{"id":1909313241145,"title":"Mercadotecnia Para Gerentes Latino Americanos En El Siglo XXI","handle":"mercadotecnia-para-gerentes-latino-americanos-en-el-siglo-xxi","description":"\u003cp\u003e\u003cb\u003e\u003cspan\u003eDescription:\u003c\/span\u003e\u003c\/b\u003e\u003cspan\u003e\u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAt \u003cb\u003e294 pages and 20 chapters\u003c\/b\u003e,\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003e\u003ci\u003e Marketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/i\u003e\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003eprovides the essence of marketing for current and aspiring marketing professionals throughout the many countries of Latin America. This book also has immense value for other functional executives, and senior corporate leaders, who want to really understand the value that marketing can bring to their firms – entrepreneurial sta\u003c\/span\u003e\u003cspan\u003ert-ups and established corporations.\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003e evolved from a unique partnership between faculty from one of Latin America’s leading institutions of higher education – Mexico’s TEC Monterey -- and Noel Capon, globally published author and R.C. Kopf Professor of International Marketing at New York’s Columbia Business School.  \u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eEssentially, \u003ci\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century \u003c\/i\u003e is a book for Latin American managers written by Latin American academics, steeped in the culture of Latin American business. Easy to read and packed with examples from throughout the region, this book provides a concise and excellent understanding of modern marketing.\u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003e also contains Internet links to additional material, including video\/audio interviews, that makes Latin American marketing come alive.\u003c\/span\u003e\u003c\/p\u003e","published_at":"2018-12-14T15:05:32-05:00","created_at":"2018-12-14T15:16:23-05:00","vendor":"Wessex Press Publishing Co.","type":"","tags":[],"price":2970,"price_min":2970,"price_max":2970,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":18403581263929,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-EEE9-DF1C-5D89:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Mercadotecnia Para Gerentes Latino Americanos En El Siglo XXI - eBook","public_title":"eBook","options":["eBook"],"price":2970,"weight":0,"compare_at_price":null,"inventory_quantity":-1637,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/MLAM21c-Spanishcover.png?v=1617060874"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/MLAM21c-Spanishcover.png?v=1617060874","options":["Choose Format:"],"media":[{"alt":null,"id":21096380465305,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/MLAM21c-Spanishcover.png?v=1617060874"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/MLAM21c-Spanishcover.png?v=1617060874","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003e\u003cspan\u003eDescription:\u003c\/span\u003e\u003c\/b\u003e\u003cspan\u003e\u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAt \u003cb\u003e294 pages and 20 chapters\u003c\/b\u003e,\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003e\u003ci\u003e Marketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/i\u003e\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003eprovides the essence of marketing for current and aspiring marketing professionals throughout the many countries of Latin America. This book also has immense value for other functional executives, and senior corporate leaders, who want to really understand the value that marketing can bring to their firms – entrepreneurial sta\u003c\/span\u003e\u003cspan\u003ert-ups and established corporations.\u003cspan class=\"m_4047124892293268013apple-converted-space\"\u003e \u003c\/span\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003e evolved from a unique partnership between faculty from one of Latin America’s leading institutions of higher education – Mexico’s TEC Monterey -- and Noel Capon, globally published author and R.C. Kopf Professor of International Marketing at New York’s Columbia Business School.  \u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eEssentially, \u003ci\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century \u003c\/i\u003e is a book for Latin American managers written by Latin American academics, steeped in the culture of Latin American business. Easy to read and packed with examples from throughout the region, this book provides a concise and excellent understanding of modern marketing.\u003cu\u003e\u003c\/u\u003e\u003cu\u003e\u003c\/u\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan\u003eMarketing for Latin America Managers in the 21\u003csup\u003est\u003c\/sup\u003e Century\u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003e also contains Internet links to additional material, including video\/audio interviews, that makes Latin American marketing come alive.\u003c\/span\u003e\u003c\/p\u003e"}

{"id":4403632537657,"title":"Part I: Principles of Business Forecasting: A First Course in Forecasting","handle":"principles-of-business-forecasting-2nd-ed-part-i","description":"\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Part_I_POBF-_A_First_Course_in_Forecasting_1.pdf?612\"\u003ePlease click to download Part I here.\u003c\/a\u003e \u003ciframe height=\"500px\" width=\"100%\" src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Part_I_POBF-_A_First_Course_in_Forecasting_1.pdf?612\"\u003e\n \u003c\/iframe\u003e","published_at":"2019-12-10T13:37:22-05:00","created_at":"2019-12-10T13:37:22-05:00","vendor":"Wessex Press","type":"Book","tags":["pobf_parts"],"price":0,"price_min":0,"price_max":0,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":31340982403129,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"","requires_shipping":false,"taxable":false,"featured_image":null,"available":true,"name":"Part I: Principles of Business Forecasting: A First Course in Forecasting","public_title":null,"options":["Default Title"],"price":0,"weight":349,"compare_at_price":null,"inventory_quantity":-123,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_42f67061-2554-4e40-8672-4d09ace8464e.png?v=1617061050"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_42f67061-2554-4e40-8672-4d09ace8464e.png?v=1617061050","options":["Title"],"media":[{"alt":null,"id":21096414019737,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_42f67061-2554-4e40-8672-4d09ace8464e.png?v=1617061050"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_42f67061-2554-4e40-8672-4d09ace8464e.png?v=1617061050","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Part_I_POBF-_A_First_Course_in_Forecasting_1.pdf?612\"\u003ePlease click to download Part I here.\u003c\/a\u003e \u003ciframe height=\"500px\" width=\"100%\" src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Part_I_POBF-_A_First_Course_in_Forecasting_1.pdf?612\"\u003e\n \u003c\/iframe\u003e"}

{"id":4175699509305,"title":"Part II: Principles of Business Forecasting: Advanced Forecasting Methods","handle":"principles-of-business-forecasting-2nd-ed-part-ii-1","description":"\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. These data sets are taken from government and business sources and are used throughout in the chapter examples and exercises. Forecasting techniques are demonstrated using a variety of software platforms beyond just “R”, and a companion website provides easy-to-use Excel® macros that users can access to conduct analyses. Another important innovation in the second edition is the tutorial support for using open-source R programs, making all the methods available for use both in courses and practice.\u003c\/p\u003e\n\u003cp\u003eAfter the introductory chapters, the focus shifts to using extrapolative methods (exponential smoothing and ARIMA), then to statistical model-building using multiple regression. The authors also cover more novel techniques including data mining and judgmental methods, which are gaining increasing attention in applications. The second edition also offers expanded material on data analytics, in particular neural nets together with software, and applications that include new research findings relevant and immediately applicable to operations, such as hierarchical modeling and temporal aggregation. Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e","published_at":"2019-10-02T13:57:42-04:00","created_at":"2019-10-02T13:57:42-04:00","vendor":"Wessex Press","type":"Book","tags":["pobf_parts"],"price":3000,"price_min":3000,"price_max":3000,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":30373948555321,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-127A-9424-7850:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Part II: Principles of Business Forecasting: Advanced Forecasting Methods - eBook","public_title":"eBook","options":["eBook"],"price":3000,"weight":349,"compare_at_price":null,"inventory_quantity":-155,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_965160b0-e723-4378-bfc9-e122eeaecb91.png?v=1617061039"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_965160b0-e723-4378-bfc9-e122eeaecb91.png?v=1617061039","options":["Choose Format"],"media":[{"alt":null,"id":21096412053657,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_965160b0-e723-4378-bfc9-e122eeaecb91.png?v=1617061039"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_965160b0-e723-4378-bfc9-e122eeaecb91.png?v=1617061039","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. These data sets are taken from government and business sources and are used throughout in the chapter examples and exercises. Forecasting techniques are demonstrated using a variety of software platforms beyond just “R”, and a companion website provides easy-to-use Excel® macros that users can access to conduct analyses. Another important innovation in the second edition is the tutorial support for using open-source R programs, making all the methods available for use both in courses and practice.\u003c\/p\u003e\n\u003cp\u003eAfter the introductory chapters, the focus shifts to using extrapolative methods (exponential smoothing and ARIMA), then to statistical model-building using multiple regression. The authors also cover more novel techniques including data mining and judgmental methods, which are gaining increasing attention in applications. The second edition also offers expanded material on data analytics, in particular neural nets together with software, and applications that include new research findings relevant and immediately applicable to operations, such as hierarchical modeling and temporal aggregation. Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e"}

{"id":4175696298041,"title":"Part III: Principles of Business Forecasting: Forecasting Practice","handle":"principles-of-business-forecasting-2nd-ed-part-ii","description":"\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. 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Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e","published_at":"2019-10-02T13:55:33-04:00","created_at":"2019-10-02T13:55:33-04:00","vendor":"Wessex Press","type":"Book","tags":["pobf_parts"],"price":3000,"price_min":3000,"price_max":3000,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":30373915852857,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-127B-EB19-6EC5:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Part III: Principles of Business Forecasting: Forecasting Practice - eBook","public_title":"eBook","options":["eBook"],"price":3000,"weight":349,"compare_at_price":null,"inventory_quantity":-124,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_41c9df31-eb01-4e54-ae4a-3860dcd4b148.png?v=1617061028"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_41c9df31-eb01-4e54-ae4a-3860dcd4b148.png?v=1617061028","options":["Choose Format"],"media":[{"alt":null,"id":21096409923737,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_41c9df31-eb01-4e54-ae4a-3860dcd4b148.png?v=1617061028"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover_41c9df31-eb01-4e54-ae4a-3860dcd4b148.png?v=1617061028","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. These data sets are taken from government and business sources and are used throughout in the chapter examples and exercises. Forecasting techniques are demonstrated using a variety of software platforms beyond just “R”, and a companion website provides easy-to-use Excel® macros that users can access to conduct analyses. Another important innovation in the second edition is the tutorial support for using open-source R programs, making all the methods available for use both in courses and practice.\u003c\/p\u003e\n\u003cp\u003eAfter the introductory chapters, the focus shifts to using extrapolative methods (exponential smoothing and ARIMA), then to statistical model-building using multiple regression. The authors also cover more novel techniques including data mining and judgmental methods, which are gaining increasing attention in applications. The second edition also offers expanded material on data analytics, in particular neural nets together with software, and applications that include new research findings relevant and immediately applicable to operations, such as hierarchical modeling and temporal aggregation. Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e"}

{"id":10595627527,"title":"Principles of Business Forecasting, 2nd ed. by Keith Ord, Robert Fildes, Nikolaos Kourentzes","handle":"principles-of-business-forecasting-2nd-ed","description":"\n\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. These data sets are taken from government and business sources and are used throughout in the chapter examples and exercises. Forecasting techniques are demonstrated using a variety of software platforms beyond just “R”, and a companion website provides easy-to-use Excel® macros that users can access to conduct analyses. Another important innovation in the second edition is the tutorial support for using open-source R programs, making all the methods available for use both in courses and practice.\u003c\/p\u003e\n\u003cp\u003eAfter the introductory chapters, the focus shifts to using extrapolative methods (exponential smoothing and ARIMA), then to statistical model-building using multiple regression. The authors also cover more novel techniques including data mining and judgmental methods, which are gaining increasing attention in applications. The second edition also offers expanded material on data analytics, in particular neural nets together with software, and applications that include new research findings relevant and immediately applicable to operations, such as hierarchical modeling and temporal aggregation. Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e","published_at":"2017-06-19T14:20:00-04:00","created_at":"2017-06-19T14:15:37-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":8970,"price_min":8970,"price_max":23470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":44897599751,"title":"Paperback Textbook","option1":"Paperback Textbook","option2":null,"option3":null,"sku":"978-0-9990649-1-7","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Principles of Business Forecasting, 2nd ed. by Keith Ord, Robert Fildes, Nikolaos Kourentzes - Paperback Textbook","public_title":"Paperback Textbook","options":["Paperback Textbook"],"price":13970,"weight":349,"compare_at_price":null,"inventory_quantity":-728,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":44891936711,"title":"Hardcover Textbook","option1":"Hardcover Textbook","option2":null,"option3":null,"sku":"978-0-9990649-0-0","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Principles of Business Forecasting, 2nd ed. by Keith Ord, Robert Fildes, Nikolaos Kourentzes - Hardcover Textbook","public_title":"Hardcover Textbook","options":["Hardcover Textbook"],"price":23470,"weight":349,"compare_at_price":null,"inventory_quantity":-2,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":18685669081145,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-EEAF-DA04-6EF6:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Principles of Business Forecasting, 2nd ed. by Keith Ord, Robert Fildes, Nikolaos Kourentzes - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":349,"compare_at_price":null,"inventory_quantity":-416,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover.png?v=1617061008"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover.png?v=1617061008","options":["Choose Format"],"media":[{"alt":null,"id":21096407105689,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover.png?v=1617061008"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/POBF2efrontcover.png?v=1617061008","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\n\u003cp\u003eThis second edition of Principles of Business Forecasting by Keith Ord, Robert Fildes, and newest author Nikolaos Kourentzes serves as both a textbook for students and as a reference book for experienced forecasters in a variety of fields. The authors' motivation for writing this book, is to give users the tools and insight to make the most effective forecasts drawing on the latest research ideas, without being overly technical. The book is unique in its design, providing an introduction to both standard and advanced forecasting methods, as well as a focus on general principles to guide and simplify forecasting practice for those with little or no professional experience. One of the book’s key strengths is the emphasis on real data sets, which have been updated in this second edition. These data sets are taken from government and business sources and are used throughout in the chapter examples and exercises. Forecasting techniques are demonstrated using a variety of software platforms beyond just “R”, and a companion website provides easy-to-use Excel® macros that users can access to conduct analyses. Another important innovation in the second edition is the tutorial support for using open-source R programs, making all the methods available for use both in courses and practice.\u003c\/p\u003e\n\u003cp\u003eAfter the introductory chapters, the focus shifts to using extrapolative methods (exponential smoothing and ARIMA), then to statistical model-building using multiple regression. The authors also cover more novel techniques including data mining and judgmental methods, which are gaining increasing attention in applications. The second edition also offers expanded material on data analytics, in particular neural nets together with software, and applications that include new research findings relevant and immediately applicable to operations, such as hierarchical modeling and temporal aggregation. Finally, the authors examine organizational issues of implementation and the development of a forecasting support system within an organization; relevant to every manager, or future manager, who must make plans or decisions based on forecasts.\u003c\/p\u003e\n\u003cp\u003ePlease take a moment to review the companion website for additional content in the Appendices (Basic Statistical Concepts, overview of Forecasting Software, and Forecasting in R: Tutorial and Examples) the many data sets referenced in the chapters, macros such as the Exponential Smoothing and Trend Curve Marcos and Time Series Neural Network Analysis and student study materials.\u003c\/p\u003e"}

{"id":8438927261954,"title":"Procurement Confidential","handle":"procurement-confidential","description":"\u003cp\u003e\u003cstrong data-mce-fragment=\"1\"\u003e\u003cem data-mce-fragment=\"1\"\u003e“Procurement Confidential”\u003c\/em\u003e\u003c\/strong\u003e acquaints readers with the roles of Sales, Procurement and Supply Chain in the corporate environment, and underscores the changes in culture, process, metrics and technology that must take place for these interactions to become more productive and successful for mutual benefit. Readers gain a deeper understanding of how Sales and Procurement functions go about the business of negotiating and contracting with one another and engage in the Supplier Relationship Management process, and the real forces at hand (i.e. WIIFM - “What’s in it for me”) that shape the outcomes of these interactions. \u003c\/p\u003e\n\u003cp\u003eThe book further explains how the interface between these entities is actually driven by corporate measures and budgets that translate into personal metrics of success, and how it shapes our short and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it has a major impact on our economy, and the success (or failure) of companies that must do business with one another and drive for competitive advantage to survive and thrive in an ever-changing world.  \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eDIMENSIONS:\u003c\/strong\u003e 7” X 10”\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003ePAGE COUNT\u003c\/strong\u003e: 194\u003c\/p\u003e\n\u003ch2\u003eAuthor Bios\u003c\/h2\u003e\n\u003cp\u003e\u003cstrong\u003eHoward Richman\u003c\/strong\u003e is a global procurement executive and now Managing Member\u003cbr\u003eof his consultancy, Levelfield Enterprises, LLC (www.levelfi eldenterprises.com),\u003cbr\u003ewhich specializes in leading transformations of global procurement organizations,\u003cbr\u003esourcing of indirect spend, risk management for hedging commodities, and an\u003cbr\u003eadvocate for supplier diversity. He has spent 40+ years in finance and procurement\u003cbr\u003eroles for six major multinational corporations in the chemicals, defense, packaged\u003cbr\u003egoods, pharmaceutical, and soft ware industries, as well as consulted for biopharma, manufacturing, healthcare, private equity, and hospitality fi rms on their strategic sourcing and procurement operations activities. Howard led his team at Citrix Systems, Inc. in winning the 2017 Procurement Leaders World Procurement Award for Cross-Functional Transformation. His degrees include an MBA in Finance from Columbia Business School, along with undergraduate and graduate degrees in Economic Geography from Clark University and Columbia University Graduate School of Arts \u0026amp; Sciences.\u003cbr\u003e\u003cbr\u003e\u003cstrong\u003eRobert Handfield\u003c\/strong\u003e is the Bank of America University Distinguished Professor of\u003cbr\u003eSupply Chain Management at North Carolina State University, and Executive\u003cbr\u003eDirector of the Supply Chain Resource Cooperative (http:\/\/scm.ncsu.edu\/). Handfi\u003cbr\u003eeld is considered a thought leader in the fi eld of supply chain management, and is\u003cbr\u003ean industry expert in the fi eld of strategic sourcing, supply market intelligence, and\u003cbr\u003esupplier development.\u003cbr\u003e\u003c\/p\u003e","published_at":"2024-04-05T09:44:50-04:00","created_at":"2024-04-05T09:44:50-04:00","vendor":"Wessex Press Publishing Co.","type":"","tags":[],"price":2500,"price_min":2500,"price_max":4500,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":44565798945026,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":4500,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":44565798977794,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - Softcover","public_title":"Softcover","options":["Softcover"],"price":2800,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":44565799010562,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Procurement Confidential - eBook","public_title":"eBook","options":["eBook"],"price":2500,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/PCfrontcover.png?v=1712458022"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/PCfrontcover.png?v=1712458022","options":["Choose Format:"],"media":[{"alt":null,"id":32960905806082,"position":1,"preview_image":{"aspect_ratio":0.701,"height":364,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/PCfrontcover.png?v=1712458022"},"aspect_ratio":0.701,"height":364,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/PCfrontcover.png?v=1712458022","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cstrong data-mce-fragment=\"1\"\u003e\u003cem data-mce-fragment=\"1\"\u003e“Procurement Confidential”\u003c\/em\u003e\u003c\/strong\u003e acquaints readers with the roles of Sales, Procurement and Supply Chain in the corporate environment, and underscores the changes in culture, process, metrics and technology that must take place for these interactions to become more productive and successful for mutual benefit. Readers gain a deeper understanding of how Sales and Procurement functions go about the business of negotiating and contracting with one another and engage in the Supplier Relationship Management process, and the real forces at hand (i.e. WIIFM - “What’s in it for me”) that shape the outcomes of these interactions. \u003c\/p\u003e\n\u003cp\u003eThe book further explains how the interface between these entities is actually driven by corporate measures and budgets that translate into personal metrics of success, and how it shapes our short and long-term relationships with suppliers and the supply chain for goods and services. Ultimately, it has a major impact on our economy, and the success (or failure) of companies that must do business with one another and drive for competitive advantage to survive and thrive in an ever-changing world.  \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eDIMENSIONS:\u003c\/strong\u003e 7” X 10”\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003ePAGE COUNT\u003c\/strong\u003e: 194\u003c\/p\u003e\n\u003ch2\u003eAuthor Bios\u003c\/h2\u003e\n\u003cp\u003e\u003cstrong\u003eHoward Richman\u003c\/strong\u003e is a global procurement executive and now Managing Member\u003cbr\u003eof his consultancy, Levelfield Enterprises, LLC (www.levelfi eldenterprises.com),\u003cbr\u003ewhich specializes in leading transformations of global procurement organizations,\u003cbr\u003esourcing of indirect spend, risk management for hedging commodities, and an\u003cbr\u003eadvocate for supplier diversity. He has spent 40+ years in finance and procurement\u003cbr\u003eroles for six major multinational corporations in the chemicals, defense, packaged\u003cbr\u003egoods, pharmaceutical, and soft ware industries, as well as consulted for biopharma, manufacturing, healthcare, private equity, and hospitality fi rms on their strategic sourcing and procurement operations activities. Howard led his team at Citrix Systems, Inc. in winning the 2017 Procurement Leaders World Procurement Award for Cross-Functional Transformation. His degrees include an MBA in Finance from Columbia Business School, along with undergraduate and graduate degrees in Economic Geography from Clark University and Columbia University Graduate School of Arts \u0026amp; Sciences.\u003cbr\u003e\u003cbr\u003e\u003cstrong\u003eRobert Handfield\u003c\/strong\u003e is the Bank of America University Distinguished Professor of\u003cbr\u003eSupply Chain Management at North Carolina State University, and Executive\u003cbr\u003eDirector of the Supply Chain Resource Cooperative (http:\/\/scm.ncsu.edu\/). Handfi\u003cbr\u003eeld is considered a thought leader in the fi eld of supply chain management, and is\u003cbr\u003ean industry expert in the fi eld of strategic sourcing, supply market intelligence, and\u003cbr\u003esupplier development.\u003cbr\u003e\u003c\/p\u003e"}

{"id":1973272641,"title":"Sales Eats First, by Noel Capon and Gary S. Tubridy","handle":"sef","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Gary S. Tubridy\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cem\u003eSales Eats First\u003c\/em\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cp\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead rave reviews here\u003c\/a\u003e. \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:24:39-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1770,"price_min":1770,"price_max":1770,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198344263,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F58A-C977-CD19:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First, by Noel Capon and Gary S. Tubridy - eBook","public_title":"eBook","options":["eBook"],"price":1770,"weight":16,"compare_at_price":null,"inventory_quantity":-32,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-2-8PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198344199,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-2-8","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Eats First, by Noel Capon and Gary S. Tubridy - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":1770,"weight":349,"compare_at_price":null,"inventory_quantity":-285,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-2-8","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/SEFfrontcover.png?v=1617061107"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/SEFfrontcover.png?v=1617061107","options":["Choose Format:"],"media":[{"alt":null,"id":21096426963097,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SEFfrontcover.png?v=1617061107"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SEFfrontcover.png?v=1617061107","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon and Gary S. Tubridy\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cem\u003eSales Eats First\u003c\/em\u003e examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cp\u003eThe book has its own website! To view it \u003ca href=\"http:\/\/www.saleseatsfirst.com\/\" target=\"_blank\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eReview:\u003c\/strong\u003e \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/velsum12_bookreview_copy.pdf?158\"\u003eRead rave reviews here\u003c\/a\u003e. \u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cbr\u003e"}

{"id":1973160001,"title":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer","handle":"sm2","description":"\u003cp\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eJeff Tanner, Earl Honeycutt, Robert C. Erffmeyer\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan face=\"verdana, sans-serif\" color=\"#666666\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe second edition of \u003cem\u003eSales Management: Shaping Future Sales Leaders\u003c\/em\u003e was updated with new academic sources and practical examples that improve your students’ understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and\/or global issues.\u003c\/p\u003e\n\u003cp\u003eAt the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive!\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e","published_at":"2024-01-16T18:20:56-05:00","created_at":"2015-08-31T20:12:26-04:00","vendor":"Wessex Press","type":"Book","tags":["no-search"],"price":8970,"price_min":8970,"price_max":8970,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198346439,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F484-094D-034D:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management 2nd Edition, by Tanner, Honeycutt, and Erffmeyer - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":64,"compare_at_price":null,"inventory_quantity":-2201,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-5-8PDF","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/SM2efrontcover.png?v=1617061124"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM2efrontcover.png?v=1617061124","options":["Choose Format:"],"media":[{"alt":null,"id":21096430370969,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM2efrontcover.png?v=1617061124"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM2efrontcover.png?v=1617061124","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eJeff Tanner, Earl Honeycutt, Robert C. Erffmeyer\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan face=\"verdana, sans-serif\" color=\"#666666\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThe second edition of \u003cem\u003eSales Management: Shaping Future Sales Leaders\u003c\/em\u003e was updated with new academic sources and practical examples that improve your students’ understanding of the material. Each chapter opening features a practicing sales manager who advised us about the chapter, and discusses how his or her firm manages its sales team. In each chapter you will find special boxed sections on ethics, technology, and\/or global issues.\u003c\/p\u003e\n\u003cp\u003eAt the end of each chapter we have added a new section, Managing Your Career, to help students better understand why the material is personally important to them. We also provide a suggested role-play for each chapter to engage the students and help reinforce chapter content. Plus, you will find two short cases (caselets) per chapter that students can read quickly, and that you can use to either introduce or summarize the chapter. These features really help make your classroom interactive!\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e"}

{"id":8597093511,"title":"Sales Management Simulation","handle":"simulation-access","description":"\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eSales Management Simulation by: Ahearne, Capon, and Sujan \u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003cstrong\u003eAvailable for just $40.00 per Student!\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv style=\"text-align: center;\"\u003e\u003ca href=\"https:\/\/wessexlearning.com\/pages\/request-instructor-copy\"\u003eREQUEST A TUTORIAL HERE \u003c\/a\u003e\u003c\/div\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e Wessex Press\u003c\/strong\u003e is pleased to invite you to explore The Sales Management Simulation (SMS). SMS is now ready to incorporate into your sales management courses. \u003cstrong\u003eDesigned by sales management experts, Professors Mike Ahearne (Houston), Noel Capon (Columbia), and Harish Sujan (Tulane),\u003c\/strong\u003e SMS is what your course needs to better prepare your students to compete in the real-business world.\u003c\/p\u003e\n\u003cp\u003eSMS offers you the opportunity to let your students practice for real what you are teaching them in class for just \u003cstrong\u003e$40.00 per student\u003c\/strong\u003e. SMS brings the real world of sales management into your class to reinforce your course content in an interesting and interactive manner.\u003c\/p\u003e\n\u003cp\u003eSMS is an internet-based simulation designed for use in sales management courses. SMS offers an innovative approach to sales simulations because it focuses on sales management practices more than on any other sales aspect. Students in teams, assuming the role of sales managers for a large industrial manufacturer, submit decisions online. Professors can run the simulation from their desktops. Results are displayed automatically.\u003c\/p\u003e\n\u003cp\u003eSMS enables students to explore better ways to recruit, select, train, and compensate salespeople, assign sales territories, and allocate salesperson time. Industry growth, pricing strategy, inventory management also affect results. Market research reports help participants make strategic choices. 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{"id":7456831897858,"title":"Sales Management: Shaping Future Sales Leaders 3rd Edition","handle":"sales-management-shaping-future-sales-leaders-3rd-edition","description":"\u003cmeta charset=\"utf-8\"\u003eIn addition to having PhDs, the book’s author team have all worked in sales roles. As a result, this textbook balances the emphasis between theory and practice,  with a practical emphasis on how sales management gets done. The book’s structure helps students better understand the career progression from being a salesperson who works well with a sales manager (Part One), to becoming a sales manager (Part Two), and progressing to a sales leadership role (Part Three). Incorporating current theory with practical applications, role plays, caselets and cases, this textbook will support the instructor who is seeking to prepare students to lead high-performance sales organizations.\u003cbr data-mce-fragment=\"1\"\u003e\n\u003cdiv data-mce-fragment=\"1\"\u003e\u003c\/div\u003e","published_at":"2022-01-24T12:38:16-05:00","created_at":"2021-11-18T10:50:07-05:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":["new"],"price":8970,"price_min":8970,"price_max":23470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42068523352322,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-1-7377664-7-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":23470,"weight":0,"compare_at_price":null,"inventory_quantity":-130,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42068523385090,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-1-7377664-8-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - Softcover","public_title":"Softcover","options":["Softcover"],"price":13970,"weight":0,"compare_at_price":null,"inventory_quantity":-281,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":42068523417858,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-A6A4-A72A-D146:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Sales Management: Shaping Future Sales Leaders 3rd Edition - eBook","public_title":"eBook","options":["eBook"],"price":8970,"weight":0,"compare_at_price":null,"inventory_quantity":-803,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/SM3efrontcover.png?v=1643924875"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM3efrontcover.png?v=1643924875","options":["Format"],"media":[{"alt":null,"id":29227270504706,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM3efrontcover.png?v=1643924875"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SM3efrontcover.png?v=1643924875","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cmeta charset=\"utf-8\"\u003eIn addition to having PhDs, the book’s author team have all worked in sales roles. As a result, this textbook balances the emphasis between theory and practice,  with a practical emphasis on how sales management gets done. The book’s structure helps students better understand the career progression from being a salesperson who works well with a sales manager (Part One), to becoming a sales manager (Part Two), and progressing to a sales leadership role (Part Three). Incorporating current theory with practical applications, role plays, caselets and cases, this textbook will support the instructor who is seeking to prepare students to lead high-performance sales organizations.\u003cbr data-mce-fragment=\"1\"\u003e\n\u003cdiv data-mce-fragment=\"1\"\u003e\u003c\/div\u003e"}

{"id":8035739463,"title":"SMEI Students Textbook","handle":"smeism2","description":"","published_at":"2016-07-21T17:27:00-04:00","created_at":"2016-07-21T17:25:04-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":9970,"price_min":9970,"price_max":9970,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":25484444039,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9897013-5-8","requires_shipping":true,"taxable":true,"featured_image":{"id":16760139719,"product_id":8035739463,"position":1,"created_at":"2016-07-21T17:25:04-04:00","updated_at":"2016-07-21T17:25:04-04:00","alt":null,"width":400,"height":518,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304","variant_ids":[25484444039]},"available":true,"name":"SMEI Students Textbook - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":9970,"weight":64,"compare_at_price":null,"inventory_quantity":-311,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-5-8","featured_media":{"alt":null,"id":145232724025,"position":1,"preview_image":{"aspect_ratio":0.772,"height":518,"width":400,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304"}},"requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304","options":["Choose Format:"],"media":[{"alt":null,"id":145232724025,"position":1,"preview_image":{"aspect_ratio":0.772,"height":518,"width":400,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304"},"aspect_ratio":0.772,"height":518,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/sales-management_0d06e8ca-c0a0-4cdc-ae2f-31c751599f27.jpg?v=1469136304","width":400}],"requires_selling_plan":false,"selling_plan_groups":[],"content":""}

{"id":10514672199,"title":"So Now You're a Sales Manager by Greg Lee","handle":"so-now-youre-a-sales-manager-digital-e-book-snyasm","description":"\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e\u003cspan\u003e Greg Lee\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan class=\"il\"\u003eSales\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan class=\"il\"\u003eManagers\u003c\/span\u003e\u003cspan\u003e learn how to address their critical role. This innovative approach combines textbook and fictional story of a new \u003c\/span\u003e\u003cspan class=\"il\"\u003emanager\u003c\/span\u003e\u003cspan\u003e’s first six months on the job.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003ctable style=\"width: 100%;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 16px;\"\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 50%;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 25%;\"\u003e978-0-9984871-7-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2017-06-04T14:38:18-04:00","created_at":"2017-06-04T14:45:50-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":1970,"price_min":1970,"price_max":1970,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":43954458375,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F58B-178F-23F9:1201","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"So Now You're a Sales Manager by Greg Lee - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":0,"compare_at_price":null,"inventory_quantity":-6,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/GregLeefrontcover.png?v=1617060704"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/GregLeefrontcover.png?v=1617060704","options":["Choose Format"],"media":[{"alt":null,"id":21096345206937,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/GregLeefrontcover.png?v=1617060704"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/GregLeefrontcover.png?v=1617060704","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003eAuthor:\u003c\/b\u003e\u003cspan\u003e Greg Lee\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan class=\"il\"\u003eSales\u003c\/span\u003e\u003cspan\u003e \u003c\/span\u003e\u003cspan class=\"il\"\u003eManagers\u003c\/span\u003e\u003cspan\u003e learn how to address their critical role. This innovative approach combines textbook and fictional story of a new \u003c\/span\u003e\u003cspan class=\"il\"\u003emanager\u003c\/span\u003e\u003cspan\u003e’s first six months on the job.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003ctable style=\"width: 100%;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 16px;\"\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 16px; width: 50%;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 50%;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 25%;\"\u003e978-0-9984871-7-5\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":408336662566,"title":"Sociology 12e by Jon Shepard","handle":"sociology-12e-by-jon-shepard","description":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"page-title\n has-description\n \n alt-title\" data-mce-fragment=\"1\"\u003e\n\u003cdiv class=\"TabbedPanelsContent\"\u003e\n\u003cdiv\u003e\n\u003cp\u003e\u003cem\u003eSociology 12ed\u003c\/em\u003e offers students a window to absorb the interesting aspects sociology—with its perspectives, concepts, theories, and research findings – without losing them in density of material that is a barrier in many texts. The author is known for presenting material that is comprehensive, readable, theoretically and empirically sound . . . but in a clear and interesting manner so students \u003cem\u003ewill be successful\u003c\/em\u003e as they grapple to learn about the social factors that promote patterned behavior in themselves and others. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003e\u003cem\u003eSociology 12e \u003c\/em\u003eencourages critical thinking about conventional wisdom through the development of the“sociological imagination”—the mind-set that enables individuals to see the relationship between events in their personal lives and events in their society. To this end, each chapter opens with a question about some aspect of social life. The answer to each question contradicts a popular or common sense belief. Sometimes the question will focus on a result that even sociologists doubted until a sufficient amount of convincing research was done. The correct answer is given at the beginning of the chapter and further elaboration of the explanation will be within the chapter itself. This theme of “questioning” what they are reading continues throughout each chapter. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003eThe textbook design retains the same dynamic, pedagogically sound format of past editions, blending theory and application to continue to stimulate students to become critical thinkers and active learners.In chapter enhancement features include the latest sources, maps, illustrations, critical thinking scenarios, and in chapter check lists. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003eIn chapter boxes include \u003cem\u003eSociology in Your Life, Consider This Research \u003c\/em\u003ean examination of research methodology\u003cem\u003e, Accent on Theory\u003c\/em\u003e and integrated coverage of global and cultural perspectives.\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cbr\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"TabbedPanelsContent\"\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart One: Sociological Perspectives\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 1 The Sociological Perspective\u003c\/div\u003e\n\u003cdiv\u003eChapter 2 Social Research\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Two: The Foundations of Social Structure\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 3 Culture\u003c\/div\u003e\n\u003cdiv\u003eChapter 4 Socialization\u003c\/div\u003e\n\u003cdiv\u003eChapter 5 Social Structure and Society\u003c\/div\u003e\n\u003cdiv\u003eChapter 6 Groups and Organizations\u003c\/div\u003e\n\u003cdiv\u003eChapter 7 Deviance and Social Control\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Three: Social Inequality\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 8 Social Stratification\u003c\/div\u003e\n\u003cdiv\u003eChapter 9 Inequalities of Race and Ethnicity\u003c\/div\u003e\n\u003cdiv\u003eChapter 10 Inequalities of Gender\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Four: Social Institutions\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 11 Family\u003c\/div\u003e\n\u003cdiv\u003eChapter 12 Education\u003c\/div\u003e\n\u003cdiv\u003eChapter 13 Political and Economic Institutions\u003c\/div\u003e\n\u003cdiv\u003eChapter 14 Religion\u003c\/div\u003e\n\u003cdiv\u003eChapter 15 Healthcare and Aging\u003c\/div\u003e\n\u003cdiv\u003eChapter 16 Sport\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Five: Social Change\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 17 Population and Urbanization\u003c\/div\u003e\n\u003cdiv\u003eChapter 18 Social Change and Collective Behavior\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cform method=\"post\" action=\"https:\/\/wessexlearning.com\/cart\/add\" id=\"product_form_408336662566\" class=\"product-form\" enctype=\"multipart\/form-data\" data-mce-fragment=\"1\" accept-charset=\"UTF-8\"\u003e\n\u003cdiv class=\"swatches swatches-type-products hover-enabled\" data-mce-fragment=\"1\"\u003e\n\u003cdiv id=\"swatch-option1\" data-mce-fragment=\"1\" option-name=\"Choose Format\" option-target=\"option1\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/form\u003e","published_at":"2017-11-20T11:46:40-05:00","created_at":"2017-11-20T11:54:49-05:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":8970,"price_min":8970,"price_max":23470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":5513164619814,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-0-9994861-4-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Sociology 12e by Jon Shepard - 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The author is known for presenting material that is comprehensive, readable, theoretically and empirically sound . . . but in a clear and interesting manner so students \u003cem\u003ewill be successful\u003c\/em\u003e as they grapple to learn about the social factors that promote patterned behavior in themselves and others. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003e\u003cem\u003eSociology 12e \u003c\/em\u003eencourages critical thinking about conventional wisdom through the development of the“sociological imagination”—the mind-set that enables individuals to see the relationship between events in their personal lives and events in their society. To this end, each chapter opens with a question about some aspect of social life. The answer to each question contradicts a popular or common sense belief. Sometimes the question will focus on a result that even sociologists doubted until a sufficient amount of convincing research was done. The correct answer is given at the beginning of the chapter and further elaboration of the explanation will be within the chapter itself. This theme of “questioning” what they are reading continues throughout each chapter. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003eThe textbook design retains the same dynamic, pedagogically sound format of past editions, blending theory and application to continue to stimulate students to become critical thinkers and active learners.In chapter enhancement features include the latest sources, maps, illustrations, critical thinking scenarios, and in chapter check lists. \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003eIn chapter boxes include \u003cem\u003eSociology in Your Life, Consider This Research \u003c\/em\u003ean examination of research methodology\u003cem\u003e, Accent on Theory\u003c\/em\u003e and integrated coverage of global and cultural perspectives.\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cbr\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cbr\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"TabbedPanelsContent\"\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart One: Sociological Perspectives\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 1 The Sociological Perspective\u003c\/div\u003e\n\u003cdiv\u003eChapter 2 Social Research\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Two: The Foundations of Social Structure\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 3 Culture\u003c\/div\u003e\n\u003cdiv\u003eChapter 4 Socialization\u003c\/div\u003e\n\u003cdiv\u003eChapter 5 Social Structure and Society\u003c\/div\u003e\n\u003cdiv\u003eChapter 6 Groups and Organizations\u003c\/div\u003e\n\u003cdiv\u003eChapter 7 Deviance and Social Control\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Three: Social Inequality\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 8 Social Stratification\u003c\/div\u003e\n\u003cdiv\u003eChapter 9 Inequalities of Race and Ethnicity\u003c\/div\u003e\n\u003cdiv\u003eChapter 10 Inequalities of Gender\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Four: Social Institutions\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 11 Family\u003c\/div\u003e\n\u003cdiv\u003eChapter 12 Education\u003c\/div\u003e\n\u003cdiv\u003eChapter 13 Political and Economic Institutions\u003c\/div\u003e\n\u003cdiv\u003eChapter 14 Religion\u003c\/div\u003e\n\u003cdiv\u003eChapter 15 Healthcare and Aging\u003c\/div\u003e\n\u003cdiv\u003eChapter 16 Sport\u003c\/div\u003e\n\u003cdiv\u003e\u003cbr\u003e\u003c\/div\u003e\n\u003cdiv\u003e\u003cstrong\u003ePart Five: Social Change\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eChapter 17 Population and Urbanization\u003c\/div\u003e\n\u003cdiv\u003eChapter 18 Social Change and Collective Behavior\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cform method=\"post\" action=\"https:\/\/wessexlearning.com\/cart\/add\" id=\"product_form_408336662566\" class=\"product-form\" enctype=\"multipart\/form-data\" data-mce-fragment=\"1\" accept-charset=\"UTF-8\"\u003e\n\u003cdiv class=\"swatches swatches-type-products hover-enabled\" data-mce-fragment=\"1\"\u003e\n\u003cdiv id=\"swatch-option1\" data-mce-fragment=\"1\" option-name=\"Choose Format\" option-target=\"option1\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/form\u003e"}

{"id":1973035137,"title":"Song of Hiroshima, by Atsuhiro Ozaki, preface by Noel Capon","handle":"soh","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eAtsuhiro Ozaki (Preface by Noel Capon)\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eOn Monday morning August 6, 1945, when the Enola Gay released the first atomic bomb above Hiroshima, Atsuhiro Ozaki was working at the local radio station less than 1,000 yards from the detonation point. The Song of Hiroshima is Mr. Ozaki’s first-person account of what he did and what saw on August 6 and the next few days, and his reflections four years later. Written in English, Mr. Ozaki wanted to share his experiences with the American people, yet his notebook lay undiscovered in a Port Washington, New York, attic for more than a half century. The publication of this book fulfills Atsuhiro Ozaki’s wish.\u003c\/p\u003e\n\u003cp\u003eThe book has its own website, \u003ca href=\"http:\/\/www.songofhiroshima.com\/\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cspan\u003e9780983330004-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e978-0-9833300-0-4\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2015-08-31T19:57:00-04:00","created_at":"2015-08-31T20:02:49-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1470,"price_min":1470,"price_max":1470,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198348423,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F588-CE54-B2A4:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Song of Hiroshima, by Atsuhiro Ozaki, preface by Noel Capon - eBook","public_title":"eBook","options":["eBook"],"price":1470,"weight":0,"compare_at_price":null,"inventory_quantity":-4,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-0-4PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198348359,"title":"Black and White Softcover Textbook","option1":"Black and White Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-0-4","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Song of Hiroshima, by Atsuhiro Ozaki, preface by Noel Capon - Black and White Softcover Textbook","public_title":"Black and White Softcover Textbook","options":["Black and White Softcover Textbook"],"price":1470,"weight":349,"compare_at_price":null,"inventory_quantity":-28,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-0-4","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/Hiroshimafrontcover.png?v=1617130660"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/Hiroshimafrontcover.png?v=1617130660","options":["Choose Format:"],"media":[{"alt":null,"id":21110597779609,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/Hiroshimafrontcover.png?v=1617130660"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/Hiroshimafrontcover.png?v=1617130660","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eAtsuhiro Ozaki (Preface by Noel Capon)\u003cbr\u003e\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eOn Monday morning August 6, 1945, when the Enola Gay released the first atomic bomb above Hiroshima, Atsuhiro Ozaki was working at the local radio station less than 1,000 yards from the detonation point. The Song of Hiroshima is Mr. Ozaki’s first-person account of what he did and what saw on August 6 and the next few days, and his reflections four years later. Written in English, Mr. Ozaki wanted to share his experiences with the American people, yet his notebook lay undiscovered in a Port Washington, New York, attic for more than a half century. The publication of this book fulfills Atsuhiro Ozaki’s wish.\u003c\/p\u003e\n\u003cp\u003eThe book has its own website, \u003ca href=\"http:\/\/www.songofhiroshima.com\/\"\u003eclick here\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cspan\u003e9780983330004-PDF\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e978-0-9833300-0-4\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":1973221953,"title":"Strategic Account Strategy Vol. 1.1, by Noel Capon","handle":"sas","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eNoel Capon\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eStrategic Account Strategy\u003c\/em\u003e is designed to help corporations and businesses develop key\/strategic and global account programs, and for individual key\/strategic and global account managers to develop strategy and action programs for individual accounts. The volume comprises a set of frameworks in two books: Book 1 -\u003cem\u003eThe Strategic Account Program\u003c\/em\u003e and Book 2 - \u003cem\u003ePlanning for Strategic Accounts\u003c\/em\u003e.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cspan\u003e979-8-9896021-5-5\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e\u003cspan\u003e978-0-9833300-1-1\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv id=\"gtx-trans\" style=\"position: absolute; left: 316px; top: 226.153px;\"\u003e\n\u003cdiv class=\"gtx-trans-icon\"\u003e\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-08-31T20:18:52-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":2470,"price_min":2470,"price_max":2470,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198344903,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F592-B001-9B0C:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Strategic Account Strategy Vol. 1.1, by Noel Capon - eBook","public_title":"eBook","options":["eBook"],"price":2470,"weight":10,"compare_at_price":null,"inventory_quantity":-39,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-1-1PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198344775,"title":"Black and White Softcover Textbook","option1":"Black and White Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9833300-1-1","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Strategic Account Strategy Vol. 1.1, by Noel Capon - Black and White Softcover Textbook","public_title":"Black and White Softcover Textbook","options":["Black and White Softcover Textbook"],"price":2470,"weight":349,"compare_at_price":null,"inventory_quantity":-177,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9833300-1-1","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/SASv1.1frontcover.png?v=1617061092"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/SASv1.1frontcover.png?v=1617061092","options":["Choose Format:"],"media":[{"alt":null,"id":21096423817369,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SASv1.1frontcover.png?v=1617061092"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/SASv1.1frontcover.png?v=1617061092","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003eNoel Capon\u003c\/span\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eStrategic Account Strategy\u003c\/em\u003e is designed to help corporations and businesses develop key\/strategic and global account programs, and for individual key\/strategic and global account managers to develop strategy and action programs for individual accounts. 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{"id":424696872998,"title":"Strategic Management Communication for Leaders, 4th ed by Robyn Walker","handle":"strategic-management-communication-for-leaders-4th-ed-by-robyn-walker","description":"\u003cdiv\u003e\n\u003cp\u003e\u003cem\u003eThe 4e of Strategic Management Communication: For Leaders\u003c\/em\u003e,offers a unique approach to business communication that highlights communication as a practice that is applicable to all business situations, regardless of the discipline, department, or organizational level at which it takes place. Unlike many other business communication texts, it looks at communication not only as the practice of individuals but also in an organizational context. Strategic Management Communication: For Leaders makes a clear distinction between strategic and tactical elements of communication. Because strategic issues are more difficult to understand and internalize as such, they are treated in an in-depth manner before providing the discussion of tactics as they apply to differing contexts and channels of communication. Internalizing the strategic considerations will enable readers to logically make appropriate tactical choices without having to set them all to memory.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003eKey features and innovations in the Fourth Edition: This text covers all relevant communication topics critical for successful business, management, and corporate communications—written, oral presentation, interpersonal, and small group communication, as well as planning and implementing communication plans. Discussion of leadership theory and practice aimed at meeting the needs of key audiences. New information on topics such as mindfulness, audience analysis, constructive cultures, the genres of business communication, oral communication, alternative delivery channels, enhancing team creativity and performance, and newer issues in strategic organizational communication. Two types of case studies in each chapter: Opening cases look at communication practices at the individual level, closing cases address communication from the organizational perspective. Unique appendices contain examples of various communication types – and writing resources such as grammar, style and punctuation guides for crafting excellent business communications. 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{"id":11434865031,"title":"Student Edition -Building Our Best Future: Thinking Critically About Ourselves and Our World - Deanna Kuhn","handle":"building-our-best-future-student-edition-deanna-kuhn","description":"\u003cp class=\"m_7542952975517095801gmail-m_-6718494182033850276MsoListParagraph\"\u003e\u003cb\u003eAuthor:\u003cspan style=\"font-weight: 400;\"\u003e\u003cspan\u003e \u003c\/span\u003eDeanna Kuhn \u003c\/span\u003e\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAuthor Bio:\u003c\/b\u003e\u003cspan style=\"font-weight: 400;\"\u003e Deanna Kuhn is Professor of Psychology and Education at Teachers College, Columbia University. 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Bulk pricing for Student Edition. Call 914-573-2757."],"media":[{"alt":null,"id":21096215085209,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-SEfrontcover.png?v=1617060113"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-SEfrontcover.png?v=1617060113","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp class=\"m_7542952975517095801gmail-m_-6718494182033850276MsoListParagraph\"\u003e\u003cb\u003eAuthor:\u003cspan style=\"font-weight: 400;\"\u003e\u003cspan\u003e \u003c\/span\u003eDeanna Kuhn \u003c\/span\u003e\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAuthor Bio:\u003c\/b\u003e\u003cspan style=\"font-weight: 400;\"\u003e Deanna Kuhn is Professor of Psychology and Education at Teachers College, Columbia University. Her previous books include Education for Thinking (Harvard University Press), The Skills of Argument (Cambridge University Press) and Argue With Me (Wessex Press.)\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eBuilding Our Best Future by Deanna Kuhn (author of Education for Thinking, Harvard University Press) offers a text written directly to middle and secondary students. It engages them in a method of well-documented effectiveness, using peer dialog to develop verbal and written skills of argument and critical thinking. Simultaneously it engages them in evidence-based decision making regarding 44 topics about their personal futures, the futures of their communities, of their nation, and their world. Provided for each topic is a comprehensive body of factual knowledge, in simple Q\u0026amp;A format, all with further sources. A Teachers Edition, providing further resources including assessment of student skill gains, is complimentary with 10 or more student copies.\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003e\u003c\/span\u003e\u003c\/i\u003e \u003c\/p\u003e\n\u003ctable\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"PDF \"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"B\u0026amp;W Soft Cover\"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan\u003eSoft Cover Color\u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e978-0-9990649-9-3\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":8297424322818,"title":"Sustain2Win","handle":"sustain2win","description":"\u003ciframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/05IFZZmHE64?si=qSo9GGM3nWHAIarg\" height=\"315\" width=\"560\" allowfullscreen=\"\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" frameborder=\"0\"\u003e\u003c\/iframe\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eIn summary, Sustain2Win:\u003cbr\u003e\u003cbr\u003eProvides a solid and holistic understanding of sustainability, thereby increasing the students’ knowledge of the subject. Brings the subject to life in a realistic, competitive and fun setting, thereby increasing student engagement and their learning experience. Improves the students’ confidence in the subject and how to grow profits sustainably, thereby improving their employability\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eBrought to you in partnership with:\u003c\/p\u003e\n\u003cdiv style=\"text-align: left;\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Market2Winlogo_nostrapline_240x240.png?v=1704474595\" alt=\"\" style=\"float: none;\"\u003e\u003c\/div\u003e","published_at":"2024-01-10T00:36:14-05:00","created_at":"2024-01-05T12:06:21-05:00","vendor":"Wessex Press Publishing Co.","type":"","tags":[],"price":5979,"price_min":5979,"price_max":5979,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":44130898542850,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"","requires_shipping":false,"taxable":false,"featured_image":null,"available":true,"name":"Sustain2Win","public_title":null,"options":["Default Title"],"price":5979,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/files\/Sustain2Win_01_PNG-01_cropped.png?v=1704474583"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/files\/Sustain2Win_01_PNG-01_cropped.png?v=1704474583","options":["Title"],"media":[{"alt":null,"id":32422645334274,"position":1,"preview_image":{"aspect_ratio":4.08,"height":1040,"width":4243,"src":"\/\/wessexlearning.com\/cdn\/shop\/files\/Sustain2Win_01_PNG-01_cropped.png?v=1704474583"},"aspect_ratio":4.08,"height":1040,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/files\/Sustain2Win_01_PNG-01_cropped.png?v=1704474583","width":4243}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003ciframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/05IFZZmHE64?si=qSo9GGM3nWHAIarg\" height=\"315\" width=\"560\" allowfullscreen=\"\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" frameborder=\"0\"\u003e\u003c\/iframe\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eIn summary, Sustain2Win:\u003cbr\u003e\u003cbr\u003eProvides a solid and holistic understanding of sustainability, thereby increasing the students’ knowledge of the subject. Brings the subject to life in a realistic, competitive and fun setting, thereby increasing student engagement and their learning experience. Improves the students’ confidence in the subject and how to grow profits sustainably, thereby improving their employability\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eBrought to you in partnership with:\u003c\/p\u003e\n\u003cdiv style=\"text-align: left;\"\u003e\u003cimg src=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Market2Winlogo_nostrapline_240x240.png?v=1704474595\" alt=\"\" style=\"float: none;\"\u003e\u003c\/div\u003e"}

{"id":11364500359,"title":"Teachers Edition - Building Our Best Future: Thinking Critically About Ourselves and Our World - Deanna Kuhn","handle":"building-our-best-future-teachers-edition","description":"\u003cp\u003e\u003cb\u003eAuthor:\u003cspan style=\"font-weight: 400;\"\u003e\u003cspan\u003e \u003c\/span\u003eDeanna Kuhn \u003c\/span\u003e\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAuthor Bio:\u003c\/b\u003e\u003cspan style=\"font-weight: 400;\"\u003e Deanna Kuhn is Professor of Psychology and Education at Teachers College, Columbia University. Her previous books include Education for Thinking (Harvard University Press), The Skills of Argument (Cambridge University Press) and Argue With Me (Wessex Press.)\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eBuilding Our Best Future by Deanna Kuhn (author of Education for Thinking, Harvard University Press) offers a text written directly to middle and secondary students. It engages them in a method of well-documented effectiveness, using peer dialog to develop verbal and written skills of argument and critical thinking. Simultaneously it engages them in evidence-based decision making regarding 44 topics about their personal futures, the futures of their communities, of their nation, and their world. Provided for each topic is a comprehensive body of factual knowledge, in simple Q\u0026amp;A format, all with further sources. A Teachers Edition, providing further resources including assessment of student skill gains, is complimentary with 10 or more student copies.\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003e\u003c\/span\u003e\u003c\/i\u003e \u003c\/p\u003e\n\u003ctable\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003eDigital E-book\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9994861-0-8\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"PDF \"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"B\u0026amp;W Soft Cover\"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan\u003eHard Cover Color\u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9990649-7-9\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003eSoft Cover Color\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9990649-8-6\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2017-09-17T09:30:23-04:00","created_at":"2017-09-17T13:14:28-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":2470,"price_min":2470,"price_max":5970,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":54738836231,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F593-6958-41F2:1201","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Teachers Edition - Building Our Best Future: Thinking Critically About Ourselves and Our World - Deanna Kuhn - eBook","public_title":"eBook","options":["eBook"],"price":2470,"weight":0,"compare_at_price":null,"inventory_quantity":-13,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":53379315911,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"978-0-9990649-8-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Teachers Edition - Building Our Best Future: Thinking Critically About Ourselves and Our World - Deanna Kuhn - Softcover","public_title":"Softcover","options":["Softcover"],"price":2970,"weight":349,"compare_at_price":null,"inventory_quantity":-110,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":53378813575,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"978-0-9990649-7-9","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Teachers Edition - Building Our Best Future: Thinking Critically About Ourselves and Our World - Deanna Kuhn - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":5970,"weight":349,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-TEfrontcover.png?v=1617060145"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-TEfrontcover.png?v=1617060145","options":["Choose Format"],"media":[{"alt":null,"id":21096221376665,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-TEfrontcover.png?v=1617060145"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/BOBF-TEfrontcover.png?v=1617060145","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003eAuthor:\u003cspan style=\"font-weight: 400;\"\u003e\u003cspan\u003e \u003c\/span\u003eDeanna Kuhn \u003c\/span\u003e\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eAuthor Bio:\u003c\/b\u003e\u003cspan style=\"font-weight: 400;\"\u003e Deanna Kuhn is Professor of Psychology and Education at Teachers College, Columbia University. Her previous books include Education for Thinking (Harvard University Press), The Skills of Argument (Cambridge University Press) and Argue With Me (Wessex Press.)\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eDescription:\u003c\/b\u003e\u003c\/p\u003e\n\u003cp\u003eBuilding Our Best Future by Deanna Kuhn (author of Education for Thinking, Harvard University Press) offers a text written directly to middle and secondary students. It engages them in a method of well-documented effectiveness, using peer dialog to develop verbal and written skills of argument and critical thinking. Simultaneously it engages them in evidence-based decision making regarding 44 topics about their personal futures, the futures of their communities, of their nation, and their world. Provided for each topic is a comprehensive body of factual knowledge, in simple Q\u0026amp;A format, all with further sources. A Teachers Edition, providing further resources including assessment of student skill gains, is complimentary with 10 or more student copies.\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003e\u003c\/span\u003e\u003c\/i\u003e \u003c\/p\u003e\n\u003ctable\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003eDigital E-book\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9994861-0-8\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"PDF \"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"B\u0026amp;W Soft Cover\"}' data-sheets-userformat='{\"2\":2111744,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"24\":{\"1\":0,\"2\":3,\"3\":0,\"4\":3}}'\u003e\u003cspan\u003eHard Cover Color\u003c\/span\u003e\u003c\/span\u003e\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9990649-7-9\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px;\"\u003eSoft Cover Color\u003c\/td\u003e\n\u003ctd style=\"height: 22px;\"\u003e\u003cspan\u003e978-0-9990649-8-6\u003c\/span\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":6085122490521,"title":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie","handle":"dictionary-of-selling","description":"\u003cp\u003e\u003cb\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe Dictionary of Selling Terminology\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e (\u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDST or Dictionary)\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003c\/span\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation. \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003ewill continue to evolve as the result of numerous factors such as culture, markets, and industries. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBoth legacy and current terms are included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary.\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003eis also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary, \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\" rel=\"noopener noreferrer\"\u003eplease fill out this form and send to us. \u003c\/a\u003e\u003c\/span\u003e\u003c\/p\u003e","published_at":"2021-01-13T00:53:51-05:00","created_at":"2021-01-13T00:44:31-05:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1970,"price_min":1970,"price_max":3970,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":37782210511001,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-1-7358772-5-9","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":2970,"weight":349,"compare_at_price":null,"inventory_quantity":-87,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":37782210543769,"title":"Hardcover Textbook","option1":"Hardcover Textbook","option2":null,"option3":null,"sku":"978-1-7358772-4-2","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - Hardcover Textbook","public_title":"Hardcover Textbook","options":["Hardcover Textbook"],"price":3970,"weight":349,"compare_at_price":null,"inventory_quantity":-11,"inventory_management":null,"inventory_policy":"deny","barcode":null,"requires_selling_plan":false,"selling_plan_allocations":[]},{"id":37782210576537,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0002-7D3E-4996-A40F:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Dictionary of Selling Terminology by Pamela Peterson \u0026 Kent Kubie - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":349,"compare_at_price":null,"inventory_quantity":-37,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/DSTfrontcover.png?v=1617060510"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/DSTfrontcover.png?v=1617060510","options":["Choose Format:"],"media":[{"alt":null,"id":21096306081945,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/DSTfrontcover.png?v=1617060510"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/DSTfrontcover.png?v=1617060510","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003e\u003cb\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/b\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe Dictionary of Selling Terminology\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e (\u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDST or Dictionary)\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003c\/span\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation. \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003ewill continue to evolve as the result of numerous factors such as culture, markets, and industries. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eBoth legacy and current terms are included in the \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary.\u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management. \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eThe \u003c\/span\u003e\u003ci\u003e\u003cspan style=\"font-weight: 400;\"\u003eDictionary \u003c\/span\u003e\u003c\/i\u003e\u003cspan style=\"font-weight: 400;\"\u003eis also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cspan style=\"font-weight: 400;\"\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary, \u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\" rel=\"noopener noreferrer\"\u003eplease fill out this form and send to us. \u003c\/a\u003e\u003c\/span\u003e\u003c\/p\u003e"}

{"id":1623495540793,"title":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc","handle":"the-front-line-sales-manager-field-general-by-noel-capon-gary-tubridy-and-florin-mihoc-digital-e-book-flsm","description":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003e\u003cspan\u003eMany sales leaders believe their front-line sales managers (FLSMs) have the most critical yet most difficult job in the entire salesforce. For the first time,\u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e addresses this important yet unheralded role. The book provides an \u003c\/span\u003e\u003ci\u003eacumen\u003cspan\u003e \u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003eframework for identifying key characteristics of the most successful FLSMs. \u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e helps FLSMs improve their games, and sales leaders build stronger and more successful sales organizations.   \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\" title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\"\u003eReview for The Front-Line Sales Manager—Field General\u003c\/a\u003e\u003c\/p\u003e","published_at":"2018-12-04T10:53:23-05:00","created_at":"2018-09-06T10:47:52-04:00","vendor":"Wessex Press Publishing Co.","type":"","tags":[],"price":2970,"price_min":2970,"price_max":5470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":15938360836153,"title":"Softcover","option1":"Softcover","option2":null,"option3":null,"sku":"9781732546943","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - Softcover","public_title":"Softcover","options":["Softcover"],"price":3470,"weight":14,"compare_at_price":null,"inventory_quantity":-537,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":17461783658553,"title":"Hardcover","option1":"Hardcover","option2":null,"option3":null,"sku":"9781732546936","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - Hardcover","public_title":"Hardcover","options":["Hardcover"],"price":5470,"weight":21,"compare_at_price":null,"inventory_quantity":-5,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":18680340119609,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-E820-F036-7499:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Front-Line Sales Manager—Field General, by Noel Capon, Gary Tubridy, and Florin Mihoc - eBook","public_title":"eBook","options":["eBook"],"price":2970,"weight":113,"compare_at_price":null,"inventory_quantity":-71,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589","options":["Choose Format"],"media":[{"alt":null,"id":21096322039961,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/FLSMfrontcover.png?v=1617060589","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003e\u003cspan\u003eMany sales leaders believe their front-line sales managers (FLSMs) have the most critical yet most difficult job in the entire salesforce. For the first time,\u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e addresses this important yet unheralded role. The book provides an \u003c\/span\u003e\u003ci\u003eacumen\u003cspan\u003e \u003c\/span\u003e\u003c\/i\u003e\u003cspan\u003eframework for identifying key characteristics of the most successful FLSMs. \u003c\/span\u003e\u003ci\u003eThe Front-Line Sales Manager\u003c\/i\u003e\u003cspan\u003e helps FLSMs improve their games, and sales leaders build stronger and more successful sales organizations.   \u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/Capon1.pdf?155\" target=\"_blank\" title=\"Review for The Front-Line Sales Manager—Field General\" rel=\"noopener noreferrer\"\u003eReview for The Front-Line Sales Manager—Field General\u003c\/a\u003e\u003c\/p\u003e"}

{"id":5241775128729,"title":"The Logic of Academic Writing, by Fabrizio Macagno \u0026 Chrysi Rapanta","handle":"logic-of-academic-writing","description":"\u003cspan style=\"text-decoration: underline;\"\u003eThe Logic of Academic Writing\u003c\/span\u003e was developed from a practical educational need, namely teaching early-year Ph.D. students some basic ideas on how they can structure their arguments in ways that may make sense for an academic paper to be written and consequently published. The authors' research expertise is in argumentation studies: the discipline that analyzes how arguments are produced, evaluated, and addressed, considering the pragmatic, logical, and dialectical levels. Since academic writing is characterized by supporting an original idea through proofs or arguments, the book focuses on the “logic” of writing, that is, on the reasoning we use for structuring ideas, paragraphs, and papers...the reasoning mechanisms that we use when we develop and organize our ideas, connect them with other ideas, and support them through arguments.","published_at":"2020-05-21T01:38:05-04:00","created_at":"2020-05-21T01:41:07-04:00","vendor":"Wessex Press Publishing Co.","type":"Book","tags":[],"price":2270,"price_min":2270,"price_max":3970,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":34423612047513,"title":"Hard Cover","option1":"Hard Cover","option2":null,"option3":null,"sku":"978-1-7329870-3-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Logic of Academic Writing, by Fabrizio Macagno \u0026 Chrysi Rapanta - Hard Cover","public_title":"Hard Cover","options":["Hard Cover"],"price":3970,"weight":2268,"compare_at_price":null,"inventory_quantity":-3,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":34423612080281,"title":"Soft Cover","option1":"Soft Cover","option2":null,"option3":null,"sku":"978-1-7329870-4-3","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Logic of Academic Writing, by Fabrizio Macagno \u0026 Chrysi Rapanta - Soft Cover","public_title":"Soft Cover","options":["Soft Cover"],"price":2470,"weight":2268,"compare_at_price":null,"inventory_quantity":-5,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":34423612113049,"title":"Ebook","option1":"Ebook","option2":null,"option3":null,"sku":"0002-3C6E-5242-C353:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Logic of Academic Writing, by Fabrizio Macagno \u0026 Chrysi Rapanta - Ebook","public_title":"Ebook","options":["Ebook"],"price":2270,"weight":2268,"compare_at_price":null,"inventory_quantity":-18,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/LOAWfrontcover.png?v=1617060805"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/LOAWfrontcover.png?v=1617060805","options":["Choose Format"],"media":[{"alt":null,"id":21096365359257,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/LOAWfrontcover.png?v=1617060805"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/LOAWfrontcover.png?v=1617060805","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cspan style=\"text-decoration: underline;\"\u003eThe Logic of Academic Writing\u003c\/span\u003e was developed from a practical educational need, namely teaching early-year Ph.D. students some basic ideas on how they can structure their arguments in ways that may make sense for an academic paper to be written and consequently published. The authors' research expertise is in argumentation studies: the discipline that analyzes how arguments are produced, evaluated, and addressed, considering the pragmatic, logical, and dialectical levels. Since academic writing is characterized by supporting an original idea through proofs or arguments, the book focuses on the “logic” of writing, that is, on the reasoning we use for structuring ideas, paragraphs, and papers...the reasoning mechanisms that we use when we develop and organize our ideas, connect them with other ideas, and support them through arguments."}

{"id":5869692167,"title":"The Virgin Marketer 4e","handle":"tvm4","description":"\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"127.69703882114949\"\u003e\n\u003cdiv\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv\u003e\u003cstrong\u003eNew! 2016\/2017 updated 4th edition of The Virgin Marketer!\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eCreate Your Market Plan (TVM) is a companion volume to two textbooks: \u003cstrong\u003e\u003ca href=\"http:\/\/wessexlearning.com\/products\/mm21c4\" target=\"_blank\"\u003eManaging Marketing in the 21st Century (MM21C)\u003c\/a\u003e\u003c\/strong\u003e and \u003cstrong\u003e\u003ca href=\"http:\/\/wessexlearning.com\/products\/cmf4\" target=\"_blank\"\u003eCapon’s Marketing Framework (CMF)\u003c\/a\u003e\u003c\/strong\u003e.  As you read and study the material in your textbook, we hope you will learn a lot about marketing. But no matter how much effort you put into your textbook, and how good a job we have done with MM21C and CMF, that is really only a start. You will only begin to live and breathe the marketing philosophy by getting your hands dirty and actually doing marketing. That is the purpose of TVM. The material in TVM has a very long pedigree, with many well-known domestic and multi -national firms having used selections and\/or variations of the frameworks to develop actionable market plans. \u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003cdiv\u003eIn its current version, TVM has guided the development of market plans for well over 30 organizations, large and small. These organizations are listed in Appendix 1. In the chapters that follow, we guide you through the marketing process, from insight to action. For each chapter in your textbook, there is a parallel chapter in TVM. In MM21C and CMF, we describe marketing in terms of marketing as a philosophy, six marketing imperatives that encompass the job of strategic marketing, four marketing principles, and the insights each marketer must secure to be successful. We use many examples that best describe each of the important ideas. In TVM, you, the reader, choose the firm, business, or other organization that is most interesting or meaningful to you. We want you to select a marketing case to try out your new knowledge, so that you can develop and hone your marketing skills. We designed the material in Appendix 2 to also help you enhance your own intellectual capital.\u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eSoft Cover Color\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9864023-2-6\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23.5469px;\"\u003e\n\u003ctd style=\"height: 23.5469px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 23.5469px; width: 366px;\"\u003e978-0-9864023-2-6pdf\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2016-03-31T17:37:00-04:00","created_at":"2016-03-31T17:29:46-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":3970,"price_min":3970,"price_max":4970,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198333575,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F2CF-8A0C-46F7:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Virgin Marketer 4e - eBook","public_title":"eBook","options":["eBook"],"price":3970,"weight":0,"compare_at_price":null,"inventory_quantity":-91,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9864023-2-6PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":18811778596921,"title":"Softcover Color Book","option1":"Softcover Color Book","option2":null,"option3":null,"sku":"978-0-9864023-2-6","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"The Virgin Marketer 4e - Softcover Color Book","public_title":"Softcover Color Book","options":["Softcover Color Book"],"price":4970,"weight":283,"compare_at_price":null,"inventory_quantity":-88,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/TVM4efrontcover.png?v=1617061191"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/TVM4efrontcover.png?v=1617061191","options":["Choose Format:"],"media":[{"alt":null,"id":21096443412633,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/TVM4efrontcover.png?v=1617061191"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/TVM4efrontcover.png?v=1617061191","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cdiv class=\"field-inline\"\u003e\n\u003ch3\u003e\u003c\/h3\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cp class=\"field-inline\"\u003e\u003cstrong\u003eAuthor:\u003c\/strong\u003e Noel Capon\u003c\/p\u003e\n\u003c\/div\u003e\n\u003cdiv data-canvas-width=\"127.69703882114949\"\u003e\n\u003cdiv\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"978-0-9864023-6-4\"}' data-sheets-userformat='{\"2\":6659,\"3\":{\"1\":0},\"4\":{\"1\":2,\"2\":16777215},\"12\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Tahoma\"}'\u003eDescription:\u003c\/span\u003e\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv\u003e\u003cstrong\u003eNew! 2016\/2017 updated 4th edition of The Virgin Marketer!\u003c\/strong\u003e\u003c\/div\u003e\n\u003cdiv\u003eCreate Your Market Plan (TVM) is a companion volume to two textbooks: \u003cstrong\u003e\u003ca href=\"http:\/\/wessexlearning.com\/products\/mm21c4\" target=\"_blank\"\u003eManaging Marketing in the 21st Century (MM21C)\u003c\/a\u003e\u003c\/strong\u003e and \u003cstrong\u003e\u003ca href=\"http:\/\/wessexlearning.com\/products\/cmf4\" target=\"_blank\"\u003eCapon’s Marketing Framework (CMF)\u003c\/a\u003e\u003c\/strong\u003e.  As you read and study the material in your textbook, we hope you will learn a lot about marketing. But no matter how much effort you put into your textbook, and how good a job we have done with MM21C and CMF, that is really only a start. You will only begin to live and breathe the marketing philosophy by getting your hands dirty and actually doing marketing. That is the purpose of TVM. The material in TVM has a very long pedigree, with many well-known domestic and multi -national firms having used selections and\/or variations of the frameworks to develop actionable market plans. \u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003cdiv\u003eIn its current version, TVM has guided the development of market plans for well over 30 organizations, large and small. These organizations are listed in Appendix 1. In the chapters that follow, we guide you through the marketing process, from insight to action. For each chapter in your textbook, there is a parallel chapter in TVM. In MM21C and CMF, we describe marketing in terms of marketing as a philosophy, six marketing imperatives that encompass the job of strategic marketing, four marketing principles, and the insights each marketer must secure to be successful. We use many examples that best describe each of the important ideas. In TVM, you, the reader, choose the firm, business, or other organization that is most interesting or meaningful to you. We want you to select a marketing case to try out your new knowledge, so that you can develop and hone your marketing skills. We designed the material in Appendix 2 to also help you enhance your own intellectual capital.\u003c\/div\u003e\n\u003cdiv\u003e\u003c\/div\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e.\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cspan\u003eSoft Cover Color\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e978-0-9864023-2-6\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23.5469px;\"\u003e\n\u003ctd style=\"height: 23.5469px; width: 306px;\"\u003eDigital E-Book\u003c\/td\u003e\n\u003ctd style=\"height: 23.5469px; width: 366px;\"\u003e978-0-9864023-2-6pdf\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":5909442298009,"title":"The Virgin Marketer: Creating Your Marketing Plan: The Market Plan","handle":"the-market-plan","description":"\u003cp\u003eThis is a digital, interactive presentation with tools designed to guide you through every stage of Marketing. Its sequence of “Missions” consistently builds the fundamental and crucial skills to evaluate or create a Marketing plan while expanding or developing your skills.\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003chr\u003e\n\u003cdiv data-element_type=\"column\" data-id=\"113ec1a5\" class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-113ec1a5\"\u003e\n\u003cdiv class=\"elementor-column-wrap elementor-element-populated\"\u003e\n\u003cdiv class=\"elementor-widget-wrap\"\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"13acf4e7\" class=\"elementor-element elementor-element-13acf4e7 elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature One\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eOur Missions not only provide user-friendly descriptions of all concepts, while providing questions to ensure comprehension leading to the next level.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"1367934\" class=\"elementor-element elementor-element-1367934 elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Two\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eAlso essential for Entrepreneurs. Learn to create a Marketing Plan for Investors, who will demand it; and potential users who will need to know about you.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-element_type=\"column\" data-id=\"7f686342\" class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-7f686342\"\u003e\n\u003cdiv class=\"elementor-column-wrap elementor-element-populated\"\u003e\n\u003cdiv class=\"elementor-widget-wrap\"\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"37b4239a\" class=\"elementor-element elementor-element-37b4239a elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Three\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eTwo “inside” groups gain: A) Professionals, to evaluate your company’s (or unit’s) strategy and keep up with industry evolution. B) Aspiring Marketers, to prepare for your career.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"57b29e3e\" class=\"elementor-element elementor-element-57b29e3e elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Four\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eIt hails from Columbia University’s Dr. Noel Capon, a global leader. He is a researcher, professor and Fortune 500 consultant.\u003c\/p\u003e\n\u003cp class=\"elementor-image-box-description\"\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2020-11-19T11:32:14-05:00","created_at":"2020-11-11T23:06:49-05:00","vendor":"Wessex Press","type":"Interactive","tags":[],"price":29900,"price_min":29900,"price_max":29900,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":37091969499289,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"MKTPLAN","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"The Virgin Marketer: Creating Your Marketing Plan: The Market Plan","public_title":null,"options":["Default Title"],"price":29900,"weight":0,"compare_at_price":null,"inventory_quantity":-5,"inventory_management":null,"inventory_policy":"continue","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/tvm-plan-cover.jpg?v=1622054432"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/tvm-plan-cover.jpg?v=1622054432","options":["Title"],"media":[{"alt":null,"id":22658443083929,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/tvm-plan-cover.jpg?v=1622054432"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/tvm-plan-cover.jpg?v=1622054432","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eThis is a digital, interactive presentation with tools designed to guide you through every stage of Marketing. Its sequence of “Missions” consistently builds the fundamental and crucial skills to evaluate or create a Marketing plan while expanding or developing your skills.\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003chr\u003e\n\u003cdiv data-element_type=\"column\" data-id=\"113ec1a5\" class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-113ec1a5\"\u003e\n\u003cdiv class=\"elementor-column-wrap elementor-element-populated\"\u003e\n\u003cdiv class=\"elementor-widget-wrap\"\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"13acf4e7\" class=\"elementor-element elementor-element-13acf4e7 elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature One\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eOur Missions not only provide user-friendly descriptions of all concepts, while providing questions to ensure comprehension leading to the next level.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"1367934\" class=\"elementor-element elementor-element-1367934 elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Two\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eAlso essential for Entrepreneurs. Learn to create a Marketing Plan for Investors, who will demand it; and potential users who will need to know about you.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-element_type=\"column\" data-id=\"7f686342\" class=\"elementor-column elementor-col-50 elementor-inner-column elementor-element elementor-element-7f686342\"\u003e\n\u003cdiv class=\"elementor-column-wrap elementor-element-populated\"\u003e\n\u003cdiv class=\"elementor-widget-wrap\"\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"37b4239a\" class=\"elementor-element elementor-element-37b4239a elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Three\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eTwo “inside” groups gain: A) Professionals, to evaluate your company’s (or unit’s) strategy and keep up with industry evolution. B) Aspiring Marketers, to prepare for your career.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv data-widget_type=\"image-box.default\" data-element_type=\"widget\" data-id=\"57b29e3e\" class=\"elementor-element elementor-element-57b29e3e elementor-position-left elementor-vertical-align-top elementor-widget elementor-widget-image-box\"\u003e\n\u003cdiv class=\"elementor-widget-container\"\u003e\n\u003cdiv class=\"elementor-image-box-wrapper\"\u003e\n\u003cdiv class=\"elementor-image-box-content\"\u003e\n\u003ch3 class=\"elementor-image-box-title\"\u003eFeature Four\u003c\/h3\u003e\n\u003cp class=\"elementor-image-box-description\"\u003eIt hails from Columbia University’s Dr. Noel Capon, a global leader. He is a researcher, professor and Fortune 500 consultant.\u003c\/p\u003e\n\u003cp class=\"elementor-image-box-description\"\u003e \u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":1457540481,"title":"Transformative Selling, by Adam Rapp","handle":"ts","description":"\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003e\u003c\/span\u003eAdam Rapp, Joe Calamusa, and Daniel G. Bachrach\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003eAs 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.”\u003c\/p\u003e\n\u003cp\u003eSalespeople 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 \u003cstrong\u003e\u003cspan style=\"text-decoration: underline;\"\u003eResource Manager, Knowledge Manager, and Account Manager\u003c\/span\u003e\u003c\/strong\u003e. These three sets of skills are the critical triumvirate for becoming a successful seller.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e..\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e9780989701334-PDF\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e978-0-9897013-3-4\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e","published_at":"2015-05-28T16:13:00-04:00","created_at":"2015-07-08T00:42:59-04:00","vendor":"Wessex Press","type":"Book","tags":[],"price":1970,"price_min":1970,"price_max":2470,"available":true,"price_varies":true,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":21198350151,"title":"eBook","option1":"eBook","option2":null,"option3":null,"sku":"0001-F595-EF6B-8F8D:1201","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Transformative Selling, by Adam Rapp - eBook","public_title":"eBook","options":["eBook"],"price":1970,"weight":21,"compare_at_price":null,"inventory_quantity":-18,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-3-4PDF","requires_selling_plan":false,"selling_plan_allocations":[]},{"id":21198349895,"title":"Softcover Textbook","option1":"Softcover Textbook","option2":null,"option3":null,"sku":"978-0-9897013-3-4","requires_shipping":true,"taxable":true,"featured_image":null,"available":true,"name":"Transformative Selling, by Adam Rapp - Softcover Textbook","public_title":"Softcover Textbook","options":["Softcover Textbook"],"price":2470,"weight":21,"compare_at_price":null,"inventory_quantity":-48,"inventory_management":null,"inventory_policy":"deny","barcode":"978-0-9897013-3-4","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/TSfrontcover.png?v=1617061175"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/TSfrontcover.png?v=1617061175","options":["Choose Format:"],"media":[{"alt":null,"id":21096439677081,"position":1,"preview_image":{"aspect_ratio":0.773,"height":330,"width":255,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/TSfrontcover.png?v=1617061175"},"aspect_ratio":0.773,"height":330,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/TSfrontcover.png?v=1617061175","width":255}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp class=\"field-inline\"\u003e\u003cstrong\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/strong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003e\u003cstrong\u003eAuthor: \u003c\/strong\u003e\u003c\/span\u003eAdam Rapp, Joe Calamusa, and Daniel G. Bachrach\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e\u003cspan color=\"#666666\" face=\"verdana, sans-serif\"\u003eDescription:\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cdiv class=\"field-inline\"\u003e\n\u003cul\u003e\u003c\/ul\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003ci\u003e\u003c\/i\u003e\u003c\/div\u003e\n\u003cdiv class=\"field-inline\"\u003e\u003c\/div\u003e\n\u003cmeta charset=\"utf-8\"\u003e\n\u003cp\u003eAs 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.”\u003c\/p\u003e\n\u003cp\u003eSalespeople 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 \u003cstrong\u003e\u003cspan style=\"text-decoration: underline;\"\u003eResource Manager, Knowledge Manager, and Account Manager\u003c\/span\u003e\u003c\/strong\u003e. These three sets of skills are the critical triumvirate for becoming a successful seller.\u003c\/p\u003e\n\u003cp\u003e\u003cb\u003eE-book: \u003c\/b\u003eBefore purchasing a E-Book please read the \u003ca href=\"http:\/\/wessexlearning.com\/pages\/pdfinstructions\"\u003eINSTRUCTIONS\u003c\/a\u003e..\u003c\/p\u003e\n\u003ctable style=\"width: 686px;\"\u003e\n\u003ctbody\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003e\u003cstrong\u003e\u003cspan data-sheets-value='{\"1\":2,\"2\":\"Type\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eType\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e\u003cstrong\u003e \u003cspan data-sheets-value='{\"1\":2,\"2\":\"ISBN\"}' data-sheets-userformat='{\"2\":30976,\"11\":0,\"14\":{\"1\":2,\"2\":0},\"15\":\"Calibri\",\"16\":12,\"17\":1}'\u003eISBN\u003c\/span\u003e\u003c\/strong\u003e\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 22px;\"\u003e\n\u003ctd style=\"height: 22px; width: 306px;\"\u003eDigital E-Book \u003c\/td\u003e\n\u003ctd style=\"height: 22px; width: 366px;\"\u003e9780989701334-PDF\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003ctr style=\"height: 23px;\"\u003e\n\u003ctd style=\"height: 23px; width: 306px;\"\u003e\u003cspan\u003eB\u0026amp;W Soft Cover\u003c\/span\u003e\u003c\/td\u003e\n\u003ctd style=\"height: 23px; width: 366px;\"\u003e978-0-9897013-3-4\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/tbody\u003e\n\u003c\/table\u003e"}

{"id":7567265562882,"title":"Wessex Finance Bundle","handle":"wessex-hubro-finance-bundle","description":"\u003cp\u003eThis bundle includes special pricing for the Fast-Track Corporate Finance book and the Hubro Simulations.\u003c\/p\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eFast-Track Corporate Finance\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eRecognizing that nearly all business texts are written by academics, Wessex Press has developed a practical new series that succinctly covers essential management topics. Written by experienced professionals, these books present relevant concepts in a concise and easy-to-understand manner. The second book in the series — Fast-Track Corporate Finance — expertly references global differences in finance, adjustments to the economic recession and recovery, new topics in debt and equity, and other challenges facing financial managers in the 21st century.  The text covers a semester’s worth of topics, is replete with supportive materials such as PowerPoint slides, cases, test questions and answers, and teaching ideas, and is an invaluable resource that can be used to improve financial practices and not just have students earn a grade.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eHubro Simulations\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ciframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/79fpS6k9r6A\" height=\"315\" width=\"560\" allowfullscreen=\"\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" frameborder=\"0\"\u003e\u003c\/iframe\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2024-01-19T13:22:47-05:00","created_at":"2022-01-24T10:43:41-05:00","vendor":"Wessex Press Publishing Co.","type":"Simulation","tags":["new"],"price":9940,"price_min":9940,"price_max":9940,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42336840319234,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Wessex Finance Bundle","public_title":null,"options":["Default Title"],"price":9940,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/Financebundlecover.png?v=1657117564"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/Financebundlecover.png?v=1657117564","options":["Title"],"media":[{"alt":null,"id":30134905274626,"position":1,"preview_image":{"aspect_ratio":0.773,"height":660,"width":510,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/Financebundlecover.png?v=1657117564"},"aspect_ratio":0.773,"height":660,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/Financebundlecover.png?v=1657117564","width":510}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"\u003cp\u003eThis bundle includes special pricing for the Fast-Track Corporate Finance book and the Hubro Simulations.\u003c\/p\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eFast-Track Corporate Finance\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eRecognizing that nearly all business texts are written by academics, Wessex Press has developed a practical new series that succinctly covers essential management topics. Written by experienced professionals, these books present relevant concepts in a concise and easy-to-understand manner. The second book in the series — Fast-Track Corporate Finance — expertly references global differences in finance, adjustments to the economic recession and recovery, new topics in debt and equity, and other challenges facing financial managers in the 21st century.  The text covers a semester’s worth of topics, is replete with supportive materials such as PowerPoint slides, cases, test questions and answers, and teaching ideas, and is an invaluable resource that can be used to improve financial practices and not just have students earn a grade.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eHubro Simulations\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ciframe title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/79fpS6k9r6A\" height=\"315\" width=\"560\" allowfullscreen=\"\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture\" frameborder=\"0\"\u003e\u003c\/iframe\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}

{"id":7567347417346,"title":"Wessex Key Account Fundamentals Bundle","handle":"wessex-sam2win-bundle","description":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e","published_at":"2022-03-09T19:12:24-05:00","created_at":"2022-01-24T12:19:40-05:00","vendor":"Wessex Press Publishing Co.","type":"Bundle","tags":["new"],"price":16800,"price_min":16800,"price_max":16800,"available":true,"price_varies":false,"compare_at_price":null,"compare_at_price_min":0,"compare_at_price_max":0,"compare_at_price_varies":false,"variants":[{"id":42336962183426,"title":"Default Title","option1":"Default Title","option2":null,"option3":null,"sku":"","requires_shipping":false,"taxable":true,"featured_image":null,"available":true,"name":"Wessex Key Account Fundamentals Bundle","public_title":null,"options":["Default Title"],"price":16800,"weight":0,"compare_at_price":null,"inventory_quantity":0,"inventory_management":null,"inventory_policy":"deny","barcode":"","requires_selling_plan":false,"selling_plan_allocations":[]}],"images":["\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"],"featured_image":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","options":["Title"],"media":[{"alt":null,"id":30099778765058,"position":1,"preview_image":{"aspect_ratio":0.773,"height":660,"width":510,"src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555"},"aspect_ratio":0.773,"height":660,"media_type":"image","src":"\/\/wessexlearning.com\/cdn\/shop\/products\/KAFbundlecover.png?v=1656513555","width":510}],"requires_selling_plan":false,"selling_plan_groups":[],"content":"In this bundle, students get the ultimate combination of resources to learn how to sell to large customer accounts. It combines three incredible books on account management with an online account management simulation. The books have been carefully selected to help students learn the language, key models, principles, tools and case examples of account management using both written and video teaching methods. The simulation brings the learning to life by enabling students to compete against each other for the business of a global account, injecting a lot of fun to the student experience as well. Together, they allow students to learn and practice how to be a world-class account manager while all-the-time building their confidence in this critical area of selling. Note: each item must be bought separately. \u003cbr\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eManaging Global Accounts\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eAs globalization takes hold several things happen; customers are more demanding and sophisticated, competition gets tougher, business is more complex and fast changing, and highly competent global account managers are in short supply. The managerial challenges of competing in a global world are more difficult in orders of magnitude than competing domestically. Life is especially tough when the corporation is not centrally focused on the global customer when corporate personnel across functions and around the world do not get it. To get it means understanding at a visceral level that success or failure with global customers maybe synonymous with success or failure of the entire enterprise. Unless all employees are focused in the firms relationship with its global customers, competitors that do get it will surpass them. Indeed, competitive advantage based on building global supplier customer relationships may be longer-lasting than competitive advantage based on products or services. Companies cancel products but they less easily cancel people, especially those that have served them well. But the promise of long-run sustainable competitive advantage can be secured only if the firm truly focuses in serving the global customer. No matter where they are located, all firm employees must understand they are competing in a global world and that success with global customers is the Holy Grail. They must throw off the shackles of ethno-centrism and nationalism acquired in their youths, and embrace the global challenge. Not only should they defend their turf against global competitors but they must do what they can to make their global customers succeed. In pursuing this goal, they may develop a global account management system that in itself becomes a competitive advantage.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eThe Dictionary of Selling Terminology\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003e\u003ci\u003eThe Dictionary of Selling Terminology (DST or Dictionary) \u003c\/i\u003e provides a comprehensive reference list of the terminology and definitions used by both sellers and buyers on a global basis. The goal to address the necessity for a standardized and universal language to mitigate the confusion and ambiguity inherent in the selling and buying language due to definitional differences.\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eStandardized terminology is a common language, nomenclature, classification, or taxonomy that depends on a uniform use of correct terminology to bring clarity to terms that are unclear and could have several possible versions in the source language or several versions of translation.\u003c\/p\u003e\n\u003cp\u003eThe language of selling is not a single language. In fact, every sales organization, either for-profit or not-for-profit, has a different and unique language for the selling process based on organizational factors such as culture, industry, market sector or segment, channels, competitors, and geography.\u003c\/p\u003e\n\u003cp\u003eHowever, in order to standardize the sales language, the seller’s sales organization needs to understand the product from the buyer’s perspective. To identify the core buying emotions, sales professionals, and those serving in supporting roles to the sales organization, need to learn the language of prospective buyers and current customers — the way they talk, the way they discuss their problems, and the way they feel about certain subjects, and so on.\u003c\/p\u003e\n\u003cp\u003eBecause of the way that language works as a living entity that continually changes, it is important to note that many of the terms included in the \u003ci\u003eDictionary\u003c\/i\u003e will continue to evolve as the result of numerous factors such as culture, markets, and industries.\u003c\/p\u003e\n\u003cp\u003eBoth legacy and current terms are included in the \u003ci\u003eDictionary.\u003c\/i\u003e Numerous entries reflect the increasing influence of technology and automation on enablement and operational processes including buyer enablement, content management systems, contract lifecycle management, and customer relationship management.\u003c\/p\u003e\n\u003cp\u003eIn addition, the terms inherent in the cross-functional departments which support the sales organization are included. The cross-disciplinary terms include: Finance —revenue, gross profit, and price, and Marketing — promotion; Legal — rules, regulations, compliance, governance, and risk; Manufacturing —quality as well as numerous Ethics terms.\u003c\/p\u003e\n\u003cp\u003eSales professionals, including Chief Sales Officers, Field and Inside salespeople, Frontline Sales Managers, Chief Learning Officers, Sales Enablement and Operations Directors, Key Account Managers, Business Development Directors, as well as marketing professionals will benefit from this definitive dictionary.\u003c\/p\u003e\n\u003cp\u003eThe \u003ci\u003eDictionary\u003c\/i\u003e is also a valuable resource for those professionals who have accountability for the Supply Chain and Procurement functions.\u003c\/p\u003e\n\u003cp\u003eAlso, those professionals who serve in supporting functional roles such as Finance, Legal, Accounting, Operations, Human Resources, and all of the internal and external stakeholders will gain a deeper knowledge, understanding and appreciation of what it is like to walk in the shoes of the sales professional and the buyer.\u003c\/p\u003e\n\u003cp\u003eNo one rises to the top and stays on top of their game without lifelong learning and intentional growth initiatives. If you want to be more effective and efficient in your professional role, whatever that role is, you need to study and master the craft, which includes the language.\u003c\/p\u003e\n\u003cp\u003eIf you have a suggestion on a word to add to the next edition of the Dictionary,\u003ca href=\"https:\/\/cdn.shopify.com\/s\/files\/1\/0859\/4364\/files\/DST_new_submission_term.pdf?v=1629783904\" target=\"_blank\"\u003eplease fill out this form and send to us.\u003c\/a\u003e\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e\n\u003cdiv class=\"accordion-panel\"\u003e\n\u003ch3 class=\"course-title\"\u003eSAM2WIN\u003c\/h3\u003e\n\u003cdiv class=\"accordion-content\"\u003e\n\u003cp\u003eMarket2Win (M2W) simulations are virtual training tools which allow the participants to take the role of a sales, finance, key account, marketing, or other departmental role under conditions defined by limited time and information to reinforce the requisite knowledge, skills, and abilities. Numerous games may be run simultaneously thus making simulations a cost-effective training method.\u003c\/p\u003e\n\u003cp\u003eThe learning methodology underlying the Market2Win simulations was designed and developed by Professor Malcolm Donald, Emeritus Cranfield University based upon his key account and marketing expertise in both an academic and business context combined with the expertise of Edmund Bradford, Managing Director, Market2Win (M2W) gained throughout his 30+ year career.\u003c\/p\u003e\n\u003cp\u003eSimulations emulate the real work environment through experiential learning. The M2W simulations are built with deep learning processes which entails all forms of learning where the participant is behaviorally and cognitively challenged. Simulations complement theoretical education by providing a dynamic, interactive risk-free learning environment.\u003c\/p\u003e\n\u003cp\u003eThe purpose is to bring “real-world” learning into live or virtual classrooms and put the participants through a myriad of different experiences and measuring performance, providing feedback and recommendations. Research shows that 70% of what is learned is from experience, 20% is from social interactions and 10% is from traditional learning sources.\u003c\/p\u003e\n\u003cp\u003eThe M2W simulations are designed to address the processes, procedures, and methods requisite to developing a viable strategy as well as how to effectively execute the go-to-market strategy and action plan in a game format. Also, the M2W simulations are designed to provide extensive application of the knowledge, skills, abilities, tools, and analytics required for successful management of a key account, sales and\/or marketing function. Templates are provided for analysis, strategy specification, tactical execution, and real-time analytics.\u003c\/p\u003e\n\u003cp\u003eSimulations make learning new skills fun while creating favorable emotions with the learner and the training content. The participants acquire knowledge faster, and retain the knowledge longer, because they can experience and apply the concepts learned in a realistic real world, in a controlled environment. Participants can make mistakes and learn from them by experimenting with new methods to address the same issue. The moment participants become confident in their new abilities based on the outcomes of their decisions, typically they become capable of making lasting changes.\u003c\/p\u003e\n\u003c\/div\u003e\n\u003c\/div\u003e"}