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Rethinking Sales Management
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
The Library Marketing Toolkit
This Toolkit provides you with everything you need to successfully market any library. As libraries continue to fight for their survival amid growing expectations, competition from online sources and wavering public perceptions, effective marketing is increasingly becoming a critical tool to ensure the continued support of users, stakeholders and society as a whole. This unique practical guide offers expert coverage of every element of library marketing and branding for all sectors including archives and academic, public and special libraries, providing innovative and easy-to-implement techniques and ideas. The book is packed with case studies highlighting best practice and offering expert a...
British Librarianship and Information Work, 2001-2005
This important reference volume covers developments in all aspects of British library and information work during the five year period 2001-2005. The book provides a comprehensive record of library and information management during the past five years an
Inside, Outside, and Online
Whatever your role, and whatever size or type of library, the principles outlined here can support anyone working to build a strong community of engaged, interested, and satisfied library users.
Fundamentals of Collection Development and Management
Adresses the art of controlling and updating your library's collection. Discussions of the importance and logistics of electronic resources are integrated throughout the book.
Concepts in Photobiology
Photobiology is an important area of biological research since a very large number of living processes are either dependent on or governed by light that we receive from the Sun. Among various subjects, photosynthesis is one of the most important, and thus a popular topic in both molecular and organismic biology, and one which has made a considerable impact throughout the world since almost all life on Earth depends upon it as a source of food, fuel and oxygen. However, for growth of plants, light is equally essential, and research on photomorphogenesis has revealed exciting new developments with the application of newer molecular biological approaches. The present book brings together and in...
