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Книга раскрывает секреты активных продаж и построения бизнеса в сетевом маркетинге. На примере 50 кейсов и 100 речевых клише и стратегий, Вы научитесь превращать потенциального клиента в реального, в успешного члена своей команды. Получите ответы на частые вопросы:Почему людям сложно понимать друг друга?Почему понятные и четкие ваши аргументы или идеи вызывают иногда у других яркое сопротивление или недоверие? Как сделать так, чтобы ваши доводы были услышаны и приняты?Как проводить переговоры, чтобы с первых же секунд к Вам относились как к профессионалу?

Энди Фрека – американец, который уже 19 лет живет и занимается бизнесом в России. Его первой покупкой в Москве стала матрёшка, поэтому теперь это слово для него – символ товаров и услуг в России. Автор убежден, что в нашей стране полно «матрёшек», которые могут быть высоко оценены за границей, нужно только правильно подать их иностранцам.

Как открываются успешные объекты пицца-бизнеса? В чем разница между пиццерией и службой доставки? С чего начинать вхождение в пицца-бизнес? Доставка является самым прибыльным форматом в пицца-бизнесе России, не так ли? Как организовать производственный комплекс, где будет изготавливаться тесто для Ваших пиццерий? Детальные ответы на эти и другие вопросы – в новой книге Владимира и Евгения Давыдова, специалистов по пицца-бизнесу, авторов книги "Пицца-бизнес. От теста до готовой пиццы. Технологии, решения, ингредиенты".

WAS BEDEUTET DER MIND MALUS? Die unverbesserlichen Schwachen unseres Verstandes. WAS KANN MAN DAGEGEN TUN? Nichts. Im Gegenteil. Man sollte sie nutzen. NUTZEN WOFUR? Fur die Wirkung auf andere. Fur wirkungsvolles Kommunizieren. DAS IST UNGLAUBLICH. Unglaublich. Ja, vielleicht. Zumindest uberraschend. UBERRASCHEND FUR WEN? Fur alle. Besonders fur Padagogen, Politiker, Manager, Kulturschaffende. Und ganz besonders fur die Experten in Marketing, Werbung, Design und Markengestaltung. Kolonat Noss – ehemaliger Creative Director, heute Texter, Kommunikations- und Markenberater – beschreibt eine bisher unbekannte Ressource. Doch wie jede Ressource hat der Mind Malus seinen Preis. Er fordert den Abschied von eingefahrenen Denkweisen. Zentrale Themen des Buches sind Wahrnehmung, Informationsverarbeitung und -selektion, Wissen, Verstand, Leitbilder und menschliche Entscheidungen und ihre Wirkung auf Kommunikation, Wirtschaft, Kunst, Kultur und Bildung, Strategie, Marke und Markenmanagement, Unternehmensfuhrung, Unternehmenskommunikation, Personalwesen, Design, Marketing und Vertrieb.

Whether you are a global Fortune 500 organization or a small business Managing Customers Through Economic Cycles show you how to optimize your business's sales and marketing approaches specific to survive and thrive in each economic cycle and transition. «The business case for continuing to invest in service and innovation can be compromised by an economic downturn. McKean clearly lays out the case for weathering the economic storm by achieving a careful balance of investment in the areas that truly matter – and continually using data to reinforce the idea that business can be more science than art, after all.» —Barbara Higgins, Vice-President, Worldwide Contact Centers, United Airlines «John McKean's work has served as practical guide for me and my teammates. I have seen countless examples of businesses managing their customers’ experience with a short term economic view. If the right principles are employed consistently, as John teaches us, we can create the right emotional experience that delivers growth and loyalty – as well as the improved operating leverage – that are needed in good times and in tough times. Consistency of values and experiences keeps companies from having to be reactionary and short sighted in a down economy. Thanks, John, for another practical lesson.» —John Quinn, former Customer Service and Support Executive, Bank of America «In good times and bad, forecasting where business is headed is both art and science. As John McKean so eloquently states, marrying data driven analytics with consumer insight is critical for managing through tough economic cycles. This book is a must read for anyone intent on driving greater profitability and consistently out-behaving the competition.» —Joni Newkirk, CEO, Integrated Insight, Inc., former SVP, Business Insight & Improvement, Walt Disney Parks & Resorts «John McKean continues his pursuit of the profitable customer through the turbulent world of boom and bust. His book provides valuable insights into how businesses survive and thrive in a volatile economic climate.» —Trevor Dukes, Business Systems, WH Smith «The rise of customer power coupled with challenging economic conditions demand that organizations leverage the power of the Internet and related technologies to stay relevant to their customers. As John McKean points out in his compelling new book, successful firms have built a core competency in leveraging information technology not only to survive economic transitions but thrive in an ever-changing economy.» —Erik Brynjolfsson, Professor, MIT Sloan School and co-author of Wired for Innovation: How Information Technology is Reshaping the Economy «It would be hard to name a more relevant or timely topic for sales and marketing today than that of how to cope with economic downturns and upturns, and this is exactly the subject John McKean has insightfully tackled head-on in Managing Customers Through Economic Cycles.» —Don Peppers and Martha Rogers, Ph.D., Peppers & Rogers Group

Drawing together the new techniques available to the market researcher into a single reference, The Handbook of Online and Social Media Research explores how these innovations are being used by the leaders in the field. This groundbreaking reference examines why traditional research is broken, both in theory and practice, and includes chapters on online research communities, community panels, blog mining, social networks, mobile research, e-ethnography, predictive markets, and DIY research. «This handbook fills a significant learning gap for the market research profession and Ray Poynter has once again proven that he is a guiding light. The practical and pragmatic advice contained within these pages will be relevant to new students of research, young researchers and experienced researchers that want to understand the basics of online and social media research. Ray’s views on 'how to be better with people' and ‘how to maximise response rates’ are vital clues that are likely to shape the future of market and social research.» —Peter Harris, National President, Australian Market and Social Research Society (AMSRS) «It's hard to imagine anyone better suited to covering the rapidly changing world of online research than Ray Poynter. In this book he shows us why. Whether you are new to online or a veteran interested in broadening your understanding of the full range of techniques—quant and qual—this book is for you.» —Reg Baker, President and Chief Operating Officer, Market Strategies International «Finally, a comprehensive handbook for practitioners, clients, suppliers and students that includes best practices, clear explanations, advice and cautionary warnings. This should be the research benchmark for online research for some time. Poynter proves he is the online market research guru.» —Cam Davis, Ph.D., former Dean and current instructor of the online market research course for the Canadian Marketing Research and Intelligence Association «Ray Poynter's comprehensive, authoritative, easy to read, and knowledgeable handbook has come to our rescue … it is a must read for anyone who needs to engage with customers or stakeholders in a creative, immediate and flexible way that makes maximum use of all the exciting, new technology now open to us. Market researchers need to know this stuff now. I can guarantee that anyone who buys the book will find it a compelling read: they will be constantly turning to the next page in order to find yet another nugget of insight from Ray’s tour de force.» —Dr David Smith, Director, DVL Smith Ltd; Professor, University of Hertfordshire, Business School

Following a long process of qualitative, quantitative, and empirical research next to Strategic Intelligence (SI) experts and large companies, this book proposes a way to improve SI and its impact on the performance of an organization. From an exploration, description and evaluation model of SI, a measurement tool in two parts has been built. For all kind of firms and all advancement levels of SI, it explains the construction of a control panel which can be used to pilot SI and its impact on the performance of an organization.

This book, written by a senior marketer with over thirty years experience of using marketing techniques and concepts, sets out to describe, contextualize and rate them. Its prime emphasis is on understanding their status so that they can be used to direct the use of shareholder funds effectively. Its conclusion is that seasoned professionals must use their judgement about when and how to use them, but they also need to understand them in depth if they are going to make well-rounded, effective investment decisions. Above all it asks: “how useful and relevant is this concept? Will it improve decision making? Does the damn thing have any credibility and does it work?” “This book combines a rigorous review of a wide range of marketing concepts with many practical examples and case studies. It can be read or dipped into both by seasoned professionals and by those just embarking on their marketing career.” Sir Paul Judge, President, Chartered Institute of Marketing “Laurie Young casts an experienced and skeptical eye on many cherished marketing concepts and techniques. He provides an antidote to the tendency to adopt them without understanding their limitations and possibilities.” Professor George Day, The Wharton School, Chairman of the American Marketing Association “Laurie Young has produced nothing less than the A-Z of marketing. He has journeyed far and wide mapping out hundreds of business, marketing and communications models to produce an extremely useful industry atlas. Certainly it will find a well-thumbed home on my bookshelf.” Hamish Pringle, Director General, Institute of Practitioners in Advertising “This book is much needed by marketing. Its value is in challenging concepts, some of which have been the accepted norm for a long time. But as this book shows, some of these may no longer be relevant and appropriate for marketers in today’s consumer environment.” Mike Johnston, CEO, Dairy Council of Northern Ireland and former Chairman of the Chartered Institute of Marketing “Senior marketers, like those who make up the membership of the Marketing Society, hone the methods and techniques they favour as their career develops. Laurie Young clearly did that and an experienced voice shines through this critique. It is heartening to find that so many concepts have a long history of producing real value for businesses but alarming to find so many of the theorists’ favourites to be so groundless.” Hugh Burkitt, CEO, The Marketing Society

The concrete tools manufacturing enterprises need to thrive in today's global environment For a manufacturing enterprise to succeed in this current volatile economic environment, a revolution is needed in restructuring its three main components: product design, manufacturing, and business model. The Global Manufacturing Revolution is the first book to focus on these issues. Based on the author's long-standing course work at the University of Michigan, this unique volume proposes new technologies and new business strategies that can increase an enterprise's speed of responsiveness to volatile markets, as well as enhance the integration of its own engineering and business. Introduced here are innovations to the entire manufacturing culture: An original approach to the analysis of manufacturing paradigms Suggested methods for developing creativity in product design A quantitative analysis of manufacturing system configurations A new manufacturing «reconfigurable» paradigm, in which the speed of responsiveness is the prime business goal An original approach to using information technology for workforce empowerment The book also offers analysis and original models of previous manufacturing paradigms' technical and business dimensions—including mass production and mass customization—in order to fully explain the current revolution in global manufacturing enterprises. In addition, 200 original illustrations and pictures help to clarify the topics. Globalization is creating both opportunities and challenges for companies that manufacture durable goods. The tools, theories, and case studies in this volume will be invaluable to engineers pursuing leadership careers in the manufacturing industry, as well as to leaders of global enterprises and business students who are motivated to lead manufacturing enterprises and ensure their growth.

This book is a complete sales and negotiating guide for mainland China and includes practical and measurable techniques that have been tested and proven to work with Fortune 500 companies operating in the 'Middle Kingdom'. It is divided into four main areas: The Knowledge The Sales Call The Negotiation The Maintenance The book is the result of my 8 years of training in sales and negotiation skills across mainland China, as well as running a multi-city, multicultural company in the 'World's Most Stressful Country' (according to Newsweek). The book includes a collection of anecdotes from this experience, as well as case studies developed by working closely with leading companies in China. Some of these companies include Rockwell Automation, Microsoft, Thomson, SAP, and NBC. Sales and negotiating is not easy, particularly when done in a country with completely new values and rules of engagement. The purpose of this book is to lay the rules out clearly, and provide the reader with an easy to understand strategy to doing business in mainland China.

Dieses Buch richtet sich an Marketingverantwortliche und Agenturen. Es bietet eine pragmatische Vorgehensweise fur die Erstellung von «Advertisements that sell»: – ein Reifegradmodell (Basic, Managed, Advanced, Excellent), anhand dessen jeder Mitarbeiter und jede Fuhrungskraft schnell feststellen kann, wie gut die Marketingorganisation wirklich ist und ob noch unentdeckte Reserven in ihr stecken, und – ein Referenzmodell, an dem jeder Marketer seine Ablaufe und Strukturen spiegeln kann, um gezielt Ansatzpunkte fur die Optimierung der Marketingprozesse zu identifizieren. Diese Modelle orientieren sich an den drei Grundbausteinen der Exzellenz fur effiziente und erfolgreiche Marketingkommunikation: – «Wie muss ich meine Werbung gestalten, dass der Adressat nicht nur auf sie aufmerksam wird, sondern auch sofort versteht, welches Bedurfnis er haben soll?» – «Wie komme ich schnell und wirksam zu einem sehr guten Ergebnis fur meine Markenfuhrung?» – Und da es noch schwieriger ist, Ideen umzusetzen, als sie zu generieren, bietet das Buch praxisorientierte Prozesse und Leitlinien, mit denen der Leser die Erkenntnisse aus den anderen Bereichen umsetzen und dabei auch noch die Marketingeffizienz «monitoren» kann. Untermauert wird dies alles durch gute und schlechte Beispiele; Checklisten und Templates erleichtern die praktische Umsetzung.

Market Segmentation: How to do it and how to profit from it, revised and updated 4th Edition is the only book that spells out a totally dispassionate, systematic process for arriving at genuine, needs-based segments that can enable organizations to escape from the dreay, miserable, downward pricing spiral which results from getting market segmentation wrong. Nothing in business works unless markets are correctly defined, mapped, quantified and segmented. Why else have hundreds of billions of dollars been wasted on excellent initiatives such as TQM, BPR, Balanced Scorecards, Six Sigma, Knolwedge Management, Innovation, Relationship Marketing and, latterly, CRM? The answer, of course, is because of a structured approach to market segmentation. Market Segmentation: How to do it and how to profit from it, revised and updated 4th Edition provides a structured, no-nonsense approach to getting market segmentation right. It is an essential text for professionals and students based on a wealth of practical experience and packed with examples and easily used checklists.