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Professional services are estimated to be worth up to $700 billion worldwide, but as the market matures there is an urgent need for new marketing thinking for global players or small businesses alike. This book applies the core principles of strategic marketing…

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While this book is primarily aimed at those who are involved in Knowledge Management (KM) or have recently been appointed to deliver KM in sales and marketing environments, it is also highly relevant to those engaged in the management or delivery of sales and…

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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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Featuring contributions by some of the leading experts in Korean studies, this book examines the political content of Kim Jong-Il's regime maintenance, including both the domestic strategy for regime survival and North Korea's foreign relations with South Korea,…

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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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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…

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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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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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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.

Paperback

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Learn the theory behind the formula for sales success! The Formula for Selling Alarm systems provides answers to some of the mysteries of selling in the alarm industry. The reader will learn proven methods of selling more effectively with a step-by-step method of…

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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 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,…