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Minimalne ślady używania na okładce. Wewnątrz kilka zaznaczeń.

O książce

Jeden z najlepiej sprzedających się tekstów poświęconych sprzedaży. Autor, który zawodowo zajmuje się sprzedażą (pracował dla takich firm jak: Colgate, Upjohn, Ayerst), uzupełnia podstawowe teorie sprzedaży praktycznymi przykładami i wskazówkami. Futrell koncentruje się na budowaniu umięjętności komunikacji z klientem. Jego zdaniem, umiejętność sprzedaży przydaje się niezależnie od ścieżki kariety, wybranej przez czytelnika.

Spis treści

Part 1 Selling as a ProfessionChapter

1 The Life, Times, and Career of the Professional Salesperson Chapter
2 Relationship Marketing: Where Personal Selling Fits Chapter
3 Ethics First...Then Customer Relationships

Part 2 Preparation for Relationship Selling

4 The Psychology of Selling: Why People Buy Chapter
5 Communication for Relationship Building: It's Not All Talk Chapter
6 Sales Knowledge: Customers, Products, and Technologies

Part 3 The Relationship Selling Process Chapter

7 Prospecting-The Lifeblood of Selling Chapter
8 Planning Your Sales Call is a Must!
9 Carefully Select Which Sales Presentation Method to Use
10 Begin Your Presentation Strategically Chapter
11 Elements of a Great Sales Presentation Chapter
12 Welcome Your Prospect's Objections Chapter
13 Closing Begins the Relationship Chapter
14 Service and Follow-up for Customer Retention

Part 4 Managing Yourself, Your Career, and Others (and more...)

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Książka wygląda jak nowa. Bez zaznaczeń.

O książce

Podręcznik akademicji opisujący zarządzanie w handlu detalicznym, znaczenie Internetu w tym obszarze oraz zmiany w globalnej ekonomii. Autorzy w przystępny sposób wyjaśniają podstawe informacje, ilustrując je licznymi opisami przypadków.

Spis treści

Pt. 1 Introduction to Retailing 1

1 Perspectives on Retailing 2
Appendix A Careers in Retailing 23
1 Retail Planning and Management 41

Pt. 2 The Retailing Environment 58

3 Retail Customers 60
4 Competition in Retailing 82
5 Channel Behavior 111
6 Legal Environment 134

Pt. 3 Location Analysis 154

7 Retail Location 156

Pt. 4 Managing Retail Operations 188

8 Financial Planning 190
9 Merchandise Buying and Handling 217
Appendix B Fashion Merchandising: Its Unique Characteristics in Retailing 246
10 Merchandise Pricing 254
11 Advertising and Promotion 281
12 Store Design and Layout 308
13 Personal Selling and Other Services 335

Pt. 5 Retail Planning, Administration, and Control 364

14 Planning and Controlling Retail Operations 366
15 Human Resources 391
16 Retail Information 414
Epilogue Retailing: Its Problems, Promises, and Potential 443

Comprehensive Case K mart Corporation: Corporate Strategy at the Crossroads 452
Appendix C Retailing's Top 100 Companies 464
Appendix D Glossary 474
Company Index 483
Subject Index 486

Stan

Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

Autorzy koncentrują się na segmentacji, wynikach badań i wpływie Internetu na zachowania konsumenckie (sposoby zbierania informacji przez potencjalnych klientów). 32 mini case'y pokazują jak zastosować teoretyczne rozważania w badaniu postaw konsumenckich oraz dopasowywaniu do nich strategii marketingowych.

Spis treści

PART I. INTRODUCTION.

1. Introduction: Diversity in the Marketplace.
2. Consumer Research.
3. Market Segmentation.

PART II. THE CONSUMER AS AN INDIVIDUAL.

4. Consumer Motivations.
5. Personality and Consumer Behavior.
6. Consumer Perception.
7. Consumer Learning.
8. Consumer Attitude Formation and Change.
9. Communication and Consumer Behavior.

PART III. CONSUMERS IN THEIR SOCIAL AND CULTURAL SETTINGS.

10. Reference Groups and Family Influences.
11. Social Class and Consumer Behavior.
12. The Influence of Culture on Consumer Behavior.
13. Subcultures and Consumer Behavior.
14. Cross-Cultural Consumer Behavior: An International Perspective.

PART IV. THE CONSUMER'S DECISION MAKING PROCESS.

15. Consumer Influence and the Diffusion of Innovations.
16. Consumer Decision Making.

Glossary.
Company Index.
Name Index.
Subject Index.
Credits.

Stan

Niewielkie ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

Spojrzenie "makro-mikro-makro" na badania marketingowe i ich wpływ na działania marketingowe firmy. Tekst zaczyna się (makro) opisem badań marketingowych, narzędzi i podstawowych teorii oraz ich użyteczności dla działań firmy. Następnie (mikro) czytelnik ma okazję zapoznać się ze szczegółowym opisem sprocesów badawczych, takich jak: wybór i projektowanie narzędzi badawczych, przeprowadzanie badania, analiza danych.

Dla studentów i praktyków.

Spis treści

Ch. 1 A Decision-Making Perspective on Marketing Intelligence 1
Ch. 2 Marketing Research in Practice 26
Ch. 3 The Marketing Research Process 43
Ch. 4 Research Design and Implementation 73
Ch. 5 Secondary Sources of Marketing Data 105
Ch. 6 Standardized Sources of Marketing Data 131
Ch. 7 Marketing Research on the Internet 160
Ch. 8 Information Collection: Qualitative and Observational Methods 188
Ch. 9 Information from Respondents: Issues in Data Collection 226
Ch. 10 Information from Respondents: Survey Methods 242
Ch. 11 Attitude Measurement 281
Ch. 12 Designing the Questionnaire 312
Ch. 13 Experimentation 340
Ch. 14 Sampling Fundamentals 372
Ch. 15 Sample Size and Statistical Theory 402
Ch. 16 Fundamentals of Data Analysis 432
Ch. 17 Hypothesis Testing: Basic Concepts and Tests of Associations 453
Ch. 18 Hypothesis Testing: Means and Proportions 472
Ch. 19 Correlation Analysis and Regression Analysis 509
Ch. 20 Discriminant and Canonical Analysis 541
Ch. 21 Factor and Cluster Analysis 562
Ch. 22 Multidimensional Scaling and Conjoint Analysis 593
Ch. 23 Presenting the Results 620
Ch. 24 Traditional Applications of Marketing Research: Product, Price, Distribution, and Promotion 637
Ch. 25 Contemporary Applications of Marketing Research: Competitive Advantage, Brand Equity, Customer Satisfaction, and Total Quality Management 676
Ch. 26 Emerging Applications of Marketing Intelligence: Database Marketing, E-Commerce, Relationship Marketing, and Marketing Intelligence 702

Glossary 753
Index 763

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Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

Designed for the serious reader, this book teaches strategy through the use of game theory. The focus is on setting up and solving games, especially those that arise in economics and business. Develops modeling skills as well as the ability to implement a certain format, the form of the game, by using proven applications and examples of setups. Contains an analogous framework of necessary condition (equilibrium) and sufficient conditions such as undominated strategies, symmetry and subgame perfection to motivate solutions. Features a variety of examples ranging from the Bible to Wall Street.

Spis treści

Pt. I Basic Game Theory 1

1 An Introduction to Games and Their Theory 3
2 Two-Person Games 36
3 Mixed Strategies and Mixed Strategy Equilibrium 67
4 n-Person Games in Normal Form 93
5 Noncooperative Market Games in Normal Form 118

Pt. II Games with Sequential Structure 145

6 Credibility and Subgame Perfect Equilibrium 147
7 Repeated Games 176
8 Evolutionary Stability and Bounded Rationality 204

Pt. III Games with Imperfect Information 237

9 Signaling Games and Sequential Equilibrium 239
10 Games between a Principal and an Agent 271
11 Auctions 299

Pt. IV Games Involving Bargaining 325

12 Two-Person Bargains 327
13 Arbitration 357
14 n-Person Bargaining and the Core 382

Pt. V Games, Markets, and Politics 411

15 Two-Sided Markets and Matching Games 413
16 Voting Games 439

Suggestions for Further Readings 468
Games List 470
Index 471

Stan

Minimalne ślady używania na okładce. Wewnątrz bez zaznaczeń.

O książce

Skrócona wersja najpopularniejszego podręcznika akedemickiego w tej dziedzinie. Do książki dołączona jest płyta CD z materiałami dodatkowymi.

Spis treści

PART I: INTRODUCTION TO FINANCIAL MANAGEMENT.

Chapter 1. An Overview of Financial Management.
Chapter 2. Financial Statements, Cash Flow, and Taxes.
Chapter 3. Analysis of Financial Statements.
Chapter 4. The Financial Environment: Markets, Institutions, and Interest Rates.

PART II: FUNDAMENTAL CONCEPTS IN FINANCIAL MANAGEMENT.

Chapter 5. Risk and Rates of Return.
Chapter 6. Time Value of Money.

PART III: FINANCIAL ASSETS.

Chapter 7. Bonds and their Valuation.
Chapter 8. Stocks and their Valuation.

PART IV: INVESTING IN LONG-TERM ASSETS: CAPITAL BUDGETING.

Chapter 9. The Cost of Capital.
Chapter 10. The Basics of Capital Budgeting.
Chapter 11. Cash Flow Estimation and Risk Analysis.

PART V: CAPITAL STRUCTURE AND DIVIDEND POLICY.

Chapter 12. Capital Structure and Leverage.
Chapter 13. Distributions to Shareholders: Dividends and Share Repurchases.

PART VI: WORKING CAPITAL MANAGEMENT AND MULTINATIONAL FINANCIAL MANAGEMENT.

Chapter 14. Working Capital Management.
Chapter 15. Financial Planning and Forecasting.
Chapter 16. Multinational Financial Management.

Stan

Minimalne ślady używania na okładce. Wewnątrz jedno lub dwa zaznaczenia. Płyta CD z materiałami dodatkowymi.

O książce

Project Management strikes a balance between the technical and human aspects of managing projects. It is suitable for a course in project management and for professionals who seek a project management handbook. This text addresses the major questions and issues the authors have encountered while teaching and consulting with practicing project managers in domestic and foreign countries. The text is very contemporary and up-to-date. This application-oriented text provides a road map for managing any type of project—for example,information technology,R & D,engineering design,construction,pharmaceutical,and manufacturing. The text helps the reader discover the strategic role of projects in contemporary organizations,how projects are prioritized,what tools and techniques can be used to plan and schedule projects,what organization and managerial styles will improve chances of project success,how project managers orchestrate the complex network of relationships,factors that contribute to the development of a high performing project team,the project system which will help gain some measure of control,how project managers prepare for a new international project in a foreign culture,and finally how senior management can develop a supportive organizational culture for implementing projects.