In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers.

They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales re...

This text has a clear European foundation and an international appeal. In line with the globalisation of logistics, we have included cases from other parts of the world than Europe - diverse though European logistics solutions are - including South Africa, the United States, Japan, China and Australia. Accordingly, we start in Part One with the strategic role of logistics in the supply chain. We continue by developing the marketing perspective by explaining our view of 'putting the end-custom...

Look at your data. Now available with Macmillan's online learning platform Achieve, The Practice of Statistics for Business and Economics (PSBE) helps students develop a working knowledge of data production and interpretation in a business and economics context, giving them the practical tools they need to make data-informed, real-world business decisions from the first day of class. Achieve for The Practice of Statistics for Business and Economics connects the problem-solving approach and re...

WINNER: 2018 Les Plumes des Achats & Supply Chain - The Committee Special Prize As we learn more about the climate and biodiversity crisis, it is clear that how we make and consume things is a major part of the problem. Extraction and processing of materials, fuels and food makes up about half of global greenhouse gas emissions and over 90% of biodiversity loss and water stress. Many modern businesses deplete resources, destroy ecosystems and dump waste and pollution at every stage - harming ...

Innovation principles to bring about meaningful and sustainable growth in your organization Using a list of more than 2,000 successful innovations, including Cirque du Soleil, early IBM mainframes, the Ford Model-T, and many more, the authors applied a proprietary algorithm and determined ten meaningful groupings the Ten Types of Innovation that provided insight into innovation. The Ten Types of Innovation explores these insights to diagnose patterns of innovation within industries, to identi...

The Psychology of Advertising offers a comprehensive exploration of theory and research in (consumer) psychology on how advertising impacts the thoughts, emotions and actions of consumers. It links psychological theories and empirical research findings to real-life industry examples, showing how scientific research can inform marketing practice. Advertising is a ubiquitous and powerful force, seducing us into buying wanted and sometimes unwanted products and services, donating to charitable c...

How to use the Design Thinking Tools

A practical guide to make innovation happen

The Design Thinking Toolbox explains the most important tools and methods to put Design Thinking into action. Based on the largest international survey on the use of design thinking, the most popular methods are described in four pages each by an expert from the global Design Thinking community. If you are involved in innovation, leadership, or design, these are tools you need. Simple instructions, expert tips, t...

Most startups fail. But many of those failures are preventable. The Lean Startup is a new approach being adopted across the globe, changing the way companies are built and new products are launched.

Eric Ries defines a startup as an organization dedicated to creating something new under conditions of extreme uncertainty. This is just as true for one person in a garage or a group of seasoned professionals in a Fortune 500 boardroom. What they have in common is a mission to penetrate that fog ...

Learn and develop skills involving strategic global marketing decision-making Global Marketing, 8th Edition, by Hollensen continues to be the most up-to-date and comprehensive text of its kind, with cutting-edge case studies and a focus on the impact of new technologies and perspectives on international marketing. For nearly twenty years this title has been the definitive, truly international guide to marketing. During that time, borders have become ever more transient and this book more cent...

Develop a clear understanding of the concepts and best practices in public relations

Exploring Public Relations and Management Communication, 5th Edition, by Tench and Waddington is the definitive text on public relations. Blending theory with real-life applications, this book offers a critical analysis with updated case studies, exercises and discussion questions that provide students with a holistic subject understanding. It also engages students with the thought processes behind some of th...