Marketing

Marketing
By:"Michael John Baker"
Published on 2001 by Taylor & Francis

This Book was ranked 4 by Google Books for keyword marketing.

Sales Promotion

Sales Promotion
By:"Julian Cummins","Roddy Mullin"
Published on 2010-04-03 by Kogan Page Publishers

Packed with practical examples as well as updated and new case studies, Sales Promotion details the tried-and-tested methods companies use to stay ahead of the competition, revealing the winning offers that gain new customers and keep existing ones happy. Sales Promotion includes new developments in the field, exploring the use of new media such as SMS, MMS, interactive TV and web-based advertising. It also considers the effects of the 2005 Gambling Act, and each chapter features a new interactive self-study question-and-feedback section. Sales Promotion is a core text of the ISP diploma, and the author has utilized graduate feedback to make the fourth edition relevant to students, whilst preserving its status as a potent tool for sales and marketing professionals. Whether your company is a small start-up or an international business, Sales Promotion can help you to get ahead and stay ahead of your competitors. Topics covered include: the purpose of sales promotion; what sales promotion can do for you; how to use different techniques, including joint promotions, price promotions and off-the-shelf promotions; how to implement an integrated market strategy; maintaining a crucial creative edge; the best ways to use suppliers; researching and evaluating your promotion.

This Book was ranked 12 by Google Books for keyword sales.

Marketing

Marketing
By:"Donal Rogan"
Published on 2007 by Gill & MacMillan

This third edition of this well-established, successful textbook provides an introduction to Marketing theory supported by examples of Irish and international marketing practice. A customer-centric approach to marketing is presented as the basis for making key decisions. Each chapter is updated with new vignettes, statistics, theories and examples to reflect dynamic changes and challenges within this discipline. New case studies on Nicholas Mosse Pottery, Jameson Irish Whisky and Jacobs Fruitfield are included. It is suitable for 1st & 2nd year business students at third level and for students taking a marketing module as part of any other course. Additional resources for lecturers include: PowerPoint slides; Multiple Choice Questions with answers; Short Questions with answers; Video clips of key adverts; Case study teaching notes; A 'Design a Questionnaire' exercise with answer; and advertisement images and statistics tables from the text.

This Book was ranked 13 by Google Books for keyword marketing.

The Complete Guide to Sales Force Incentive Compensation

The Complete Guide to Sales Force Incentive Compensation
By:"Andris A. Zoltners","Prabhakant Sinha","Sally E. Lorimer"
Published on 2006 by AMACOM Div American Mgmt Assn

Designing an incentive plan to turn sales reps into sales superstars! If you’re like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don’t know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn’t, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company’s goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots.  Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company’s success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

This Book was ranked 40 by Google Books for keyword sales.