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Being the best doesn’t guarantee you’ll get the business. Having the best pitch does.
Whether you’re looking for clients, investors or employees, you need to know how to pitch your products, services and ideas in a way that is most likely to secure you the deal. Justin Cohen’s internationally acclaimed six-step formula is designed to do just that. Having taught and refined his Pitch To Win programme for five years, and having helped win numerous multimillion-dollar deals in that time, Justin now shares his secrets for success in the Pitch To Win book.
In it he reveals:
Modern day organisations are more dependent on communication to achieve success than ever before. Rapid development and greater complexity of communication technologies, and the growing importance and popularity of social media, means that organisations can no longer rely on traditional methods alone to engage in effective business communication.
Social media and new communication forms, however, come with their own challenges and pitfalls. Organisations need to carefully and strategically consider the use of these new media as part of their effective communication plan.
Effective Business Communication In Organisations, 4th edition, builds on traditional communication forms with up-to-date theory. It discusses new communication trends and the changing nature of communication in businesses.
When Feyi Olubodun, CEO of one of West Africa’s leading creative agencies, witnessed one too many cases of brands failing in the African marketplace he began to ask himself questions:
He began to reflect on his own marketing experiences and out of this emerged the framework for The Villager.
In Feyi’s view, the African consumer begins his life’s journey by moving from the village, his rural dwelling, to the city, carrying with him not only his own dreams but also the dreams of his community. He is a highly aspirational consumer, motivated to succeed, and he becomes the economic portal for the rest of his community back home. But although he may be exposed to global influences and technology, his essential identity remains largely intact. This is why Feyi calls the African consumer a Villager. The Village is no longer a physical space; it is a psychological construct that defines him and the filter through which he engages with and consumes brands.
In developing his construct, Feyi posits that if you wish to engage successfully in a market you may not understand, you must have the right ‘lenses’ to view a people. He believes the secret lies in applying these lenses at the confluence of commerce, culture and consumer. Data is not enough to understand the vagaries of a particular market. Drawing on his wide experience and wealth of astute observations, he provides a highly readable and indispensable guide to the mindset of the African consumer today, yet it is true to say that his insights apply, albeit in a more nuanced way, to consumer behaviour across the globe.
The Villager is essential reading for brand owners wishing to conquer new markets.
This is a purpose-designed communication textbook for Accounting and Auditing students: The focus is on vital soft skills required in business environments, including report writing, conducting meetings, and oral and written communication. The communication-based chapters provide insight into the typical communication challenges of the corporate world. English grammar is presented in the form of an essential grammar toolkit. Exercises (with solutions) and case studies have a realistic business perspective. Money Talks is written in a fun and engaging way and focuses on practical applications that will equip students to become well-rounded professionals.
Business-to-business marketing is the first B2B marketing book in South Africa written by local academics. Its content therefore includes material to which South African students of B2B marketing can relate more easily. This book is about businesses marketing their products and services to other businesses and covers concepts related to this environment. It gives valuable insights into business-to-business marketing management, as well as analysing B2B buying practices, supply chain management, the selection of business customers and the development of a B2B marketing strategy. It provides readers with an understanding of what B2B marketing is and how it differs from business-to-consumer (B2C) marketing. The book has a strong theoretical basis, while also exploring many case studies from a South African perspective.
The Fourth edition of The Art Of Persuasive Communication situates contemporary persuasive practices against the background of the rich history of rhetoric and within the setting of a democratic state.
Throughout, the author addresses critical issues that are important to communication science scholars and practitioners, as well as those active in related disciplines such as political science, sociology, social psychology and rhetorical studies.
The Fourth edition differs from the previous one in the following ways:
What is the difference between verbal and non-verbal communication? How do you identify the communication needs of an organization? How do you improve your interpersonal communication skills and recognize cultural barriers to effective multicultural communication? Business Communication provides a practical framework for students and demonstrates how communication functions in today's business environment. The textbook covers discussions around communication theory, cognitive communication, organizational communication, cultural communication, stakeholder communication, the writing and listening process, and academic literacy.
The advent of globalisation, and the rise of entrepreneurialism and the virtual office, make the ability to communicate independently and effectively increasingly valuable. Against a background of technological innovation, this third edition of The communication handbook sets out the principles underlying effective communication today and then focuses on their application, enabling students in all fields of study to develop and refine their reading, listening, speaking and writing practices.
Communication is often described as the glue that binds an organisation, enabling interaction with its customers, agents and the broader public. Communication flourishes in organisations and is central to their activities and functions: as marketing communication, public relations, management communication, corporate communication, etc.; in determining and implementing strategy, operations and processes; in all interaction - interpersonal, mediated, digital and social; as the foundation of corporate culture. Integrated Organisational Communication 2nd Edition covers these aspects and addresses the growing need among students and practitioners for a book that takes a broad look at organisations' communication, and then delves into the detail. This book adopts a multidisciplinary approach to organisational communication, and while it takes cognisance of individual academic and professional disciplines, it avoids alignment with any one of these.
There is NO SUCH THING as a mindless doodle What did Einstein, JFK, Edison, Marie Curie, and Henry Ford have in common? They were all inveterate doodlers. These powerhouse minds knew instinctively that doodling is deep thinking in disguise-a simple, accessible, and dynamite tool for innovating and solving even the stickiest problems. Sunni Brown's mission is to bring the power of the Doodle to the rest of us. She leads the Revolution defying all those parents, teachers, and bosses who say Stop doodling! Get serious! Grow up! She overturns misinformation about doodling, demystifies visual thinking, and shows us the power of applying our innate visual literacy. She'll teach you how to doodle any object, concept, or system imaginable, shift habitual thinking patterns, and transform boring text into displays that can engage any audience.
Public Relations: Theory & Practice is an exciting new approach to PR in southern Africa.
Since the global economic crisis of 2008, Public Relations has become increasingly important in establishing, protecting and saving the reputations of companies. Large companies especially have realised the value and importance of PR.
Public Relations: Theory & Practice addresses a number of new, crucial aspects and issues, which have become highly relevant to PR today, such as Online PR, Reputation Management, Strategic Management and Crisis Management. These topics are important to students and practitioners alike as they battle with the trends and developments in this field.
Case studies at the end of each chapter show the practical use of the theoretical principles and make the theory more understandable and applicable. This text is a must for academia and practitioners wanting a clear, easy-to-read Public Relations text that explains the various principles and processes associated with image that companies face.
There’s something sucking the life out of audiences everywhere, transforming them from the very people who can change your business into the disengaged masses. It’s called The Boredom … and your job is to slay it!
Whether you’re a seasoned public speaker, or getting ready for your first company presentation, this candid and practical guide by renowned global speaker and presentation coach Richard Mulholland will give you key insights into:
It’s time to fight back. It’s time to save the world ... one bored audience at a time.
Swimming With Sharks will inspire ‘a-ha’ moments that will make it more fun to be at work – or maybe even make it possible for your business to survive the turbulent economic seas that seem synonymous with building a business in the 21st century.
Entrepreneur, marketing and communications expert Gavin Moffat found remarkable parallels between his two passions: consulting to businesses as they navigate through change, and SCUBA and technical diving. While one seems to be all work and the other all play, achieving success in either requires very similar approaches.
Gavin’s style is to-the-point, irreverent, and frequently funny. This book is a conversation with a friend who asks questions that may make you squirm a little or maybe even wriggle in discomfort. But they’re questions that will make you think – and change the way you think too. Including contributions from other smart disruptive thinkers, Swimming With Sharks offers exceptional food for thought on these topics and provides guidelines on how to take action.
In business, as in life and sport, you never know it all. Lifelong learning is the name of the game. You can always improve, do things differently and add more value to your customers. You can never tick ‘learning’ off your to-do list.
The world of integrated marketing communication (IMC) has changed dramatically over the last 10 years, due in large part to the expansion and advances in digital media technology. These changes have affected clients, consumers and advertisers alike. While offering the main marketing communication tools, Marketing communication: An integrated approach deals with the past, present and future of IMC and the impact this has had on the pace and demands of effective persuasive communication in the current digital age. It is also the first IMC textbook to cover in detail alternative communication strategies and how their unconventional and disruptive tactics have been integrated into our daily lives.
Timing is everything . . . How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test results? When should you have your first coffee of the day? Why is singing in time with other people as good for us as exercise? And what is the ideal time to quit a job, switch careers or get married? In When, Daniel H. Pink distills cutting edge research and data on timing and synthesises them into a fascinating, readable narrative. Packed with irresistible stories and practical takeaways, it provides compelling insights into how we can live richer, more engaged lives.
Guides readers through each phase of business writing so they can deliver clear, professional messages in every letter or memo. Offers tips for avoiding sexism, improving grammar and spelling, applying the "five C's of good writing", and more. Part of the Business Skills Express series.
'David Marquet is the kind of leader who comes around only once in a generation ... his ideas and lessons are invaluable' Simon Sinek, author of Start With Why Captain David Marquet was used to giving orders. In the high-stress environment of the USS Santa Fe, a nuclear-powered submarine, it was crucial his men did their job well. But the ship was dogged by poor morale, poor performance and the worst retention in the fleet. One day, Marquet unknowingly gave an impossible order, and his crew tried to follow it anyway. He realized he was leading in a culture of followers, and they were all in danger unless they fundamentally changed the way they did things. Marquet took matters into his own hands and pushed for leadership at every level. Before long, his crew became fully engaged and the Santa Fe skyrocketed from worst t first in the fleet. No matter your business or position, you can apply Marquet's approach to create a workplace where everyone takes responsibility for their actions, people are healthier and happier - and everyone is a leader.
Contagion may alarm doctors but marketers thrive on it. Some concepts are so compelling you have to share them. But what makes an idea so infectious you can't keep it to yourself? And how can brands produce these kinds of ideas intentionally rather than by chance? Contagious, the globally renowned intelligence resource for the marketing industry, is dedicated to identifying and interrogating the world's most exceptional creative trends. And in The Contagious Commandments, Paul Kemp-Robertson and Chris Barth condense this valuable research into ten strategic takeaways for your own marketing revolution. Taking inspiration from disruptive campaigns from the likes of Patagonia, Nike, Safaricom, BrewDog, LEGO, Kenco, and dozens more, The Contagious Commandments explores how companies fuse creativity, technology and behavioural psychology to achieve truly original marketing ideas that have a positive impact on society and profits - and how your brand can too.
Professional Communication: Deliver effective written, spoken and visual messages Fourth Edition is aimed at all professionals and students in business, industry and higher education institutions. It offers sound advice, clear guidelines and numerous practical examples, and this latest edition includes managing digital communication platforms, creating templates, being interviewed for a job, raising funding, and conducting and managing Internet research.
A winning combination of how-to guide and reference work, The Only Business Writing Book You'll Ever Need addresses a wide-ranging spectrum of business communication with its straightforward seven-step method. Designed to save time and boost confidence, these easy-to-follow steps will teach you how to make clear requests, write for your reader, start strong and specific, and fix your mistakes. With a helpful checklist to keep you on track, you'll learn to promote yourself and your ideas clearly and concisely, whether putting together a persuasive project proposal or dealing with daily email. Laura Brown's supportive, no-nonsense approach to business writing is thoughtfully adapted to the increasingly digital corporate landscape. Complete with insightful sidebars from experts in various fields and easy-to-use resources on style, grammar, and punctuation, this book offers essential tools for success in the rapidly changing world of business communication.
Our knowledge and understanding of organizations is both enabled and constrained by an invisible relationship of power that is embedded in the ways in which we act and speak. This book offers a succinct but comprehensive introduction to the vast field of organizational discourse analysis, the approach that studies organization as a linguistic phenomenon, and offers an original approach to investigate the relationship between materiality and discourse. Three original images of discourse are employed: discourse as a map, discourse as organizing and discourse as a mask. These metaphors are used as cognitive tools to highlight different implications and perspectives on discourse. The book critically compares and contrasts various linguistic-focused approaches to the study of organizations, and proposes the use of linguistic phenomena in connection with other methodologies. One section even offers an exemplification of the proposed approach to discourse analysis, presenting a map of discursive terrain, which plays a central role in the reproduction of local organizational and management discourses. This rich and approachable introduction is targeted at graduate and doctoral students, as well as non-specialist academics who want to familiarize themselves with the organizational discourse debate.
Jordan Belfort - immortalized by Leonardo DiCaprio in the hit movie The Wolf of Wall Street - reveals the step-by-step sales and persuasion system proven to turn anyone into a sales-closing, money-earning rock star.
For the first time ever, Jordan Belfort opens his playbook and gives readers access to his exclusive step-by-step system-the same system he used to create massive wealth for himself, his clients, and his sales teams. Until now this revolutionary program was only available through Jordan's $1,997 online training. Now in WAY OF THE WOLF, Belfort is ready to unleash the power of persuasion to a whole new generation of readers, revealing how anyone can bounce back from devastating setbacks, master the art of persuasion, and build wealth. Every technique, every strategy, and every tip has been tested and proven to work in real-life situations.
Written in his own inimitable voice, WAY OF THE WOLF cracks the code on how to persuade anyone to do anything, and coaches readers, regardless of age, education, or skill level, to be a master sales person, negotiator, closer, entrepreneur, or speaker.
Explore different perspectives and approaches to create more effective visualizations #MakeoverMonday offers inspiration and a giant dose of perspective for those who communicate data. Originally a small project in the data visualization community, #MakeoverMonday features a weekly chart or graph and a dataset that community members reimagine in order to make it more effective. The results have been astounding; hundreds of people have contributed thousands of makeovers, perfectly illustrating the highly variable nature of data visualization. Different takes on the same data showed a wide variation of theme, focus, content, and design, with side-by-side comparisons throwing more- and less-effective techniques into sharp relief. This book is an extension of that project, featuring a variety of makeovers that showcase various approaches to data communication and a focus on the analytical, design and storytelling skills that have been developed through #MakeoverMonday. Paging through the makeovers ignites immediate inspiration for your own work, provides insight into different perspectives, and highlights the techniques that truly make an impact. Explore the many approaches to visual data communication Think beyond the data and consider audience, stakeholders, and message Design your graphs to be intuitive and more communicative Assess the impact of layout, color, font, chart type, and other design choices Creating visual representation of complex datasets is tricky. There's the mandate to include all relevant data in a clean, readable format that best illustrates what the data is saying--but there is also the designer's impetus to showcase a command of the complexity and create multidimensional visualizations that "look cool." #MakeoverMonday shows you the many ways to walk the line between simple reporting and design artistry to create exactly the visualization the situation requires.
The authors of the international bestseller The Decision Book teach us how to communicate better at work and in everyday life The internationally bestselling duo Mikael Krogerus and Roman Tschappeler have tested the 44 most important communication theories - from Aristotle's thoughts on presenting through Proust on asking questions to the Harvard Negotiation Project - for their practicality in daily business life. In The Communication Book they distil them into a single volume that in their winning way turns seemingly difficult ideas into clear and entertaining diagrams. From running better meetings and improving the conversations in your head to brushing up on your listening skills and small talk, the pair masterfully fuses theoretical knowledge and business advice with humour and practicality. With sections on work, the self, relationships and language, they show that we can improve not only what we communicate, but how we do so. Whether you're a CEO or starting out - or want to improve your relationships at home - this smartly-illustrated and compact guide will improve your communication skills and help you form more meaningful connections at work, while smiling too.
Proposal writing can be challenging. Writing a Research Proposal: Practical Guidelines For Business Students takes the reader through the necessary steps in a clear and logical manner in order to demystify the process and to successfully bridge the gap between theory and practice.
The eight chapters in the book focus on different aspects of the proposal writing process, with end-of-chapter tasks reinforcing and consolidating the chapter’s key teaching points.
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