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Books > Business & Economics > Business & management > Sales & marketing > General

Heart and Sell - 10 Universal Truths Every Salesperson Needs to Know (Paperback): Shari  Levitin Heart and Sell - 10 Universal Truths Every Salesperson Needs to Know (Paperback)
Shari Levitin
R368 R327 Discovery Miles 3 270 Save R41 (11%) Ships in 12 - 17 working days

Are you making it difficult for your potential customers to buy from you?

Today's buyers are overloaded - overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded "sales process." In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure - and alienating potential buyers in the process.

How can you reconcile your need to meet sales targets with the customer's desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales--regardless of your level or industry.

  • Discover the 7 Key Motivators that influence every decision your customer will make.
  • Learn to align your sales process with how people buy--instead of fighting against it.
  • Harness the power of the Linking Formula to create true urgency.
  • Master the 10 Universal Truths so you can beat your sales quota without losing your soul.
  • Understand the 6 Core Objections and how you can neutralize them.

In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.

Crushing It - How Great Entrepreneurs Build Their Business And Influence And How You Can, Too (Paperback): Gary Vaynerchuk Crushing It - How Great Entrepreneurs Build Their Business And Influence And How You Can, Too (Paperback)
Gary Vaynerchuk 2
R380 R304 Discovery Miles 3 040 Save R76 (20%) Ships in 5 - 10 working days

Four-time New York Times bestselling author Gary Vaynerchuk offers new lessons and inspiration drawn from the experiences of dozens of influencers and entrepreneurs who rejected the predictable corporate path in favor of pursuing their dreams by building thriving businesses and extraordinary personal brands.

In his 2009 international bestseller Crush It, Gary insisted that a vibrant personal brand was crucial to entrepreneurial success, In Crushing It!, Gary explains why that’s even more true today, offering his unique perspective on what has changed and what principles remain timeless. He also shares stories from other entrepreneurs who have grown wealthier—and not just financially—than they ever imagined possible by following Crush It principles. The secret to their success (and Gary’s) has everything to do with their understanding of the social media platforms, and their willingness to do whatever it took to make these tools work to their utmost potential. That’s what Crushing It! teaches readers to do.

In this lively, practical, and inspiring book, Gary dissects every current major social media platform so that anyone, from a plumber to a professional ice skater, will know exactly how to amplify his or her personal brand on each. He offers both theoretical and tactical advice on how to become the biggest thing on old standbys like Twitter, Facebook, YouTube, Instagram, Pinterest, and Snapchat; podcast platforms like Spotify, Soundcloud, iHeartRadio, and iTunes; and other emerging platforms such as Musical.ly. For those with more experience, Crushing It! illuminates some little-known nuances and provides innovative tips and clever tweaks proven to enhance more common tried-and-true strategies.

Crushing It! is a state-of-the-art guide to building your own path to professional and financial success, but it’s not about getting rich. It’s a blueprint to living life on your own terms.

Sweat Scale Sell - Build Your Business Into An Asset Of Value (Paperback): Pavlo Phitidis Sweat Scale Sell - Build Your Business Into An Asset Of Value (Paperback)
Pavlo Phitidis
R299 R257 Discovery Miles 2 570 Save R42 (14%) Ships in 5 - 10 working days

An astonishing 94.6% of businesses fail to sell, closing at an enormous cost to the owner, their family, their staff and the economy. It’s a shocking realisation to many business owners that after all the courage it took to start, the creativity and care it took to build, every business faces only two possible ends: a sale or closure. So you’ve got to build to $ell.

Sweat, Scale, $ell shares real business-building stories about how ordinary business owners changed their fate using the Asset of Value™ method, a practical approach to building a winning business. With Pavlo Phitidis, they Sweated to reshape their business to be relevant to a changing world; they built a solid foundation for Scale; and then they pressed hard on the accelerator to ramp up growth in preparation for $ale to create a business any buyer would want.

Phitidis draws on 25 years of direct experience in conceptualising and building businesses across four continents. He has developed and brought to market business assets in excess of US$300 million through a combination of business start-ups, turnarounds, sales and acquisitions. Phitidis started, built and sold 12 businesses in nine years and took the lessons from the two failures, two IPOs and eight sales to build a business that builds businesses. As a co-founder of Aurik he has worked with over 1 500 established businesses across most sectors in the economy, including family businesses, partnerships and lone business owners.

PAVLO PHITIDIS is the resident entrepreneurial and business growth content contributor for Radio 702 and CapeTalk, the presenter and host of The Growth Engines for Business Day TV, as well as a speaker at both local and international business conferences.

Legacide - Why Legacy Thinking Is The Silent Killer Of Innovation (Paperback): Richard Mulholland Legacide - Why Legacy Thinking Is The Silent Killer Of Innovation (Paperback)
Richard Mulholland 1
R180 R144 Discovery Miles 1 440 Save R36 (20%) In stock

“We need to innovate!” - every CEO ever!

Innovation is not about changing your product, it’s about changing your mindset. It’s not about doing something new, it’s about stopping doing something old. This entire book rehashes these two lines in as many ways as ground-breaking (if you dropped him off a high platform wearing heavy shoes) business thinker Richard Mulholland was able to do in around 125 pages.

Changing the legacy mindset is not easy, but hot-damn, it’s worthwhile. Legacide, the book, hopes to do just that.

Introduction to consumer behaviour (Paperback, 2nd ed): Pierre Joubert Introduction to consumer behaviour (Paperback, 2nd ed)
Pierre Joubert 1
R492 R429 Discovery Miles 4 290 Save R63 (13%) In stock

Understanding consumers and the way they behave is crucial to the success of any business. In these times of economic uncertainty and reduced customer expenditure, ensuring that the consumer's wants and needs are met, forms part of the strategic planning of all organisations - big or small. Consumers, by means of their buying behaviour, exert influence on businesses and compel them to act in certain ways. Understanding consumer behaviour is therefore imperative, as it provides information to businesses on how to plan their marketing activities and sustain themselves as commercially viable and useful entities.

Electronic Commerce (Paperback, 12th edition): Gary Schneider Electronic Commerce (Paperback, 12th edition)
Gary Schneider 2
R950 R843 Discovery Miles 8 430 Save R107 (11%) Ships in 10 - 15 working days

Examine the latest developments in online business with cutting-edge coverage, real examples, actual business cases, and hands-on applications found in the market-leading ELECTRONIC COMMERCE, 12E. With comprehensive coverage of emerging strategies and today's most important technologies, this popular book equips you with a solid understanding of the dynamics of this fast-paced industry. The new edition offers thorough discussions of e-commerce growth in the rapidly-developing economies of China, India, and Brazil. You also examine key topics, such as social media and online marketing strategies, technology-enabled outsourcing, and online payment processing systems. New intriguing "Learning From Failure" segments help you draw important lessons from the experiences of actual companies as you review real-world e-commerce practices in action.

Applied Marketing Cases (Paperback): A Drotsky, C. H. van Heerden Applied Marketing Cases (Paperback)
A Drotsky, C. H. van Heerden
R366 R323 Discovery Miles 3 230 Save R43 (12%) In stock

The all-new Applied Marketing Cases is an engaging collection of case studies written by owners, entrepreneurs and corporates (from SMMEs to larger companies). They share their frustrations, successes and challenges on starting and running successful businesses. The stories are unique and inspiring to students, practitioners and would-be entrepreneurs.

Contents Include:

  • 1st for Women Insurance
  • 8ta2StrokeAfrica Media Online
  • Bella Donna Finishing Classes
  • Bio-Strath
  • Blue Apple
  • BulkSMS.com
  • Clover Danao
  • Clover Tropika
  • Engen
  • Europcar
  • Gary Rom Hairdressing
  • Hippo.co.za
  • Jenna Clifford Designs (Pty) Ltd
  • John Deere
  • Ocean Baskey
  • Studentnotes.co.za
  • Suzuki Auto South Africa
  • Vega
  • Vital Health Foods

Simple, relevant and practical, Applied Marketing Cases is a must-read for entrepreneurs and business students alike.

Social Media Marketing - A Strategic Approach (Paperback, 2nd edition): Donald I Barker, Mary Roberts, Melissa Barker, Nicholas... Social Media Marketing - A Strategic Approach (Paperback, 2nd edition)
Donald I Barker, Mary Roberts, Melissa Barker, Nicholas Bormann, Debra Zahay
R815 R727 Discovery Miles 7 270 Save R88 (11%) Ships in 10 - 15 working days

Prepare for a successful career in social media marketing or a related field with the unique emphasis found only in SOCIAL MEDIA MARKETING: A STRATEGIC APPROACH, 2E. Each chapter in this popular book includes a section on creating a personal brand, which is useful to current or future professionals at any stage of career development. This edition emphasizes how to use social media techniques, detailed in the book, to develop and maintain a strong personal brand. Helpful discussions also address a full range of online and offline elements you can use to create a viable personal branding strategy. You learn how to use graphical concepts to structure and strategize within what is otherwise a chaotic social media milieu. This edition summarizes many of today's best practices for marketing activities on social media platforms to assist you in functioning most effectively and dealing with the rapid change that is a hallmark of social media.

International Marketing (Paperback, 2nd Revised edition): Burgess, Bothma International Marketing (Paperback, 2nd Revised edition)
Burgess, Bothma 1
R661 R591 Discovery Miles 5 910 Save R70 (11%) In stock

International marketing combines foundational marketing theory and practice and illustrates the latest advances in international trade agreements and legislation with specific reference to the Southern African region. The text combines foundational international marketing theory with practical experience. International marketing is the only South African-based textbook written by a team of South African academics and practitioners.

Brand Management (Paperback): H.B. Klopper, E. North Brand Management (Paperback)
H.B. Klopper, E. North 1
R710 R581 Discovery Miles 5 810 Save R129 (18%) Ships in 5 - 10 working days

The first of its kind in South Africa, Brand Management constitutes an invaluable tool for the growing number of academic institutions that offer this exciting subject. Making use of both local and international examples and cases, the subject is approached from a holistic, yet applied perspective. Written in an accessible style, this book assists both students and practitioners to develop the ability to manage brands from the outset to the ultimate outcome. This text is an invaluable reference work for practising professionals, written by authors who have extensive academic and professional expertise and international exposure.

Marketing Value Chain (Paperback): K.M. Makhitha Marketing Value Chain (Paperback)
K.M. Makhitha
R359 R316 Discovery Miles 3 160 Save R43 (12%) In stock

Marketing is not a function by itself or a task for just one person – its success depends on several activities in the marketing value chain.

Understanding this value chain is important for companies to stay relevant, and crucial for seeing a return on their investment in marketing. Companies employ and interact with many members of the marketing value chain, and therefore need to be familiar with the relationships between each link in this chain.

Marketing Value Chain is about understanding this value chain, where marketing fits into the chain, and what role marketers play within it.

Personal Selling (Paperback, 4th ed): C. H. van Heerden, A Drotsky Personal Selling (Paperback, 4th ed)
C. H. van Heerden, A Drotsky 1
R561 R484 Discovery Miles 4 840 Save R77 (14%) Ships in 4 - 8 working days

The electronic age has brought many changes to the world of marketing and sales. More people are communicating in cyberspace to access more information about products, services and brands. New methods of selling and communicating with customers are invented virtually on a daily basis. And the extended use of social media is placing new demands on marketers, sales managers and sales practitioners around the world.

Despite this upheaval, retailers and marketers believe that personal selling — the age-old art of person-to-person communication between a salesperson and a prospective customer, is here to stay — although it should be adapted to incorporate technological developments.

In this fourth edition of Personal Selling, the authors outline the key steps in the selling process that lead to a successful sale, from prospecting for a sale to the follow-up once the sale has been completed. In addition, it explains the role and place of personal selling, the impact it has on the economy, and how it ties in with and supports marketing. The importance of communication in the act of selling, as well as different approaches and sales presentation methods, are explained and clarified, and a comprehensive discussion on how sales people should manage themselves and their time is included.

e-Marketing in the South African context (Paperback): C. Bothma, M. Gopaul e-Marketing in the South African context (Paperback)
C. Bothma, M. Gopaul
R430 R299 Discovery Miles 2 990 Save R131 (30%) Ships in 7 - 10 working days

Teaching you how to use online tools to reach your customers. In today's increasingly digital world, marketing is going online. From companies to individuals, people are seeking new and creative ways to promote their products and themselves in the virtual realm. Websites, email and social media are reaching out to customers at home, in the office or on the move, and finding ways to engage with them. The virtual world has many benefits, but not everyone is familiar enough with digital channels to use them to maximum potential. This is where e-Marketing in the South African context comes into play. This comprehensive book focuses on the critical issues associated with e-marketing in the South African context. It is written in an easy-to-read and practical fashion that will help readers grasp the relevant technologies and concepts presented in the book. And it provides a strategic perspective as well as metrics to help achieve the goal of successful e-marketing.

Services Marketing - A Contemporary Approach (Paperback, 3rd ed): Christo Boshoff, Adele Berndt Services Marketing - A Contemporary Approach (Paperback, 3rd ed)
Christo Boshoff, Adele Berndt
R635 R543 Discovery Miles 5 430 Save R92 (14%) Ships in 4 - 8 working days

Services, whether online or offline, are important in modern economics in which the understanding is that ‘we are all in services’.

Service Marketing, a subset of the field of marketing, has evolved and developed a range of theories and models all focused on providing superior services offerings to today’s market and it’s growing expectations of service delivery. New research provides additional contemporary insights into this dynamic and developing area. This text seeks to address the current research and its managerial implications, specifically by including new case studies and integrating new research results and new perspectives on the various aspects of services.

International Marketing Strategy - Analysis, Development & Implementation (Paperback, 8th edition): Robin Lowe, Alexandra... International Marketing Strategy - Analysis, Development & Implementation (Paperback, 8th edition)
Robin Lowe, Alexandra Kenyon, Isobel Doole
R895 R795 Discovery Miles 7 950 Save R100 (11%) In stock

Fully updated and revised, the eighth edition of this popular text reflects the changing focus of international marketing and ensures students are fully up-to-date with the challenges posed by new patterns of development in global markets. It provides students with accessible content from around the world including newly emerging economies as well as explaining the increasingly global risks such as natural disasters and the role of digital developments. An exciting range of features including Management Challenges, Directed Study Activities and contemporary case studies guide students through the complexities of international marketing as it responds to a rapidly changing environment.

Marketing In Africa (Paperback): K.M. Makhitha Marketing In Africa (Paperback)
K.M. Makhitha
R399 R352 Discovery Miles 3 520 Save R47 (12%) Ships in 4 - 8 working days

In the developed world, which is a mature market, many businesses are finding that opportunities for growth have declined. As a result, they are seeking growth opportunities in developing economies. Africa is an emerging market, with some countries outpacing developed nations in economic growth. It has the fastest growing population and an exploding middle class with more disposable income. The continent is open for business and has become an investment destination of choice.

Marketing in Africa covers the key aspects of marketing in non-traditional markets and explains important marketing concepts. The book is about understanding the lucrative African markets, including informal markets, and how to market to them.

Managing e-commerce in business (Paperback, 3rd ed): J. Botha, C. Bothma Managing e-commerce in business (Paperback, 3rd ed)
J. Botha, C. Bothma
R499 R435 Discovery Miles 4 350 Save R64 (13%) Ships in 4 - 8 working days

Information and Communication Technology (ICT) is indispensable in the spheres of business, government, education and entertainment. It makes internet marketing, e-government, e-learning and online chat services possible, as well as e-commerce. Today, no business training is complete without covering at least the basics of e-commerce. But although e-commerce opens up new opportunities, it also presents threats and risks. The success of e-commerce hinges on security and trust. Every business manager should therefore have a fundamental awareness of the meaning of e-commerce and ICT security and risk management. The success of e-commerce also hinges on building relationships. Managing e-commerce in business (third edition) explores the ways in which entrepreneurs and managers can make use of e-commerce related aspects to improve their contact with their customers and enhance their business and marketing strategies.

Relationship Marketing (Paperback): Mark Godson Relationship Marketing (Paperback)
Mark Godson
R655 R586 Discovery Miles 5 860 Save R69 (11%) Ships in 6 - 10 working days

Relationship Marketing has been written in a highly accessible way to ensure clear understanding and ignite the reader's interest. The author presents a critical overview of the subject to enable students to engage with issues, and discuss and debate points raised in the text. A wealth of case studies are included throughout allowing students to see how the theory may be transferred through to practice for example BMW Mini, Guiness and Metro.
The text begins by looking at how and why relationship marketing originated, before exploring issues surrounding customer relationships. Consideration is given to topics such as customer satisfaction, retaining customers, customer loyalty, and customer relationship management. Part three discusses different types of relationships, such as e-relationships and supplier relationships, as well as considering both internal and external relationships. The text concludes with a section on the implications, both for organizations and for the future.
Online Resource Center
For lecturers:
Answers to case and discussion questions
PowerPoint slides
For students:
Internet exercises
Web links
Extra case material
Flashcard glossary

Fundamentals of branding (Paperback): M. du Toit, C. Erdis Fundamentals of branding (Paperback)
M. du Toit, C. Erdis 1
R301 R265 Discovery Miles 2 650 Save R36 (12%) Ships in 4 - 8 working days

As an introduction to branding, Fundamentals of branding provides students with an overview of the building blocks of branding, which include: the influence of branding on marketing decisions; the role and place of branding in the organisation; the various elements of branding; packaging the brand; positioning the brand; planning, leveraging and extending the brand; evaluating the brand. The book contains a chapter with real-life branding case studies which illustrates the practical application of the topics discussed in this book. This is a very useful resource for students who struggle to apply theory learned to real-life situations.

Strategic Marketing (Paperback, 3rd ed): J.A. Wiid, M C Cant, K.M. Makhitha Strategic Marketing (Paperback, 3rd ed)
J.A. Wiid, M C Cant, K.M. Makhitha
R510 R443 Discovery Miles 4 430 Save R67 (13%) In stock

All organisations - from modest start-ups to multinational corporations - can benefit from an effective marketing strategy, as it serves as a roadmap for the entire business. By formulating a coherent and well-considered marketing strategy, organisations can promote their business, cater to the right types of clients and allocate their resources correctly, all while safeguarding the reputation of the organisation. Strategic Marketing is structured around the four key questions facing organisations and top management when deciding on their strategic direction: Where are we now; where do we want to be; how will we get there; and did we get there?

Essentials of Marketing (6th Edition): Essentials of Marketing (6th Edition)
R270 R238 Discovery Miles 2 380 Save R32 (12%) In stock
Business To Business Marketing: Business To Business Marketing
R370 R326 Discovery Miles 3 260 Save R44 (12%) In stock
The Sales Success Handbook (Paperback): Linda Richardson The Sales Success Handbook (Paperback)
Linda Richardson
R282 R237 Discovery Miles 2 370 Save R45 (16%) Ships in 7 - 11 working days

To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs. "The Sales Success Handbook" outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions--instead of just selling products.

Twelve And A Half - Leveraging The Emotional Ingredients Necessary For Business Success (Paperback): Gary Vaynerchuk Twelve And A Half - Leveraging The Emotional Ingredients Necessary For Business Success (Paperback)
Gary Vaynerchuk
R300 R209 Discovery Miles 2 090 Save R91 (30%) Pre-order

In his sixth business book, bestselling author, entrepreneur, and investor Gary Vaynerchuk explores the twelve essential emotional skills that are integral to his life—and business—success and provides today’s (and tomorrow’s) leaders with critical tools to acquire and develop these traits.

For decades, leaders have relied on “hard” skills to make smart decisions, while dismissing the importance of emotional intelligence. Soft skills like self-awareness and curiosity aren’t quantifiable; they can’t be measured on a spreadsheet and aren’t taught in B-schools or emphasized in institutions. We’ve been taught that emotional intelligence is a “nice to have” in business, not a requirement. But soft skills can actually accelerate business success, Gary Vaynerchuk argues. For analytical minds, it’s challenging to understand how to get “better” at being self-aware, curious, or empathetic—or even why it’s important to try.

In this wise and practical book, Gary explores the 12 human ingredients that have led to his success and happiness and provides exercises to help you develop these traits yourself. He also shares what the “half” is—that emotional ingredient of leadership he’s weakest at and makes the most effort to improve. Working through the ideas and exercises in the book, he teaches you how to discover your own “halves” and offers insight on how to strengthen them.

Gary’s secret to success is using these twelve traits in varying mixtures, depending on the situation. But how do we know when to balance patience with ambition? Humility with conviction? Gary provides real-life examples involving common business scenarios to show you how to use them together for optimum results.

This iconoclastic book will help you refine your ingredients and improve your leadership capabilities. When implemented in the proper situation, these ingredients can help leaders land promotions, retain core employees, move faster than competitors, win the loyalty of customers, and build successful organizations that last.

Marketing Countries, Places, and Place-associated Brands - Identity and Image (Hardcover): Nicolas Papadopoulos, Mark Cleveland Marketing Countries, Places, and Place-associated Brands - Identity and Image (Hardcover)
Nicolas Papadopoulos, Mark Cleveland
R3,519 Discovery Miles 35 190 Ships in 12 - 17 working days

This book integrates new thinking on the image, marketing, and branding of places at all levels, from town squares to cities and countries, and of the products and peoples associated with them, thereby bridging the 'country' and 'place' silos in place-related research and practice. Insightful contributions from top scholars reflect fresh theorizing and provide a critical appraisal of conventional wisdom by juxtaposing intriguing contexts, questioning commonplace practices, and challenging methodologies and theoretical assumptions. Chapters explore interdependencies among residents, visitors, brand managers, and consumers; image effects of place and social identity, cross-border acquisitions, popular culture exports, and sporting mega-events; country-of-origin research, cross-cultural consumer behaviour, international marketing, destination branding, and brand modelling; and cutting-edge methodological approaches and managerial best practices in place marketing. The book's interdisciplinary know-how and approach makes it an invaluable and comprehensive reference for researchers, managers, consultants, and students alike, in areas from marketing, place management, international business, and tourism to communications, social psychology, urban geography, and regional economics.

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