Core Curriculum Readings in Marketing: Detailed Table of Contents
|
|
- Ira Gilmore
- 7 years ago
- Views:
Transcription
1 Core Curriculum Readings in Marketing: Detailed Table of Contents Framework for Marketing Strategy Formation Robert J. Dolan # Overview of Marketing Strategy Formation 2.2 Analysis Underlying Marketing Strategy Formation Customer Analysis Company Analysis Collaborator Analysis Context Analysis 2.3 The Aspiration Decision: Segmenting, Targeting, and Positioning 2.4 The Action Plan: The Marketing Mix Decision Product Decisions Promotion Decisions Place Decisions Pricing Decisions 2.5 Conclusion Marketing Intelligence Robert J. Dolan; Leslie John # The Research Process and Research Techniques 2.2 Research Methods Collecting Secondary Data Collection Primary Data 2.3 Building a Research Program Conjoint Analysis Perceptual Mapping
2 Creating Customer Value Sunil Gupta # Economic Value to Customer (EVC) Marketing Implications 2.2 Functional Value Marketing Implications Limitations 2.3 Experiential Value Branding Design Customer Experience and Customer Service Emotional Benefits 2.4 Social Value Network Effects Preference Formation Social Capital Social Relationships 2.5 Conclusion 3.1 Managing Customer Expectations from Service Customer Centricity Rohit Deshpandé # Understanding the Customer Assessing Customer Needs and Values Measuring Customer Satisfaction and Gathering Feedback 2.2 Building a Customer-Centric Culture 2.3 Serving the Customer Developing a Customer-Centric Strategy Customer-Centric Marketing Tactics 2.4 Conclusion 3.1 Customer Centricity and Innovation 3.2 Retro-Marketing: The Opposite of Customer Centricity
3 Customer Management Sunil Gupta # Two Sides of Customer Value 2.2 Customer Lifetime Value Using CLV to Make Decisions Calculating CLV Challenges, Extensions, and Limitations of CLV 2.3 Customer Acquisition Which Customers Should an Organization Acquire? How Organizations Acquire Customers 2.4 Customer Retention Why Retain Customers--and How? 2.5 Customer Development 2.6 Customer Equity 2.7 Implications for Organizational Structure 2.8 Conclusion 3.1 Customer Referral Value (CRV) 3.2 Value of a Free Customer 3.3 Social Influence Consumer Behavior and the Buying Process John T. Gourville, Michael I. Norton # Frameworks for Understanding How Consumers Make Decisions Cognitive Versus Emotional Decision Making High-Involvement Versus Low-Involvement Decision Making Optimizing Versus "Satisficing" Decision Making 2.2 The Consumer Decision-Making Process Phase 1: Pre-Purchase Phase 2: Purchase Phase 3: Post-Purchase 2.3 The Consumer Decision-Making Unit Roles Within Decision-Making Units
4 2.4 Merck and the Marketing of Propecla Analyzing the Decision-Making Process and Decision-Making Unit Executing the Marketing Strategy 3.1 Forces Changing Consumer Behavior and the Buying Process Social Media Co-Creation and Consumer Involvement "Conscience" Marketing Business-to-Business Marketing Frank V. Cespedes, Das Narayandas # Determining the B2B Strategy B2b Marketing Components How B2B Marketing Interacts with B2B Strategy 2.2 Selecting Markets Questions of Fit 2.3 Knowing the Buyer Key Influences on How Buyers Make Decisions 2.4 Understanding and Communicating Product/Service Benefits The Benefit Typology The Value Proposition The Link Between Value and Price 2.5 Aligning the Organization Roles and Responsibilities Interdependencies 2.6 Conclusion 3.1 Internet Influences on B2B Marketing Processes Structures Marketing Innovations Conclusion Global Marketing Rohit Deshpandé #8182
5 2.1 Competing in International Markets How to Go Global 2.2 Market Assessment and Development Global Market Research Developmental Marketing Strategies 2.3 Managing Global Marketing Programs Branding Product Adaptation Packaging Promotion, Advertising, and Selling Pricing Placement or Distribution 2.4 Conclusion 3.1 Global Marketing of Services Segmentation and Targeting Sunil Gupta # Segmentation Fundamentals What is Segmentation? Why Segment the Market? Characteristics of a Useful Segmentation 2.2 How to Segment Consumers Who Are the Customers? What Is Customer Purchase Behavior? Why Do Customers Buy a Particular Product? 2.3 Targeting 2.4 Ethical and Privacy Issues 2.5 From Segmentation and Targeting to Strategy Formation 3.1 Cluster Analysis 3.2 Preference-Based Segmentation 3.3 Response-Based Segmentation
6 Brand Positioning Jill Avery, Sunil Gupta # Essential reading 2.1 Brand Positioning 2.2 Crafting a Positioning Statement 2.3 Staking Out a Unique Selling Proposition 2.4 The Three Cs Model Consumer Analysis Competitive Analysis Company Analysis 2.5 Brand Repositioning Balancing Consistency and Change Repositioning an Identity Brand 3.1 Positioning Differently Brands and Brand Equity Rohit Deshpandé, Anat Keinan # Strategic Importance and Significance of Branding 2.2 Strategies and Tactics for Building, Leveraging, and Defending Strong Brands Creating and Building a Strong Brand Growing and Maintaining Strong Brands Managing Declining or Dying Brands 2.3 Challenges in Brand Management 2.4 Conclusion 3.1 Business-to-Business Branding 3.2 Personal Branding Competitive Strategies Jill Avery, Sunil Gupta #8158
7 2.1 Competitive Dynamics in Marketing 2.2 Analyzing the Games and Their Players Taking Stock of the Marketing Arsenal Mapping the Competitive Landscape Defining the Competition Comparing Players Marketplace Positions Understanding Competitive Advantage 2.3 Choosing the Right Game to Play Analyzing the PARTS of the Game Finding a Profitable Competitive Space Finding a New Game Changing the Game 2.4 Playing the Game Right Offensive Strategies Defensive Strategies 2.5 Conclusion 3.1 Types of Games Product Policy Robert J. Dolan # Product Mix Breadth 2.2 Product Line Depth 2.3 Product Item Design Characteristics of Winning Products New-Product Development Process 2.4 Managing the Product's Life Cycle Pricing Strategy Robert J. Dolan, John T. Gourville # The Value-Pricing Approach Assessing True Economic Value (TEV) Assessing Perceived Value (PV)
8 Cost of Goods Sold (COGS) Putting the Pieces Together 2.2 Price Customization Controlling Availability Setting the Price Based on Buyer Characteristics Setting the Price Based on Transaction Characteristics Managing the Product-Line Offering Price Customization and Perceived Fairness 2.3 Setting the Price: Consideration of Customer Price Sensitivity Assessing Price Sensitivity Using Managerial Judgment Assessing Price Sensitivity Using Quantitative Market Research Mapping the Relationship Between Price and Demand Price Elasticity of Demand 2.4 Setting the Price: Understanding the Economic Impact for the Firm The Drivers of Profitability Unit Margins Breakeven Analysis Marginal Math Developing and Managing Channels of Distribution V. Kasturi Rangan # Channel Stewardship 2.2 The First Discipline: Mapping the Industry Channels Customer Wants and Needs Channel Capabilities and Costs Channel Power and Influence Competitive Postures and Actions Mapping Beyond the Four Forces 2.3 The Second Discipline: Building and Updating the Channel Value Chain Direct versus Indirect Constructing a Channel Value Chain: A Framework for Getting Started Channel Coverage Channel Structure: An Integrated versus an Arm's Length Approach 2.4 The Third Discipline: Aligning and Influencing the Channel System Hard Power The Soft Power of Trust and Commitment
9 Programming a High-Performance Channel System Managing Horizontal Channel Conflict 2.5 Special Topic: The Rise of Online Channels 3.1 Building a Distribution Channel: A Walk-Through Application Sales Force Design and Management Doug J. Chung, Das Narayandas # Aligning Sales with the Organization's Strategy Designing a Sales Force Sales Force Objectives and Strategy Sales Force Structure and Size Structures for Key Account Sales 2.2 The Salesperson The Basic Job 2.3 Managing the Sales Force Recruitment and Selection Compensation Training and Evaluation 2.4 Conclusion 3.1 Measuring the Impact of Salary, Commissions, and Bonuses Salary Commissions and Bonuses Other Issues Digital Marketing Sunil Gupta, Joseph Davin # Outbound Marketing Search Ads Display Ads Measuring the Effectiveness of Outbound Marketing 2.2 Inbound Marketing
10 Getting Found Creating Content Optimizing Landing Pages 2.3 Social Media Listening to Social Conversations Participating in Social Discussions Amplifying the Message and Creating Advocates 2.4 Mobile Technology 3.1 Big Data and Data Science 3.2 Personalization and Privacy Marketing Communication #8186 FORTHCOMING 2016
Marketing: Mastering the Process
Marketing: Mastering the Process Course Description This course teaches you key components of marketing strategy and tactics including: identification, analysis and selection of target markets; development
More informationBANGLADESH INSTITUTE OF MANAGEMENT 4 Sobhanbag, Mirpur Road, Dhaka-1207 SYLLABUS FOR PART-I
BANGLADESH INSTITUTE OF MANAGEMENT SYLLABUS FOR PART-I Evaluation Criteria: Class Attendance : 10% Class Test : 20% Final Examination : 70% Name of Subject : 1. Principles of Marketing 2. Consumer Behaviour
More informationA guide to B2B Marketing Planning
A guide to B2B Marketing Planning Whether you run your own business, you are a managing director or you are a senior marketer in a large corporation, planning is a fundamental part of a successful business.
More informationa. Languages: English will be the primary language of the collection. b. Chronological Guidelines: Current and recent topics are of major interest.
Georgia State University University Library Collection Development Policy Department of Marketing Purpose: To provide guidance in the selection of library materials to support the curriculum for the program
More informationMARKETING COURSES Student Learning Outcomes 1
MARKETING COURSES Student Learning Outcomes 1 MKT 371: Consumer and Buyer Behavior 1. Compare and contrast different perspectives that characterize the study of consumer behavior (e.g. cognitive vs. behavioral).
More informationEXECUTIVE MBA Course Descriptions
EXECUTIVE MBA Course Descriptions Business & Economic Context, XMBA 4102 This introductory economics course is designed to provide a survey of essential economics concepts and frameworks for executives.
More informationContinuous Customer Dialogues
Continuous Customer Dialogues STRATEGIES FOR GROWTH AND LOYALTY IN MULTI-CHANNEL CUSTOMER-ORIENTED ORGANIZATIONS whitepaper TABLE OF CONTENTS: PAGE Overview...3 The Continuous Customer Dialogue Vision...4
More informationCUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES
CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES Chapter 1: Introduction to CRM Selected definitions of CRM 1 CRM is an information industry term for methodologies, software, and usually Internet
More informationLindner College of Business MS Marketing Capstone Project - Prospectus and Application-
Lindner College of Business MS Marketing Capstone Project - Prospectus and Application- During January April 2015, 30 graduate students pursuing a Masters in Science (MS) degree in Marketing will engage
More informationThe Five Disciplines of Channel Management
The Five Disciplines of Channel Management Drive Your Partner Investments to a Competitive Advantage and Improve Your Company s Efficiency and Effectiveness Executive summary In today s business environment,
More informationManagement Update: The Eight Building Blocks of CRM
IGG-06252003-01 S. Nelson Article 25 June 2003 Management Update: The Eight Building Blocks of CRM Customer relationship management (CRM) represents the key business strategy that will determine successful
More informationEVP The foundation of a strong Employer Brand. HR Swiss Congress 2014, Bern
HR Swiss Congress 2014, Bern Employer Branding in 1913 2 Influence your Employer Brand in the right direction ALL EMPLOYERS HAVE AN EMPLOYER BRAND. Even if employers don t actively control the brand, it
More informationHow To be Found Online for your top Keyword Phrases.
Buyers Provider Referrals Co- Marketing & Co-Selling Industry Expertise Alliances Strategies for Growth in 2012 ebook: Community Leaders Partners Influence Advocate How To be Found Online for your top
More informationBUSINESS ADMINISTRATION (Non-EMBA) COURSES Student Learning Outcomes 1
BUSINESS ADMINISTRATION (Non-EMBA) COURSES Student Learning Outcomes 1 BA 100: Exploration of Business 1. Explain the culture of higher education. 2. Undertake critical examination and self-reflection
More informationCourse Outcome Summary
Wisconsin Indianhead Technical College Course Outcome Summary Course Information Description Career Cluster Instructional Level Total Credits 3.00 This course focuses on the marketing process as it relates
More informationMarketing BS in Management with a Concentration in Marketing (Effective Fall 2012)
BS in with a Concentration in (Effective Fall 2012) The undergraduate management concentration in provides students with both a theoretical and a practical knowledge of marketing. The curriculum achieves
More informationCustomer Relationship Management
V. Kumar Werner Reinartz Customer Relationship Management Concept, Strategy, and Tools ^J Springer Part I CRM: Conceptual Foundation 1 Strategic Customer Relationship Management Today 3 1.1 Overview 3
More informationMeasuring the strategic value of Customer Data Integration
An Experian white paper August 2008 The economics There is little doubt that customer-centricity has become a strategic battlefront in business. This momentum continues to grow as the timescales from innovation
More informationUnit 4: Marketing Principles
Unit 4: Marketing Principles Unit code: F/601/0556 QCF level: 4 Credit value: 15 credits Aim This unit aims to provide learners with understanding and skills relating to the fundamental concepts and principles
More informationM.S. in HOSPITALITY INDUSTRY STUDIES
M.S. in HOSPITALITY INDUSTRY STUDIES The Tisch Center s Master of Science in Hospitality Industry Studies prepares you to take a leadership role in the international hospitality industry. Our curriculum
More informationCase Interview - Frameworks
WWW.MCONSULTINGPREP.COM Case Interview - Frameworks For more free and detailed materials on Management Consulting Preparation, visit www.mconsultingprep.com 2014 MConsultingPrep, Inc. COMPLETE FRAMEWORKS
More informationHAMPTON UNIVERSITY ONLINE Hampton University School of Business PhD in Business Administration
Program Overview The PhD in Business Leadership and Administration is designed for professionals located nation wide who desire an advanced degree in business to excel in their careers. In addition, the
More informationBusiness Arts Certificate Program Teaching Practical Business Advice that Works
Business Arts Certificate Program Teaching Practical Business Advice that Works For Business Owners who want to learn new skills to grow their businesses For Consultants who want to expand their practice
More informationManagement and Marketing Course Descriptions
Management and Marketing Course Descriptions Management Course Descriptions HRM 301 Human Resources Management (3-0-3) Covers all activities and processes of the human resources function that include recruitment,
More informationE-Commerce & CRM Building Relationships, Satisfaction, and Loyalty
Lecture 8 E-Commerce & CRM Building Relationships, Satisfaction, and Loyalty CRM Defined a combination of business process & technology that seeks to understand a company s customers from the perspective
More informationFinancial Services Practice. The Multichannel Imperative for Property and Casualty Carriers In Personal Lines
Financial Services Practice The Multichannel Imperative for Property and Casualty Carriers In Personal Lines The Multichannel Imperative for Property and Casualty Carriers in Personal Lines 1 The Multichannel
More informationMARKETING, BACHELOR OF SCIENCE (B.S.) WITH A CONCENTRATION IN GENERAL MARKETING
VCU MARKETING, BACHELOR OF SCIENCE (B.S.) WITH A CONCENTRATION IN GENERAL MARKETING The major in marketing gives students a broad working knowledge of contemporary marketing philosophy and practice. The
More informationProgram structure - PGDM (with specializations in Marketing, Retail, Finance, HR, Systems, Operations)
Program structure - PGDM (with specializations in Marketing, Retail, Finance, HR, Systems, Operations) Trimester I Perspective Management I Vedanta, the Art of Self Management Grooming for Executive placement
More informationSales Compensation Trends. October 15, 2010
Sales Compensation Trends October 15, 2010 Overview of Trends Response to severe economic downturn Preparation for economic recovery sales leads the way Daniel Pink s book Drive expect continued conversation
More informationHow To Grow Your Business
Strategies for Growth in 2012 ebook: Leverage Marketing Automation for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056
More informationMarketing Automation Checklist for Inbound Marketing & Lead Generation
Marketing Automation Checklist for Inbound Marketing & Lead Generation 2011 Ephor Group 1 (800) 379-9330 www.ephorgroup.com 5353 W Alabama Suite 300 Houston, TX 77056 Ephor Groups provides services (Revenue
More informationMSc Marketing Management - LM561
MSc Marketing Management LM561 1. Objectives The programme aims to explore the nature and role of marketing in contemporary society. It will emphasise the role of marketing a new product and new business
More informationWhite Paper. Cross-channel Marketing: Go Mobile. Go Social.
Cross-channel Marketing: Go Mobile. Go Social. Cross-channel Marketing: Go Mobile. Go Social. Introduction: Mobile and Social Media and Buying Cross-channel marketing is evolving from the vast number of
More informationMarketing Career Cluster Marketing Management Course Number 08.44200
Marketing Career Cluster Marketing Management Course Number 08.44200 Course Description: Marketing Management is the third course in the Marketing and Management pathway. Students assume a managerial perspective
More informationMARKETING SUMMARY Chapter 7 Target Marketing Strategies and CRM
MARKETING SUMMARY Chapter 7 Target Marketing Strategies and CRM TARGET MARKETING STRATEGY: SELECT AND ENTER A MARKET Market fragmentation: The creation of many consumer groups due to a diversity of distinct
More informationSTRATEGIC PLAN. American Veterinary Medical Association 2015-2017
STRATEGIC PLAN American Veterinary Medical Association 2015-2017 Adopted: January 9, 2015 Introduction Excellence is a continuous process and doesn t come by accident. For more than 150 years, the American
More informationContent Specification Outlines Certified Management Accountant (CMA) Examinations
Effective January 1, 2015 Content Specification Outlines Certified Management Accountant (CMA) Examinations The content specification outlines presented below represent the body of knowledge that will
More informationBrand Awareness Solutions That Impact Revenue And Growth
BRAND AWARENESS AWARENESS Inserting your brand into an ever-increasing number of buying cycles with firms who fit your ideal client profile. This is the goal of building brand awareness. More than just
More informationCRM Scorecard - CRM Performance Measurement
CRM Scorecard - CRM Performance Measurement College of Computer and Information Sciences, King Saud University arwa_mas@yahoo.com, lalsafadi@ksu.edu.sa, mudimigh@ksu.edu.sa Abstract Relationship Management
More informationRethinking Recovery: Using Data and Technology to Tackle Customer Returns and Overstock
G LOBAL SCM Rethinking Recovery: Using Data and Technology to Tackle Customer Returns and Overstock BY HOWARD ROSENBERG ON JUL 7, 2015 Retailers and manufacturers liquidate more than 95 percent of customer
More informationDistributor/Reseller Marketing A Riddle Wrapped in a Mystery Inside an Enigma
Distributor/Reseller Marketing A Riddle Wrapped in a Mystery Inside an Enigma 2006 Frank Lynn & Associates, Inc. All Rights Reserved 0 Distributor/Reseller Marketing Over the last 50 years, changes in
More informationCourse Outline. BUSN 5050/1-3 Marketing Management (3,0,0)
Course Outline Department of Marketing, International Business, Entrepreneurship School of Business and Economics BUSN 5050/1-3 Marketing Management (3,0,0) Calendar Description Students examine the key
More informationHow To Get Started With Customer Success Management
A Forrester Consulting Thought Leadership Paper Commissioned By Gainsight April 2014 How To Get Started With Customer Success Management Table Of Contents Four Actionable Steps To Setting Up Your Customer
More informationMarketing: Helping Buyers Buy
Chapter Thirteen Marketing: Helping Buyers Buy McGraw-Hill/Irwin Copyright 2010 by the McGraw-Hill Companies, Inc. All rights reserved. CRICKET LEE Fitlogic Developed a system of clothes sizing called
More informationPrinciples of Marketing MRKG 1311 RIL01 Spring I 2016 Term January 4 th February 27th, 2016
Principles of Marketing MRKG 1311 RIL01 Spring I 2016 Term January 4 th February 27th, 2016 Instructor: Ms. Anda R. Arms, MRCP Email: anda.arms@ctcd.edu or Director.Riley@ctcd.edu Telephone/Text: 785-410-8137
More informationChapter 12 Preparing for the Sale. Section 12.1 What Is Selling? Section 12.2 Getting Ready To Sell
Unit 5 Selling Chapter 12 Preparing for the Sale Chapter 13 Initiating the Sale Chapter 14 Presenting the Product Chapter 15 Closing the Sale Chapter 16 Using Math in Sales Chapter 12 Preparing for the
More informationMarMit-Based IVIa ii e merit
A SIXT H ED IT I ON MarMit-Based IVIa ii e merit Strategies for Growing Customer Value and Profitability ler J. Best Emeritus Professor of Marketing University of Oregon PEARSON Boston Columbus Indianapolis
More informationROMANIAN - AMERICAN UNIVERSITY. School of Domestic and International Business, Banking and Finance
Invest in People! Project co-financed by European Social Fund through the Sectoral Operational Programme Human Resource Development 2007 2013 Priority Axis: 1. Education and training in support for growth
More informationResearch Brief. Using the Model. Category One: Strategy
The Sirius Directions in Services Model The Sirius Directions in Services Model groups sales, marketing and product service providers and agencies into five categories: strategy, reputation, demand, sales
More informationAn Introduction. Global Edition. "University of North Carolina. Northwestern University
An Introduction Global Edition "University of North Carolina Northwestern University Boston Columbus Indianapolis NewYork San Francisco Upper Saddle River Amsterdam CapeTown Dubai London Madrid Milan Munich
More informationMARKETING (MKT) University of Miami Academic Bulletin 1
University of Miami Academic Bulletin 1 MARKETING (MKT) MKT 201. Foundations of Marketing. 3 Credit Hours. Understanding and satisfying consumer need through product planning, pricing, promotion, and distribution.
More informationCenter for Business and Industrial Marketing
Center for Business and Industrial Marketing Dr. Wesley Johnston, Executive Director, CBIM J. Mack Robinson College of Business Georgia State University Editor, Journal of Business & Industrial Marketing
More informationSaint Paul Public Schools Secondary Course Syllabus. Subject Area: Business Course Number: B401121
Saint Paul Public Schools Secondary Course Syllabus Grade Level: 9-12 High School Subject Area: Business Course Number: B401121 Course Title: Foundations of International Business Course Length: 2 quarters
More informationCUSTOMER RELATIONSHIP MANAGEMENT (CRM) CII Institute of Logistics
CUSTOMER RELATIONSHIP MANAGEMENT (CRM) CII Institute of Logistics Session map Session1 Session 2 Introduction The new focus on customer loyalty CRM and Business Intelligence CRM Marketing initiatives Session
More informationHOW TO MARKET A TECHNOLOGY BUSINESS.
HOW TO MARKET A TECHNOLOGY BUSINESS. An Incisive Edge publication CONTENTS. INTRODUCTION. HOW TO MARKET A TECHNOLOGY BUSINESS INTRODUCTION The UK Technology Sector According to KPMG, the UK technology
More informationOPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION
OPTIMIZING SALES EFFECTIVENESS THROUGH VALUE AND DIFFERENTIATION UNDERSTANDING CUSTOMER NEEDS Most sales organizations strive to preserve their margins during the sales process; but even the savviest salesperson
More informationCareer Technical Assurance Guide (CTAG) Area. Articulation Number (CTAN)
Business Foundations Subject Code: 141000 This is the first course for the Business and Administrative Services, Finance and Marketing career fields. It introduces students to specializations within the
More informationNPS2. Reaching the Next Level of Customer Experience Leadership. By Deborah Eastman
NPS2 Reaching the Next Level of Customer Experience Leadership By Deborah Eastman Overview Get an introduction to NPS2, the next generation of the groundbreaking Net Promoter methodology. Find out how
More informationDatabase Direct Response Marketing Personal Selling
11 Chapter Eleven Database Direct Response Marketing Personal Selling 11-1 11 Selling Words 1400 Words - Copywriting service Business development specialist Generate prospects Collect information Qualify
More informationBrand metrics: Gauging and linking brands with business performance
Brand metrics: Gauging and linking brands with business performance Received (in revised form): rd February, 00 TIM MUNOZ is a managing partner of Prophet (www.prophet.com), a management consulting firm
More informationSolving the Challenge of Lead Management Automation
WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing
More informationMedia Selling, 4 th Edition
Media Selling, 4 th Edition Appendix A - Selling Magazines to Agencies By Phil Frank Media buyers are inundated with information. They have more data to consider and understand than ever before. The manner
More informationMBA with specialisation in Marketing - LM501
MBA with specialisation in Marketing - LM501 1. Objectives The objectives of the MBA Programme are as follows: (i) (ii) (iii) (iv) to impart professional education and training in Modern Management Techniques
More informationPHARMACEUTICAL SALES MANAGEMENT
PHARMACEUTICAL SALES MANAGEMENT SHARPENING CUSTOMER-CENTRIC STRATEGIES TO RESTORE ACCESS AND STRENGTHEN RELATIONSHIPS PUBLICATION DATE FEB. 2014 PAGES 195 CHAPTERS 4 THE BOTTOM LINE: New regulations and
More informationGENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY.
GENERATE REVENUES WITH AN EFFECTIVE PARTS WHOLESALE STRATEGY. fueled by challenge. powering success. sm 1,500 dealer programs in 27 markets Parts wholesale has the potential to significantly contribute
More informationThe Peter F. Drucker and Masatoshi Ito Graduate School of Management Claremont Graduate University
The Peter F. Drucker and Masatoshi Ito Graduate School of Management Claremont Graduate University Spring 2007 Intensive Fridays 7 10 PM, Saturdays 1 4:50 PM January 26 & 27, February 9 & 10, 23 & 24 MGT
More informationConnecting The Dots: Integration of Attitudinal, Behavioral and Financial (ABF) Data. Brian Moriarty Chief Strategy Officer Market Directions
Connecting The Dots: Integration of Attitudinal, Behavioral and Financial (ABF) Data Brian Moriarty Chief Strategy Officer Market Directions 1 Today s Discussion Defining Attitudinal, Behavioral and Financial
More informationPart VIII: ecrm (Customer Relationship Management)
Part VIII: ecrm (Customer Relationship Management) Learning Targets What are the objectives of CRM? How can we achieve customer acquisition and loyalty? What is the customer buying cycle? How does the
More informationAccounting. Management. Environment of Business. Business Law for Accountants. Stats Business & Econ I. Management
Undergraduate Courses: Course # Course Title Course Description BUS201 Financial An introduction to basic accounting principles for measuring and Accounting communicating financial data about a business
More informationWhite Paper: the Case for CRM
White Paper: the Case for CRM Jack Wagnon Principal Consultant Ctel3 Marketing Technologies, LLC May 5, 2013 Table of Contents Environmental assessment... 2 CRM defined... 3 The value of database marketing...
More informationMBA IQ Course Syllabus
MBA IQ Course Syllabus Module 1: General Management, Leadership, and Strategy Understand Scope & Nature of Corporate Strategies Understand Importance of Planning & Organizing Skills Understand Importance
More informationHuman Resources Management SCS 0987-049
Human Resources Management SCS 0987-049 University of Toronto What Does Talent Management Mean? There is a lack of consistency regarding g a true definition. Talent on it s own can mean the combined employee
More informationMarketing Intelligence
Unit 17: Marketing Intelligence Unit code: K/601/0955 QCF level: 4 Credit value: 15 credits Aim The aim of this unit is to enable learners to understand the purchase decision-making process and how marketing
More informationSales Channel. For Your. Stephen N. Davis. Partnering With Clients to Drive Sustainable Profitable Growth. What We ll be Covering
Choosing the Right Sales Channel For Your Startup Stephen N. Davis Partnering With Clients to Drive Sustainable Profitable Growth What We ll be Covering Developing your channel strategy Types of sales
More informationfor Law Firms CI Resources
Competitive Intelligence for Law Firms Ann Lee Gibson, Ph.D. Ann Lee Gibson Consulting Presentation to Northeast Ohio Chapter of the Legal Marketing Association Cleveland, Ohio September 15, 2004 Competitive
More informationMaster of Science in Marketing Analytics (MSMA)
Master of Science in Marketing Analytics (MSMA) COURSE DESCRIPTION The Master of Science in Marketing Analytics program teaches students how to become more engaged with consumers, how to design and deliver
More informationChapter 3: Strategic CRM
Chapter 3: Strategic CRM Overview Topics discussed: CRM perspectives The components of strategic CRM Steps in developing a CRM strategy Case Study: CRM implementation at International Business Machines,
More informationITSMA Online Survey. Four Critical Success Factors. Julie Schwartz Senior Vice President Research and Thought Leadership
ITSMA Online Survey Enabling Sales: Four Critical Success Factors Julie Schwartz Senior Vice President Research and Thought Leadership Abbreviated Summary April 2012 Note: This Abbreviated Summary highlights
More informationSales Force Management 2013 Course Outline (5/10) Krzysztof Cybulski Ph.D. Marketing Chair Faculty of Management Warsaw University
Sales Force Management 2013 Course Outline (5/10) Krzysztof Cybulski Ph.D. Marketing Chair Faculty of Management Warsaw University Program of Sales Force Management Course 1. Creating The Sales Force 2.
More informationBSBA MARKETING PROFESSIONAL SELLING & SALES MANAGEMENT SPECIALIZATION ASSESSMENT PLAN (Updated 04/2015)
BSBA MARKETING PROFESSIONAL SELLING & SALES MANAGEMENT SPECIALIZATION ASSESSMENT PLAN (Updated 04/2015) Mission/Vision Statement The mission of the undergraduate program in Marketing is to educate students
More informationTransform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.
Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead
More informationSales Force Management
Churchill/Ford/Walker's Sales Force Management Tenth Edition Mark W. Johnston Crummer Graduate School of Business Rollins College Greg W. Marshall Crummer Graduate School of Business Rollins College draw
More informationMidterm Exam. Hagen Ziemer. California International Business University. February 9, 2009. CIBU 729: Marketing Management. Thomas Matula, Ph.D.
Midterm Exam 1 Midterm Exam Hagen Ziemer California International Business University February 9, 2009 CIBU 729: Marketing Management Thomas Matula, Ph.D. Midterm Exam 2 Table of Content I.Table of Content...
More informationBusiness-to-Business Sales Essentials Fact Sheet & Curriculum
Business-to-Business Sales Essentials Fact Sheet & Curriculum B2B Sales Essentials (B2BSE ) is a complete Learning Family Solution designed to transform existing and new sales forces into highly-productive,
More information2012-13 MKT Courses. Marketing Mgmt (core) Available Every Second Year. Available Every Year. Prod & Brand Mgmt (fall 2014)
MARKETING AREA EvMBA Core and Electives 2013-14 (version Oct. 2013) 2013-14 EvMBA Marketing Curriculum Marketing Mgmt (core) Available Every Year Market Intell. & Cust. Insights Marketing Strategy & CRM
More informationRecruit the Right Talent To Increase Sales Effectiveness. ManpowerGroup Solutions Recruitment Process Outsourcing
Recruit the Right Talent To Increase Sales Effectiveness ManpowerGroup Solutions Recruitment Process Outsourcing Executive Summary The most successful sales professionals are often promoted to leadership
More informationTransforming the Way to Market, Sell and Service
Customer Relationship Management (CRM) Transforming the Way to Market, Sell and Service Agenda I. CRM definition and overview II. Getting started with CRM Initiatives 2 1 What is CRM? Customer Relationship
More informationAbout The CMO Survey. Mission. Survey Operation. Sponsoring Organizations
About The CMO Survey Mission - To collect and disseminate the opinions of top marketers in order to predict the future of markets, track marketing excellence, and improve the value of marketing in firms
More informationMANAGEMENT STUDIES (MBA) DETAILED SYLLABUS FOR PART A & B PART A GENERAL PAPER ON TEACHING AND RESEARCH APTITUDE
MANAGEMENT STUDIES (MBA) DETAILED SYLLABUS FOR PART A & B PART A GENERAL PAPER ON TEACHING AND RESEARCH APTITUDE PART-B I - Managerial Economics Nature and scope of Managerial Economics. Importance of
More informationOPEN UNIVERSITY OF TANZANIA FACULTY OF BUSINESS MANAGEMENT
OPEN UNIVERSITY OF TANZANIA FACULTY OF BUSINESS MANAGEMENT OME 211: PRINCIPLES OF MARKETING COURSE OUTLINE INTRODUCTION This course introduces students to the concept and principles of marketing. In doing
More informationProduct Marketing Manager
Product Marketing Manager JOB TITLE: Product Marketing Manager Either Part Time or Full Time COMPANY DESCRIPTION: SmartUQ (SmartUQ.com) provides breakthrough analytics software for engineering applications.
More informationEffective Strategies for Modern Sales
Effective Strategies for Modern Sales Featuring Frank V. Cespedes, Harvard Business School Professor and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective
More informationthe combination of varying methods and strategies to get your into the minds and hands of prospective buyers. Marketing is
Marketing for Growth Wayne Brass Art Mahoney Bill McKown Heather Bender the combination of varying methods and strategies to get your product or service into the minds and hands of prospective buyers.
More informationEvaluating the Performance of Salespeople
Evaluating the Performance of Salespeople Purposes of Salesperson Performance Evaluations 1. To ensure that compensation and other reward disbursements are consistent with actual salesperson performance
More informationMARKETING FINANCIAL SERVICES
MARKETING FINANCIAL SERVICES Building a Better Bank: Strategies for Implementing a Marketing Process Bruce A. Clapp 1120 Connecticut Avenue, N.W. Washington, D.C. 20036 This publication is designed to
More informationDELIVERING PROFITABLE SALES
CASE STUDY DELIVERING PROFITABLE SALES How UPS Managers Build the Bottom Line by Leveraging Sales Negotiation Skills in the Field When it comes to building effective sales negotiation skills, excellent
More informationCustomer Relationship Management
1 Customer Relationship Management Customer relationship management (CRM) consists of the processes a company uses to track and organize its contacts with its current and prospective customers. CRM software
More information