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101. Tested Advertising Methods (Prentice
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102. Build It Big : 101 Insider Secrets
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103. Developing Products in Half the
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104. Product Strategy for High Technology
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105. Avon : Building The World's Premier
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106. The Wisdom of Crowds: Why the
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107. The 25 Sales Habits of Highly
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108. Proactive Sales Management: How
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109. Mail and Internet Surveys : The
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110. The Anatomy of Buzz : How to Create
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111. Selling 101 : What Every Successful
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112. Market-Based Management (3rd Edition)
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113. Product Management
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114. Fish! Tales: Real-Life Stories
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115. Sales & Operations Planning
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116. Angel Customers and Demon Customers:
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117. Delivering Knock Your Socks Off
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118. Endless Referrals: Network Your
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119. Principles of Internet Marketing
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120. Software Product Management Essentials

101. Tested Advertising Methods (Prentice Hall Business Classics)
by John Caples, Fred E. Hahn
list price: $15.95
our price: $13.45
(price subject to change: see help)
Asin: 0130957011
Catlog: Book (1998-07-01)
Publisher: Prentice Hall
Sales Rank: 8085
Average Customer Review: 4.95 out of 5 stars
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Reviews (20)

5-0 out of 5 stars Excellent - Best book on advertising and copywriting ever!
I have read this book twice cover to cover and refer to it almost everyday. If I could have given this book 6 stars I would have done it without reservation.

I have ordered and read at least 4 different books on copywriting and advertising in the last year. Most of the books have good ideas, but none of them describe the methods of writing headlines the way Caples does. He spends 4 chapters on it and let me tell you when he is finished you will know it cold! Personally that would have been enough to sell me on the book, but he doesn't stop there. He talks about scientific advertising to make sure you are writing ads that sell and not waste money. In addition, he talks through how to write the first paragraph and how to structure the copy. Finally, he spends time to talking about how to improve the selling power of copy.

Since I have read this book my ability to write copy has reached a whole new level. If you are in this field or responsible for writing copy I would advise you that this is a book you MUST own.

5-0 out of 5 stars Excellent - best book ever on direct response advertsing
As an author and professional speaker on marketing, I've recommended this book for years. It provides more specifics and sound advice for novice and experienced marketers on direct response advertising than anything else I've seen. It provides good fuel to test an ad agency's stuff-- especially those that say things like "oh, you can't track that..." I've re-read this book probably 20 times -- and you should too if you really want to improve the results of your advertising.

5-0 out of 5 stars Learn How to Motivate People to BUY Your product!
This book is the best book on marketing that I have ever seen! You know, I think this book provided with me the same stuff that would cost me 5000+ dollars to have some "marketing guru" to tell me the secrets of advertising. This book is literally a gold mine! I highly recommend this book to anyone who has to motivated people with this pen. Read it today!

Zev Saftlas, Author of Motivation That Works: How to Get Motivated and Stay Motivated

5-0 out of 5 stars The Natural Successor to Scientific Advertising
First read Claude Hopkins's "Scientifc Advertising," then read this. Any modern-day advertisers and copywriters who don't follow the teachings of Caples and Hopkins are doomed to failure.

Caples picked up where Hopkins left off, expanding upon Hopkins's work and breaking new ground with his work. Far too many advertisers today fail to heed the advice of Caples and it shows both in their advertisng and the results they achieve.

"Tested Advertisng Methods," together with "Scientific Advertising," form the Bible of Advertising. If you are a serious student of advertising and/or copywriting, this has to be on your bookshelf.

5-0 out of 5 stars One of the best books in advertising
This book is a jewel that every marketer or member of an ad agency should have as a reference. It does not lose time in trying to be creative. It's quite the opposite, with the author defending what he defines as "scientific" advertising, the type of advertising that wins sales as opposed to ad awards. It provides clear explanations on concepts of written copy and tests every different type of ad you can imagine - short copy x long copy, ads with picture x ads without picture, etc - to provide the reader with a quite good idea on the types of ads that really work in generating sales.

The only caveat of this book: it does not mention techniques that work better in radio and TV. ... Read more


102. Build It Big : 101 Insider Secrets from Top Direct Selling Experts
by Direct Selling Womens Alliance (DSWA)
list price: $17.95
our price: $12.57
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Asin: 0793192773
Catlog: Book (2005-01-15)
Publisher: Dearborn Trade, a Kaplan Professional Company
Sales Rank: 68479
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Book Description

Millions of people around the world are involved in direct selling.There are 12 million in the United States alone!Almost 74 percent of direct sellers are women.

An estimated 46 million people in the world are involved in direct selling, according to the Direct Selling Association.In less than ten years this number is expected to grow to an unbelievable 200 million!With more people looking for careers that offer independence, flexibility, and tremendous income potential, this book offers a one-stop source of nuts-and-bolts advice, insights, and practical sales skills.

Build It Big: 101 Insider Secrets from Top Direct Selling Experts addresses the three most popular models of direct selling:
* network marketing (e.g., Amway)
* party planning (e.g., Pampered Chef)
* person-to-person(e.g., Guardian Life Insurance)

The training that many of these companies offer is limited and typically covers only product features and benefits, basic sales techniques, recruitment, and order processing.

Through extensive research, the Direct Selling Women's Alliance (DSWA) has identified four crucial "life skills" that often are neglected or omitted from a company's training and support program:


* Financial and tax guidance.
* Coaching and leadership skills development.
* Business management and technology training.
* Daily success practices and implementation.

Build It Big unveils the methods and approaches in developing these skills that, DSWA believes, are the true linchpins of growth and long-term sales stability.The disciplined approach and real-life insights from some of the most successful and talented people in the direct selling business will have broad appeal to rookies and veterans alike, especially for people who are opting for direct selling for part-time work, extra income, and the autonomy it offers. ... Read more


103. Developing Products in Half the Time: New Rules, New Tools, 2nd Edition
by Preston G.Smith, Donald G.Reinertsen
list price: $34.95
our price: $23.07
(price subject to change: see help)
Asin: 0471292524
Catlog: Book (1997-10-10)
Publisher: Wiley
Sales Rank: 37772
Average Customer Review: 5 out of 5 stars
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Book Description

Advance praise for Developing Products in Half the Time Second Edition New Rules, New Tools Preston G. Smith • Donald G. Reinertsen "This is an exceptional book! Get a new highlighter before you start. There are so many ‘ah ha’s’ in each chapter you will never make it through with an old one." Don LaCombe, Ford Motor Company, Product Development Process Leadership "An excellent book with a strong treatment of the cycle-time consequences of overloading your development capacity. It provides powerful and practical concepts for dealing with this issue." Andrew Aquart, Director Product Development, Cordis, a Johnson & Johnson Company "This is practical, useful stuff for people competing in highly competitive fast moving business." Dr. Paul Borrill, Chief Scientist, Sun Microsystems "3M has absorbed many of the tools from the original edition, and this new one will be even more useful. The topic of incremental innovation is crucial to us, and I really appreciate its balanced treatment." Ronald H. Kubinski, Manager New Product Commercialization Services, 3M Company "As the authors correctly point out, the Fuzzy Front End is the least expensive place to reduce cycle time. This book is one of the only sources of concepts, methods, and metrics for compressing this critical portion of the development process." David M. Lewis, Product Manager, Eastman Kodak Co. "Using these tools we’ve more than cut our time to market in half. The new edition of this classic crystallizes the synergy of the fast-to-market techniques, and the icons in the margins highlight the opportunities and pitfalls." Mike Brennan , Vice President of Product Development, Black & Decker ... Read more

Reviews (5)

5-0 out of 5 stars Excellent must-read for senior managers
I found that this book was packed full of common sense, which is rare in a development management book. Although it has a lot of examples of manufacturing of phsyical goods, I found it great as a software manager. There aren't many spare words in this book, either -- it's terse and well edited, so you get the raw facts and the necessary stories to back them up, but not a lot (or any, really) fluff.

I am putting it on my bookshelf for software engineers, right next to Writing Solid Code and Debugging the Development Process, two classics for software engineers and team leads, respectively.

5-0 out of 5 stars Buy and Read
Absolutely the best book there is on the subject of new product development. Of particular import is the discussion on market and pricing dynamics, which may be new to technical-types. Choosing the right product to develop is critical to avoid "The Innovators Dilemma". The book however needs to add more to the discussion of the importance (and risk) of rapid return of (partial) information to the team during the development cycle, as well as human (team) dynamics. I would therefore recommend "The Team Handbook" as a necessary adjunct.

5-0 out of 5 stars very sophisticated tools for real life product development
While the first edition was a bit dry to read in the first four chapters, the second edition is more fun. The value of the content has not been reduced with rev 2.0, on the contrary.

The book is full of sound business theory which is well explained and put into real life context to help the non-MBA to transfer the message to their respective challenges.

Also invaluable are the hints towards common pitfalls. They show that the authors have really applied the theory and are aware of the human factor in change processes.

I read rev 1.0 and 2.0 and will probably buy 3.0 as well.

Keep going!

5-0 out of 5 stars Great Reading for Software Managers
Over 14 years of software experience confirmed alot of what this book offered. It's well written, chalked full of great facts and gives you a perspective on the possibilities for software development. Let's face-it, software development has almost zero manufacturing issues. So, if your looking for the real reason to implement processes and methodolgies into your development processes, this book will take you there.

5-0 out of 5 stars This is a must-read book for all development managers
This is a treatise on management techniques, not process improvement. The first two chapters detail the decision of which projects to speed up, implying that a manager can only speed up a project by overstaffing it and clearing its path of the usual bureaucracy. Therefore, there is no permanent process gain to be had. But it is a great guide for decision makers looking to cut some time off any (or every) project. The fundamental tenets are these:

1) Make the decision to develop a new product idea quickly.

2) Staff all functions to the project immediately and keep them on throughout (no ramp-up, no handoffs)

3) Specify it simply and quickly and do not change the spec (3 days, 3 pages).

4) Spend a little time on the product architecture, designing for modularity and quick development.

5) User overlapping development techniques (work on multiple modules simultaneously)

6) Make a successful transition to manufacturing to complete the project.

You can halve the development time of most projects just by changing the way you manage your projects, without doing a lot of overtime or increasing the cost of development. Many of the answers are in this book. Again, this is a must read book for all development managers. ... Read more


104. Product Strategy for High Technology Companies
by Michael E. McGrath
list price: $49.95
our price: $32.97
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Asin: 0071362460
Catlog: Book (2000-10-12)
Publisher: McGraw-Hill
Sales Rank: 39611
Average Customer Review: 4.86 out of 5 stars
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Book Description

One of the key determinants of success for today’s high-technology companies is product strategy—and this guide continues to be the only book on product strategy written specifically for the 21st century high-tech industry. More than 250 examples from technological leaders including IBM, Compaq, and Apple—plus a new focus on growth strategies and on Internet businesses—define how high-tech companies can use product strategy and product platform strategy for competitiveness, profitability, and growth in the Internet age. ... Read more

Reviews (7)

5-0 out of 5 stars targeted for core products at large companies
I love this book: the concept of a "vector" for product
development is a terrific way to think about competition.
IMHO, this book is a must-read for all product managers,
product marketers and people involved in strategic decisions,
i.e. all senior executives.

That said, speaking as a five-time startup engineer, the advice
and examples in this book seem geared towards the core product
lines in larger companies, where you can credibly talk about
"two years from now" as opposed to wondering if you'll even be
in business, which is also the problem for new product lines at
large companies. The experience for the book comes from the
PRTM consulting firm, which was made famous for their work with
parallel product development at Intel. We hired them in the
early days at Inktomi, and found mixed success with their
process because we were terrified of immediate failure, and
they wanted to talk about version 3. Obviously, there's a
successful middle ground because Inktomi was a huge success in
the short term, but ultimately lost its strategic direction.

4-0 out of 5 stars watch out cost to implement in ur office before do it
For example, author addressed the benefits to have a product platform strategy are focusing managemnet on key decision at the right time;enabling products to be deployed rapidly and consistently; encouraging a longer-term view of product strategy; leveraging significant operational efficiencies; helping management anticipate replacing a major product platform.

However, he may forget to remind readers that these require cost before enjoying the benefits, such as you need to hire a new tier of middle management if you company is too small to afford before; to establish the new channel capabilities to justify the investment on the platform bcz to access new markets; the IT system to calculate operation efficiencies such as engineering head count, material cost, and supply chain cost is also not cheap if you only have the option to use turn-key solution.....

It may be reasonable to equip product platform strategy only when benefits are greater than costs.

5-0 out of 5 stars Unmatched User Guide to High Tech Product Strategy
In his richly illustrated Product Strategy for High Technology Companies, Michael E. McGrath rightly describes product strategy as a management process. Like any process, product strategy defines structure, timing, responsibilities, and skills. The process architecture reproduced on page 359 provides a practical framework starting with the definition of core strategic vision. Core strategic vision requires answering three questions: 1. Where do we want to go? 2. How will we get there? 3. And most critical Why will we be successful? Core strategic vision determines the criteria used for reaching a strategic balance in the product development process: Focus vs. diversification, short-term vs. long-term, current product platform vs. new product platform, business Alpha vs. business Beta, research vs. development, and high risk vs. low risk. Available resources influence the outlook of strategic balance.

Core strategic vision, strategic balance, core competencies, and competitive strategy are together the foundations on which the often-ignored product platform strategy is built. Product platform strategy is the lowest common denominator of relevant technology in a set of products or a product line. Product failures in high-tech companies frequently can be traced to an incomplete product platform strategy according to McGrath. Strategic balance, product platform strategy, and competitive strategy are together the foundations of product line strategy. Product line strategy is where specific product offerings are defined.

Core strategic vision also influences the competitive strategy that high technology companies must define. McGrath provides an in-depth, practical review of differentiation strategy, pricing strategy, and supporting strategies. Supporting strategies are first-to-market and fast-follower strategies, cannibalization, and global product strategy. McGrath's examination of both time-based strategies and cannibalization is particularly interesting because both subjects are rarely covered in such a luxury of detail. McGrath finally examines the optional expansion strategy and innovation strategy. High technology companies only need them if they want to invest in expansion or innovation.

To summarize, Product Strategy for High Technology Companies is a practical guide to a management process from which even product managers from outside the high tech industry can draw useful lessons and more importantly apply them to their own product strategy.

5-0 out of 5 stars Best Strategic Toolkit Ever Written
There are countless strategy books out there. Each one has an overriding framework that the entire book is based on, that often warrants only a 15-page article. This book is loaded with practical frameworks that together provide a thinking and creativity-channeling approach. Better yet, every framework has been proven in practice at dozens of companies by the author's implementation-based consulting firm. Each chapter is filled with examples from a broad range of technology-based companies. When applying these frameworks outside of technology-based industries and large companies just use common sense to strip them down to their essence and don't worry about the fancy techno-speak. You can also use most chapters as stand-alone strategy tools. I personally like "vectors of differentiation" and wonder how so many companies blow it when it seems like common sense. But then again if common sense were common, books like this wouldn't be needed. And then there's the issue of actually implementing what you come up with...

5-0 out of 5 stars Don't Just Read It, Do it!
After founding a leading market research firm and teaching New Product Development at Harvard, I found this book so compelling that our firm has completed a review of our entire new web research product strategy, and come to some startling and highly productive insights on how to proceed and succeed. It is by far the most practical, in-depth guide to achieving competitive new product development strategies I have ever read.

The book shows clearly how to answer the critical questions: 1) Where do we want to go, 2) How will we get there, and 3) Why will we be successful. It shows how to create a Core Strategic Vision that is the foundation for new product success. And it shows how to use that vision to create highly competitive and profitable product lines, particularly in high technology.

Having tested new product ideas for hundreds of companies over the last 25 years, it is difficult to think of more than a handful who couldn't have benefited from not only reading this book, but doing what it recommends. ... Read more


105. Avon : Building The World's Premier Company For Women
by LauraKlepacki
list price: $24.95
our price: $16.97
(price subject to change: see help)
Asin: 0471710261
Catlog: Book (2005-03-25)
Publisher: Wiley
Sales Rank: 17971
Average Customer Review: 5.0 out of 5 stars
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Book Description

A colorful look at Avon's journey to the top
Avon is the world's largest direct sales company, with a record four million representatives in more than 140 countries worldwide. Its product line has expanded from cosmetics to vitamins, weight control products, clothing, and jewelry. In The Avon Story, author Laura Klepacki offers an in-depth look at how Avon grew from a small business selling books door-to-door to one of the world's leading cosmetics companies. Through exclusive interviews with company executives--both past and present--as well as analysts and other experts in the beauty and cosmetics industry, Klepacki reveals how Avon has built a global empire by addressing the needs and customs of women around the world as well as how it has managed to thrive in all economies even in tough times. Readers will also discover how this cosmetics powerhouse has maintained and increased its market share through new product introductions, the use of technology, appealing to different customers, including men and teens, rewarding its best performers, and giving back to society with financial support for such causes as domestic violence and breast cancer. The Avon Story also takes a look at the leadership principles that have allowed Avon to prosper over the years. Engaging and entertaining, The Avon Story offers readers a well-rounded account of one of America's most respected and successful companies.
Laura Klepacki (West Caldwell, NJ) is an experienced journalist who has covered beauty, marketing, and other consumer issues. She is the mass-market beauty editor for Women's Wear Daily, where she specializes in articles on the multibillion-dollar health and beauty care industry in the United States. She frequently travels to industry conferences to meet with senior executives and has close contacts with consultants and analysts in the cosmetics and fashion business.
... Read more

Reviews (1)

5-0 out of 5 stars Great Idea
I think it's a great idea to have some kind of knowledge in making this business a success for everyone.I never thought they would come out with a book, but if and when it comes out, I am going to read it!Great job at making something so lucrative in helping the women of today advance further! ... Read more


106. The Wisdom of Crowds: Why the Many Are Smarter Than the Few and How Collective Wisdom Shapes Business, Economies, Societies and Nations
by James Surowiecki
list price: $24.95
our price: $16.47
(price subject to change: see help)
Asin: 0385503865
Catlog: Book (2004-05-25)
Publisher: Doubleday
Sales Rank: 264
Average Customer Review: 3.95 out of 5 stars
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Reviews (21)

2-0 out of 5 stars A huge disappointment
I had high expectations for this book because James Surowiecki's New Yorker column is usually so good. But THE WISDOM OF CROWDS is one of the most disappointing books I've read in years. (Indeed, I feel somewhat ripped off by having purchased it and devoted several hours to reading it.)

The main problem with this book is that despite Surowiecki's often breathless tone, nothing he says is new. Every point he makes has been made many times before by many other writers.

For instance, the key theme of his book is that groups can solve certain "cognition problems" better than individuals. No kidding. Ever hear the phrase "Two heads are better than one?" The thesis is so self-evident and widely-known that it comes with its own cliché! Yet Surowiecki devotes more than one-third of the book essentially to arguing that two people can solve a crossword puzzle faster than one person. Amazing, no?

What's more, Surowiecki's central point about the power of "collective intelligence" has long been a staple of business education. If you've ever taken an organizational behavior class, you've done the exercise where groups of varying sizes are stuck on a desert island with a dozen supplies -- and then each group must devise a solution for escaping the island using those supplies. Inevitably, the larger the group, the better the solution -- because larger groups reflect the accumulated experience and expertise of more people. (In other words, five heads are even better than two.) Want another example of how threadbare this idea is? Google the phrase "none of us is as smart as all of us" - and you'll discover that Surowiecki's supposedly "counterintuitive" notion has been talked about in business circles since Bill Gates was in short pants.

If that weren't bad enough, the rest of the book -- particularly Suriowiecki's discussion of "coordination," his second "stunning" insight--- is essentially a retread of arguments that have been made elsewhere for more than a decade. James Gleick made many of these points in CHAOS. Kevin Kelly said everything that Surowiecki says ten years ago in OUT OF CONTROL. Steven Johnson said it again four years ago in EMERGENCE. Howard Rheingold said lots of it last year in SMART MOBS.

And Surowiecki's third argument -- that sometimes cooperation is preferable to competition -- is even older. Charles Darwin told us this in the 19th century! Indeed, there's an entire branch of evolutionary psychology devoted to studying cooperation. Just read Robert Wright's THE MORAL ANIMAL if you want a more thorough and engaging account of this point.

If this book were an undergraduate term paper that summarized the self-evident and reviewed what others had already had said, I'd give it a B. But for book that costs 20 bucks from a writer who's obviously got some talent, I'd have to give THE WISDOM OF CROWDS an Incomplete. Please try again, James. But next time, try a lot harder.

5-0 out of 5 stars Excellent
I'm a big fan of James Surowiecki's "Financial Page" column in The New Yorker. He's consistently able to come up with unusual takes on seemingly familiar topics, and he has a great knack for making business stories compelling and entertaining as well as understandable. But because it's only a page long, I sometimes come away from the column wanting more, and I always wondered how Surowiecki would do if he was able to develop his ideas and arguments more fully. Luckily, "The Wisdom of Crowds" lives up to all my expectations. It's wonderfully readable, full of terrific stories, funny, and its basic argument -- that groups, under certain conditions, can make better decisions than even the smartest individuals -- is counterintuitive without being willfully contrarian.

The roots of the argument obviously stem from the way markets work -- buyers and sellers find each other and reach efficient outcomes without anyone being in charge, while the stock market (at least some of the time) does as good a job as possible of setting prices. But what I really like is the way Surowiecki extends this argument way beyond business and markets, showing how collective wisdom can be seen (and can potentially be used) in a host of other situations, including the racetrack, on the Internet, and on city streets. He also does a good job of drawing out the possible implications of this for everything from the U.S. intelligence community to the way companies are run.

This is definitely a big-idea book, but the author is cautious in laying out his evidence, and is careful to show that groups, even if they're potentially wise, are often stupid and dangerous. The chapter on small groups in particular, which focuses on NASA's mismanagement of the Columbia mission, is powerful stuff, and useful to anyone interested in how to run a meeting well (or badly, for that matter). The least satisfying part of the book is the chapter on democracy, where Surowiecki shies away from pushing his conclusion to its logical end. But on the whole, this is just a wonderful book, elegant and enlightening.

If you're interested in this book, it's also worth checking out Paul Seabright's "The Company of Strangers" and Robert Wright's "Nonzero."

5-0 out of 5 stars Relevant and surprising
Although the subtitle to THE WISDOM OF CROWDS is an awkward mouthful, it is at least accurate: the book does an exceptional job of illuminating a remarkably wide range of material from politics, everyday life, and the business world. Surowiecki's not offering a grand unified theory of everything, but in the course of investigating how and when groups and crowds are and are not intelligent, he takes you on an exhilarating ride. You can't go more than a couple of pages without coming across some interesting factual tidbit or clever anecdote. Just a short list of stuff Surowiecki writes about includes: crowds on city sidewalks, Navy men trying to find a lost submarine, the Nielsen ratings, Google, scientists trying to find the SARS virus, the stock market, game-show audiences, fashion stores, and the C.I.A. Thankfully, though, he understands that just stringing together stories isn't enough. Instead, he fits his examples into a strong argument that holds the book together. You can get a lot out of this book just by dipping into individual chapters, but reading it from beginning to end is a powerful experience.

One of the things about the book that hasn't been much remarked on is the light it sheds on the flaws in the way the U.S. intelligence community -- and, I would argue, the Bush administration -- approaches the problem of forecasting the future and making good decisions. The book's main subject is the wisdom of crowds, but Surowiecki spends a lot of time on how groups go wrong, and his discussion of how groups make bad decisions seems to me completely relevant to our current problems. When Surowiecki delves into groupthink, into the pressure that's exerted on lower-level employees to conform, and the perils of too little diversity of opinion, he's making a broader point about what good decisions require. But in the process, he clarified for me just why the current administration did such a bad job of figuring out whether Iraq had weapons of mass destruction and of planning for the postwar period. I was surprised, but it turns out this book has a lot to say about the state we're in right now.

5-0 out of 5 stars Refreshingly optimistic
It seems naive to mention it, but one of the things I liked best about Surowiecki's take on the intelligence of groups is how optimistic it is. Most of what we hear about crowds and democracy and the potential of average people offers a dismal picture. But I came away from this book in a hopeful mood, and infused with a sense of real possibility. Surowiecki is convincing on the idea that the intelligence of Google, or bettors at the race track, or the audience in "Who Wants to Be a Millionaire?" aren't peculiar anomalies, but are actually connected by the fact that they're tapping into collective wisdom. This makes me think that if we can figure out a way how to use group intelligence in a wider way -- inside companies, governments, whatever -- the decisions society as a whole makes can be improved.

Stylistically, the book is a delight. The sentences are crisp, and the stories are well-told. Occasionally, Surowiecki makes his ideas too involved and ends up in a digression. But I forgave this because it felt like the result of someone who thinks everything is interesting and wants the reader to feel the same. Wonderful stuff.

5-0 out of 5 stars Engaging
Even after having read it, I'm still not sure what category I'd put THE WISDOM OF CROWDS in. It offers important insights into business, and helped me understand the way markets work. But it also has lots of fantastic and entertaining material about group psychology, and it's an interesting look at a host of questions about everyday life, ranging from the way crowds on a sidewalk move to traffic to the role of trust.

The book's real strength is its ability to take a complex question -- when are people in groups smart, and when are they foolish? -- and make it accessible and engaging, even to those of us without much background in the field. Surowiecki has a light touch with his ideas, and for me the book flew by (with the exception of a few pages about the NFL, which I had a hard time with). I feel as if I see the world now in a different way. ... Read more


107. The 25 Sales Habits of Highly Successful Salespeople
by Stephan Schiffman
list price: $6.95
our price: $6.26
(price subject to change: see help)
Asin: 1558503919
Catlog: Book (1994-06-01)
Publisher: Adams Media Corporation
Sales Rank: 5034
Average Customer Review: 3.5 out of 5 stars
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Reviews (10)

5-0 out of 5 stars Even the most experienced need the basics.
I like this book. It's has simple, workable, common sense actions. The book does spark the thought. After 23 years as a successful sales professional, with 4 years prior when I wasn't successful, this book is the tool I keep in my case at all times.
When in the midst of a sales action (cold call, needs investigation, presentation/demo or close) it is hard to remember the solid things that work. This book is that reminder. It helps to refer to it before a call, after a rejection or just to start the day.

Advanced stuff is great when you have blown your quota away and have lots of time to experiment with NLP, Hypnosis, slight of mouth, etc. However, if you haven't brought home the checks you deserve, read this book. You will certainly get your money worth on this one!

See you at club!

3-0 out of 5 stars A Succinct And Easy-To-Read Book On The Basics
The 25 Sales Habits of Highly Successful Salespeople is a concise book on how successful salespeople go about their profession. The 25 'habits' are quite basic and hardly represent a revelation to anyone but the most novice of salespersons.
Nevertheless, the 130-odd pages can be a fast and quick review, or check list if you wish, for anyone interested in covering the basics.
The book's title might or might not be referring to Steven Covey's famous series. Either way, The 25 Sales Habits can apply to more than just salespeople.
Pro: A quick read with a quick reference summary at the end.
Con: Too basic for most and a partially dated entry in the ocean of sales collateral designed to launch a training career.

1-0 out of 5 stars Terrible
I have read a few of Schiffman's books. I have attended a few seminars and I have met with him twice. Every time I come away unimpressed. There is no doubt that he is a good salesman but he is not capable of relating his skills to others. This book is no exception. I believe this book to be a bit simplistic and overall a yawner. It misses the boat for captivity.

1-0 out of 5 stars A real yawner
I am not a negative person, however I do have some negative feelings about this book. I have what I consider "moderate" sales experience, selling everything from shoes, to real estate, which is my current profession. If you are looking for a book that gives you practical, applicable advice, this is not it. It is more of a feel good, hey heres a few ideas that may help you in general type book. Basically a lot of mush. I found myself having to sell my own self on even finishing the end of the book. I made it, but my eyelids were heavy and I was totally uninspired. I am truthfully surprised that this book has recieved such positive reviews. In summary, it was a book of broad, unconnected ideas that will have little to no effect on actual sales performance or customer satisfaction.

4-0 out of 5 stars Insightful!
Noted sales trainer - and the head genius of cold calling - Stephan Schiffman succinctly describes 25 effective sales techniques. Each tip gets a short chapter with a nugget of advice, an example or two and a pat on the back to send you out the door charged up and ready to go. It doesn't matter if you've heard some of these common sense ideas before because Schiffman's compilation is so on-target, lively and encouraging. This little volume reminds you of leading sales techniques - or habits, as Schiffman calls them - that will build your customer base and increase your sales. If you're in the business of one on one product or service sales, this will boost your communications, planning, knowledge, rainmaking, visibility and confidence. Schiffman tells you to ask people what they do and help them do it better by selling into their priorities. Seems clear enough to us, given that the author doesn't only write - he also sells. ... Read more


108. Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
by William Skip Miller
list price: $24.95
our price: $16.47
(price subject to change: see help)
Asin: 0814405452
Catlog: Book (2001-01-01)
Publisher: American Management Association
Sales Rank: 9838
Average Customer Review: 4.87 out of 5 stars
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Book Description

All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that made them great at sales...instead of adopting the new skills that will make them great managers.

This essential book, which speaks their language, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople. Packed with specific, field-tested techniques, PROACTIVE SALES MANAGEMENT shows sales managers how to:

* Regain control of their time* Create a proactive sales culture* Motivate a sales team* Manage to simple yet powerful metrics* Weed out failures quickly* Effectively coach and counsel up and down the sales organization* Measure not to revenue, but to the things that create revenue* Reduce reports to one sheet of paper and 10 minutes a week* Forecast more confidently* Manage the sales organization the way it should be managed. ... Read more

Reviews (15)

5-0 out of 5 stars This is a Sales Manager's survival guide!
Managing salespeople is very hard. Contrary to coventional wisdom, being a successful salesperson has very little to do with being a successful sales manager. Too many organizations put good salespeople in management roles with little preparation, and then they wonder why the failure rate for new sales managers is so high.

"ProActive Sales Management" is an indispensable guide for any professional sales manager, from the newest to the most seasoned. This is a practical, actionable blueprint for building and managing a winning sales organization.

The core of "ProActive Sales Management" is a set of tools that can be immediately applied to a variety of sales management challanges, regardless of size of sales force, type of industry, or even geographic region. Our own organization has successfuly applied these methods in the US, Europe, Asia, Canada and Latin America.

The key strength of this book is its common-sense approach. This is not about dogma or ideology, as so many sales and sales management books are. This is about getting the job done, and doing it well. If you manage salespeople, or if you aspire to being a sales manager, you must read this book!

3-0 out of 5 stars Not bad, but don't place too much faith in Sales Gurus
Good attempt at writing about sales management, and Skip makes some very solid points in the opening chapter. He points to the need for Leadership as a key element of a good sales manager. Unfortunately, I think Skip knows more about sales than leadership, himself, so he is not great at explaining HOW to be a good leader. He spends a lot of time on how to hire good people, which I agree is important. This might lead some rookie sales managers to fall back on the excuse of inheriting weak sales reps, and worry more about replacing them, than fixing them.
Read the first chapter in a book store somewhere, and save the $$$

5-0 out of 5 stars More "tools" than Home Depot
I always thought that all my years of sales success would transfer to my job as a sales manager -- well, it has been a 2 year roller coaster ride. Until, I read skip's book.....my game plan was to manage the people the way I used to sell, however, ProActive Sales Management showed me that you must "Manage the process, not just the People!" I love the fact that Mr. Miller uses "tools" in his book, so this way I am able to pick and choose the right tool for any given situation. Sales have been climbing since we started implementing these metrics and we are not looking back!

5-0 out of 5 stars Good Basic Sales Management Fundamentals
ProActive Sales Management takes a reactive sales manager and teaches them how to become ProActive. It provides basic guidelines to help sales managers focus on the most important things first. It also gives good specific examples to sales managers on what they should be doing and how they should be doing it. The book is a quick read and readily adaptable to any sales manager's situation.

5-0 out of 5 stars This is it!
Sales Managers unite. It is time to really get down and dirty and really do the job we are meant to do...getting things done through others and create leverage.

Miller gives us the tools in an easy to understand yet powerful format. How to take a players higher, how to measure success, how to make our job more effective, coaching, mentoring, motivation...it's all there. One of the best sales management tools I have ever read. I take the book with me on trips, and it is in hardback! ... Read more


109. Mail and Internet Surveys : The Tailored Design Method
by Don A.Dillman
list price: $75.00
our price: $75.00
(price subject to change: see help)
Asin: 0471323543
Catlog: Book (1999-11-19)
Publisher: Wiley
Sales Rank: 74351
Average Customer Review: 4.14 out of 5 stars
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Book Description

For nearly two decades, Don Dillman's Mail and Telephone Surveys and the Total Design Method it outlined has aided students and professionals in effectively planning and conducting surveys. But much has changed since the TDM was developed in 1978. Mail and Internet Surveys: The Tailored Design Method, Second Edition, thoroughly revised and updated by the author from his classic text, addresses these changes and introduces a new paradigm that responds to the recent developments that affect the conduct and success of surveys.

In this new edition, Dillman introduces a new paradigm called "Tailored Design," which expands TDM to account for-and take advantage of-innovations such as computers, electronic mail, and the World Wide Web; theoretical advancements; mixed-mode considerations; the increasing acceptance of self-administered surveys; our better understanding of specific survey requirements; and an improved base of social science knowledge. As insightful and practical as its classic original, Mail and Internet Surveys, Second Edition is a crucial resource for any researcher seeking to increase response rates and obtain high-quality feedback from mail, electronic, and other self-administered surveys.

Topics covered include:

  • Writing Questions and Constructing the Questionnaire
  • Mixed-Mode Surveys
  • Personal Delivery of Questionnaires
  • Surveying When Speed Is Critical
  • Government Surveys of Households and Individuals
  • Business Surveys
  • Internet and Interactive Voice Response Systems
  • Questionnaires That Can Be Scanned and Imaged

Praise for the previous edition . . .

"Required reading for anyone who wants to diversify research procedures."
-Contemporary Psychology

"An excellent reference tool and valuable addition to any serious practitioner's library."
-Public Relations Journal

"The book is packed with practical suggestions that cover each task in designing andimplementing a survey."
-Social Forces

... Read more

Reviews (7)

4-0 out of 5 stars Light on the technical side
For those of you who do survey research and struggle with getting an acceptible response rate, this is the book for you. It truly is an amazing resource for a method that can get one to near a 75% response even on mail-only surveys. Highly recommended.

For those of you looking for any help on statistics, this is NOT the book for you.

For those of you interested in increasing the validity and reliability of your surveys, this is could be the book for you. It does have an effective treatment of writing questions and effective survey design.

If you wish to become an expert in coverage, sample frames, sampling, etc, look elsewhere. That topic gets just 10 pages.

No book can do it all of course but I would have left out some of the "fluff" chapters Dillman included for some discussion of the more technical side of the statistics of analyzing surveys after you have designed them the way he suggests.

4-0 out of 5 stars Still lots of great wisdom on survey research.
Dillman's text was the classic for so long that many of us think of him as the guru of survey research. I would guess that is why the Census Bureau hired him as their lead consultant for the 2000 Census.

As has been pointed out, Dillman does not present as much theoretical material as he might. But, I don't think that that detracts from the strengths of this book. There are other books out there that cover the cognitive and social psychology behind survey answers, and there are other books that give you guidance on the scientific method, experimental design, sampling, etc. (I would recommend Babbie's Practice of Social Research) And Dillman even has a more hands-on book (How to Conduct Your Own Survey) for non-scientists.

But, the real strength of Dillman's book might be how well he instructs on how to put together a great questionnaire - the design, layout, order, question design and implementation.

I find his take on internet surveys to be controversial and a little out-of-date. But, my concerns might be viewed as those of a skeptic - I'm not yet convinced that internet surveys are viable for all that many situations. And, I think Dillman does a good job of laying out some of the challenges and promises of internet surveys.

4-0 out of 5 stars Strong book but doesn't cover software
This is a good book, but it doesn't offer much help picking an Internet survey tool, and there are a lot of choose from: perseus.com, raosoft.com, inquisite.com, scantron.com. I would have liked to see some discussion or analysis of the types of tools that could be used.

3-0 out of 5 stars Misnamed, Lacking Scientific Methodology
Well, this may be "the book" when it comes to surveys, but it still lacks a lot. First, I found the chapters on writing questions and organizing a questionnaire to be very useful. However, it looks like the author only added a couple chapters about Internet surveys, instead of reviewing his decades-old book in terms of the impact of the Internet. For example, I don't find it particularly useful to discuss how to fold a survey, or how to distribute it by mail, when it's being administered on-line!

Furthermore, this book is lacking any real scientific methodology. I suspect this is a result of the nature of the field, but survey designers should at least try to employ some good experimental design approaches. For example, this book does not help me at all to ensure that the survey actually gives me information that I need. While he does give information on writing interpretable questions, he has no recommendations on how to determine the goals of the survey, how to design questions that will address those goals, how to arrange questions in the survey to ensure good data that addresses those goals, etc. And what about statistical accuracy, and how certain types of questions are easier to measure? Any suggestions on how to evaluate free-response questions? Why isn't there an entire chapter on "How to avoid bias and inaccuracy in responses", instead of having suggestions scattered around the text?

This book has a lot of useful sociological hints on how to increase the response rate from a population. However, this isn't the most important aspect of surveys---it sorely lacks the scientific basis for the design and evaluation of the "experiment" that is the survey. Without this, it doesn't matter how many people respond, because the data will be useless.

5-0 out of 5 stars So much to say, even to those who think they know
I have close to 20 years of experience in market research; yet with the move that many are making to conducting their research over the Internet, I knew I needed to get a lot of learning quickly, in order to better understand the trade-offs being made between cost savings and research quality. Dillman's book fills that need. Building on an earlier edition, which focused on the issues surrounding interviewing by mail, Dillman confronts issues surrounding lack of randomness, need for clarity in a self-administered-survey world, and issues of internet coverage, in drawing conclusions. Also, he has a very helpful discussion on the issues surrounding combining data collected through different methodologies at once. Dillman also discusses the need to recruit within the context of a social exchange; we are, after all, collecting information with the respondent's approval, and our generalizations are stronger when we have a good sampling plan and can maximize co-operation.

Highly recommended! ... Read more


110. The Anatomy of Buzz : How to Create Word of Mouth Marketing
by EMANUEL ROSEN
list price: $14.95
our price: $13.45
(price subject to change: see help)
Asin: 0385496680
Catlog: Book (2002-04-16)
Publisher: Currency
Sales Rank: 15436
Average Customer Review: 4.03 out of 5 stars
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Book Description

The first guide to creating the word-of-mouth magic that breaks through the skepticism and information overload of today's consumers, and drive sales--and profits--to new heights.

As Newsweek recently proclaimed, "Buzz greases the great conveyor belt of culture and commerce, moving everything from movies to fashions of the body and mind faster and faster."

Now available in paperback, The Anatomy of Buzz, written by former marketing VP Emanuel Rosen, pinpoints the products and services that benefit the most from buzz and offers specific strategies for creating and sustaining effective word-of-mouth strategies. Drawing on interviews with more than 150 marketing executives who have successfully built buzz for major brands, Rosen describes the ins-and-outs of attracting the attention of influential first-users and "bigmouth" movers-and-shakers, and discusses proven techniques for stimulating customer-to-customer selling–including how companies can spread the word to new territories by taking advantage of customer hubs and networks on the Internet and elsewhere.

Recent surveys show that 74 percent of young people rely to some extent on others when selecting a car, that 56 percent of moviegoers follow the recommendations of friends, and that 65 percent of the people who bought a Palm Pilot were inspired by the enthusiasm of others. With The Anatomy of Buzz, business leaders have what they need to reignite excitement about an existing product or service or turbocharge the launch of a new product.
... Read more

Reviews (30)

5-0 out of 5 stars Invisible but Powerful Human Networks
Think about it. How many times have you been asked "Seen a good movie lately?" or "What's your favorite Italian restaurant?" or "Where can I get the best deal on an air conditioner?" The single most powerful but least understood form of marketing is word-of-mouth and yet, until now, no one has devoted to it the attention it deserves. In the Foreword to this book, Everett M. Rogers observes, "New products and services spread among the consumer public through interpersonal communication networks. These networks are for the most part invisible. They often operate in mysterious ways.. Thus we are largely blind to this very powerful marketing process. No wonder that we fail so often in our efforts to diffuse innovations." He's right.

Rosen explains how to create effective word-of-mouth marketing with material organized within three Parts: How Buzz Spreads, Success in the Networks, and Stimulating Buzz. It is important to stress that Buzz results only in combination with a superior product or service. As Jeffrey Gitomer correctly points out, "customer satisfaction" is achieved only on a per-transaction basis; the objective is to achieve and then sustain "customer loyalty." It is not only possible but common for a new product or service to generate Buzz initially but if the quality is not sustainable (preferably enhanced), what I call Positive Buzz can become Negative Buzz. (Even under Rosen's personal supervision, no matter how much perfume you pour on a pig, it's still a pig. The only buzz it generates will be provided by insects.) The "interpersonal communication networks" to which Rogers refers can just as effectively (and probably more quickly) "get the word out" about a defective product or unsatisfactory service. Obviously, no Buzz is preferable to Negative Buzz.

Rosen is talking about Positive Buzz. He explains HOW to take full advantage of the marketing opportunities it permits. In Chapter 16, "Buzz Workshop", he asks and then answers a series of very basic but profoundly important questions. (All by itself, this final chapter is well-worth the cost of the book. I strongly recommend that this chapter be re-read on a regular basis. Competitive marketplaces do have a way of changing, don't they?) Once having read the book, the reader is well-prepared to select and then implement those concepts, strategies, and tactics which are most appropriate to her or his own situation.

This book will be especially valuable to small-to-midsize companies with limited resources but the success of any marketing efforts (Buzz or otherwise) will still depend upon the quality of the product or service offered. All of us now actively involved in marketing owe a substantial debt to Rosen. Revealingly, the quality of his thinking and the originality of his ideas created Buzz long before his book was published. The acclaim he continues to receive is richly deserved.

5-0 out of 5 stars Bustling Buzzers Busily Boost Business
This is the first book I recall that looks at the word-of-mouth phenomenon as a management activity for modern marketing. While Edward Bernays often recounted fascinating tales of how public relations helped move products by setting fashion, he never focused on the face-to-face aspects of how new ideas spread. Robert Cialdini has done remarkable work on describing how influence is created, but does not squarely focus on the word-of-mouth aspects of that influence.

Mr. Rosen has done a sound job of providing a number of interesting, behind-the-scenes examples as well as a context for thinking about word-of-mouth marketing. (I actually ended up trying some products describe here that I probably wouldn't have otherwise, such as the novel, Cold Mountain). The book's main weakness is that it focuses on word-of-mouth about products rather the broader question of how word-of-mouth creates opinions in all areas of society.

Mr. Rosen defines buzz as "the sum of all comments about a certain product that are exchanged among people at any given time." Naturally, you can have either good buzz ("It's great!) or bad buzz ("Avoid at all costs.").

It is easy to us to underestimate the power of these comments before we consider our own experiences. For example, if audiences hate a new movie, the word soon gets out and ticket sales plunge. You have probably seen people waiting in line to buy tickets asking those leaving a theater how the movie was. Here you have an example of perfect strangers advising each other and making purchase decisions based on these interactions. Naturally, this occurs much more frequently with authority figures (like Oprah for books) and people we know well (our family, friends and neighbors). For example, I always ask my older son before seeing any movie. He will have already seen the movie and knows my tastes. I will always have a good experience if I follow his guidance.

The examples in the book formed the core of the interest for me. The concepts in the book were familiar to me from my days as an executive in the alcoholic beverage industry. Because of significant limitations on selling liquor with advertising, new brands are built almost totally through buzz aided by bar parties and other activities. I was surprised that there were no substantial stories from liquor or cigarettes (remember the cartoon of Joe Camel?), both of which depend heavily on creating buzz.

In addition to learning more about how buzz works, this book also offers guidance on how to encourage and accelerate that buzz.

The book is divided into three parts: The first looks at how buzz spreads (a small percentage of all the people do all of the connecting together of information networks); the second examines what makes for success with buzz (having things people want to talk about and encouraging that talking); and the third details how to stimulate buzz for your business (this is summarized in a workshop for you in chapter 16).

Publishers, book authors, music companies, companies that provide breakthrough technology (the Palm Pilot), and people who make exciting consumer goods (like the BMW) will get the most benefit from this book. The examples and lessons best apply in those markets. People with limited marketing budgets should consider the book also to help organize the questions to ask oneself for stimulating interest in a product.

I also suggest that you read up on Edward Bernays, Robert Cialdini (Influence), and Ernest Dichter. A recent book, Networlding, is a very helpful complement to this book in describing how to create more effective and meaningful relations with others to transfer information and assistance.

After you have finished reading this book, I suggest that you step back and consider how you could improve the value of what you make for your customers and potential customers, reprice it to make it more accessible, and reduce your costs so that you have more resources to share with your customers and other stakeholders. In that way, you will have something better to buzz about!

Provide great products first!

5-0 out of 5 stars Interesting Stuff
This is a wonderful book that goes into legitimate, real-life methods of how Word of Mouth(buzz) is created. A great read...The Anatomy of Buzz is full of interesting stuff for the general reader, but even more helpful for the businessperson, beginning marketer, advertising executive, etc., very thought-provoking.

3-0 out of 5 stars Read as a complement to "The Tipping Point"
Emanuel Rosen's 'Anatomy of Buzz' has some worthwhile stuff about what he calls 'information hubs,' those people who seem to know more about certain subjects and make it their business to pass the word to the rest of us. However, Malcom Gladwell dissected this phenomenon in great detail in his outstanding work, "The Tipping Point." Gladwell tells us that the Hub persona is actually comprised of three different indivduals: mavens, connectors and salesmen. You don't really get down to that level of detail here.

Not to say Rosen's book is without merit. I was fascinated by Gladwell's research and thought 'Buzz' would be a good complement to that. With those expectations, I enjoyed the book and found it to be a worthwhile read. I'll keep it on my bookshelf (for me, that's the litmus test of a book's worth).

5-0 out of 5 stars Great Book!!
An extremely interesting book. Lots of concepts that can be applied to real life situations. Read it, you won't regret it... ... Read more


111. Selling 101 : What Every Successful Sales Professional Needs to Know
by Zig Ziglar
list price: $9.99
our price: $9.99
(price subject to change: see help)
Asin: 0785264817
Catlog: Book (2003-04-03)
Publisher: Nelson Books
Sales Rank: 12340
Average Customer Review: 3 out of 5 stars
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Book Description

Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.

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Reviews (4)

1-0 out of 5 stars How about something new, Zig?
Zig, I don't think you will ever read this, but just in case you do. We all know you have written the same book for 20+ years. Yes, your material used to be fresh and new, but now it is nothing more than a cliche.

I understand you put your name on these things to make money, but really how much more money do you need? After all you get $40,000 a speech, which if you do not know is more than most hardworking Americans make in a year.

For those rates, I expect something new, fresh, and invoative. Please start earining your money again.

5-0 out of 5 stars A Handy Primer
'Selling 101' is an easy to read and understand introduction to sales technique for those new to selling, or a quick review for experienced sales people who need a refresher. The book can be read quickly, but to get the most out of it return to each section and determine how you can apply the principles there to improve your skills.

There are chapters on overcoming call reluctance, need analysis, closing, dealing with angry clients, making the most of your time and more. You are sure to pick up at least a few good ideas. Part motivation, part how-to, 'Selling 101' may be just what you need to improve your sales results a little or a lot.

5-0 out of 5 stars Great little book!
This is a great little book to use as a handy check up book from Mr.Ziglar. I am not a sales person, but am in the service business and this book was just perfect for me. For $10.00 anyone can get this book and learn a few things, even if just for fun.

1-0 out of 5 stars You're Kidding Me, Right?
This book is basically a collection of "daily affirmations." Its a feel-good book. It has very little in the way of "actionable" advice. At only 100-pages, I expected a collection of greatest hits. This is the first, only, and last Zig Zigler book I will ever buy. For people with a serious interest in tangible advice on how to increase sales effectiveness, I would recommend Michael Bosworth's "Solution Selling," or Stephen Heiman and Diane Sanchez's "The New Strategic Selling" or "New Conceptual Selling." If you need to feel good about yourself, I'd suggest a psychologist instead (or simply buy a dog). Overall grade: D-/F. ... Read more


112. Market-Based Management (3rd Edition)
by Roger J. Best
list price: $93.33
our price: $93.33
(price subject to change: see help)
Asin: 013008218X
Catlog: Book (2002-12-31)
Publisher: Prentice Hall
Sales Rank: 25143
Average Customer Review: 5 out of 5 stars
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Book Description

This book takes a strategic approach to value/profitability in marketing management and helps readers work through financial analysis. The Third Edition includes increased coverage of important topics such as e-Marketing, supply chain management, customer relationship management, and branding.It focuses on the fundamental need for businesses to attract, satisfy, and retain customers. Coverage that goes beyond marketing fundamentals features a three-fold integration of market-driven strategy, customer satisfaction, and profitable growth.For marketing departments and business owners seeking the tools and techniques for delivering higher levels of customer satisfaction, marketing productivity and profitability. ... Read more

Reviews (1)

5-0 out of 5 stars A real treasure, an intro marketing book with substance
I really like this book. There are around 10 intro marketing textbooks, and they're almost all either (co-)authored by Kotler, or shameless rip-offs of his books.

Hats of to Roger Best for coming up with a book that's truly different. The approach is refreshingly down-to-earth, almost nerdy, including a lot of frameworks for financial or qualitative analysis that would be useful to any marketing manager in his or her daily life. Although it can be used as an introductory marketing textbook, you'll find a lot of material here that you don't find in Kotler and Kotler-clones, so I also recommend it to people who've had an intro marketing course, and who want to move beyond the basics. Likewise, this would be a great book for practicing marketing managers who've been out in the field a couple of years, and want to brush up on the basics, without wading through the usual definitions and useless frameworks in other intro textbooks.

The entire book is in black and white, lacking the usual fancy graphics, and it is only about half the length of other textbooks. I actually find that refreshing, and it is an extension the substance-over-hype approach behind this book. ... Read more


113. Product Management
by Donald R. Lehmann, Russell S Winer, Donald Lehmann, Russell Winer
list price: $118.43
our price: $118.43
(price subject to change: see help)
Asin: 0070275491
Catlog: Book (2001-07-03)
Publisher: McGraw-Hill/Irwin
Sales Rank: 161539
Average Customer Review: 4.25 out of 5 stars
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Book Description

Product Management is a lean, defining text that covers three major tasks facing today’s product mangers:analyzing the market, developing objectives and strategies for the product or service in question, and making decisions about price, advertising, promotion, channels of distribution and service.Product Management utilizes the familiar Marketing Plan as the unifying framework for its lessons, and takes a “hands-on” approach toward preparing graduates to assume the position of product manager. ... Read more

Reviews (4)

2-0 out of 5 stars Too basic to be helpful
This book is seriously too basic to be of any help to a practitioner.

5-0 out of 5 stars Great book
Explains the steps in product management in extreme detail. Not good for IT products (software), but general. Applies more to non-IT for sure.

Good book.

5-0 out of 5 stars Fantastic!
This is the ideal book for the product manager/product planner. I have been looking for such a book for years and here it is. What I liked about the book was its no non-sense direct approach to product management. The book covers all topics required to jump start the process. You will learn "what" to accomplish quickly. To learn about the process of product development and that sort of thing you should look into Cooper's "winning at new products" book.

this text covers it all in an very easy to read & grasp style. Topics include defining the competitive set, category attractiveness analysis,... pricing decisions (for a thorough treatment on pricing, I would highly recommend "the strategy and tactics of pricing"), channel management, promotions and financial analysis for product management. The newly added chapter marketing metrics is bang-on.

***Good introductory book for the first line product manager / product planner. Very highly recommended. ***

This book shares some text with the other books these authors have jointly written ("analysis for marketing planning" - another excellent book), but has been changed significantly enough to make reading those shared chapters worthwile if you happen to have both texts.

5-0 out of 5 stars A blend of product and pricing...
Lehmann proved that product and pricing are the two sides of a coin called Management. Its a must read book for any level of person in Production, Accounting, Warehousing, Marketing and Management. Its an excellent blend of knowledge. ... Read more


114. Fish! Tales: Real-Life Stories to Help You Transform Your Workplace and Your Life
by Stephen C. Lundin, Harry Paul, John Christensen, Philip Strand
list price: $19.95
our price: $13.96
(price subject to change: see help)
Asin: 0786868686
Catlog: Book (2002-04)
Publisher: Hyperion
Sales Rank: 7075
Average Customer Review: 3.68 out of 5 stars
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Amazon.com

Fish! Tales is Stephen C. Lundin, John Christensen, and Harry Paul's follow-up to Fish!--their enormously popular fable that draws lessons aimed at combating dysfunctional workplaces from the happy fishmongers at Seattle's Pike Place Market. In Fish! Tales the authors show how these lessons were put into practice at businesses both big (a major hospital and long-distance carrier) and small (a local car dealership and roofing company). Anyone who enjoyed Fish! (or, for that matter, Who Moved My Cheese?) or is looking for a motivational tool to help energize their own workplace, should find this short, upbeat primer worthwhile. --Harry C. Edwards ... Read more

Reviews (25)

4-0 out of 5 stars Insightful!
Things are going swimmingly in Fish! land. In the latest volume, Fish! Tales, authors Stephen C. Lundin, John Christensen, Harry Paul and Philip Strand build on the successful training program that evolved from their first Fish book. Tales shows how four companies - a long-distance call center; a hospital neural-renal unit, a car dealership and a roofing company - have applied Fish! theories effectively. They also provide short examples from other companies to show how well the Fish! function. The four main principles are familiar by now - keep the work fun, seek to serve others, stay focused on your customers and have an enthusiastic attitude - but the examples in the book bring them alive. Along the way, the authors heavily sell their Fish! courses and merchandise - that's just good salesmanship - but the real catch of the day is the final how-to section, showing ways to apply these principles in any organization. The lively writing style helps keep you hooked. We from getAbstract suggest that if you haven't yet caught any Fish!, start with this one. Its cheery, accessible methods should lure you in, hook, line and sinker.

4-0 out of 5 stars Insightful!
Things are going swimmingly in Fish! land. In the latest volume, Fish! Tales, authors Stephen C. Lundin, John Christensen, Harry Paul and Philip Strand build on the successful training program that evolved from their first Fish book. Tales shows how four companies - a long-distance call center; a hospital neural-renal unit, a car dealership and a roofing company - have applied Fish! theories effectively. They also provide short examples from other companies to show how well the Fish! function. The four main principles are familiar by now - keep the work fun, seek to serve others, stay focused on your customers and have an enthusiastic attitude - but the examples in the book bring them alive. Along the way, the authors heavily sell their Fish! courses and merchandise - that's just good salesmanship - but the real catch of the day is the final how-to section, showing ways to apply these principles in any organization. The lively writing style helps keep you hooked. We suggest that if you haven't yet caught any Fish!, start with this one. Its cheery, accessible methods should lure you in, hook, line and sinker.

4-0 out of 5 stars "Real" It In
I enjoyed reading Fish, but Fish Tales is even better because it has real world success stories. While the original Fish! seemed like a business theory, Fish! Tales shows how several companies actually benefited from implementing these ideas instead of just reading about them. Fish! Tales enhances the credibility of the original book. Rat Race Relaxer: Your Potential & The Maze of Life by JoAnna Carey is another great book for companies to share with employees because it offers entertaining stories and goal oriented advice about improving your workplace and your life.

1-0 out of 5 stars Disappointing
While the message is a good one, it nearly gets lost in this very poorly written book.

5-0 out of 5 stars Integrating Fish and optimizing the workplace
The Fish philosophy isn't new but the unique context and delightful presentation makes it effective. I got a lot out of this book because I saw how the concept is integrated into organizations. We have found that the best companion for the Fish philosophy is to train employees in Optimal Thinking. Optimal Thinking is the simple, realistic mental resource to empower individuals to be their best and bring out the best in others. I recommend both of these books. ... Read more


115. Sales & Operations Planning -- The How-To Handbook
by Thomas F. Wallace
list price: $44.95
our price: $35.96
(price subject to change: see help)
Asin: 0967488400
Catlog: Book (1999-11-01)
Publisher: T F Wallace & Co
Sales Rank: 54085
Average Customer Review: 5 out of 5 stars
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Book Description

Sales and Operations is a powerful business process that integrates Sales & Marketing, Operations, Product Development, and Finance.Tom Wallace describes how it works and lays out a detailed plan for making it happen.This valuable handbook covers all aspects of a successful implementation, from the composition of the Executive S&OP team to the nitty-gritty of S&OP spreadsheet design. ... Read more

Reviews (2)

5-0 out of 5 stars S&OP for Dummies
Should be called "Sales & Operations Planning for Dummies". This book has all the basics to get you started.

5-0 out of 5 stars Excellent book.
An excellent practical guide for setting up a Sales & Operations Planning process. ... Read more


116. Angel Customers and Demon Customers: Discover Which is Which and Turbo-Charge Your Stock
by Larry Selden, Geoffrey Colvin
list price: $27.95
our price: $18.45
(price subject to change: see help)
Asin: 1591840074
Catlog: Book (2003-06-01)
Publisher: Portfolio
Sales Rank: 32736
Average Customer Review: 3.5 out of 5 stars
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Book Description

How businesses can thrive by learning which customers are creating the most profit-and which are losing them money.

One of the oldest myths in business is that every customer is a valuable customer. Even in the age of high-tech data collection, many businesses don't realize that some of their customers are deeply unprofitable, and that simply doing business with them is costing them money. In many places, it's typical that the top 20 percent of customers are generating almost all the profit while the bottom 20 percent are actually destroying value. Managers are missing tremendous opportunities if they are not aware which of their customers are truly profitable and which are not.

According to Larry Selden and Geoff Colvin, there is a way to fix this problem: manage your business not as a collection of products and services but as a customer portfolio. Selden and Colvin show readers how to analyze customer data to understand how you can get the most out of your most critical customer segments. The authors reveal how some companies (such as Best Buy and Fidelity Investments) have already moved in this direction, and what customer-centric strategies are likely to become widespread in the coming years.

For corporate leaders, middle managers, or small business owners, this book offers a breakthrough plan to delight their best customers and drive shareowner value.
... Read more

Reviews (4)

4-0 out of 5 stars Make your Angel Customers Happy
We should all be aware of unprofitable Customers. Anyone in business should be already aware of the 80/20 rule - that 80% of your profits come from 20% of your customers.

This book goes that one step further - by some excellent case studies it shows how 150% of your profits come from 20% of your customers - they are the Angels. The Demons are those 20% of your customers who actually lose you money equal to 150% of your profit.

Its not another book about CRM (Customer Relationship Management), but it is about being Customer-focussed rather than Product-focussed.

I have multiple relationships with Companies who could do with reading this book - including my own employer, with whom I have around 20 Contracts, and yet any one Business Unit only seems to know about 1 or 2 others at best. All those lost selling opportunities - for example they know the ages of my kids from my Travel Insurance Policies, but have never tried to sell me any College Savings Plans!

Read the book and make your Angels happier - and get rid of the Demon ones!

5-0 out of 5 stars This is a great strategy book
This is a skillfully written, subtile and insightfull book.

I believe that the reviewer who said that "this book stated the obvious and that outside of a novice business student, anyone who finds this book interesting or useful may want to consider another profession than business" has missed the point of this book...completely.

The importance of this book is NOT in stating that "the customer is important .. some more than others". This we all know.

The importance of this book is in outlining a practical methods for ascerting which customers are money making one and which are not money making one **by going at the junction of customer marketing and customer finance**. It is by offering a practical way to relate the two perspectives (the qualitative and the quantitative one) that this book was useful to me.

The key thing I learned from this book is the introduction of detailed customer-finance reasonings to evaluate clients.

I also was greatly inspired by their concept of CUSTOMER DEAVERAGING. I too often see company that thinks in terms of their "average customers" and thereby miss any valuable & actionable insight on how to relate to their customers in a way which is both more profitable and more meaningfull (from both the customers and the client perspective).

Well for company who are like that, I think this is a GREAT book that uncovers what needs to be done in both a practical and theorically sound way.

I can testify that having applied a big part of the framework of this book to solve one strategy problem of one of my european client, we did uncover some really devishly customers (50% of their client acquisition was focusing on customers from which their will be never enough money generated to cover the initial customer acquisition expense) and some really angel ones (25% of their customer acqusition was focused on clients that represents overall 65% of their actual profit). We were also able to do some detailed financial modelling to discover that, in their specific case, they should refocus their attention on the angel customers and probably completely change their business model and value proposition for dealing with their demon ones.

If I had one critic it would be that the part relating customer oriented strategy and the stock valuation is treated without enough precision.

Having said that, I can also state the customer business I was speaking about is a recurrent one and that as a result the benefit of acquiring an angel customer goes well beyond the financial revenue derived from them in the first year. So, beyond the immediate profit improvement that are likely to results from their refocusing on the right customers this year, I anticipate this company to achieve a surge of their financial results in the following years (This hopefully will ultimately also find a reflection in their stock price...)

4-0 out of 5 stars Behold customer centricity
We have all been frustrated in our interactions with companies that are unable to fulfill our needs. Selden's book paints in broad strokes the steps companies can take to transform themselves into truly customer centered organizations. I have found that while many companies claim to be "customer centric," it is actually impossible for them to be so because, as Seldon insightfully explains, they are not organized around customer segments, are unaware of the varying profitability of these segments, and treat customers equally.

This book should serve as a wake up call to senior executives who desire to take their companies to the next level of success. I found it compelling that the companies cited in the book that have undertaken this transformation have been greatly rewarded through increased profitability and above average stock movement.

After reading this book, I believe that executives may perceive such a reorganization to be daunting and require the use of outside consultants. However, Seldon poignantly points out that the immediacy of favorable results on a small scale will make company wide transformation quickly achievable, and produce substantially improved financial returns.

1-0 out of 5 stars "Elementary Dr. Watson, elementary"...Garbage
What garbage! I guess if you like PLATITUDES like "mom & apple pie" you'll like this book, or if you're into the OBVIOUS that "customers are important.....some more than others" this book will be a revelation, or if you've never taken a "101 Marketing" course in college or highschool, you'll find the bromidic counsel within this simplistic book (reward good customer & turn bad customers into good customer) new or useful. However, I agree with the book reviewer above: finding practical application to such broad generalities is difficult, if not laughable.

Anyone, outside of a novice business student, that finds this book interesting or useful may want to consider another profession than business! Look for a used copy of this book on Amazon......I'm selling it cheap. How does garbage like this get published? ... Read more


117. Delivering Knock Your Socks Off Service
by Ron Zemke, Kristin Anderson
list price: $18.95
our price: $12.89
(price subject to change: see help)
Asin: 081440765X
Catlog: Book (2002-10-01)
Publisher: American Management Association
Sales Rank: 36166
Average Customer Review: 4.42 out of 5 stars
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Book Description

The best-selling front-line customer service book ever published is now better than ever. More than a decade after the debut ofDelivering Knock Your Socks Off Service, this newly revised edition introduces readers to the next generation of first-class service strategy.Applying the winning Knock Your Socks Off formula to the new demands of 21st-century business, the third edition features all-new chapters onDelivering Knock Your Socks Off E-Service, Creating Trust with Your Customer, and Service Recovery Expectations, plus new and updated stories,real-world examples, and new illustrations by cartoonist John Bush. And as always, Delivering Knock Your Socks Off Service reveals how to:

* See things from the customer's point of view * Become a fantastic fixer and a powerful problem solver * Cope with "customers from hell" * And avoid The 10 Deadly Sins of Customer Service

Today's customer is smarter, more demanding, and more mobile than ever. Once again, Delivering Knock Your Socks Off Service delivers thestrategies, techniques, and tips that will keep those customers coming back. ... Read more

Reviews (12)

5-0 out of 5 stars It's not Brain Surgery ¿ So why is it so hard to do well?
"Knock Your Socks Off" is an easy to read, well-organized, thorough introduction to the crucial aspects of providing excellent customer service. I kept it on the corner of my desk and read it during lunch hours. The 31 short chapters (approx. 150 pages) can be finished in just a week or two. I intend to pass it along to the Customer Service Reps that work for me as "required reading" (or maybe even splurge and buy them their own copy!)

The book is organized in Four Parts:

1. The Fundamental Principles of Knock Your Socks Off Service - includes the RATER factors: Reliability, Assurance, Tangibles, Empathy, Responsiveness.
2. The How To's of Knock Your Socks Off Service - honesty, rules, doing the right thing, listening, asking questions, winning words and soothing phrases, telephone tips, writing skills, details, thank-yous.
3. The Problem-Solving Side of Knock Your Socks Off Service - how to fix problems, fix the person, apologize, and handling nasty customers.
4. Knock Your Socks Off Service Fitness - Taking Care of You - how to stay calm, professional, and competent and how to have fun doing it

Whether you're new to the business of providing customer service or a seasoned pro, this book will give lots of great advice and a positive perspective on the challenges of providing good customer service. I plan on using the book to help set goals and establish metrics for improving service at my company.

5-0 out of 5 stars Packed With Knowledge!
In Delivering Knock Your Socks Off Service, Performance Research Associates - with some editorial help from Ron Zemke - highlight the main principles and techniques involved in providing great customer service and resolving customer problems. This lively book features many short chapters, cartoons, bulleted axioms and what-to-do examples. However, much of the information seems very familiar, like a juiced-up version of hints, tips and advice that have appeared in many other customer service books. Thus, it has a kind of déjà vu quality. While someone who is experienced in this field may find the information here too familiar, we recommend this accessible volume as a great introduction to customer service.

5-0 out of 5 stars Packed with Knowledge!
In Delivering Knock Your Socks Off Service, Performance Research Associates - with some editorial help from Ron Zemke - highlight the main principles and techniques involved in providing great customer service and resolving customer problems. This lively book features many short chapters, cartoons, bulleted axioms and what-to-do examples. However, much of the information seems very familiar, like a juiced-up version of hints, tips and advice that have appeared in many other customer service books. Thus, it has a kind of déjà vu quality. While someone who is experienced in this field may find the information here too familiar, we recommend this accessible volume as a great introduction to customer service.

4-0 out of 5 stars Great for those joining the service line for the first time
After two weeks of joining the service business I was eagerly looking for a book that discusses about delivering good--if not exceptional--service. My conclusion is that this book will meet your expectations if you are new to the business--just like me.

The authors provided many suggestions and recommendations in ways of delivering quality service. I read this book in the span of two-three months, and by the time I finished reading, I realized that I have been doing pretty much most of the things that the authors are suggesting. And based on my customer service feedback, the authors are pretty correct. So, I walked away knowing that I have been doing the right things and a few more ideas of how to improve my service level.

I would have given a five-star if I can find some of the chapters being elaborated further, such as those towards the end of the book. For example, I would like the chapter (Chapter 20) on Exceptional Servic Is in the Details being further elaborated as I found I need some suggesstions for carrying my service level to another level. Nevertheless, the book does give me some hints on areas to look into.

In conclusion, I would recommend this book to those who join the service industry for the first time and want to get some ideas on providing quality service. And for those who are searching for more, you will be refreshed and walk away with some good suggestions and pointers.

5-0 out of 5 stars Great Customer Service Builds Profits
Authors' research proves that those who sell and serve with a smile make more money: successful service organizations had lower marketing costs, fewer upset and complaining customers, and more repeat business.

Customers vote with their feet and beat a path only to doors of companies that serve them well.

How-to implementation that can show rookies and pros enviable customer service comes in 31 short, punchy knock-your-socks-off chapters with anecdotes, cartoons, inspirational pep talks, and concrete examples to make messages clear and fun to learn. ... Read more


118. Endless Referrals: Network Your Everyday Contacts Into Sales, New & Updated Edition
by BobBurg
list price: $14.95
our price: $10.17
(price subject to change: see help)
Asin: 0070089973
Catlog: Book (1998-10-30)
Publisher: McGraw-Hill
Sales Rank: 9887
Average Customer Review: 4.86 out of 5 stars
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Book Description

With over 100,000 copies sold, this is one of the most popular business- and sales-boosting guides ever written. This new edition offers successful entrepreneur and speaker Bob Burg's proven relationship-building system that thousands of professionals and entrepreneurs have used to turn casual contacts into solid sales opportunities. In Endless Referrals, he shows you how to:Turn every contact into a sales opportunity o Dramatically increase your business without spending more time or money o Identify the most profitable contacts o Use six keys to remember names and faces o NEW SECTION! Network the Internet o NEW SECTION!Set up a successful home-based business o Take the intimidation out of telephoning o Overcome fear of rejection o NEW SECTIONS!Succeed in multi-level, network, and mail order marketing o Position yourself as an expert o Mark yourself for success! ... Read more

Reviews (22)

4-0 out of 5 stars A Good Start
I chose to read two books, one right after the other - Endless Referrals by Bob Burg and Business by Referral by Misner and Davis (also reviewed). Endless Referrals takes a very "real world" approach to the business referral process. It's direct, hard-hitting information. Bob Burg gets to the point immediately. I became very enthusiastic about Bob Burg's system and immediately began integrating it into my referral process. His ideas about making the initial contact and following up with that individual are a must for anyone in the business of generating referral-based sales. The book is full of examples of good and bad business actions, which Bob tightly weaves into the specific element of the process being discussed. The chapters on home-based businesses were very good, and even though I am not in home-based sales, I gleaned a few good ideas which I can apply. I found only one shortcoming. Bob Burg didn't really take the process far enough. I think he fell short in the systematic follow-up process of utilizing the information you have gained from a contact to build your business and your contact base.

I give a solid recommendation for this book; it is a must read for anyone wanting to generate referral-based sales or anyone who is in the selling business for the long haul. Utilizing Bob's techniques, you'll begin immediately to build a solid foundation for referral-based sales.

5-0 out of 5 stars Common Sense in an Applicable Style
In "Endless Referrals", which I refer to constantly (I am a 15-year veteran in the financial services industry, and do not cold-call, so all my business is based on the generation of referrals), Bob Burg states what some would call the obvious: concern yourself with the welfare of others first, and it will come back to you in a big way. I believe this to be true, and Burg provides several strategies - mostly through the use of questions - designed to break down barriers and build rapport in a short period of time.

In garnering referrals, I often go point-blank with many of my clients, asking them the traditional "Who do you know....?" question. However, this is obviously not useful when meeting someone for the very first time. That's where Burg's strategies come in handy. That's not to say that this book doesn't contain ideas geared toward those you know already; it does.

I bought two copies of this book and gave one to one of the rookies in my office. My copy is highlighted from start to finish. I refer to it constantly. The book is an easy read, an enjoyable read, and an excellent source of extremely useful information.

The only requirement: You must ACT, and apply the ideas found within. If you do, nothing should stand in the way of your gathering many new sources of business.

I recommend this book highly - and I've read many on this subject.

5-0 out of 5 stars Excellent, priceless advice!
Bob Burg's style is positive, upbeat and entertaining. I refer to "Endless Referrals" frequently. The ten questions in the second chapter, along with chapters eight and nine have contributed tremendously to my success in various endeavors. These parts alone are worth more than the price of the book. With that said, however, ALL the material is outstanding; the ideas for achieving success in all areas of life are pragmatic and energizing. Bob Burg's work stands out in that way certainly, but also couples the road to success with making the world a nicer place by promoting respectful interaction. This book is not to be missed!

5-0 out of 5 stars Must have to build your business in this economy
I have moved from a technical support position to owning my own business. I needed to learn how to network effectively. Endless Referrals has provided me with the skills and confidence I needed to build rapport and trust with others. I much prefer working from referrals than cold calls.

5-0 out of 5 stars A Game Plan for Growing Your Business Dramatically
Because I spent more than two decades in fundraising, I thought I had mastered the art of networking. Like many other development professionals, I was fairly aggressive in meeting people, remembering their names, and establishing rapport. Annually, I filled my desk with business cards.

Now networking is even more important for me as an entrepreneur. And in the last month, Bob Burg has given me valuable guidelines about networking. He taught me that I was a dedicated networking novice, and showed me how to become a skilled professional.

First, I attended one of Bob's dynamic seminars in Atlanta, Georgia. His novel-and highly creative-approach to networking prompted the audience members to think: "So. . .that's what I should have been doing all along."

Then I read Endless Referrals, which reflected Bob's comments in the seminar, and added many other tips. As is the case with his speaking, Bob Burg writes quite clearly, often entertainingly. Vivid case histories and anecdotes make his points memorable.

The book would be well worth the price if it contained only Chapter Eight: "Begin Your Own Profitable Networking Group."

Readers will welcome Burg's game plan for establishing and maintaining a systematic network. I know I did. ... Read more


119. Principles of Internet Marketing
by Ward Hanson
list price: $92.95
our price: $92.95
(price subject to change: see help)
Asin: 0538875739
Catlog: Book (1999-09-08)
Publisher: South-Western College Pub
Sales Rank: 274161
Average Customer Review: 4.46 out of 5 stars
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Book Description

This pioneering textbook lays the foundation for using the most exciting marketing medium in decades.It shows what makes the Internet new and different, what techniques work and which dont, and how the Internet is creating value for customers and profits for companies.Most importantly, it shows how Internet Marketing fits into the rest of an organizations marketing strategy. ... Read more

Reviews (13)

5-0 out of 5 stars Bringing Order to the Chaos of the Internet
Hanson's textbook strikes just the right balance between technology and overall, general knowledge of the Internet. The background chapters in Part 1 on the Digital World, Networks and Internet Business Models are informative but not overwhelmingly technical. The chapters in Part 2 (Online Marketing Themes) are really interesting, in that they point out the many differences between marketing in the real world versus marketing in the virtual world. Topics such as Personalization, Traffic and Brand Building, Online Community, and E-Commerce are really the "meat" of this book and are informative as well as easy to read with plenty of current examples.

The challenges of developing and documenting the "principles" behind the amorphous, nebulous, fast-changing Internet are significant, but Dr. Hanson has certainly succeeded in producing a viable, useful resource. I'm sure he's busily working on an update, and I will look forward to reading anything he has to say about marketing in Internet time.

5-0 out of 5 stars A very practical book - I love it !
This is a great book on internet marketing. Unlike many other books on similar subjects I have read , I found this book most practical - and closest to the need in the real business world ! Lots of very interesting case studies in it, and most important of all, the book contains a lot of very useful and updated researches and statistics that confirms a lot of beliefs ( and clear lots of doubts) I have had in my job. Don't be put-off by the title of the book " Principles of Internet marketing" - they are not pure academic / classroom-type "principles", they are very applicable to the real business world ! If you are working in the internet marketing area, or if you plan to enter this field, don't miss this book !!!

3-0 out of 5 stars A second edition is urgently needed
I used the first edition in one of my e-commerce courses. While the book migth still deserve 3 stars it is very much dated and my students had to do much additional research in the net to round most of the topics.

5-0 out of 5 stars Wonderful
This book really helped me understand some of the more difficult subjects of internet marketing.

4-0 out of 5 stars A starting point
As a text, this is about the only game in town. And it certainly shows a lot of work in assembling sources and so forth. Especially if you are coming at this filed from scratch, this book is a decent place to start. But you may find yourself longing for deeper insight--less mere summarization of other sources and more maturation. And the support materials seem to be rather thin. But remember, Ward got his book written, and that, in itself, says a lot. ... Read more


120. Software Product Management Essentials
by Alyssa S. Dver, Alyssa Dver
list price: $34.95
our price: $27.96
(price subject to change: see help)
Asin: 0929652010
Catlog: Book (2003-04-13)
Publisher: Meghan Kiffer Pr
Sales Rank: 26587
Average Customer Review: 4.15 out of 5 stars
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Book Description

In an economy where efficiency and delivery are key, Software Product Management Essentials is required reading for any software product manager. Software Product Management Essentials is a hands-on guide to help new product managers sift through the numerous tasks and responsibilities involved in this pinnacle job. The book is loaded with tips and example best practices to help even experienced product managers optimize their time and effectiveness. The book focuses on the unique challenges of being a Product Manager in a small to mid-sized software company. It provides a framework for the role of the Product Manager in an environment where there are few resources available to help in tackling the many things needed for a quality, on-time delivery of software. Whether you are already a Product Manager or considering a new career in product management, Software Product Management Essentials details a day-in-the-life experience of a PM with both the glory and challenges one faces in this role. Engineers, marketing personnel, quality assurance teams, technical writers, and anyone involved in the product delivery process will find this book extremely useful right away in optimizing the day-to-day interactions across a smaller software organization.

Emphasizing that code is only part of the overall software product, Software Product Management Essentials stresses the importance of championing a product. Critical topics covered in the book include the product delivery process, beta testing, launching a software product, and software pricing. An entire chapter is dedicated to the issues of expanding the business internationally and the issues a Product Manager must consider before and during expansion. Numerous templates are provided to fast track the Product Manager's work including a sample non-disclosure agreement, product delivery checklist, and beta test agreement and summary. ... Read more

Reviews (13)

5-0 out of 5 stars Excellent resource
I recently read this book and unlike me normally, I felt it warranted my time to post a review and thank the author for making an otherwise uninspiring topic so easy and enjoyable of a read. I was recently promoted to product manager at my software company and had no idea where to start. Dver's book has given me excellent tips and templates to use and prepared me so I can hit the ground running. I almost wish I had read this book before when I was an engineer because it would have given me a better understanding of the overall process of product delivery and it would have helped me and my organization to better support the efforts of our product manager at the time.

I think that this book has been invaluable to me in my role and I will refer to it often. Most product management and marketing books I have seen are too high level where they discuss thoery but not practical ideas on what to do. Other books get too deep in areas that a product manager needs not be the expert but rather a participant. I appreciated the brevity of the overall book and found it also to be quite specific and descriptive where it needed to be. I think anyone who is a product manager can appreciate how valuable time is in trying to juggle the many aspects of a product - Dver understands this and it is reflected in the book and its writing.

Lastly, I also think that Dver captures well the fact that software is a very different product to manage and draws out these differences in each chapter's topic. I had read other product management and marketing books and they never seem to get that software is quite different and therefore needs to be managed differently. I also enjoyed having a reality check of smaller companies and what is done versus larger ones where they can afford to apply more resources and time towards marketing and sales. This book gave me a lot of excellent ideas on how to manage my product in a low-budget, resource-starved environment. That in itself is worth the price of the book.

5-0 out of 5 stars You have to read this book!
Excellent book. As an experienced product manager at a small software company, I found this book very practical and a great resource. The author gives great advice and tips that I haven't had time to consider. The book is very easy to read and it is quite evident that the author is an expert in product management.

5-0 out of 5 stars No fluff, just straight help for the SW PM
I really appreciated the terseness and honesty this book presented. It does not have any fluff and does not make any bones about its strong focus on small and mid-sized software companies, noting that bigger companies have different needs and many other books cover that space. I didn't expect this book to go deep into any one topic simply becuase it clearly is pitched as a comprehensive overview of the roles and responsibilities of SW PMs. However, I was pleasantly suprised when I found that despite its short and easy read, Dver did dig into the details of several key topics such as product requirements, development processes, and cross-functional team management. While I have read many other books on product management, this one really kept close to the goal of giving me a number of very precise things I can do to be a better product manager - including providing actual templates such as an NDA and beta agreement. The price of the was easily book justified by those templates alone.

I plan on taking the Product Management Certification test soon and I agree with AIPMM that this book should be a part of every software product manager's collection. Unlike other generic product management books, it really gets to heart of software management within smaller, entreprenurial businesses.

2-0 out of 5 stars Very thin on material
Dont waste your money on this one. As someone pointed out , it should be titled 'Software Product Management Topics'. Instead i found 'Product Managers Handbook' more detailed and relevant.

1-0 out of 5 stars Product management commentary with the depth of a brochure
Key word here is "essentials" since it never gets past commentary that is just trivial. The best part of the book is the suggested readings and resources that I should had bought instead of this brochure. ... Read more


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