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Item: 141389 Model: L3827Q3XL5M4ZXD
Marketing & Sales drive company growth with finance providing the fuel to do so. Without a sale, nothing happens & this collection focuses on that very issue. Selling & creating customers for the long term. 2 Harvard cases included. Most MBA and other business training gives short shift to sales and marketing as if the technical tools of accounting, finance, and operations are far more important. This collection laser focuses on sales & marketing. The Deaver Brown and Cross River case is legendary in MBA programs as the best in Entrepreneurial classes because it provides a hard core sales situation in which Brown has 10 minutes to sell Kmart, the Walmart of its day, his baby stroller or not. Class room discussions tend to take on a staff point of view relating to quality of presentation, rapport with the buyer, points made, and more. They do not focus on the sole purpose of the meeting: To get the order. This evolution in classroom thinking has a profound positive and memorable impact on students as it should with you, except our listeners get the teaching note too. A final title is Purchase Orders: The Forgotten Art. This is perfect to listen to after the cases, reinforcing the importance of getting the order versus style points in a presentation. Steve Jobs and Jeff Bezos, among other great CEOs, were master sales people, standing on the stage alone pitching their products. The excitement they created was all about sales and marketing, not the technical tools of business. The second case is Deaver Brown & eBooks and audiobooks. This time Walmart is the customer, the Walmart of its day! The products and services are different but the skill set required are exactly the same. High tech, low tech, no tech. Sales is sales. Titles: Customers for the Long Term: Best Practices; 2 Harvard Business School type cases; Sell Anything; Social Media. A wonderful listening event for those interested in advancing their careers.