Here is the classic work that laid the groundwork for focus-group research. This new edition features a new preface by Merton and an introduction updating developments in the field.
Provides salespeople with information on hypnotic techniques and how to use them in sales presentations and script books to win the customer's trust and make sales
Tupperware Home Parties, Shaklee Corporation, Amway, Mary Kay Cosmetics—theirs is an approach to business that violates many of the basic tenets of modern American commerce. Yet these direct se
The world's greatest salesman presents the definitive guide to effectively closing any sales presentation. Girard's previous titles, How to Sell Anything to Anybody and How to Sell Yourself, have a t
Tells how to find prospective customers, make effective use of the telephone, identify those in authority, deal with receptionists, and evaluate one's performance
"Intended for executives in small- to medium-sized companies just beginning to contemplate an export program, this book tells when and how to export and takes the reader through documentation, product
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales SuccessKnowing how to get to the decision maker, deal with the competition, understand buyer psychology, and servi
"Samli provides an academic rather than a practical day-to-day approach to retailing, and his book may help move retailing toward the mainstream of academic research and interest. . . . The author inc
Sales pros know that we are in the midst of one of the most turbulent and competitive periods in the history of selling. There are more players in the game, and the game is far mole complex. Customers
This thought-provoking book chronicles the evolution of marketing theories and the rationales behind them. The authors present a typology for the twelve schools of marketing thought, and describe a co
Provides an overview of the process of international trade, answers questions about export and import, and covers pricing, distribution, financing, documentation, licensing, and shipping
This book opens the black box of qualitative market research and reveals the inner workings of the qualitative process. The influence of group dynamics on the data itself, the significance of body lan
The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved
Presents new survey instruments which can be used to elicit information from respondents about preferences. He also chooses samples, collects data, and analyzes it to contruct somthing akin to demand
While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually r
Explains the strategies, tactics, and techniques of negotiation, covering diverse types of negotiation situations, the goals of buyers, the power of taking risks, how to make concessions the smart way
Since its publication in 1983, The Marketing Imagination has been widely praised as the classic, all-inclusive "Levitt on Marketing." Now Theodore Levitt -- renowned as the Harvard Business School's
Doctors, housewives, ministers, parents, teachers ? everyone has to "sell" their ideas and themselves to be successful. This new guide by America's #1 professional in the art of persuasion focuses on
Unlike the papers of some other great economists, those of Kenneth Arrow are being read and studied today with even greater care and attention than when they first appeared in the journals. The public
