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Use the latest digital technologies for lifelong customers and repeat sales “Arthur Middleton Hughes is database marketing’s Great Explainer. He has a unique gift for taking complex subjects and breaking them down in ways people can easily understand.…

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There is growing interest in the use of Neuro Linguistic Programming (NLP) as a Qualitative Market Research technique. NLP was previously used in psychology to understand how people think and react, and as a tool in self-development, interpersonal skills and…

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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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Focusing on the key aspects of setting up an export operation, this text demonstrates how export decisions are actually made and justified financially.

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What does it take to become a top performer in today's competitive sales field? In Sales as a Science, author Allan Lobeck focuses on helping salespeople understand the sales process from both the customer and sales perspective. Based on twenty-five years of…

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A comprehensive guide to the issues involved in assessing export markets, key topics covered include assessing market potential and making the selection decision, market research and sources of information, and collecting and using market data.

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Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model.An indispensable reference for assembling a world-class sales…

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Branding Governance  challenges traditional thinking on brands. Bestselling author Nicholas Ind and cross-cultural communications expert Rune Bjerke expose the flaws in a marketing-led approach to brand-building, and offer in its place a…

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Great companies consistently meet and exceed customer desires. Superior Customer Value in the New Economy: Concepts and Cases, Second Edition offers a blueprint for responding effectively to customer demands and for creating the benchmarks common to world-class…

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This new casebook on retailing contains 18 up-to-date cases contributed by a team of 22 authors from universities teaching retailing in the UK. The cases focus on the type of operational problems or issues likely to face young graduate managers in multiple retail…