Автор: Kapferer Jean Noel Название: Luxury Strategy, 2 ed. ISBN: 0749464917 ISBN-13(EAN): 9780749464912 Издательство: Kogan Page Рейтинг: Цена: 67730.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Deconstruct the marketing of the most successful luxury goods brands and companies to reveal the unique and often paradoxical `anti-laws` of successful luxury brand management, with this ground-breaking book.
Автор: John Hoover Название: How to Sell to an Idiot: 12 Steps to Selling Anything to Anyone ISBN: 0471718548 ISBN-13(EAN): 9780471718543 Издательство: Wiley Рейтинг: Цена: 10340.00 T Наличие на складе: Есть Описание: HOW TO SELL TO AN IDIOT Selling to customers looking to get the most bang for their buck is a difficult feat. The only customers tougher than hagglers are the ones so uninformed about what they are buying, they don`t even realize when they are getting the deal of a lifetime.
Автор: Brabec Barbara Название: Handmade for Profit!: Hundreds of Secrets to Success in Selling Arts & Crafts ISBN: 0871319950 ISBN-13(EAN): 9780871319951 Издательство: Rowman & Littlefield Publishers Цена: 19700.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: Through her books, articles, and periodicals, Barbara Brabec has been showing people how to profit from their creative talents and know-how for over twenty-five years.
Автор: Wided Batat Название: The new luxury experience : ISBN: 3030016706 ISBN-13(EAN): 9783030016708 Издательство: Springer Рейтинг: Цена: 74530.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание: This professional book introduces marketing and luxury brand professionals to a new definition of luxury and the art of designing the ultimate luxury experience in both the physical space (e.g., in-store, hotel, restaurant) and the digital space (e.g., social media, website, e-commerce). Specifically, it offers an overview of customer experience issues and explores big five experiential strategies that can be applied by luxury houses in order to provide the best luxury experience to their customers. Themes such as quality of customer luxury experience, immersion and co-production/co-creation in luxury, creation and management, digital and immersive marketing, and innovative market research are also examined.
How do consumers define luxury? Is there one luxury or several "luxuries"? What kind of luxury experiences consumers want to live? How can luxury houses design the ultimate luxury experience? More than in any other sector, luxury consumption is a response to a search for emotions, pleasure, uniqueness, consideration and greatest services. The luxury consumer wants to live luxury experiences - not just buy luxury products or services. In this way, this book presents the luxury consumption experience as a combination of symbolic meaning, subconscious processes and nonverbal cues and characterized by fantasies, feelings and fun.
Featuring case studies and interviews from international luxury sectors and brand managers such as Burberry, Dior, Porsche, Breitling, St. Regis Hotels & Resorts, and Louis Vuitton, among others, this book offers both a research and management perspective on luxury experience to professionals in the luxury sector (e.g., CEOs, brand managers, marketing and communication professionals), as well as marketing professors, students, and people eager to learn more about how to design the ultimate luxury experience. Praise for The New Luxury Experience"This book provides a holistic perspective on marketing of luxury brands, offering both useful practical advice as well as illustrating important cases." -- Ravi Dhar, Director, Yale Center for Customer Insights, Yale University"Wided Batat's book offers a fresh, insightful and comprehensive analysis of the concept of the consumer's experience with luxury whatever that may be.
The Five experiential luxury strategies proposed by Wided highlight that luxury management should go above and beyond the design and branding of luxury goods and services. I also commend the consideration given to the younger generations' approach to luxury and to corporate social responsibility aspects. Luxury marketers should find this book very useful indeed."-- Francesca Dall'Olmo Riley, Professor of Brand Management, Kingston Business School, UK
Автор: Romaniuk Jenni, Sharp Byron Название: How Brands Grow: Part 2: Emerging Markets, Services, Durables, New and Luxury Brands ISBN: 0195596269 ISBN-13(EAN): 9780195596267 Издательство: Oxford Academ Рейтинг: Цена: 26390.00 T Наличие на складе: Невозможна поставка. Описание: Following the success of international bestseller How Brands Grow: What Marketer's Don't Know comes a new book that takes readers further on a journey to smarter, evidence-based marketing. How Brands Grow Part 2, by Jenni Romaniuk and Byron Sharp, is about fundamentals of buying behaviour and brand performance - fundamentals that provide a consistent roadmap for brand growth, and improved marketing productivity. Ride the next wave of marketing knowledge with insights such as how to build Mental Availability, metrics to assess the strength of your brand's Distinctive Assets and a framework to underpin your brand's Physical Availability strategy. Learn practical insights such as smart ways to look at word of mouth and the sort of advertising needed to attract new brand buyers. This book is also a must read for marketers working in emerging markets, services, durables and luxury categories, with evidence that will challenge conventional wisdom about growing brands in these markets. If you've ever wondered if word of mouth has more impact in China, if luxury brands break all the rules of marketing or if online shoppers are more loyal to brands or retailers, this book is for you. If you read and loved How Brands Grow, it's time to move to the next level of marketing. And if you haven't, get ready -- this book will change the way you think about marketing forever.
Автор: Francis Srun Название: Luxury Selling ISBN: 3319833111 ISBN-13(EAN): 9783319833118 Издательство: Springer Рейтинг: Цена: 35390.00 T Наличие на складе: Есть у поставщика Поставка под заказ. Описание:
Preface
Part I Luxury Advisors
- "Be" Luxury
- Looking luxury
- Speaking Luxury
- Moving Luxury
- Building Luxury interactions
- Be Gentle
- Be Generous
- Be Human
- Be professional
Part II Luxury Customers: Understand Luxury- Why do people buy luxury?
- The need for self-affirmation
- The need for pleasure
- New clients: new money, new generation
- International clientele: new faces, different behaviour
- E-Clients: impact of digital
- Chinese customers: some success keys
Part III Luxury Selling:
- Luxury customers decision process
- The persuasion
- The 5 motivational factors
- Brand
- Desire
- Price/Value
- Service
- Time
Part IV The 7 steps of Active Selling
- Preparing
- Welcoming
- Discovering
- Presenting
- 5-Convincing
- Closing
- Building relationship
Part V Conclusion
- Change yourself first: Think rational but allow emotional
Автор: Tovey David Название: Principled Selling ISBN: 074946657X ISBN-13(EAN): 9780749466572 Издательство: Kogan Page Рейтинг: Цена: 19000.00 T Наличие на складе: Нет в наличии. Описание: Build better, more profitable relationships between seller and buyer.
Автор: Johnston Mark W Название: Sales Force Management ISBN: 1138951722 ISBN-13(EAN): 9781138951723 Издательство: Taylor&Francis Рейтинг: Цена: 73490.00 T Наличие на складе: Нет в наличии. Описание: In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include:? Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.
With close to three decades of professional sales experience, Mike Rodriguez is a world renowned motivator, a Sales Expert and a Master Trainer. He is a former Zig Ziglar Showcase Speaker and Sales Trainer and he has hosted training alongside the legendary Tom Hopkins Mike has trained thousands around the world and he now shares a deep dive into the 8 Key sales strategies that will change your performance, when you internalize them. These strategies are presented to help you to become the professional that you were meant to be and that your clients expect. Mike teaches sales people to shift their mindset from being "quota centric" to focusing on the client and solutions for the client's core needs. The "8 Keys" apply to all sales professionals, regardless of your specialty or industry.
"Go Forth and SELL Something " - Mike Rodriguez
Автор: Shonka Название: Beyond Selling Value ISBN: 0793154707 ISBN-13(EAN): 9780793154708 Издательство: Kaplan & Barrons Рейтинг: Цена: 17370.00 T Наличие на складе: Нет в наличии. Описание: Presents an approach to acquiring new customers that focuses on selling the overall value of a company`s product rather than just negotiating price. The authors describe strategies for gathering information about potential customers, bypassing the gatekeepers who block salespeople, gaining access to decision makers, and delivering presentations.
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