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The Virtual Sales Handbook : A Hands-on Approach to Engaging Customers
"This guide will help you: Navigate the world of virtual sales / Overcome the barriers of virtual customer interaction / Evaluate the strengths and weaknesses of different virtual sales models / Plan and execute effective virtual sales meetings / Build engaging storylines and presentations / Lead the transformation from physical to virtual sales/ Leverage effective virtual customer engagement techniques"
The Road to Luxury : The New Frontiers in Luxury Brand Management
The Road to Luxury: The New Frontiers in Luxury Brand Management delivers a comprehensive overview of the foundations of, and new developments in, luxury brands. The book discusses a new wave of mergers and acquisitions, the rise of Gucci, the growth of Balenciaga, a variety of new collaborations between different companies, a growing support for sustainability, and the COVID-19 pandemic.
Selling the price increase : The ultimate B2B field guide for raising prices without losing customers
In Selling the Price Increase: The Ultimate B2B Field Guide for Raising Prices Without Losing Customers, celebrated sales trainer Jeb Blount reveals the strategies, tactics, techniques, and frameworks that allow you to successfully master price increase initiatives. From crafting effective price increase messages to protecting hard-won relationships, handling common objections, and making the case for the value you deliver, this comprehensive guide walks you through each step of the price increase sales process.
Sales management : Analysis and decision making
Focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. sales management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions, and includes: emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; updated ethical dilemmas for students to practice ethical decision making; revised ‘sales management in action’ boxes; multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter.
Handbook of Marketing Decision Models
The HANDBOOK OF MARKETING DECISION MODELS presents the state of the art in marketing decision models, dealing with new modeling areas such as customer relationship management, customer value and online marketing, but also describes recent developments in other areas. In the category of marketing mix models, the latest models for advertising, sales promotions, sales management, and competition are dealt with. New developments are presented in consumer decision models, models for return on marketing, marketing management support systems, and in special techniques such as time series and neural nets. Not only are the most recent models discussed, but the book also pays attention to the implementation of marketing models in companies and to applications in specific industries.
Benefits realisation : The change-driven approach to project success
In Benefits Realisation: The Change-Driven Approach to Project Success, renowned benefits realisation expert, speaker, and consultant Rasmus Rytter introduces a new approach to change projects where benefits realisation defines the design of the project and how it’s led. Once the project’s benefits have been defined, the key question for the project to answer is: ‘How might we help our colleagues change their behaviour? Thus, identifying behavioural change as the key driver of benefit realisation.
