing management. To aid comprehension, a number of problems and case studies are included at the end of each chapter. The text is divided into three parts:

• statistics, demand analysis and forecasting;
• financial analysis, operations and control systems; and
• future trends

Migrate your data to Salesforce and build low-maintenance and high-performing data integrations to get the most out of Salesforce and make it a "go-to" place for all your organization's customer information. When companies choose to roll out Salesforce, users expect it to be the place to find any and all Information related to a customer-the coveted Client 360 Degrees view. On the day you go live, users expect to see all their accounts, contacts, and historical data in the system. They also expect that data entered in other systems will be exposed in Salesforce automatically and in a timely manner. This book shows you how to migrate all your legacy data to Salesforce and then design integrations to your organization's mission-critical systems. As the Salesforce platform grows more powerful, it also grows in complexity. Whether you are migrating data to Salesforce, or integrating with Salesforce, it is important to understand how these complexities need to be reflected in your design. Developing Data Migrations and Integrations with Salesforce covers everything you need to know to migrate your data to Salesforce the right way, and how to design low-maintenance, high-performing data integrations with Salesforce. This book is written by a practicing Salesforce integration architect with dozens of Salesforce projects under his belt. The patterns and practices covered in this book are the results of the lessons learned during those projects. What You'll Learn Know how Salesforce's data engine is architected and why Use the Salesforce Data APIs to load and extract data Plan and execute your data migration to Salesforce Design low-maintenance, high-performing data integrations with Salesforce Understand common data integration patterns and the pros and cons of each Know real-time integration options for Salesforce Be aware of common pitfalls Build reusable transformation code covering commonly needed Salesforce transformation patterns Who This Book Is For Those tasked with migrating data to Salesforce or building ongoing data integrations with Salesforce, regardless of the ETL tool or middleware chosen; project sponsors or managers nervous about data tracks putting their projects at risk; aspiring Salesforce integration and/or migration specialists; Salesforce developers or architects looking to expand their skills and take on new challenges

The male market is exploding. Thanks to emerging social and cultural trends, men are becoming consumers to reckon with. In 1990 only 4% of men claimed to regularly use a skin care product. By 2015 the figure will have risen to 50%. Branded Male discusses the evolution of the male consumer and the desire of marketers to tap into the still underdeveloped male market. Crammed with facts and anecdotes, it analyzes how to effectively brand products and services for the male market. Using a typical modern male's weekday as a template and examining all the influences affecting him, Branded Male considers his exposure to brands and the ways marketers can exploit these channels, taking you through popular strategies for marketing to men. In his trademark style, Mark Tungate paints a portrait of the male consumer. From razor blades to beer, from aftershave to hotels, he finds out which marketing messages have the most impact on male wallets. Men's bank balances may never be the same again.

This volume includes the full proceedings from the 1987 Minority Marketing Congress held in Greensboro, North Carolina under the theme Minority Marketing: Issues and Prospects. It provides a variety of quality research in the field of minority marketing in order to assimilate and enhance knowledge of marketing practices for minority enterprises. It includes papers on various topics in minority marketing including advertising, promotion and consumer behaviour. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This volume includes the full proceedings from the 1999 World Marketing Congress held in Qawra, Malta with the theme Global Perspectives in Marketing for the 21st Century. The focus of the conference and the enclosed papers is on marketing thought and practices from a global perspective. This volume resents papers on various topics including marketing management, marketing strategy, and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This volume includes the full proceedings from the 1987 Academy of Marketing Science (AMS) Annual Conference held in Bal Harbour, Florida. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This volume includes the full proceedings from the 1996 Multicultural Marketing Conference presented by the Academy of Marketing Science (AMS) and Old Dominion University in Virginia Beach, Virginia. The focus of the conference and the enclosed papers is on marketing to various ethnic groups in both a US and global context. It presents papers on various multicultural issues across the entire spectrum of marketing activities and functions including marketing management, marketing strategy and consumer behavior. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This volume includes the full proceedings from the 1988 Academy of Marketing Science (AMS) Annual Conference held in Montreal, Canada. It provides a variety of quality research in the fields of marketing theory and practice in areas such as consumer behaviour, marketing management, marketing education, and international marketing, among others. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

This volume includes the full proceedings from the 1988 International Conference on Services Marketing presented by the Academy of Marketing Science (AMS) and the Marketing Department of Cleveland State University in Cleveland, Ohio. It provides a variety of quality research in the field of Services Marketing and includes papers on various topics including travel and tourism, international services, industrial services and health care services. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complimenting the Academy's flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review. Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.

The Anonymous Elect is the book that restores market research to its original condition and bestows it its full interdisciplinary rights. It asks questions that address market researchers and sociologists as well as psychologists, linguists and specialists in marketing and communication: Is there a language of online panel communication? What does this language say about the relationship between the online researcher and the online respondent? To what extent has the online medium increased the self-awareness of today 's respondents to research studies?
A memorable experiment in writing, Andrei Postoaca 's exploration of online access panels is a book about interviewing and being interviewed, addressing and being addressed. By shifting the two voices involved in the online panel communication, the author approaches market research not only by way of facts, figures and plain statistical evidence but also by way of interpretation of the rhetoric of the online surveying act.