Mega Planning: Practical Tools for Organizational Success

Book Description

While most planning books just focus on individual jobs, tasks, and personal competence, Mega Planning examines the new realities for organizational success and provides the reader with the planning tools necessary to achieve responsive and responsible change. This book is the first frame of reference or level of planning that takes a wide-angle view of organizational and societal opportunities, emphasizing the importance of defining and justifying where the individual or organization should be heading, and leading to the discovery of new opportunities and challenges. It is filled with exercises, reality-based cases, and other aids to help the reader develop solutions and plans that work. MBA students, Executive MBA students, as well as managers, executives, and organizational consultants will benefit from reading this book.

Customer Reviews:

A Master Strikes!.......2000-10-17

I have been in the field of business development and Instructional Design for over 15 years. Over the years, I've seen many organizations resist change, attempt to change, fight to re-engineer, adopt TQM, QA, SOPs (sic)...you name it. Many have attempted to succeed by using a part and partial approach. It seems Roger Kaufman has taken Needs Assessment and shown how it can encompass the best practices to insure business success by careful, committed, comprehensive planning. The elements of change we have come to know as fundamental to world-wide business and organizational survival and success are woven into a convincing model.

At a high level, his paradigm is truly holistic. At a "micro" level, it is detailed to the point where it can be put into practice step-by-step.

Aside from the strength of his thinking, his writing style is refreshing. I found myself actually chuckling at points throughout the book. Once again, his parallels and examples are real-world and sometimes so simple that anyone should be able to comprehend and accept his rationale.

I am currently working on a needs assessment for a VERY large Federal Agency. They have demanded that we follow this model from beginning to end; testimony to its acceptance beyond academic settings.

Book Description

This book is an excellent work of scholarship. It seeks to redefine the early modern English economy by rejecting the concept of capitalism, and instead explores the cultural meaning of credit which resulted from the way in which it was economically structured. It is a major argument of the book that money was used only in a limited number of exchanges, and that credit in terms of household reputation was a "cultural currency" of trust used to transact most business. As the market expanded in the late-sixteenth century such trust became harder to maintain, leading to an explosion of debt litigation, which in turn resulted in social relations being partially redefined in terms of contractual equality.

Book Description

A follow-up to the author's highly successful Power Base Selling.

Ideal for any kind of salesperson.

Customer Reviews:

A Good Read!.......2003-02-26

Jim Holden uses the metaphor of the Selling Fox to present ideas that will sharpen the skills of any competitive sales professional. Unlike many sales books, which have a "supervisory" voice, written from the perspective of someone who isn't actually battling away on the front lines, Holden writes about the reality of winning and keeping business. Foxes survive and thrive in an environment where another player is always scheming to steal their cheese, not move it. In fact, one unique aspect of this helpful guide is its practical advice on how to set traps for your competitors and take their clients away. That may not fit the rest of Holden's emphasis on integrity - but the law of the jungle is often what makes a sales professional a valued property. Maybe the fox analogy is overdone, but the phrase "super sales person" is even more careworn. We from getAbstract strongly recommend this book to those engaged in the noble business of selling, and to those who train them.

This is HOW TO SELL..........2002-07-06

This is how to sell...in any and all competitive markets..
If you are not aware or using this stuff...you are at a big time loss...or will loose sales to me.
-Measure your personal performance and professional development
-Establish and maintain executive relationships
-Destabilize the competition to win market share (THE BEST.BEST.BEST STUFF)
-Build personal credibility
-Utilize advanced blocking and trapping techniques (GREAT IDEAS)
-Objectively evaluate sales opportunities and pursue the right lead every time
-Anticipate and defend against competitors' attacks (ONLY WAY TOO GO!)

A must read for all WHO sell in competitive environments..........2002-07-04

All, I mean ALL, ALL selling, ALL selling is competitive (or you are not in sales) in the new age of selling...info moves faster...decisions are made with differnt spins...and he or she who discerns the buying process and measures every step wins. Jim shows you how...this info is not new yet an expansion of material first introduced years ago on Power Base Selling (the best book on Sage selling ever) and World Class...this book targets the individual skills and intuition of the Selling Fox. Great work. Have read 'SPIN-SPUN' selling and feel that executing that process can be a bigger negative vs. positive to gettting the job done...read 'High Prob Selling' and this will greatly compliment Holdens concepts to some extent. Holden's books will always house my shelf wtih ONLY a few others...'Toa of Sales,' Behr, 'Major Account Selling,' Rackham, 'Solution Selling and High Prob Selling" and of course the BOMB of them all 'The Selling Fox,' Holden. MUST READ! Honest and real!! No hype and bla-bla about... maybe this, that, and the other.

Serious Seller's Field Guide.......2002-06-08

"The Selling Fox" dots the "i's" and crosses the "t's" on developing a personalized business development system, operative in any marketplace. As the author states, it is the centerpiece to his other two references, "Power Base Selling" and "World Class Selling." As advertised, it is a "field guide" for increasing sales performance, with reference points from how to create demand, to how to close business, right under your competitor's nose. The reference points of Jim Holden's personal ethos are integrity, intelligence, intensity, and innovation. Connect those dots and you'll have a picture of the man behind the fox.

Average customer rating:

Marketing Paperback w/PowerWeb Package
William O Bearden , Thomas N Ingram , and Raymond W LaForge
Manufacturer: McGraw-Hill/Irwin
ProductGroup: Book
Binding: Paperback

General | Popular Economics | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books
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ASIN: 0072461284

Book Description

Marketing: Principles and Perspectives is a cutting edge text. In the first edition, we demonstrated this leading coverage with our strong integration of Integrated Marketing Communication and Direct Marketing. In the second edition we continued our modern coverage by integrating cross-functional teams, customer loyalty, and the Internet / technology. The third edition includes an E-Commerce chapter and continues to fully integrate the Internet throughout. The authors not only talk about what marketing is, but prepare the students to be marketers by involving them in interactive exercises which strengthen decision making skills. Marketing, Third Edition offers the latest coverage, quality professor supplements, and an interactive student web tool and still it is approximately $20 less than most principles of marketing competitors.

Capturing Campaign Dynamics, 2000 And 2004: The National Annenberg Election Survey

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Capturing Campaign Dynamics, 2000 And 2004: The National Annenberg Election Survey

Manufacturer: University of Pennsylvania Press
ProductGroup: Book
Binding: Paperback

Elections | Government | Nonfiction | Subjects | Books

General | Politics | Nonfiction | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books
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ASIN: 0812219449

Book Description

The presidential elections of 2000 and 2004 were two of the most contested and dramatic in our nation's history. During the election seasons of 2000 and 2004, the Annenberg Public Policy Center conducted the largest studies ever undertaken of the American electorate--the National Annenberg Election Survey (NAES). Capturing Campaign Dynamics, 2000 and 2004 provides the data from these two surveys to the general public as well as useful tools for analyzing and interpreting the findings.

Featuring rolling cross-sectional analysis, this book walks researchers through different strategies for using this type of survey research to understand campaign dynamics. An important feature of the volume is its explanation of the use of time series analysis to study the dynamic effects of political events as they unfold during presidential elections. The application of this methodology will uncover new insights into the time-dependent processes that unfold during election campaigns in ways that have not been possible before NAES. The book includes a CD-ROM of the NAES codebooks and data, featuring more than 200,000 interviews with adults living in the United States. The data contained on the NAES CD-ROM are in both SPSS format and tab-delimited format for use with other statistical software.

Book Description

Everyone in business at one time or another has had to sell. Now one of Americas master sales trainers shows how to develop the essential skills to start making sales fast. Included are chapters on how to get appointments, create dynamic presentations, understand a prospects motivation, handling objections, and close the sale. The author also reveals his secrets for selling to people at the top.Anthony Parinello, a salesman for more than 20 years, is the author of Selling to Vito, which has sold over 150,000 copies. He lives in San Diego, California.

Customer Reviews:

Great guideline for salespeople.......2000-05-31

This book presents an easy to follow outline of tips and traits for successful salespeople. Even if you don't read the whole thing, use it as a reference.

Power Copywriting: Dynamic New Communications Techniques to Help You Sell More Products and Services

Average customer rating:

A Perfect Book for the Professional Copywriter in your Life!
A GREAT BOOK FOR INTERMEDIATE AND ADVANCED COPYWRITERS

Power Copywriting: Dynamic New Communications Techniques to Help You Sell More Products and Services
Herschell Gordon Lewis
Manufacturer: Dartnell Corp.
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Running Meetings & Presentations | Skills | Business & Investing | Subjects | Books

On the Art of Writing Copy, Third Edition

ASIN: 0850131871

Customer Reviews:

A Perfect Book for the Professional Copywriter in your Life!.......2000-02-13

I work in the creative department of a New York based advertising agency whose name most in the business would instantly recognize. Lewis's book was recommended to me as an interesting and valuable read. I bought it and found it immensely helpful. Wonderful! Not sure why more people in the "biz" don't know about it! I wholeheartedly agree with the review that appears above....this is an exquisite book. THIS is the book they should be using in graduate level communications courses. On the other hand, forget it. I want to keep my job! A TRUE GEM OF A BOOK - GET IT!

A GREAT BOOK FOR INTERMEDIATE AND ADVANCED COPYWRITERS.......1999-09-13

Let me say right from the beginning that I have been writing copy for more than a dozen years. Everything from broadcast to direct mail. And after you read all the essential classics in the field (and those copywriting for less than 5 years MUST first read the classics by Bly, Caples, Ogilvy, and yes Lewis too) I can't think of any other book better suited than this one for refining and fine tuning the more experienced copywriter! Power Copywriting takes us on a wonderful journey through the refinements of the copywriting craft. Things professionals have always instinctively known but LOVE seeing corroborated in print - and - things we've perhaps never considered and will try FIRST THING TOMORROW! Very little actual narrative. It's just pages and pages of sophisticated tips, secrets, and wisdom served to you in bite size chunks. A book not really meant for the novice because it presumes the reader can really tell the difference between a feature and a benefit and already understands all the basics. This book BUILDS UPON the basics. To stay sharp, I've read this book twice a year since I've purchased it. I've seen my copywriting "pull" significantly better after reading Lewis' Power and so will you. If you've already read the classics and have more than 4 or 5 years experience in copywriting - GET THIS BOOK!

Capturing Campaign Dynamics: The National Annenberg Election Survey: Design, Method and Data includes CD-ROM

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Capturing Campaign Dynamics: The National Annenberg Election Survey: Design, Method and Data includes CD-ROM
Daniel Romer , Kathleen Hall Jamieson , Christopher Adasiewicz , Kate Kenski , and Paul Waldman
Manufacturer: Oxford University Press, USA
ProductGroup: Book
Binding: Paperback

Elections | Government | Nonfiction | Subjects | Books

General | Politics | Nonfiction | Subjects | Books

Political Parties | Politics | Nonfiction | Subjects | Books

U.S. | Politics | Nonfiction | Subjects | Books

Research | Social Sciences | Nonfiction | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books
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ASIN: 0195165047

Book Description

Many of those who frequently interact with adolescents have resigned themselves to the fact that the period between childhood and adulthood is inevitably characterized by risky and unhealthy behavior and also a time when previously healthy children will experience the first signs of mental disorder. Likewise, the popular media often present the adolescent brain as a work in progress, unprepared for the developmental changes that drive unhealthy behavior, and vulnerable to the genetic influences that seem to undermine mental health. But in the last decade, scientists have come to grasp the plasticity of the adolescent brain. Although important findings from both animal and human research show the effects of early maltreatment on brain development and how these effects can be transmitted across generations, new advances in our understanding also promise strategies for reversing these and other genetic predispositions. Research now suggests that mental health professionals and concerned parents may be able to take advantage of adolescent brain plasticity by fortifying strengths, avoiding maladaptive behaviors, and counteracting genes that would otherwise promote mental disorder. At one time considered mutually exclusive, according to the argument diligently supported by Daniel Romer and Elaine Walker, nature and nurture actually work in concert, shaping the development of the mature individual. The implications for our views of the treatability of mental disorder could be dramatic. A central question which this volume addresses is: With treatment and preventive interventions, can we enhance healthy functioning, prevent potential maladaptive behavior, and alter the developmental course of psychological disorders? In June 2005, a diverse group of psychologists, neuroscientists, and researchers came together at University of Pennsylvanias Annenberg Public Policy Center to discuss this question theoretically and practically from a variety of perspectives. The presentations from this fruitful meeting have been synthesized into Adolescent Psychopathology and the Developing Brain: Integrating Brain and Prevention Science, a collection that offers prevention and neuroscience researchers the knowledge and background to embark on the study of developmental psychopathology, and the rationale to chart a new course.

Dynamics of International Advertising: Theoretical and Practical Perspectives

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All about international advertising

Dynamics of International Advertising: Theoretical and Practical Perspectives
Barbara Mueller
Manufacturer: Peter Lang Publishing
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Communication | Words & Language | Reference | Subjects | Books

Journalism | Writing | Reference | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books

Reference | Qualifying Textbooks - Fall 2007 | Stores | Books
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ASIN: 0820463604

Book Description

Dynamics of International Advertising brings to light the unique challenges in developing and implementing successful campaigns globally. With a balance of theoretical and practical perspectives, this text takes the reader inside the dynamics of advertising as it functions within the international marketing mix. Filled with current examples and case studies, Dynamics of International Advertising addresses the key issues that advertisers must keep in mind to create effective communication programs for foreign markets: cultural norms and values, political environments, economic policies, social contexts, and more. Both the process and product of international advertising are addressed—from research and strategy development to creative execution and media planning. This is an ideal textbook for upper-division undergraduate and graduate students in specialized courses dealing with international advertising or marketing. It is also an effective supplemental text for introductory advertising, marketing, or mass communications courses seeking to expand coverage of the international dimension. The text should prove useful to practitioners of international advertising, whether on the client side or within the advertising agency. And, finally, researchers of international advertising and marketing will also find the text a valuable resource.

Customer Reviews:

All about international advertising.......2005-08-09

The book speaks about characteristics, problems and strategic challenges in international advertising (with a balance of theoretical and pratical perspectives).There are many examples of which elements advertisers must consider to create an effective communication for foreign markets(for example, cultural, economic and political local contexts). It's a very usefull and interesting book, even for students that didn't study advertising or marketing at the university: in fact, contents are expressed clearly and in a thorough way.

The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation

Average customer rating:

A must read for any sales professional!

The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation
Dave J. Kahle , and Dave Kahle
Manufacturer: AMACOM/American Management Association
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Six Thinking Hats

ASIN: 0814404650

Book Description

Salespeople have always had a tough job. It just got tougher. In the last five years, selling has become unimaginably complex. Products are born and die within six months. Customers demand personalized attention. Service is critical to some, while price is the key factor for others. And then there's the Internet--how's a salesperson supposed to compete with that?

It seems salespeople need to be many different things to many different markets. This new book addresses this issue, and shows salespeople how they can adopt six different roles (a.k.a. "hats") for different selling situations. Based on the concept of "critical thinking," this powerful book provides salespeople with a comprehensive system for using just the right thought-strategy for each circumstance.

Readers get detailed information on how to best "wear" each of the six hats: 1. Astute Planner 2. Trusted Friend 3. Effective Consultant 4. Skillful Influencer 5. Adept Human Resource Manager 6. Master Learner.

Customer Reviews:

A must read for any sales professional!.......2000-04-20

This is one of the most powerful step-by-step approaches to sales success that I have every read. The six competencies outlined in this book will absolutely transform the way you look at sales and help boost your performance. I have had great success so far by what I've learned. Reading this book was one of the best investments I've made in my career in some time.

Average customer rating:

Marketing w/PowerWeb
Michael J Etzel , Bruce J. Walker , and William J Stanton
Manufacturer: McGraw-Hill/Irwin
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books
ASIN: 0072430346

Book Description

Etzel, Walker, Stanton’s Marketing, 12th Edition will continue to be a low-cost alternative in a paperback format, now including free access to PowerWeb. It incorporates technology throughout; in-text and boxed examples, chapter opening cases, and part-ending cases. This book was the first to incorporate WWW addresses and in this edition the authors go well beyond that with an in-depth look at how companies are making technology an important part of their successful marketing strategies. The authors have also made it a priority to integrate other important and current themes such as global marketing, customer relationships, small business and entrepreneurship. In this edition, the global marketing chapter was moved to the first part of the book (chapter 3) to introduce its importance early. Global examples and coverage are then integrated throughout. This edition offers a completely new design, a revised supplements package, a new interactive web page and a special package with Annual Edition online.

The 18th annual Advertising & Promotion Awards.: An article from: Beverage Dynamics

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The 18th annual Advertising & Promotion Awards.: An article from: Beverage Dynamics

Manufacturer: Bev-AL Communications, Inc.
ProductGroup: Book
Binding: Digital

General | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Beverage Dynamics, published by Bev-AL Communications, Inc. on March 1, 2002. The length of the article is 1652 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: The 18th annual Advertising & Promotion Awards.
Publication: Beverage Dynamics (Magazine/Journal)
Date: March 1, 2002
Publisher: Bev-AL Communications, Inc.
Volume: 114 Issue: 2 Page: 45(4)

Distributed by Thomson Gale

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