This book reveals the secrets of the seven key strategies and tactics of business-to-business direct marketing.
NTC Business Books. 267 pp. Hardcover.
Business-to-Business Marketing Research is written by proven research powerhouses. Drawing upon their collective years of experience, the authors examine topics unique to B2B, equipping readers with the tools and the techniques for effective research. The book spotlights new techniques related to focus groups and in-depth interviews, as well as the impact of data mining and other computer and technology-driven types of research. an accompanying CD enables users to apply the tips and techniques to live data.
Cengage Learning. 288pp. Hardcover. Cost: $12.89
Compensating Your Sales Force provides the guidance required to custom-design a compensation package that meets all the particular objectives of your individual firm with emphasis on the bottom line. This book includes a new approach to balanced compensation, new IRS rules for business expenses and new techniques for territorial realignment.
Probus Professional Pub. 240 pages. Hardcover.
This book, which is based on a three-year study by the consulting firm Arthur Andersen, gives clear, plain-English guidance for helping your organization identify, create, and consolidate the valued assets it needs to vault high above the competition. It examines the gamut of these possible assets (physical, financial, employee-supplier, customer, and those intrinsic to the organization) and, to show them in action, provides plenty of fun, fact- and figure-filled miniprofiles of New Economy dynamos, from robustly reengineered old warhorses like IBM, Coke, Pepsi, and Sara Lee to brash, new digital-age brats: Dell, Compaq, Cisco, idealab!, and Starbucks.
Collins. 288pp. Hardcover. Cost: currently only avaible through amazon sellers
Salary, bonuses, benefits and "perks" may be the most visible elements of a rewards program, but other components are just as valuable to employees. This comprehensive book and CD-ROM package shows how nonfinancial rewards can be quantified and combined with monetary measures in a way that complements business objectives. The authors' eye-opening research on what employees value is backed up by examples from their own consulting experience. The book's step-by-step process features more than 100 practical tools for developing an "M3" rewards system based on money, mix, and message, and provides a blueprint for creating a custom-tailored rewards strategy to match an organization's specific goals.
American Management Association. 352pp. Hardcover.
Written for creative marketing professionals, this book covers the basics of turning copy and graphics into sales. Also contains useful production information.
McGraw-Hill/Contemporary; 2nd edition. 502 pp. Hardcover.
Innovations change and improve the status quo in small ways but this book explores what happens when they improve the status quo in a big way. The aurthors argue that sustained leadership comes from making creativity a broad, enterprise-wide cpapbility that is on all the time.
Harvard Business School Press. 232 pp. Hardcover. Cost: $21.86
Customer Connections discusses information and knowledge management technologies to connect with customers in a new way. This new model fosters collaboration and playing the right role in supply and demand chain. This book is good for any salesperson.
Harvard Business School Press. 267pp. Hardcover. Cost: $29.95
The authors explain the strategies and tactics that make customer equity management work. They outline customer equity's three core strategies: customer acquisition, customer retention, and add-on selling. With very detailed how-to chapters this book is good for any business person looking to strengthen the bond between them and their customers.
Harvard Business School Press. 228pp. Hardcover. Cost: $39.92
A former senior level marketing executive at companies such as Macy’s, Eastman Kodak and Bank of America, author Aubryn Thomas has learned why certain brands generate energized reactions from customers and how these brands remain profitable by out-thinking the competition instead of overspending. In "Customer Inspired Marketing," Thomas has created an 8-step plan for companies to follow in order to create a successful marketing/branding campaign.
AuthorHouse. 148. Paperback.
Customer Loyalty explores the true meaning of customer loyalty and how to acheive it. Author, Griffin, outlines the seven stages of customer affinity and offers strategies for recognizing which fustomers have the potential to become a company's advocates. This book is helpful for business people in small or large product or service based companies.
Jossey-Bass. 272pp. Paperback. Cost: $15.61
Through the example to the Unixyx Corporation, Customers Mean Business, explores the attention and care customers need in order to keep buying from a company. With a helpful six stage process called "Customerize," this book is good for anyone looking to get on the cutting edge of customer service.
Perseus Books. 212 pages. Hardcover.
Emotional Branding discusses how to access, with intelligence and sensitivity, the true power behind human emotions. It shows how to bring a new level of credibility and personality to a brand by connecting with your consumer.
Allworth Press. 352pp. Hardcover. Cost: $16.47
Bruce Bolger, Allan Schweyer & Richard Kern . 242 pp. Cost: $36
Based on the business practices and history of Enterprise Rent-a-Car, this book focuses on how the company has achieved financial results by creating happy customers, successful business partnerships, and an engaged and motivated workforce. It discusses the relationship between the company's employee satisfaction, retention, and profitability, and shows how Enterprise makes and reinforces those connections.
Currency . 256pp. Hardcover . Cost: $16.47
This book addresses basic management issues applicable to almost any organization and manager. It provides a simple approach summarized as "select, direct, evaluate, and reward," but is in no way short of details. It includes extensive information on every aspect of the process, including benefits of cash and noncash awards.
Amacom. 208pp. Hardcover . Cost: $14.96
This book puts marketing on the most personal, one-to-one level by identifying the elements of friendship and relating them to business relations. Using dozens of real-life examples, the author shows how building relationships is the key to business development and personal fulfillment. It has little to do with technology, but everything to do with sales techniques.
Oasis Press. 187pp. Paperback.
Provides a clear analysis of how successful companies turn partnering into a reality. The book breaks down and makes sense of the revolution that is taking place in supplier-customer relationships today. Offers new strategies on creating profitable relationships with customers.
McGraw-Hill. 237pp. Hardcover. Cost: $22.95
A comprehensive self-study course created for SITE by the MGI Management Institute. The 25-hour study program covers every aspect of program design.
SITE. Cost: $162 plus postage and handling
A booklet published by Incentive magazine that details how to structure incentive programs.
Offers practical advice for managers on incentive methods such as cash and non-cash reward systems; incentive travel; events; recognition systems; and flexible benefits.
Kogan Page. Hardcover. Cost: $30.17
Drawing upon her work both as a psychologist specializing in management psychology and her 15 years as a consultant to the Fortune 500, Bardwick develops a bold new management paradigm for maximum employee productivity. She suggests ways to challenge employees where risk is at an ideal level, and creates a results-driven organization. Characteristics of successful organizations and management are examined in terms of achieving change through driving for measurable success and rewarding and punishing, thereby bringing about a results-driven mind-set requiring: urgency leadership, purpose, collaboration, selection, method, trust, and commitment.
Wiley. 368 pp. Paperback. Cost: $42.00
Covers all aspects of creating, planning, and undertaking an incentive travel program and is essential for anyone who plans incentive travel for an agency or end user.
Dendrobium Books. Hardcover. Cost: Currently unavailable
A comprehensive text on the incentive marketplace. The content is illustrated and includes numerous case studies that reveal the breadth and potential of the incentive marketplace.
Kendall/Hunt Publishing Company. 427 pages. Paperback. Cost: $7.95
Experienced marketers, especially senior managers, will benefit from the author's strategies for integrating direct mail, advertising, telemarketing, and field sales for maximum impact.
McGraw-Hill; 1 edition. 240 pp. Hardcover.
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