Book Description
Filled with smart tips given in the Fox signature style, counter- intuitive, controversial, and practiced, this hard-hitting collection of sales advice shows readers how to woo, pursue, and finally win any customer. In witty, succinct chapters, Fox offers surprising, daring, and totally practical wisdom that will help readers rise above the competition in any company in any field. A terrific resource for CEOs, as well as anyone looking to distinguish themselves in salesbe it books, cars, or real estateHow to Become a Rainmaker offers the opportunity to rise above the competition in any company, in any field.
Customer Reviews:
Simple and Effective.......2007-08-01
This is a simple book and very stupid one, But I am sure 90% of sales persons and business people do not even impliment these simple ideas.
Learn from Google Simplicity and its effectivness !
This book gives you simple ideas which they will bring you SALES easily.
Sales Manual.......2007-07-24
This book gives detailed guidance on how to sell. Not a fuzzy, rah-rah guide, like many are, but with pointed and specific directions. It emphasizes hard work, preparation, application and discipline as keys to being successful, a Rainmaker. Some of the do's and don'ts border minutia but the author conveys the directness of purpose every sales person should maintain. It focuses on industrial sales environments where return on investment and cost vs. value are measurable. It's an easy read and should be read by every sale person who wants to get ahead. Even if you don't obey all the rules, you can pick up useful tools.
Easy read, great ideas!.......2007-07-15
This is a very easy read chock full of terrific sales ideas and techniques. Even if you're an experienced salesperson, this book will help you remember some of the small, but excellent points to being a terrific salesperson.
Hone Your Craft!.......2007-05-02
Thank you Jeffery Fox for writing a short concise work that sales professionals can use as a reality check to focus their attention on the selling process. Rainmaker is something you can refer to for brief reminders about what you should be doing during the selling process. The book is also available as an unabridged audio book. It is a great tool for sales professionals who want to hone their craft. If you only buy the book for "The Rainmakers Credo" and "the Customer Does Not Care About You" you will have gotten value. This is not a 300-page in depth how to sell book. If your looking for that try Jeffrey Gitomer's "Sales Bible".
Rainmaker.......2006-11-05
A great review of or way to learn effective techniques for developing new business.
Book Description
Topics include:
- Dining room and kitchen organization and personnel
- Reservations, greeting, and seating
- Classic and modern styles of table service
- Beverage and wine service
- Money handling
- Service challenges--what to do when things go wrong
- Front-of-the-house safety and sanitation
Industry surveys consistently show that service is the number one reason that people come back to a restaurant-or dine elsewhere. With competition increasing for today's dining dollar, restaurants must go beyond culinary excellence to ensure their success. They must offer Remarkable ServiceSM, the kind of service that makes guests feel comfortable, makes dining out enjoyable, and creates customer loyalty.
This book offers unique, comprehensive coverage of the principles, standards, and practices that are the hallmark of truly Remarkable ServiceSM. Written by The Culinary Institute of America, which has been hailed by Time magazine as "the nation's most influential training school for cooks," it shares the knowledge and techniques necessary to exceed guest expectations through every part of the dining experience.
Remarkable ServiceSM places detailed practical information within the framework of Nine Basic Principles of Hospitality and Service. These critical principles provide the foundation for building an outstanding customer service program in any setting, from informal to fine dining. Filled with invaluable real-life examples and important do's and don'ts, this book gives both new and veteran servers-and their managers-the skills, confidence, and flexibility to bring Remarkable ServiceSM to virtually any situation-and keep customers coming back for more.
Customer Reviews:
Just what I would expect from the CIA.......2006-02-22
I highly recommend this book to anyone who wants to improve the table service in their establishment. Well thought out and laid out. I really enjoyed the history aspect of the book. It was an interesting read and a very helpful manual.
what a waste of money.......2005-10-01
A big disappointment from a distinguished institute like the Culinary Institute of America. A little book with even less info. Headings with a paragraph or two will not help menager or even servers keep customers coming. This book needs a more explanations and examples - give incites to experiences.
Not a bad little book, especially if you know service........2001-09-11
As someone that prides themself on customer satisfaction, I have to say this was not a bad little book. A lot is common sense, but some would learn from this. People like to be taken care of from start to finish in any industry and this is a good reminder in service.
Customer Reviews:
How to become a rainmaker.......2007-08-18
Awesome. Simple. Lists to follow. Used just 3 of the 10 items that are suggested daily and had results. I logged on to Amazon to order 6 copies for clients/friends.. and found it was not available...
Book Description
In this “radically conservative” book, the authors advocate a “back-to-basics” approach to marketing that replaces the relentless quest for differentiation with a relentless focus on these types of basic customer needs
The authors’ research shows that most companies have been ignoring the basics for too long.
At the heart of the authors’ approach is a view of why customers buy what they do. Barwise and Meehan argue that marketers must understand what customers want from the entire product or service category. So rather than focus on new luxury attributes for a specific car —marketers need to understand what basic needs customers have for automobiles in general (ie: safety, handling, etc). Once they figure that out—they need to deliver on those basic needs better than everyone else.
Customer Reviews:
Master walking before taking up ballroom dancing..........2006-05-08
The cool, conventional wisdom says that to succeed in business these days means you have to innovate and think "outside the box". Patrick Barwise and Sean Meehan beg to differ in the book Simply Better: Winning and Keeping Customers by Delivering What Matters Most. Often it's just executing the basics better than everyone else...
Contents: Differentiation That Matters; How Customers Really See Your Brand; Identifying Generic Category Benefits; Challenges of Innovating to Drive the Market; Caution - Inside-the-Box Advertising Doesn't Work; Customer-Focused Mind-Set; How to Be Simply Better; Notes; Index; About the Authors
Many of today's business books offer programs and plans on how to deliver unique innovation, making your product unique from all others. But most consumers are looking for a blend of things when they buy a product, and your "unique selling proposition" may be something that doesn't even matter to them. The example of a fax machine being marketed as having the "smallest footprint" is one where the company thought it was great, and the consumer doesn't care. The alternative is to understand the generic category benefits that your product delivers, and then strive to deliver them better and more memorably than anyone else. Consistent, high-quality product and delivery matched with brand recognition means that when available, consumers will associate quality with your product and will take the path of least resistance when it comes to repeat purchases in that category. There are plenty of examples of this scattered throughout the book... Crest vs. Colgate, Proctor & Gamble, and Target vs. Wal-Mart, just to name a few. Simply Better presents the perfect counterpoint to creating chaos and disruption, thinking that you know better what the consumer wants and needs...
If you're failing at the basics, then innovation won't offer any panacea or escape. Simply Better will help you to figure out how to solidify your core market and deliver value by being better than everyone else at the things that do matter...
A business book for those who hate business books.......2005-09-01
Messrs Barwise and Meehan have really succeeded in creating a business book that you actually want to read. Their simple idea is explained, illustrated and elucidated with clarity and without the usual repetition and sycophancy which authors of business books use to puff out their oftern half-baked theories. Like all things good and simple, this book organises and articulates things that you should already know - read it with a marker pen and you will find yourself regularly stealing bits to help communicate and simplify ideas that corporate life has complicated beyond comprehension.
A less than average book on marketing.......2004-11-16
I do not agree at all with all the five star ratings that the book was given on this page. This book is a mediocre book at best with no sound theoretical or practical advice to anyone practicing marketing. What the authors basically say is this: differentiation is a fancy thing; you should first be aiming at providing the basics for the customer. Those who can provide all those basics, which they call something like 'overall category benefits' will arguably conquer the customers' hearts (and arguably wallets).
On the practical side, I am sure the writers did not see a lot of customers in their lives as suppliers of any merchandise. Provide the customers with all the category benefits, you will en up with the question: how much the price? Give it free to the customer with all the customer benefits, you will face the quetion: do you provide free delivery? This is not a way to approach marketing. This is advocating commoditization.
In reality, you should design your offering in such a way that your target segment will have nearly no choice but purchasing from you. And this is differentiation. The rest is an obvious British academic drive: publish something novel or perish. But the idea of providing TOTAL basic category benefits is not only an old idea but in today's market place a very dangerous one too. If you want to go bust, provide the customer with all they need and ask for and forget about profits and capital accumulation. God will love you.
I did not like the book at all. For those who may like to pursue this subject further, I reccommend the great work by Fred Crawford and Ryan Mathewsy called "The Myth of Excellence". What they say in this wonderful book is that you do NOT need to be very good in all aspects of so-called "category benefits". The authors base their work not on circumstantial evidence as in Simply Better, but some sound research and provide "conclusive evidence of the futility of trying to be excellent in all aspects of a commercial transaction-price, product, access, experience, and service. Instead, the strategy for your products and services should be to dominate on one element, differentiate on a second, and be at industry par (i.e., average) on the rest". And they go on saying that so long as you are number one on one particular 'category benefit', then it is perfectly okay to be average on others as long as your customers know specifically where and how you are superior and world-class.
So, good luck to you if you decide to pursue the advice given in Simply Better and simply prepare yourself for not so good financial outcomes for your company. Because trying to be the best on all category benefits means to be mediocre in your category.
Back to the basics........2004-11-05
There have been a lot of marketing books that tell you you need to have unique products, somekind of gimmick or whatever. This one is different. The theme of the two authors is that the old standby rules still work, and work better than the new gimmicks.
The authors talk of a study done by Shell Oil. What people want is to refuel at a reasonable cost; be sheltered from sun, wind, and rain; and pay and exit quickly. They expect the pumps, and the bathrooms to be clean and working. The customers are not looking for a great cappuccino. No body believes that the super additives being advertised as brand differentiation does anything that the additives that every one has in their gasoline.
I'm reminded of the Warren Buffett investment strategy, invest in companies you can understand, whose revenue and earnings are growing, and don't change too often.
I then like the way the authors say that for advertising, forget these rules. To be heard in today's market you need distinctive, out-of-the-box communications; inside-the-box standard advertising won't be heard.
A straightforward guide to what customers really want.......2004-10-06
Simply Better: Winning And Keeping Customers By DeliveringWhat Matters Most is the collaboration of Patrick Barwise (Professor of Management, London Business School) and Sean Meehan (Martin Hilti Professor of Marketing and Change Management at IMD, Lausanne, Switzerland). A straightforward guide to what customers really want, and how to attract and keep them - not with silly bells and whistles, or trivial differences between brands, but rather by offering the solid benefits of good service, on-time delivery, and quality products. Chapters address the challenges of striving for innovation, warn against the impracticality of "inside-the-box" advertisement, the importance of distinctive advertising (far more so than having a distinctive product!), and much more. A solid treatise, recommended especially for business managers and owners striving to improve the bottom line through higher quality and better customer reputation.
Book Description
"There's only one Larry Wilson . . . number one when it comes to the art of selling." —Warren Bennis, University Professor and Distinguished Professor of Business Administration University of Southern California
"Stop Selling, Start Partnering will help you take a fresh look at your selling activities whether you are in the boardroom, face to face with customers, or anywhere in between."—Harvey Mackay, Author of Swim with the Sharks
"Regardless of your position within the company, your task in the second half of these unforgiving '90s will be to help your company learn how to get, how to treat, and how to keep customers. Read Larry's new book and you will be much better prepared to accomplish this mission."—Lou Pritchett, Former VP of Sales and Customer Development, Procter & Gamble
Stop Selling, Start Partnering outlines a fresh approach to finding and keeping customers through powerful, long-lasting partnerships. Drawing on his extensive experience with companies such as Kodak, US West, Saturn, and Baxter Healthcare, Larry Wilson shows managers, executives, and salespeople how to design and nurture "customer-keeping" organizations. Filled with smart advice and practical customer partnering guidelines, Stop Selling, Start Partnering redefines the new success factors for every organization that faces the daily challenge of finding and keeping customers.
Customer Reviews:
Customers say no to "me company, you customer" mentality.......2005-04-06
In my e-book "Jumping Out of the Box" I talk about opening relationships. That's exactly what this book focuses on. For example, the authors advocate taking a major role in helping B2B customers reach their business goals. Through rapid innovation many products quickly become commodities.
Partnership is a whole new game for businesses ingrained in the old push concept of trying to berate customers into submitting to buying whatever the company offers. To be honest, Wilson's book will certainly be most useful to B2B (Business to Business) companies. However, it's not too hard to see numerous applications for B2C (Business to Consumer) companies.
Take the authors advice on why you should Put Customers Before the Boss. The customer really is king and companies should be organized around them, not towards always pleasing the boss. Stop Selling, Start Partnering is divided into three parts:
Part I. Permanent White Water
Part II. Imagining the Future
Part III. Incredible Results, More Effective People - The Strategic Abilities of the Future
The bottom line to this book is this: Yes, sales are important. However, it's high-time that companies recognize that customers are in the driver's seat - now more than ever. Entrepreneurs everywhere are staring at incredible opportunities as customers no longer put up with the traditional "me company, you customer" mentality.
Michael Davis - Editor, Byvation
Solid Ethical Advice.......2004-05-06
This book is about the reality of the marketplace of today. It discusses how to apply an ancient principle for marketing success. It describes how to reach your target audience through empathy. In short, Larry Wilson reminds us of the value of relationships. Don't let the title mislead you, this book is all about sales, about selling your ideas and yourself. Wilson buys the cliche, "Nothing happens in a business until someone sells something." He's an advocate of sales, but not "business as usual." People and their expectations are different now.
Culitivating relationships in business is a way of pursuing lifelong customers. His description of how human nature has changed due to the choices available now helps you to position yourself and your company to tap into these realities of the marketplace.
EXCELLENT BOOK ON SALES.......1998-10-25
"Stop Selling, Start Partnering" gets the thumbs up from me ... it describes accurately the selling game today. Salespeople would be well advised to get this book and digest its wisdom.
Book Description
"It is easy in the tumult of our everyday lives to ignore the client's words and needs as we struggle to promote our own interests. Easy, but dangerous. . . . Operating our business in the client's interest is the pivotal element in a successful marketing strategy. Marketing, in turn, is a mandatory investment in your business. It pays dividends immediately and in the long term. It will carry you to liftoff."-Dan Richards
Achieving success as a financial adviser is no longer just a matter of aggressive salesmanship backed, hopefully, by a good track record. Today's clients are highly knowledgeable about their investment options, and they aren't shy about letting you know it. They expect you to be extremely attentive to their unique financial concerns, and they are much more likely to switch advisers if they sense they are not getting the sincere commitment they feel they deserve. That's why, in today's competitive marketplace, building a successful financial services practice is all about forging long-term relationships with clients built on attentiveness, empathy, and trust. And, as expert Dan Richards explains in this groundbreaking guide to finding and keeping clients, the key to cultivating such relationships is marketing-the art and science of defining what clients really need, and then letting them know that you can satisfy those needs, now and in the future.
Drawing on his extensive experience as a consultant to many of North America's most successful financial service providers, Richards arms you with proven tools and techniques for building a steady and devoted client base.
From using print, broadcast, and other media to market your services, to making the initial contact, from automating the prospecting process, to performing target marketing, he outlines an array of surefire client-getting techniques.
With the help of scenarios and sample dialogues, he helps you to develop and sharpen the skills needed to build lasting relationships with clients once you've gotten them. For instance, you'll learn how to become a better listener and interpreter of client concerns, as well as simple methods for systematically gathering and effectively responding to client feedback.
Dan Richards also provides a complete program for seamlessly integrating the tools and techniques described into a successful client-centered practice tailored to your unique style and professional goals.
Getting Clients, Keeping Clients is a complete guide to surviving and thriving in today's increasingly competitive financial services market.
A complete program for building a steady and devoted client base
Getting Clients, Keeping Clients
In this groundbreaking guide, expert Dan Richards explains why marketing is the key to thriving in today's more competitive financial markets. He provides you with the powerful client-centered marketing know-how, tools, and techniques to connect with today's more savvy, demanding, and value-conscious clients.
Praise for Getting Clients, Keeping Clients
". . . teaches advisers how to be profitable and ethical at the same time."-Investment Executive
". . . a book most independent financial advisers will want to read."-The Financial Post
". . . many ideas in the book that will help keep existing clients while generating new business."-Research
Customer Reviews:
A book power packed with info.......2006-07-28
This book is filled to the brim with useful info for someone who is aspiring to be a financial adviser.
This author has used his wealth of experience to impart knowledge.
The chapters are short and sweet. The book is well divided. It teaches you how to become a true financial adviser.
It even teaches you how to find and keep your clients
What a book!.......2002-07-07
I read this book from cover to cover and dog eared nearly every page. Dan Richards thoroughly covers topics such as: target marketing, prospecting, putting the customer first, getting referrals, conducting evaluations of your service, networking, managing a large client base and even firing difficult clients; and of course, everything in between. There are so many magnificent and expertly covered ideas in this book, you might feel overwhelmed with excitement and anxiety after finishing the book. Never fear, Richards touches on how you can implement many of the ideas in his book one or a few at a time without going overboard.
I will advise that this book is geared more towards the advisor with a year or more in the business (e.g. it does not cover cold calling), however, novices will pick up many ideas that will be useful in dealing with clients from the outset and in growing a practice effortlessly.
As an aside but also important, the central tenet of this book is similar to the ideas covered in Dale Carnegie's "How to Win Friends and Influence People." Both are highly recommended.
Useful.......2000-04-14
Dan Richard helps you understand the evolving consumer, describing ways to attract new clients and how you can develop a trusting relationship. The book also talks about maximizing client referrals, doing bussiness with people you know and running effective seminars
Average customer rating:
- Financial Advisors, you NEED this book!
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J.K. Lasser Pro Keeping Clients for Life
Karen Caplan Altfest
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Book Description
A successful financial planner is someone who does more than just crunch numbers and present an annual investment plan to clients. There is a psychological component to effective client care as well as to issues involving clients' overall financial well-being. People skills, as well as financial planning skills, are necessary to build a successful financial planning business. This comprehensive guide teaches both new and veteran financial professionals how to relate to their clients in meaningful ways, thus growing their business by increasing the long-term retention of those clients. Offered here are insights into such issues as how to determine which clients to accept, how to propose a plan clients can use, how to tread carefully in family situations, how to develop sensitivity and communications skills, and how to work with the media and recognize the importance of building your business one lasting relationship at a time.
Karen Caplan Altfest, PhD, CFP (New York, NY), is Vice President of L. J. Altfest & Co., a financial planning and investment management firm. She is also the Director of the Financial Planning and Investments Program at the New School.
Customer Reviews:
Financial Advisors, you NEED this book!.......2002-10-25
Karen Altfest, CFP, PhD, has written perhaps the best and most helpful book on financial planning that I have read in my 26 years as a financial advisor. Many financial planners and investment advisors tend to be analytical types whose education focused on courses in economics and finance. Dr. Altfest's excellent book clearly shows us that financial planning is 90% psychology and human relations and only about 10% number crunching. She clearly shows us the truth of the old adage that "clients don't care what you know until they know that you care." This book is filled with wisdom, compassion, and applied common sense. Reading this book made me wish that I could sit with the author as she counsels clients. There is much to learn from Karen Altfest's book, and if you heed her sage advice, your practice will be greatly enriched. HIGHLY RECOMMENDED!
Book Description
Get winning strategies for acquiring and retaining customers by leveraging the latest advanced technologies. This insightful and authoritative book shows you how to select the right tools for your business--so it can grow today--and on into the future.
Customer Reviews:
Not insightful.......2007-05-24
This a book that's not terribly insightful about CRM. It's a broad brush overview of commercial applications in the space and some conventional wisdom. Found it to have much repetitious pedantic pages. Wished that there were more discussion on business process and best practices.
Wow!.......2007-05-14
Great resource! Filled with lots of statistics for CRM industry and great insite into the challenges.
Very Good Reading - even for small business crm interest.......2003-11-04
This is an excellent book for those interested in understanding the strategy behind CRM.
Great tehnology review.......2003-06-14
This is the bible for defining what CRM is, and is not, as well as categorizing all the technology offerings and giving good advice as to how to choose the right technology. I also read "CRM For The Common Man" by Russ Lombardo and thought it was a great precursor to CRM at the Speed of Light. CRM For The Common Man describes how to plan your CRM strategy up front, while Greenberg's book takes you to the next steps involving the technology. A great pair.
What a great education!.......2002-03-15
This book was truly one of the greatest educational books I've read. Whether it was intended for this or not, I don't know but what a great business overview of what CRM is as a whole. Paul's ability to simplify and his great sense of humour makes this book easy to read, easy to understand and was actually one of the most fun and informative books I've read in awhile. If your looking for a great understanding of CRM with a book that is hard to put down, this is the one. I can't wait for his second edition!
Book Description
In many ways, mass marketing--broadcasting one's message to a large and anonymous population of potential customers--no longer works. In a marketplace increasingly defined by customer categories with high expectations for service, quality, and responsiveness, companies are discovering that they must invest more heavily in reaching and communicating with their customers directly in order to stay competitive. But to many consumers, direct marketing has a bad reputation, associated with intrusive door-to-door salesmen, dinnertime phone solicitations, junk mail, and, most recently, e-mail spam. In Direct Marketing in Action, a team of experts from academia and from the front lines in business sets the record straight--dispelling common myths and misconceptions about direct marketing and showcasing the most current practices, principles, and techniques. From the dentist who sends check-up reminders to his patients to the hotel chain that customizes room amenities based on their guests' profiles, direct marketing is infused with the idea that the best allocation of our marketing dollar is one that focuses on and communicates with our particular micro market--and reinforces the distinctive benefits that we provide to those customers. In Direct Marketing in Action the authors cover the full range of issues that must be considered in developing an effective direct marketing strategy, including competitive analysis, information and data management, media and channel selection, building brand loyalty, and measuring the results of campaigns. Bridging the gap between research and practice, clearly defining terms and concepts, featuring numerous examples, and presented in a format that can be read cover-to-cover or in modular fashion, Direct Marketing in Action will serve as an essential handbook for marketers and a comprehensive overview for students, teachers, and researchers.
Customer Reviews:
Direct Marketing Success.......2007-09-30
This book was fantastic, the text by Dr. Orr, Lewison and Hauser was ground breaking--they gave great insight in the Direct Marketing world. Their strategy and technique in writing was interesting and catching. This is great reading material for any soon to be Marketer. This text is highly recommended!
A Must Read!.......2007-01-31
This is a terrific start-to-finish road map for initiating a direct marketing campaign or improving an existing one. It's full of examples and uses a totally applied approach. It is the best direct marketing book I've ever seen.
Book Description
For forty years managers have been exhorted to "stay close to the customer and ahead of the competition." And with good reason Research now shows that market driven organizations outperform their rivals. Given the obvious benefits, why do so many companies fail to become market driven? Because their internal processes, structures, incentives, and controls get in the way, says George Day, one of the world's leading authorities on mar keting Strategy. Building on his pathbreaking book Market Driven Strategy and a decade of experience in coaching firms to deliver superior customer value, Day presents for the first time a battle tested hame work for creating the market-driven organization.
In eminently readable prose, Day argues that in successful market driven organizations, three key elements -- capabilities, culture, and configuration -- are aligned to the market. Day explores the distinctive market sensing and market relating capabilities that are at the heart of the market-driven companies. He draws on examples of such market-driven firms as Intuit, Wal-Mart, Virgin Airlines, Disney, and Gillette to illustrate how intimate knowledge of their customers and markets gives these firms a powerful advantage over rivals. By contrast, Day shows how failure to align the organization to the market can result in such mishaps as IBM's loss of leadership of the computer market or Motorola's stumble in shifting from analog to digital cellular phone systems.
Using case studies of Owens Corning, Sears, and the Eurotunnel, Day provides a concise roadmap to managers who want to strengthen the orientation of their organizations to the market. He concludes with a detailed diagnostic questionnaire to help managers assess their own progress Here at last are all the insights and tools necessary to construct a company with superior skills for understanding, attracting, and keeping valuable customers.
Download Description
"Market driven strategy" is a buzzword that many business people use without fully grasping its meaning. Now George Day -- the inventor of the phrase -- follows up his groundbreaking book Market Driven Strategy with practical advice for managers who want to better communicate with their customers, perform miles ahead of their competitors, and continually be responsive to both. Based on nearly a decade of research, teaching, and consulting on the topic, The Market Driven Organization shows how to apply Day's essential marketing theories to an entire company. Featuring hundreds of examples from such companies as Virgin Atlantic, General Electric, Procter & Gamble, Staples, and more, Day takes readers step by step through the process of becoming market driven. Complete with diagnostic questionnaires and other assessment tools to identify strengths and weaknesses and lead companies through change, The Market Driven Organization is an indispensable guide that will provide managers with crucial insights drawn from the most thorough research of the decade.
Customer Reviews:
Highly Recommended!.......2001-10-31
Expanding on the groundbreaking concepts first presented in Market Driven Strategy, George S. Day presents a detailed illustration of what a market-driven organization looks like and how it operates. This practical book provides many specific suggestions that executives can implement to get their companies in tune with their customers and their markets. Day also presents contrasting examples that show blunders, setbacks and outright failures among companies that stubbornly retain inward-looking cultures. This book joins Day's earlier work as a classic in the management field and we [...] recommend both books to business people at all levels.
An easy-to-read book on the value of being market-driven.......1999-11-04
Too often, executives think that "being market-driven" is just a catch-phrase; this book explains the difference between being market-driven and being technology-, sales-, or finance-driven. It describes why market-driven organizations are more profitable, using clear examples of successful companies. It's a must-read for senior executives.
Books:
- How to Win Friends & Influence People
- John Douglas's Guide to the California Police Officer Exam (Kaplan)
- Kellogg on Branding: The Marketing Faculty of The Kellogg School of Management
- Made to Stick: Why Some Ideas Survive and Others Die
- Marketing: An Introduction
- Marketing Channels (7th Edition) (Prentice Hall International Series in Marketing)
- Marketing Engineering: Computer-Assisted Marketing Analysis and Planning (2nd Edition)
- Marketing w/ PowerWeb (Mcgraw Hill/Irwin Series in Marketing)
- Marketing Your Clinical Practice: Ethically, Effectively, Economically
- Mavericks at Work: Why the Most Original Minds in Business Win
Books Index
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