Dun & Bradstreet/Gale Group Industry Handbook: Chemicals and Pharmaceuticals

Book Description

This nuts-and-bolts workbook is designed as a guide for members of strategic planning committees in higher education. The book is filled with information, tools, and visual material that complement the companion book Strategic Change in Colleges and Universities. This workbook offers a concise background to the strategic planning process and focuses on the ten critical steps of the process, from developing performance indicators through implementing, evaluating, and revising the strategic plan. Each section helps users work carefully and thoughtfully through the tasks of assembling, interpreting, and making decisions about critical information relating to the process.

Average customer rating:

Concise and Effective

Read this book and level the playing field!

Great Book for Sales People

This will change the way you communicate with everyone

A great book; it really helped me.

Negotiate to Close: How to Make More Successful Deals
Gary Karrass
Manufacturer: Fireside
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books
Negotiating | Management & Leadership | Business & Investing | Subjects | Books
Techniques | Sales & Selling | Marketing & Sales | Business & Investing | Subjects | Books
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Negotiating Game Rev

Give and Take Revise

In Business As in Life, You Don't Get What You Deserve, You Get What You Negotiate

You Can Negotiate Anything

Secrets of Power Negotiating

ASIN: 0671628860

Customer Reviews:

Concise and Effective.......2007-03-11

This book very clearly and directly covers most negotitation techniques. It's an easy read that should help both sales professionals and purchasing agents. After reading this book, I was able to identify when tactics were being used on me and it armed me with effective countermeasures. I'm positive that this book helped me put bigger and more profitable deals together than I would have without having read it.

Read this book and level the playing field!.......2003-11-18

I recently took on a project to read the 4 or 5 negotiating books that I had accumulated over the years. Of all of the books that I read--Negotiating to Close was the only one specifically written with the salesperson in mind. Over the years it has become increasingly clear to me that buyers are employing skills and technology to try to win the best values for their companies. Negotiate to Close helps level that playing field. Knowing the technology of selling isn't enough--you also need to know the technology of making a successful deal.

There was some excellent information here that didn't appear in any of the other negotiating books. For example--his explanation of how the Good Cop/Bad Cop technique can be used to get you to accept a bad deal from the good cop--was an eye opener.

Gary Karrass teaches negotiating from the perspective of someone who has clearly "carried a bag". I could go on and on--bottom line--if you sell--read and use this book.

Great Book for Sales People.......2001-04-22

I have been working on a sales job for almost 12 years but reading Mr. Karrass' book gave me a totally different perspective to the way I do business with my customers. The book covers all important topics for people working on sales that have to negotiate with large accounts. This book should be the background for everyone that decides to start working on a sales job, since it helps you to uncover your power and improve your performance when dealing with customers.

This will change the way you communicate with everyone.......1999-06-07

When you speak you want to get your point across. Karrass in an easy reading style sets out those rules of communication. If you know the rules you can have fun and respect when someone says "I saw it cheaper down the street" or "I will wash the dishes tomorrow".

This book is not just for the salesperson. The book is for everyone who wants to negotiate.

A great book; it really helped me........1997-10-09

This is a very easy to read book. I've applied the techniques and principles in the book with great success. I highly recommend it!

Negotiate to Close: How to Make More Successful Deals (A Gold Mine of Negotiation Strategy)

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Negotiate to Close: How to Make More Successful Deals (A Gold Mine of Negotiation Strategy)
Gary Karrass
Manufacturer: Simon & Schuster
ProductGroup: Book
Binding: Paperback
ASIN: B000OH8RFE

Product Description

Negotiate to Close is a complete program aimed at anyone who wants to dramatically improve his or her business. Whether you are a company president or salesperson, executive or general manager, this book will show you how to close more deals, and how to do it with greater profits each time. Let's face it: successful deals don't just happen. They are the result of using specific skills and techniques to get what you want, or more, while leaving the other party satisfied with the outcome. You can learn effective negotiation easily once you discover how to make the most of your own power as a seller. You'll recognize what kind of satisfaction buyers really seek, and learn how to turn around comments like "You gotta do better than that" "Times are tough, we need a lower price," "All I've got is $30,000 in the budget," and more. You'll learn how to negotiate within your own organization, with a new sense of power, poise, confidence-and results. You'll learn everything you need to know to make the best deals money can buy.

Negotiate to Close : How to Make More Successful Deals

Average customer rating:

Negotiate to Close : How to Make More Successful Deals
Gary Karrass
Manufacturer: Fireside
ProductGroup: Book
Binding: Paperback
ASIN: B000K0EJGQ

Average customer rating:

Negotiate to Close : How to Make More Successful Deals
Gary Karrass
Manufacturer: Fontana Paperbacks
ProductGroup: Book
Binding: Paperback
ASIN: B000KL03VK

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Negotiate to Close : How to Make More Successful Deals
Gary Karrass
Manufacturer: Fireside Books
ProductGroup: Book
Binding: Paperback
ASIN: B000PYH6VM

Book Description

This extensively revised third edition of the Artech House bestseller, Successful Marketing Strategies for High-Tech Firms, reflects the ruthless realities of the new high-tech marketplace where effective marketing strategy counts as much as the latest and greatest technology. The multitude of brand new material includes detailed case studies that teach the hard-learn lessons that have enabled such high-tech giants as Yahoo, IBM, Cisco, Nokia, Samsung, and eBay to come out of the tech market meltdown stronger and more competitive. You learn how to develop innovative product offers that connect to actual customer needs so your organization can create new wealth and develop new markets.

Customer Reviews:

Great for everyone new to technology marketing.......2007-09-03

A complete and well-written guide to technology marketing strategy. If you're new to technology marketing, or maybe you've only concentrated on one aspect of it, this book will be your bible. Lots of case studies and very easy to read. Highly recommended.

Good overview for marketers & entrepreneurs .......2006-07-06

Lots of case studies & examples from a broad range of tech companies. Chapter 10: Position of Marketing in high-tech companies & Appendix A: Key Success Factors provide unique insights. The chapter on marketing strategy is weak and biased toward advertising, which is used widely only by the largest companies.

Good Introduction to the Special Challenges of High Tech.......2005-03-19

When marketers transfer into high-tech businesses for the first time, they often ask me what book I recommend to help them understand the special issues they face. Such executives would be well advised to acquire, read and understand the many valuable lessons in this book. There is no major theme related to high-tech marketing that is not explored in this book. For those who would like to know more, each chapter references the top sources for these issues.

The book is well organized, each segment is easy to read and understand, and all of the chapters have helpful summaries at the end to help you absorb what you have just studied.

The book will not, however, be of as much value to those who have worked in the industry for at least five years. These executives will have absorbed most of the book's lessons on their own. For that reason, I suggest that this book will be of most value to those who are new to high-tech marketing.

Worth Every Penny...and Then a Great Deal More.......2005-01-05

This is the third edition of a book which has developed what could be called a cult following (especially in Europe) among senior-level executives in high-tech organizations. I think it will also be of substantial interest and value to others who are directly associated with those executives. Viardot carefully organizes his material within these ten chapters:

The Meaning of Marketing for High-Tech Firms
Corporate and Marketing Strategies in the High-Tech Industry
Knowing Customers and Markets
Understanding Competitors
Selecting Markets
Product Strategy
Distributing and Selling High-Tech Products
Communication Strategy for High-Tech Products
Pricing High-Tech Products
The Position of Marketing Within High-Tech Companies

I have included the chapter titles so as to indicate both how the material is organized and to suggest that what Viardot provides is a cohesive and comprehensive program, one which offers all manner of strategies by which an organization can avoid joining "a cemetery full of companies that [incorrectly] thought they could win the world with their innovations." Why did they fail? Because they did not have "the marketing ability to connect their innovative offer with the actual needs of the markets." Viardot cites several "famous failures" of high-tech firms which include EMI, the R&D division of Xerox, and AMD. Why have other companies succeeded? Because they have tended to market two or three times as many new products as their competitors while incorporating two to three times more technical innovations into each new product, thereby bringing actual value to their customers. "Also, they introduce their products to the market two times faster than their competitors thanks to operational excellence [which Viardot discusses in Chapter 6], one of the main weaknesses of so many dot-coms that underestimated the importance of manufacturing and logistics." For these companies, marketing is their main objective: the ultimate key to their success and resilience is their ability to "determine the needs of the [given] market and to assure that the products manufactured by [them] correspond precisely to these needs with a competitive advantage and at a profit." According to Viardot, companies which demonstrate these attributes include Nokia, IBM, Cisco Systems, Samsung, SAP, Yahoo, Vodaphone, Amazon, and eBay.

Thoughtfully, Viardot provides a Summary at the end of each of the ten chapters and then two appendices after the final chapter: "[Seven] Key Success Factors of a Marketing Department in a High-Tech Company" and "The Marketing Plan" which includes a "SWOT Analysis" by which to identify the Strengths and Weaknesses of current marketing strategies, Opportunities and Threats, and issues which must therefore be addressed. According to Viardot, successful high-tech firms must first deliberately define the place of their marketing structure within their entire organization, then design (or redesign) the internal organization of their marketing structure with the utmost attention and care, and finally, optimize the cooperation of the marketing structure with all other departments. Hence the importance of effective internal communication, productive collaboration, and sufficient resources. At all times, senior management must support these initiatives "wholeheartedly."

Those who share my high regard for this book are urged to check out Marketing As Strategy: Understanding the CEO's Agenda for Driving Growth and Innovation in which, as Philip Kotler notes in the Foreword, Nirmalya Kumar "introduces a framework for analyzing and planning marketing strategy in terms of the three Vs: valued customer, value proposition, and value network...[he also] proposes ways to deal with growing commoditization, price pressure, and the increasing market power of global mega-retailers...[as he strives] to show how the marketing discipline 'could become more strategic, cross-functional, and bottom-line oriented' than ever before." As will Viardot's, Kumar's book will be of substantial value to all organizations (regardless of their size and nature) which are in urgent need of driving their growth and innovation. I also highly recommend Robert S. Kaplan and David P. Norton's The Strategy-Focused Organization: How Balanced Scorecard Companies Thrive in the New Business Environment.

Book Description

South Korea has been quietly growing into a major economic force that is even challenging some Japanese industries. This timely book examines South Korean growth as an example of "late industrialization," a process in which a nation's industries learn from earlier innovator nations, rather than innovate themselves. Discussing state intervention, shop floor management, and big business groups, Amsden explores the reasons for South Korea's phenomenal growth, paying special attention to the principle of reciprocity in which the government imposes strict performance standards on those industries and companies that it aids. She thereby shows how South Korea, Japan, and Taiwan were able to grow faster than other emerging nations such as Brazil, Turkey, India, and Mexico. With its new insights, Asia's Next Giant is essential reading for anyone concerned with global competition and the world economy.

Asia's Next Giant: South Korea and Late Industrialization

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Asia's Next Giant: South Korea and Late Industrialization
Alice H. Amsden
Manufacturer: Oxford University Press, USA
ProductGroup: Book
Binding: Paperback
ASIN: B000OKPEKM

Book Description

The Dalton area in northwest Georgia dominates carpet production in the United States, manufacturing some 70 percent of the domestic product and priding itself as the carpet capital of the world. Carpet Capital is a story of revolutionary changes that transformed both and industry and a region. Its balanced and candid account details the rise of a homegrown, entrepreneur-driven industry at a time when state and local governments around the South sought to attract capital and technology from outside the region.

Customer Reviews:

A nice overview of the carpet industry.......2000-05-13

from chennile to the modern day corporate titans of tufting. Especially good if you are from the South and have felt the impact of the carpet industries. With a detailed look at many of the industries leading personalities, this book is a must for those who are involved in carpet manufacturing and interested in its history.

Carpet Capital: The Rise of a New South Industry.: An article from: Journal of Southern History

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Carpet Capital: The Rise of a New South Industry.: An article from: Journal of Southern History
Michelle Brattain
Manufacturer: Southern Historical Association
ProductGroup: Book
Binding: Digital
ASIN: B0008HO1CS
Release Date: 2005-07-28

Book Description

This digital document is an article from Journal of Southern History, published by Southern Historical Association on February 1, 2001. The length of the article is 603 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Carpet Capital: The Rise of a New South Industry.
Author: Michelle Brattain
Publication: Journal of Southern History (Refereed)
Date: February 1, 2001
Publisher: Southern Historical Association
Volume: 67 Issue: 1 Page: 207

Distributed by Thomson Gale

Average customer rating:

The Importance of Being Visible

A brand apart from the parking lot of branding books littering the shelves of most bookstores

High Visibility Can Help You Win the Star System

How to achieve it and then sustain it

An excellent book on celebrityhood

High Visibility: The Making and Marketing of Professionals into Celebrities
Irving J. Rein , Philip Kotler , and Martin R. Stoller
Manufacturer: McGraw-Hill Companies
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books
Advertising | Marketing & Sales | Business & Investing | Subjects | Books
General | Marketing | Marketing & Sales | Business & Investing | Subjects | Books
Public Relations | Marketing & Sales | Business & Investing | Subjects | Books
General | Sociology | Social Sciences | Nonfiction | Subjects | Books
Culture | Sociology | Social Sciences | Nonfiction | Subjects | Books
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Get Slightly Famous: Become a Celebrity in Your Field and Attract More Business with Less Effort

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The Brand Called You: The Ultimate Personal Branding Handbook to Transform Anyone into an Indispensable Brand

ASIN: 0844234486

Book Description

This enlightening book describes and explains the new industry that has evolved to help achieve "visibility" in one's professional life. Students will learn the marketing techniques used to separate the leaders from the followers.

High Visibility unlocks the mysterious enigma of celebrityhood, with examples from all walks of life, for a thorough understanding of the subject matter.

Customer Reviews:

The Importance of Being Visible.......2006-08-25

The Importance of Being Visible
By Brett M. Decker
Success in business is often based on philosophical nuances. For example, there is a fine but essential difference between vanity and a desire for high visibility. Vanity, according to one raggedy old dictionary, is excessive pride in qualities or appearances that lack genuine value. The hunt for high visibility, on the other hand, is often part of an effort to add value to individuals, organizations or operations that already have legitimate worth but would benefit by calling greater attention to their positive traits. The newly released, highly revised third edition of High Visibility: Transforming Your Personal and Professional Brand (McGraw-Hill, 2006, $27.95), by Michael Alan Hamlin, Philip Kotler, Irving Rein and Martin Stoller, takes a hard look at why being seen can be as important as having vision.
The book's first nuggets of classical business wisdom center on the fundamental need to establish a brand identity. Essentially, this boils down to crafting, controlling and communicating an individual and recognizable image. As the authors write, the goal is to "deeply imprint the product in the minds of some target audience so that it is well understood, recognizable, desirable--and recalled when buying decisions are contemplated." In this way, branding is one of the fundamental tactics to successful business strategy.
This manner of imaging is no longer chiefly in the realm of corporations, as individuals increasingly are developing their own personal brands. In the case of an entertainer such as Jennifer Lopez, also known as J Lo, personal celebrity is used to sell consumer products based on her fame itself. Or in the case of Richard Branson's Virgin Group, a CEO's swashbuckling image provides an identity for a corporate brand despite the fact that most of its diverse product line has little to do with Sir Richard's personality. He simply adds an instantly recognizable face and reputation to the conglomerate's name.
As these two case studies reveal, visibility is intrinsic to branding. Whether it is by walking down the red carpet at the Academy Awards, giving a speech at a charitable event, or by having her personal life exposed in the tabloids, J Lo maximizes her profit by maximizing her visibility. The more she appears in public, the more of her records or name-brand blue jeans she sells. Or as Mr. Hamlin and his co-authors put it, "In an age when people, places and things can be mass manufactured and easily made into commodities, name recognition becomes one of the few saleable factors that can bring a premium in a competitive marketplace."
Turning a good reputation into a solid brand is not only for superstars and corporate titans. The same rules apply in a small town, in a firm, or within a given profession. At the heart of the matter is the concept of transformation, which is based on studying what is needed at a particular time and changing oneself to be able to satisfy these needs. In other words, it is always smart to acquire skills that are in demand.
Whether you are J Lo or Joe Six-pack, one's skills and experience become more visible--and thus more sought after--by deftly calling attention to where and how these skills add value in a targeted market. This is marketing oneself. As the authors instruct, "Launching a personal quest for high visibility is very much like launching a new product or service." Success comes from studying the market and performing competitively to supply what it demands.
Of course, all good mothers beat it into their kids' brains that it is proper to keep one's head down and not call undue attention to oneself. That can be true, but not all the skills necessary to making money can be honed in finishing school. In The Importance of Being Earnest, Oscar Wilde quipped that, "There is only one thing in life worse than being talked about, and that is not being talked about." The naked truth in this statement is that seeking visibility is nothing to blush about when building and promoting a brand, whether it be corporate or personal. There can be significant value and profit in being a household name. As any savvy old socialite will attest, and as you will be taught in the pages of High Visibility, it truly is important to be seen.
Brett M. Decker is a former editor and writer for The Wall Street Journal and a former editorial board member of the Washington Times.

A brand apart from the parking lot of branding books littering the shelves of most bookstores.......2006-03-19

Just standing in front of the four, multi-tiered shelves full of "Branding" books by the hundreds in your local Barnes & Noble or Borders can be an exasperating experience. Of course you know how important the subject is, but you can't understand why all these branding experts haven't found a real "Brand Differentiation" to their books.

Well High Visibility, by Rein, Kotler, Hamlin and Stoller is really a brand apart from the parking lot of branding books littering the shelves of most bookstores.

There are two levels to High Visibility. Separately they would be each well worth the read and the "$17.61 & free Super Saver Shipping" that Amazon is currently offering.

On the first level, High Visibility is a tightly woven practical presentation and analysis of the strategic design, implementation processes, transformation techniques and commercial implications of modern personal and professional branding. Their conclusions are not mere opinion and wine bar gossips. These are professionally and academically researched and annotated studies which are presented in easy and readable style for those of us who are; shall we say, less academically inclined.

But it is the second level that High Visibility opens the curtain to a strategic view of how society relates to itself. I am not sure whether the authors intended it or not, but it doesn't really matter. The studies, analysis and examples they use shine a spotlight on understanding the effects and implications of what "celebrity" and the often synthetic nature of that celebrity, means to how we as individuals and institutions affect each other. The reach of their celebrity study is breathtaking. From Rudy Giuliani's love life to Michael Moore's packaging of outrage. And given the current attention to the Da Vinci Code, they are almost prophetic in the analysis of author Dan Brown's personal brand and its divergence from the character in his writings.

My only criticism is that they missed the most powerful symbol of the deprivation of celebrity culture....Paris Hilton

The absence of Paris Hilton not withstanding, when both levels of High Visibility are taken together, they paint a complete portrait of the power and implications of modern celebrity branding on the commercial, political and cultural landscapes of the post internet world.

Buy High Visibility! Read High Visibility! Learn High Visibility!

High Visibility Can Help You Win the Star System.......2006-03-12

Hollywood's star system pervades global culture. While there are tens of thousands of aspiring actresses in film capitals around the world, only Reese Witherspoon can command $18 million a picture. Whether you sell real estate, defend criminals, lift faces, opine on the economy, or consult to managers, you are among millions of others aspiring to reach the peak of your profession. And why not? In these and many other endeavors, the top fraction of 1% receive a disproportionate share of the rewards.

The Third Edition of High Visibility can help you win this star system. Having just completed reading the book, there were four sections that particularly caught my attention:

* Chapter 4's Visibility Hierarchy introduced a compelling way to chart an individual's visibility on a two dimensional scale mapping visibility duration (from a day to forever) against visibility reach (from global to international). I found this a useful way to assess one's position in the hierarchy and to consider one's future.

* Chapter 5's 22 Major Storylines highlighted popular media story concepts such as "success/failure/success" or "the big break" illustrating them with individuals who fit these storylines. This list struck me as a very useful way to brainstorm story ideas for editors and writers.

* Chapter 6's four basic charisma strategies fascinated me. Detailing approaches such as "The Impressive Stranger" or "Charisma Through Audience Mastery" I was struck by the example of how Scarlett Johansson's performance in Lost in Translation helped her emerge from the pack.

* Chapter 11's Visibility Life Cycles presented seven standard patterns of visibility which reinforced to me the evanescent nature of fame -- highlighting the need to adapt effectively in order to maintain visibility.

While I was flattered that Chapter 6 began by recounting how I've tried to generate visibility over the years, I found the concepts and anecdotes presented here offered me new and thought-provoking insights.

If you're aspiring to reach the top of your profession, High Visibility is a must read.

How to achieve it and then sustain it.......2006-02-23

NOTE: The remarks which follow discuss the updated third edition of a book first published in 1987 and then revised ten years later. Be aware of the fact that several of the other Customer Reviews are of earlier editions.

As the authors explain in their Preface, "In High Visibility, we address the growth of visibility seeking and the contribution of visibility and strong personal brands to competitiveness and opportunity generation in a systematic format....Central to the book's foundation is the concept of [begin italics] transformation [end italics], the process that aspirants typically undergo to become personal and professional brands. We take the reader through all the stages of the transformation process, including brand generation, testing, refinement, realization, distribution, and sustaining." Here are some of the questions to which the authors respond brilliantly:

1. How to break through a cluttered, fragmented, and global marketplace?

2. When doing so, how to manage and balance the demands of the private-public self?

3. How to prioritize public and private goals and aspirations?

4. How to achieve visibility more cost-effectively?

5. How to formulate an appropriate high visibility strategy?

6. How to integrate technological decisions with that strategy?

7. How to inventory your talent threshold and, when doing so, be realistic?

I greatly appreciate the authors' provision of all manner of reader-friendly sections and devices which both summarize key points and facilitate convenient review later of those. For example, Figure 3-7 (page 46), which illustrates the "Structure of the Visibility Industry"; a boxed check-list (page 75) which identifies and then briefly explains the reasons why intensive transformation and image-building activity, while accelerating in all sectors, are doing so at different rates; another boxed check-list (page 146) which identifies and then briefly explains five focal areas of the cultural environment that are especially important to monitor; and finally, for present purposes, a brief but revealing review (page 287) of the publicist's ten most major functions.

Near the end of their book, the authors discuss business executive Ed Brill and wellness doctor Steven Lamm who have successfully adapted to the new visibility environment by combining their talents with visibility practices and principles. Others who also aspire to do so must focus on two critical issues: "First, no matter how the competitive environment changes, aspirants must pay close attention to the fundamentals of high visibility marketing as they are the centerpieces of any plan. Second, aspirants must be aware of the future challenges that impact the process of attaining visibility and be prepared for powerful responses." The authors then suggest five key principles to guide and inform such initiatives.

For several reasons, this third revised edition of High Visibility is far superior to earlier editions. First and obviously, the authors have the substantial advantage of perspective on what has happened (and not happened) during the last 19 years as more and more people have absorbed, digested, and then applied the core concepts provided in the first edition. Also, as a result, the authors have much more material to work with as the number of opportunities and venues to establish high visibility has so rapidly increased. Finally, the authors have taken full advantage of their opportunity to revise, refine, and develop those core concepts in much greater depth, using current or recent examples previously not available.

High Visibility is a brilliant achievement.

An excellent book on celebrityhood.......2004-06-21

First, I read the 1987 edition of this book. Saying it is pretty much the same and just mildy updated...

This isn't a nuts-n-bolts how-to book on becoming a celebrity. For that, you'll have to read elsewhere. HOWEVER, this is an absolute must-read for all wannabe, current, and former celebrities and those that make people celebrities. I've never come across a book that has exposed the foundations of celebritydom as this book has. It's "Audience Intensity Ladder" alone is worth picking up this book. Since 1987, I've regularly re-read my highlights of this book and I commonly recommend it to the posters of the four business newsgroups I co-moderate. Those being misc.business.marketing.moderated, misc.business.moderated, misc.business.consulting, and misc.entrepreneurs.moderated.

Book Description

This comprehensive resource will help students succeed by providing basic instruction on the structure, rules, and guidelines pertaining to CPT/HCPCS coding. It also explains the most common coding issues beginners are likely to encounter on the job. When students have completed these lessons, they'll be well-grounded in:

Basic CPT coding format and conventions
Different ways to locate CPT codes using the index
Coding guidelines to ensure accurate coding assignment
Documentation necessary for code assignment

Comes complete with exercises and quizzes. Free instructor's guide available for educators through AOE's Community of Practice. The guide contains answers to the exercises.

192 pages, softcover.

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