Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. "ProActive Selling" gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows salespeople how to: - Qualify and disqualify prospects sooner to focus on the most promising accounts - Examine buyers' motivations from every angle - Quantify the value proposition early - Double the number of calls returned from prospective customers - Appeal to the real decision-makers - Use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles - Increase the effectiveness of every interaction Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, "ProActive Selling" gives sales professionals the edge they need to exceed their goals--with any company, in any industry.

Across organisations and communities there are leaders who manage to get things done through their ability to understand how a network of individuals connect, who to talk to and how to bring people together in the right constellation of effort. These are "network leaders". Network Leadership enables readers to identify and make the most of informal social and organisational networks in order to challenge the status quo effectively and facilitate greater engagement and productivity. Not only will the research in these chapters help you become a better leader and manager of your own team or department, it will also help make you a better network leader, effecting positive change across teams, and departmental and organisational boundaries. Leaders who facilitate action do so through four key practices: they understand the social systems in which they work; they have convening power, uncovering and connecting underlying movements and giving voice to something that is worth listening to; they lead beyond their formal authority; and they possess the power of restless persuasion and a capacity to thrive in complexity and crises. This book is invaluable reading for those who have mastered the basics of leadership but wish to take the next steps. It is particularly relevant to organisations and managers dealing with the geographic separation of business units, change, innovation, matrix management, project or portfolio management and other cross-departmental projects.

Diving deep into the world of corporate marketing, this incisive and eye-opening work shows how, in the hands of the corporation, business has become manipulative, divisive and disastrously at odds with the needs of the natural world. It calls on us to rethink and rebel. The corporate marketing blitz is driven by a simple economic truth: profits depend on demand always exceeding supply. A multi-billion-dollar global industry has therefore been created with the sole aim of turning us into devout consumers. Gerard Hastings invites us to explore alternatives to a system that is threatening our survival. He explores what it is to be human, how marketing can be used to do good rather than harm and the potential of alternative models that empower us to be citizens, not just consumers. Professionals and students in the business, marketing, public health, environmental and political sectors - as well as concerned citizens who know that business as usual is not an option - will value this accessible guide to what is going wrong with our current business models and how these failings can be addressed.

This comprehensive work presents a thorough exploration of celebrity 'bromances,' interrogating how bromances are portrayed in media and consumed by audiences to examine themes of celebrity persona, performativity, and authenticity. The authors examine how the performance of intimate male friendships functions within broadly 'Western' celebrity culture from three primary perspectives: construction of persona; interactions with audiences and fans; and commodification. Case studies from film and television are used to illustrate the argument that, regardless of their authenticity (real or staged), bromances are useful for engaging audiences and creating an extension of entertainment beyond the film the actors originally sought to promote. The first truly interdisciplinary study of its kind, this book will be of great interest to scholars and students of communications, advertising, marketing, Internet studies, media, journalism, cultural studies, and film and television.

Marketing Plans for Service Businesses is based on the successful Marketing Planning for Services, which has been completely overhauled, updated and revised to give a new and authoritative guide to the challenge of creating marketing plans that produce significantly improved bottom-line results. It is written in a pragmatic, action-orientated style and each chapter has examples of marketing planning in practice. The authors highlight key misunderstandings about marketing and the nature of services and relationship marketing.
The marketer is taken step-by-step through the key phases of the marketing planning process and alerted to the barriers that can prevent a service organisation being successful in introducing marketing planning. Practical frameworks and techniques are suggested for undertaking the marketing planning process and implementing the principles covered. The world renowned authors also tackle key organisational aspects relating to marketing planning which can have a profound impact on its ultimate effectiveness. These include: marketing intelligence systems; market research; organisation development stages; marketing orientation. Marketing Planning for Services is for marketers in the service sector and students of marketing.
With revised cases and new content covering gap analysis, market mapping, CRM and integrated marketing communications it will be an essential guide for professional marketers in the service sector a well as upper level students.
* Based on a successful and highly regarded first original title aimed at the steadily expanding needs of service businesses
* Massively revised and updated with new perspectives and cases
* Written by one of the best known and acclaimed author teams in the sector who can give effective advice on understanding and then creating practical marketing plans for service businesses.

Every era has its dominant representations. Just as landscape painters of previous centuries captured and expressed new modes of perceiving history, corporate advertisers now devise the imagined landscapes of global capitalism. Advertising functions as an omnipresent discursive form, publicly assembling and circulating the predominant tropes of our era. This project is based on the premise that corporate advertising's landscapes help shape our epoch's imaginative conceptualizations of the spatial relations, the temporal flows, and the cultural geographies that correspond to the emergence of a high-tech global economy.

In "Landscapes of Capital" Robert Goldman and Steven Papson examine how corporate television ads from the last fifteen years have organized predominant images, tropes and narrative representations of a world in transition. The volume takes particular interest in how relations of space, time, speed, capital, technology and globalization are narratively represented in advertising. Goldman and Papson skillfully demonstrate how Capital represents itself at a moment of critical historical transition - the passage into high-tech globalization and the crises associated with it. They argue that corporate ads can be read to reveal how Capital represents itself and the world that is being wrought - in terms of the signifiers it prefers and the stories it tells.

Across organisations and communities there are leaders who manage to get things done through their ability to understand how a network of individuals connect, who to talk to and how to bring people together in the right constellation of effort. These are "network leaders". Network Leadership enables readers to identify and make the most of informal social and organisational networks in order to challenge the status quo effectively and facilitate greater engagement and productivity. Not only will the research in these chapters help you become a better leader and manager of your own team or department, it will also help make you a better network leader, effecting positive change across teams, and departmental and organisational boundaries. Leaders who facilitate action do so through four key practices: they understand the social systems in which they work; they have convening power, uncovering and connecting underlying movements and giving voice to something that is worth listening to; they lead beyond their formal authority; and they possess the power of restless persuasion and a capacity to thrive in complexity and crises. This book is invaluable reading for those who have mastered the basics of leadership but wish to take the next steps. It is particularly relevant to organisations and managers dealing with the geographic separation of business units, change, innovation, matrix management, project or portfolio management and other cross-departmental projects.

Latin America and the Caribbean are often placed in the same geographical and economic grouping. However, too little is known in either region about the other's business cultures and marketplaces. Marketing in Latin America and the Caribbean is a casebook that analyses the marketing histories, challenges, strategies and vision of small, medium and large indigenous businesses from South America, Central America, Mexico and the Caribbean. The book is divided into three core sections: Marketing Tactics, including product development, pricing and digital marketing; Marketing Strategy, which considers brand development, targeting and positioning, and competitive advantage; and, Global and Regional Marketing, considering strategic alliances, global expansion and supply chain management. The work also captures the competitive strategies used by indigenous firms to drive regional and global expansion in the face of sometimes turbulent marketing environments: several of the cases in the book encourage student readers to assess the impact of the COVID-19 pandemic on the strategies and futures of Latin American and Caribbean firms. Filling a gap in the literature by focusing on this understudied region and its indigenous firms, this text is essential and recommended reading for advanced undergraduate and postgraduate students studying International Marketing, Marketing Management and Strategy. It will also be of use to academic faculty seeking classroom material that captures authentic Latin American and Caribbean marketing realities. The work is supplemented by detailed Teaching Notes for each chapter, available online for instructors.

* The concepts of Swarm Facilitation and Swarm Leadership are gaining strong interest in the professional arena. This book is the first to provide a useful action-oriented overview for busy professionals. * Both concise and thorough, the book provides an ideal overview of the approaches and tools for the different stages of implementation. * Written by a leading practitioner in the field, no other title in this area combines expertise and depth with practical help.

This book delves into the origins and evolution of trademark and branding practices in a wide range of geographical areas and periods, providing key knowledge for academics, professionals, and general audiences on the complex world of brands. The volume compiles the work of twenty-five prominent worldwide scholars studying the origins and evolution of trademarks and branding practices from medieval times to present days and from distinct European countries to the USA, New Zealand, Canada, Latin America, and the Soviet Union. The first part of the book provides new insights on pre-modern craft marks, on the emergence of trademark legal regimes during the nineteenth century, and on the evolution of trademark and business strategies in distinct regions, sectors, and contexts. As industrialisation and globalisation spread during the twentieth century, trademarking led to modern branding and international marketing, a process driven by new economic, but also cultural factors. The second part of the book explores the cultural side of the brand and offers challenging studies on how luxury, fashion, culture associations, and the consolidation of national identities played a key role in nowadays branding. This edited volume will not only be of great value to scholars, students and policymakers interested in trademark/branding research, but to marketing and legal practitioners as well, aiming to delve into the origins of modern brand strategies. The chapters in this book were originally published as two special issues of the journal, Business History.

Key Account Management Excellence in Pharma & Medtech is designed to help life sciences practitioners develop and execute innovative and effective key account management (KAM) strategies and capabilities. Pharmaceutical and medtech companies are increasingly pursuing KAM in response to the rapid rise of large, sophisticated and complex healthcare provider and payer systems and groups. Those that invest the time to get KAM right will protect their business and grow with these rising customers. This book is groundbreaking in both its scope and its tailoring of leading KAM practices specifically for life sciences. The central theme is that "key account management is an organization-wide business strategy, not just a role or a sales-specific initiative." KAM is a strategy focused on providing unique offerings and value through an orchestrated, cross-functional, go-to-market model designed specifically to address the needs and engagement preferences of a unique segment of customers. The insights and practices shared in this book are designed to be a valuable reference at every stage of the KAM journey. The book has been designed to facilitate a common language and deep understanding of KAM issues and leading practices organization-wide-particularly for life sciences leaders, account managers and cross-functional team members responsible for building, transforming and supporting their organization's KAM strategies and capabilities.

One of very few textbooks that combine marketing with supply chain management, with a strong focus on the importance of the optimization and maximization of the value chain Suitable for both advanced undergraduate and postgraduate students studying marketing management, marketing planning, logistics and supply chain management Pedagogy that translates theory to practice is embedded throughout, including theoretical mini-cases and chapter-by-chapter objectives, summaries and reflective questions. Online resources for lecturers and students include lecture slides, additional exercises, example case studies and a test bank of questions.

Unlock the full potential of modern marketing and sales In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latane Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do. You'll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You'll also discover: Strategies for building a tech-stack that prioritizes your customers Ways for chief marketing officers to stop playing defense and go on offense Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities A can't-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies.

* McDonald and Dunbar are the leading author team in this area
* Segmentation and marketing mapping are core areas of the marketing syllabus, and there is much that is new as a result of the new segmentation possibilities from e-marketing and e-business
* The book has a textbook feel, which highlights the diagrams and market maps (key elements of the book)
This is a key book, in a vital area. The Butterworth-Heinemann edition of what was previously published by MacMillian, is a thoroughly revised and updated version.
* Highly developed and well illustrated treatment of a key marketing technique
* Usable by students and executives, for whom the practical, step-by-step approach is designed
* Leading author team in the field

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

* Fills a gap in the market and provides essential reading for a broad range of advanced undergraduate and postgraduate programmes, including Strategic Management, Business Innovation, Consumer Behaviour Digital Transformation and Entrepreneurship. * Provides theoretical and practical insight into how organisations transform into demand-driven businesses by implementing digital technologies such AI, machine learning, and big data. * Concepts are illustrated by global case studies from well-known brands, including Amazon, Google, Uber, Volvo and Picnic, coupled with reflective questions to encourage analysis.

This comprehensive and authorative sourcebook offers academics, researchers and students an introduction to and overview of current scholarship at the intersection of marketing and feminism. In the last five years there has been a resurrection of feminist voices in marketing and consumer research. This mirrors a wider public interest in feminism - particularly in the media as well as the academy - with younger women discovering that patriarchal structures and strictures still limit women's development and life opportunities. The "F" word is back on the agenda - made high profile by campaigns such as #MeToo and #TimesUp. There is a noticeably renewed interest in feminist scholarship, especially amongst younger scholars, and significantly insightful interdisciplinary critiques of this new brand of feminism, including the identification of a neoliberal feminism that urges professional women to achieve a work/family balance on the back of other women's exploitation. Consolidating existing scholarship while exploring emerging theories and ideas which will generate further feminist research, this volume will be of interest to researchers, academics and students in marketing and consumption studies, especially those studying or researching the complex inter-relationship of feminism and marketing.

This handbook provides an overview of research related to smart technologies and how they permeate the economic and social fabric. It covers a wide spectrum of topics and issues raised in the debate surrounding the increasing importance of smart technologies. It takes on a strongly multi- and interdisciplinary perspective, providing readers from different backgrounds and with varying knowledge of this topic with a comprehensive and comprehensible overview of the main upcoming technological trends from a scientifically eclectic viewpoint. This handbook draws together an international team of researchers from different scientific disciplines. The list of contributors comprises authors from Europe, North America, Australia and South Korea, and includes both internationally outstanding scientists and experts from a more policy-related and/or industry-related background.

An integration of research, theory and application written by leading scholars in crisis communication Social media is a key component of any public relations course or practice, and this volume presents the latest thinking in the discipline as related to crisis communication Second edition includes greater international coverage, coverage of new social media platforms and technology, and an enhanced focus on ethics.

One of very few textbooks that combine marketing with supply chain management, with a strong focus on the importance of the optimization and maximization of the value chain Suitable for both advanced undergraduate and postgraduate students studying marketing management, marketing planning, logistics and supply chain management Pedagogy that translates theory to practice is embedded throughout, including theoretical mini-cases and chapter-by-chapter objectives, summaries and reflective questions. Online resources for lecturers and students include lecture slides, additional exercises, example case studies and a test bank of questions.

The forces of volatility, uncertainty, complexity and ambiguity (VUCA) in today's world are shaping businesses and calling into question the wisdom of existing business models. VUCA challenges businesses to digitalize and transform in ways they had not contemplated before. This book looks at how successful businesses have revitalized and innovated their business models. It illustrates through cases how these businesses have adapted to new forms of globalization through the lens of Business Model Innovation (BMI) theories in a digital world. This book's chapters are divided into three sections. The first section examines the existing literature, the second section focuses on business processes and behaviour, and lastly the third section presents four case studies of sustainable international businesses from sectors such the fashion and digital services industry. Paying attention to business decisions and outcomes, the contributors critically examine which theories and practices would be most applicable for a digitally transforming world. This book provides insights that will interest researchers and academics in the fields of sustainable business, organizational change, and digital transformation, amongst others. Its observations into sustainable digital transformation may also interest business leaders and consultants.

Unique and timely, this Research Handbook on Luxury Branding explores and takes stock of the current body of knowledge on luxury branding, as well as offering direction for future research and management in the field. Featuring contributions from an international team of top-level researchers, this Handbook offers analysis and discussion of the profound changes that are affecting the luxury industry, and that will continue to shape its future. Chapters consider the socioeconomic, psychological, technological and political shifts in consumers' desires, practices and purchases of luxury products, taking a multi-method, cross-disciplinary approach that offers both offers concrete research avenues and outlines future management challenges. This comprehensive Handbook will be critical reading for students of marketing, branding and advertising looking for an overview of the field of luxury branding research, as well as proving useful to scholars both as a reference tool and to help generate their own research ideas. It will also provide practical guidance to managers of luxury brands. Contributors include: F. Bardhi, A. Basu Monga, L.S. Beitelspacher, R. Belk, S. Crener, S. Czellar, D. Dahlhoff, D. Dubois, G.M. Eckhardt, D. Goor, D. Grewal, H. Hagtvedt, K. Hung, A. Keinan, R.V. Kozinets, G. Laurent, L. Malar, F. Morhart, M. Pandelaere, V.M. Patrick, A.L. Roggeveen, E. Samsioe, B. Schmitt, E. Schweiger, L.J. Shrum, A.T. Stephen, D.K. Tse, L.M. Visconti, Y. Wang, K. Wilcox, J.L. Zaichkowsky, J. Zhang

Artificial intelligence is shaking up economies around the world as well as society at large and is predicted to be either the best or worst thing to happen to humanity. This book looks at what exactly artificial intelligence is, how it can be classified, how it differentiates from other concepts such as machine learning, big data, blockchain, or the Internet-of-Things, and how it has evolved and might evolve over time. Providing a clear and unbiased picture of artificial intelligence, the book provides critical analyses of the advantages and disadvantages, opportunities and threats of AI progress for business and civilisation. Solutions and possible directions of how humanity might deal with rapid development and evolutions will be given and discussed, and consider regulation, employment, ethics, education and international cooperation. Unlike existing literature, this book provides a comprehensive overview of AI based on detailed analysis and insight. Finally, several real-life examples from various sectors and industries, including for profit organizations, higher education, and government, will substantiate and illustrate the presented concepts, classifications, and discussions. This book is of interest to researchers, educators, students, and practitioners alike who desire to understand AI in its broad lines and discover the latest research and studies within the field.