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Author: Nancy Martini Publisher: John Wiley & Sons ISBN: 1118239601 Category : Business & Economics Languages : en Pages : 199
Book Description
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Author: Nancy Martini Publisher: John Wiley & Sons ISBN: 1118239601 Category : Business & Economics Languages : en Pages : 199
Book Description
Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Author: Charles F. McGovern Publisher: Univ of North Carolina Press ISBN: 080787664X Category : History Languages : en Pages : 553
Book Description
At the turn of the twentieth century, an emerging consumer culture in the United States promoted constant spending to meet material needs and develop social identity and self-cultivation. In Sold American, Charles F. McGovern examines the key players active in shaping this cultural evolution: advertisers and consumer advocates. McGovern argues that even though these two professional groups invented radically different models for proper spending, both groups propagated mass consumption as a specifically American social practice and an important element of nationality and citizenship. Advertisers, McGovern shows, used nationalist ideals, icons, and political language to define consumption as the foundation of the pursuit of happiness. Consumer advocates, on the other hand, viewed the market with a republican-inspired skepticism and fought commercial incursions on consumer independence. The result, says McGovern, was a redefinition of the citizen as consumer. The articulation of an "American Way of Life" in the Depression and World War II ratified consumer abundance as the basis of a distinct American culture and history.
Author: Matt Parker Publisher: Penguin ISBN: 0593084691 Category : Mathematics Languages : en Pages : 337
Book Description
#1 INTERNATIONAL BESTSELLER AN ADAM SAVAGE BOOK CLUB PICK The book-length answer to anyone who ever put their hand up in math class and asked, “When am I ever going to use this in the real world?” “Fun, informative, and relentlessly entertaining, Humble Pi is a charming and very readable guide to some of humanity's all-time greatest miscalculations—that also gives you permission to feel a little better about some of your own mistakes.” —Ryan North, author of How to Invent Everything Our whole world is built on math, from the code running a website to the equations enabling the design of skyscrapers and bridges. Most of the time this math works quietly behind the scenes . . . until it doesn’t. All sorts of seemingly innocuous mathematical mistakes can have significant consequences. Math is easy to ignore until a misplaced decimal point upends the stock market, a unit conversion error causes a plane to crash, or someone divides by zero and stalls a battleship in the middle of the ocean. Exploring and explaining a litany of glitches, near misses, and mathematical mishaps involving the internet, big data, elections, street signs, lotteries, the Roman Empire, and an Olympic team, Matt Parker uncovers the bizarre ways math trips us up, and what this reveals about its essential place in our world. Getting it wrong has never been more fun.
Author: Publisher: ISBN: Category : Languages : en Pages : 92
Book Description
In its 114th year, Billboard remains the world's premier weekly music publication and a diverse digital, events, brand, content and data licensing platform. Billboard publishes the most trusted charts and offers unrivaled reporting about the latest music, video, gaming, media, digital and mobile entertainment issues and trends.
Author: Strasser S Publisher: Smithsonian ISBN: 1588341461 Category : Business & Economics Languages : en Pages : 353
Book Description
This sweeping history provides the reader with a better understanding of America’s consumer society, obsession with shopping, and devotion to brands. Focusing on the advertising campaigns of Coca-Cola, Kellogg’s, Wrigley’s, Gillette, and Kodak, Strasser shows how companies created both national brands and national markets. These new brands eventually displaced generic manufacturers and created a new desire for brand-name goods. The book also details the rise and development of department stores such as Macy’s, grocery store chains such as A&P and Piggly Wiggly, and mail-order companies like Sears Roebuck and Montgomery Ward.
Author: de Brauw, Alan Publisher: Intl Food Policy Res Inst ISBN: Category : Political Science Languages : en Pages : 49
Book Description
Adoption of high-quality yet more expensive agricultural inputs remains low, in part because most inputs are experience goods: before purchase, buyers observe only price—not quality—providing sellers with opportunities to cheat on quality. Our lab-in-the-field experiment in Bangladesh replicates markets for such inputs, with input retailers (sellers) choosing price and quality, and farmers (buyers) choosing from which seller to purchase inputs. We analyze market behavior, including buyers’ trust and sellers’ reciprocity, and study the effects of buyer-driven accreditation and loyalty rewards for accredited sellers of high-quality products. Trust and reciprocity remain low: Sellers provide mostly low-quality products, and buyers reveal low demand for more expensive, high-quality inputs. Accrediting sellers when their buyers are satisfied leads to higher input quality and more repeat purchases, but only when combined with loyalty rewards, because buyers’ quality signals are weak and do not incentivize sellers to change their behavior. We conclude that small incentives are effective at improving seller behavior, but this behavior change does not necessarily enhance quality signals and farmer welfare.
Author: Ursula H. Funke Publisher: Springer Science & Business Media ISBN: 3642515657 Category : Mathematics Languages : en Pages : 534
Book Description
Mathematical models can be classified in a number of ways, e.g., static and dynamic; deterministic and stochastic; linear and nonlinear; individual and aggregate; descriptive, predictive, and normative; according to the mathematical technique applied or according to the problem area in which they are used. In marketing, the level of sophistication of the mathe matical models varies considerably, so that a nurnber of models will be meaningful to a marketing specialist without an extensive mathematical background. To make it easier for the nontechnical user we have chosen to classify the models included in this collection according to the major marketing problem areas in which they are applied. Since the emphasis lies on mathematical models, we shall not as a rule present statistical models, flow chart models, computer models, or the empirical testing aspects of these theories. We have also excluded competitive bidding, inventory and transportation models since these areas do not form the core of ·the marketing field.
Author: Nancy Martini
Author: Nancy Martini
Author: Charles F. McGovern
Author: Matt Parker
Author: Charles Warner
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Author: Philippines
Author: Strasser S
Author: de Brauw, Alan
Author: Ursula H. Funke
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