Marketing is today more a management style than a group of activities under a department head, and is absolutely central to the success of a company as a whole. This has informed the revisions to this fifth edition throughout. Most of the earlier content is retained in an updated form, but a new structure has been introduced and a section on implementation included for the first time. All aspects of the planning process are covered, from analysing market share and deciding marketing strategy, to specific elements of the marketing mix - campaign planning, media evaluation, sales promotion, publicity, packaging and PR. An especially valuable feature is the charts and forms, over 150 of them, which are used throughout to clearly illustrate the planning process.

For each headword, the dictionary provides the common translation equivalent, along with a brief definition and/or explanation.

A well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force or demoralizing salespeople by having difficult goals or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Filled with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.

In Viral Hero, serial entrepreneur and growth engineer Travis Steffen reveals his comprehensive, battle-tested strategy for building products capable of true viral growth. If you think “viral marketing” only refers to making videos or memes to get shares on social media, there’s a reason you’ve found it difficult to grow your business. In Viral Hero, serial entrepreneur and growth engineer Travis Steffen reveals his comprehensive, battle-tested strategy for building products capable of true viral growth. Developed over years of research and more than a decade of starting, growing, and selling startups, Viral Hero includes a detailed breakdown of the many types of viral marketing, their various techniques and strategies, clear explanations of abstract and often misunderstood theories, simple tactics for measuring and predicting your viral growth, and actionable steps for making your product spread like wildfire. Using detailed examples from real high-growth companies, Viral Hero is a comprehensive, approachable resource that gives you all the tools you’ll need on your journey toward becoming a viral hero for your business.

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

The growth of the Internet continues to influence our lives and businesses. Irrespective of their type and size, all firms and organizations are rethinking their strategies and operations. An increasing number of businesses are using e-commerce to gain competitive advantage. However, doing e-commerce is complex and requires understanding a vast array of topics. This book provides coverage of essential topics in E-commerce i.e. technology infrastructure, building blocks of e-commerce, online marketing, online payment systems, online business models, online business environment issues, website usability, e-commerce strategy, mobile commerce, and e-CRM/e-SCM. Compared with available texts on e-commerce, the perspective of this book is global e-commerce. The book is written in simple language, provides up-to-date coverage of material and associated research, and filled with examples to support material presented. This book is useful for undergrad and graduate students, professionals, and anyone looking to gain a solid foundation to continue their learning of dynamic e-commerce environment.