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Bestselling authors reveal how B2B sale pros must engage with customers to command and control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you…

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Marketing is all about ideas. And Marketing Excellence is about good ideas made great. The companies it features have been selected because they are winners – both literally and commercially. Literally in that they have received Marketing Society…

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The contributors to this work examine the evolution of U.S. foreign policy toward the Third World, and the new policy challenges facing developing nations in the post-Cold War era. The book incorporates the key assessment standards of U.S. foreign policies…

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Intended for business students and managers who want to become more customer-oriented, this book focuses on helping managers develop information skills for understanding customers' perceptions of value and satisfaction.

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Where do you find money in today's money-tight world? If you are a producer of events, community activities, sports, parades, park and recreation activities ... Anything that attracts the general public for recreation ... You should read this book. HOW TO BE…

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As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute…

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This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the…

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" In most businesses, 80% of the revenue comes from 20% of the customers. Management of these key accounts demands discipline, direction, and purpose. Account managers and salespeople must be able to…

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This is a comprehensive interpretive history of Russia from the defeat of Napoleon to the eve of World War I. It is the first such work by a post-Soviet Russian scholar to appear in English. Drawing on the latest Russian and Western historical scholarship,…

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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…

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In the marketing world, communication ideas are revered for their magical ability to affect how consumers behave towards brands. Despite this, they are poorly understood. How many types are there? What are their characteristics? How should you use them? And what…

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This book is a response to a need in the market place in the fast-growing field of customer profitability analysis and the profitable management of customer relationships. It combines innovative approaches to calculating the value of customers, with the…