Sales Essentials: All You Need to Know to Be a Successful Salesperson-From Cold Calling and Prospecting with E-Mail to Increasing the Buy and Closing – Softcover11

The sales culture of the twenty-first century is one where decisions are often made on the fly, calls are not thought out, and communication is based on onscreen ramblings, hitting Òsend,Ó and seeing what happens next. While e-mail has made it easier for salespeople to communicate than ever before, itÕs crucial to your success that your message is clear, concise, and to the point.

Renowned sales guru Stephan Schiffman understands the unique benefits and challenges of using e-mail as a sales tool. E-mail Selling Techniques delivers dependable strategies to help you understand when and how to use e-mail to communicate with a client or prospect.

E-mail Selling Techniques offers essential guidelines for:

• The proper length and format of sales e-mails
• Advice on tone and content
• Tips for writing attention-grabbing subject lines
• Identifying when a phone call might be more appropriate If you rely on computers and portable e-mail devices to do business, Stephan Schiffman will show you how to use technology to your advantage and get the deal done.

For courses in Strategic Management and Business Policy.

Utilize a strategic management model to learn and apply key concepts through cases

Picking up where the popular previous editions left off, Strategic Management and Business Policy: Globalization, Innovation and Sustainability, 15th Edition further sharpens and modernizes this classic text’s approach to teaching strategy with an emphasis on globalization, innovation, and sustainability. Throughout, the authors equip students with the strategic concepts they will need to know as they face the issues that all organizations must build upon to push their businesses forward. In this edition, Alan Hoffman and Chuck Bamford bring a fresh perspective to this extraordinarily well­-researched and practically crafted lesson. Also included is a new chapter on Global Strategy, along with new vignettes and comprehensive, real-world case studies.

Pearson MyLab^TM Management not included. Students, if Pearson MyLab Management is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. Pearson MyLab Management should only be purchased when required by an instructor. Instructors, contact your Pearson rep for more information.

Pearson MyLab Management is an online homework, tutorial, and assessment product designed to personalize learning and improve results. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts.

Features

This title is a Pearson Global Edition. The Editorial team at Pearson has worked closely with educators around the world to include content, which is especially relevant to students outside the United States.

Focus on globalization, innovation, and sustainability

· NEW! A completely new chapter on Global Strategy has been added. While globalization is discussed in every chapter of the book, including a Global Issues section in each chapter, this stand-alone chapter addresses the key issues of entry, international coordination, stages of international development, international employment, and measurement of performance.

· NEW! and UPDATED! Vignettes on sustainability, globalization, and innovation appear in every chapter of the text.

· UPDATED! Every example, chapter opening, and story has been updated. This includes chapter-opening vignettes examining companies such as Tesla, Pizza Hut, KTMrcher, Toyota, Purbani Group, and United Airlines, among many others

“This book provides vital insights into the elements of strategy and their application to media firms. Solidly grounded in theory but not pedantic, it is essential reading for those who make or wish to comprehend choices of media companies.”
– Robert Picard, University of Jönköping
“Insightful, contextually analytical, yet easy to comprehend, Strategic Management in the Media successfully applies the adaptive and interpretative areas of strategic theory in the media sectors. It provides a unique perspective in which common themes linking media strategy and industry environment are thoughtfully discussed.”
– Sylvia M. Chan-Olmsted, University of Florida

“…an invaluable asset for students of media management. The use of pertinent examples and case studies throughout brings the analysis to life and contributes to a highly readable introduction.”
– Gillian Doyle, University of Glasgow

This book is a comprehensive, accessible and expert introduction to strategy within a media management context.

It is divided into two parts – part one providess an introduction to and overview of the media industry from a strategic management perspective, looking in detail at the sectors that together comprise the industry – newspaper, book and magazine publishing, music, radio and television – and the strategic forces at work in each. This provides the foundation for part two, which analyses a number of strategic topics central to the media sector, such as technological change, organisational structure, leadership, and creativity and innovation.

The chapters follow the same structure: the relevant theory is outlined, its application to the media industry is discussed, and case studies from the media industry are used to illustrate the theory and illuminate its relevance for the media field. The cases and examples used come from all sectors of the industry and a range of geographic regions and include News Corporation, Endemol, BBC, Bertelsmann, CNN, MTV, Disney and Pixar.

Coca-Cola. Harley-Davidson. Nike. Budweiser. Valued by customers more for what they symbolize than for what they do, products like these are more than brands–they are cultural icons. How do managers create brands that resonate so powerfully with consumers? Based on extensive historical analyses of some of America’s most successful iconic brands, including ESPN, Mountain Dew, Volkswagen, Budweiser, and Harley-Davidson, this book presents the first systematic model to explain how brands become icons. Douglas B. Holt shows how iconic brands create “identity myths” that, through powerful symbolism, soothe collective anxieties resulting from acute social change. Holt warns that icons can’t be built through conventional branding strategies, which focus on benefits, brand personalities, and emotional relationships. Instead, he calls for a deeper cultural perspective on traditional marketing themes like targeting, positioning, brand equity, and brand loyalty–and outlines a distinctive set of “cultural branding” principles that will radically alter how companies approach everything from marketing strategy to market research to hiring and training managers. Until now, Holt shows, even the most successful iconic brands have emerged more by intuition and serendipity than by design. With How Brands Become Icons, managers can leverage the principles behind some of the most successful brands of the last half-century to build their own iconic brands. Douglas B. Holt is associate professor of Marketing at Harvard Business School.