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Showrooming is a growing phenomenon in which customers browse products in a retail store and make purchases of similar products through an online vendor. The authors of this book offer retail managers strategic insight in how to stem the loss of resources to showrooming and trans...form showrooming customers into in-store sales.
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This handbook provides easy to access insights into behavioral phenomena in production and service settings, ready-to-play games and activities for class settings, and applicable prescriptions for practice. The text serves a dual role as a desk/training reference to practitioners... seeking to develop greater system understanding among their workers.
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This handbook provides easy to access insights into behavioral phenomena in production and service settings, ready-to-play games and activities for class settings, and applicable prescriptions for practice. The text serves a dual role as a desk/training reference to practitioners... seeking to develop greater system understanding among their workers.
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Management, with its rich Canadian content, accessible writing style, and currency, is the ideal introductory management product. It provides professors the opportunity to offer their students an engaging experience that will help them succeed.
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As much as selling has changed, in many ways the fundamental aspects of selling have remained the same. Sellers still need to engage in a systematic process to find prospects, collect research, get prospects' attention, ask questions, deliver solutions, and close sales. What has ...changed is the rate at which these events occur and the amount of knowledge and insight necessary from the very first prospect interaction. With the availability of information today, customers have considerably more power than they did just a few years ago. This power demands a better understanding of customer needs prior to the sales call. Customer power also imposes more demands on their time and more complicated decision-making processes. It is no longer possible to sell to one person. Rather, an entire buying center in a matrix-form environment requires a range of versatile value propositions. In light of increased time pressures, questioning can no longer be initiated with broad inquiries like: Tell me about your business ; or What keeps you up at night. Salespeople are the experts in the sales process and, to be successful, must behave like experts. Sales organizations have increasingly introduced more complicated products and solutions that come with higher internal expectations. These demands require smarter sales and customer goals and team-selling approaches. Salespeople must understand how to navigate not only the customer organization, but also their own sales organization. Sales professionals must become knowledge managers, knowledge brokers, and information dealers. In Transforming Selling you will learn how to become a Resource Manager, Knowledge Manager, and Account Manager. These three sets of skills are the critical triumvirate for becoming a successful seller.
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Exploring Management,7th Editionsupports teaching and learning of core managementconcepts by presenting material in a straightforward, conversational style with astrong emphasis on application. With a focus on currency, high-interest examples andpedagogy that encourages critical ...thinking and personal reflection,Exploring Management, 7th Editionis theperfect balance between what students need and what instructors want. Organized by study objectives and broken up into more manageable sections of material, the Seventh Edition supports better studentcomprehension andmastery of concepts. And features like skill builders, active learning activities, and team projects givestudents frequent opportunities to apply management concepts. Class activities provide opportunities for discussion and debate. Students can build solid management skills with self-assessments, class exercises, and team projects.
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Exploring Management,7th Editionsupports teaching and learning of core managementconcepts by presenting material in a straightforward, conversational style with astrong emphasis on application. With a focus on currency, high-interest examples andpedagogy that encourages critical ...thinking and personal reflection,Exploring Management, 7th Editionis theperfect balance between what students need and what instructors want. Organized by study objectives and broken up into more manageable sections of material, the Seventh Edition supports better studentcomprehension andmastery of concepts. And features like skill builders, active learning activities, and team projects givestudents frequent opportunities to apply management concepts. Class activities provide opportunities for discussion and debate. Students can build solid management skills with self-assessments, class exercises, and team projects.
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