NEW EFFECTS FOR DOWNLOAD IN EXCLUSIVE READERS AREA

★ 2023 update out now. Please find instant access on the website ★
★ Almost 200 psychological pricing effects in total ★
★ Go to: https://psychologyofpricing.com/ => Readers Area ★

“Favorite 5 Books on Pricing”
―Journal “Consumer Neuroscience in Business”, issue June 2019, p. 21

How to Make Your Prices (Almost) Irresistible?
Discover the Power of Psychological Pricing.

Customers pay prices. Customers are the same human beings who process their world with predictable psychological mechanisms and mental shortcuts.

Many companies still focus only on numbers: internal costs (markup pricing), external competitors (competition-based pricing), or assume that people can objectively assess the products’ or services’ benefits they pay for (value-based pricing).

The Handbook on the Psychology of Pricing sheds light on what happens in your customers’ minds. This book presents the most comprehensive collection of psychological pricing strategies and tactics currently available. It introduces you to intriguing, hard-to-believe insights into consumer psychology, subconscious persuasion, and people’s perception of prices.

More specifically, you will

• Discover how to make your pricing more attractive and, thereby, lift sales and margins for your business.
• Learn how to increase customers’ willingness to pay for your products and services.
• Find how to reduce the attention to prices in buying decisions.
• Expand your pricing skill set and learn about more than one hundred effects unearthed from solid academic research.

This book is required reading for entrepreneurs, general and category managers, marketers, product and brand managers, pricing strategists, management consultants, and business students who are interested in adding an invaluable pricing edge to their business practice and personal pricing quiver.

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How does Ipsos MORI develop cross-cultural market research insights to inform innovation at Unilever?

How do Swedish retail giants collaborate rather than compete in the fight for more sustainable consumption?

With insights from leading practitioners and exploration of the latest issues to affect consumers and businesses alike, Marketing, fifth edition, answers these questions and more, providing the skills vital to successfully engage with marketing across all areas of society.

The fifth edition sees a broader range of examples and Market Insights within each chapter, with contributions from academics and specialists. Companies as diverse as Dolce and Gabbana, Groupon, and KBC Bank, and issues as topical as showrooming, microtargeting in US presidential elections, fast fashion, and ‘femvertising’ illustrate the theoretical frameworks, models, and concepts outlined in each chapter, giving a fully integrated overview of not just what marketing theory looks like in practice but how it can be used to promote a company’s success.

Video interviews with those in the industry offer a truly unique insight into the fascinating world of a marketing practitioner. The authors speak to marketing professionals from a range of companies, from Ipsos MORI to Adnams, Akestam Holst to H&M, who talk through how they dealt with a marketing problem facing their company and what career advice they would offer to those starting out in the industry.

Review and discussion questions conclude each chapter, prompting readers to examine the themes discussed in more detail and encouraging them to engage critically with the theory. Links to seminal papers throughout each chapter also present the opportunity to take learning further; with a suite of online resources designed to stimulate, assess, and consolidate learning, Marketing is the complete package for any introductory marketing module.

This book is accompanied by the following online resources.

For everyone:
Case insight videos
Industry foresight videos
Library of video links

For students:
Author audio podcasts
Multiple-choice questions
Flashcard glossary
Internet activities
Research insights
Web links

For lecturers:
VLE content
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Discussion question pointers
Figures and tables from the book
Case insight video transcripts

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The third European edition of this classic text has been updated with the latest ideas in marketing and with numerous new European marketing examples and case studies. The authors prompt students to discover the concepts of marketing and translate them into real commercial practice for themselves.

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How does the International Food Waste Coalition influence more sustainable behaviour?

How did a producer of Thai herbal toothpaste amend their marketing mix to maintain sales during COVID-19?

With insights from leading practitioners and exploration of the latest issues to affect consumers and businesses alike, Marketing answers these questions and more to provide students with the skills they need to successfully engage with marketing across all areas of society.

Founded on rigorous research, this critical text presents a current, complete guide to marketing success and explores topical issues such as sustainability and digital transformation. Its broadest ever range of examples, Practitioner Insights and Market Insights also give readers a unique view into the fascinating worlds of marketing professionals. Individuals from Arch Creative, Klarna, eDreams Odigeo and Watson Farley & Williams are just a few of the practitioners that join the authors to offer real-life insights and career advice to those starting out in the industry.

Review and discussion questions conclude each chapter, prompting readers to examine the themes discussed in more detail, and encouraging them to engage critically with the theory. New critical thinking questions also accompany the links to seminal papers throughout each chapter, presenting the opportunity for students to take their learning further.

An exciting development for this new edition, the enhanced e-book offers an even more flexible and engaging way to learn. It features a select range of embedded, digital resources designed to stimulate, assess, and consolidate learning, including practitioner videos to offer further glimpses into the professional world, multiple-choice questions after each key section of the chapter to offer regular revison and understanding checkpoints, and a flashcard glossary at the end of each chapter to test retention of key terms and concepts.

Marketing is the complete package for any introductory marketing module.

This book is accompanied by the following online resources.

For everyone:
Bank of case studies
Practitioner insight videos
Career insight videos
Library of video links

For students:
Key concept videos
Author audio podcasts
Multiple-choice questions
Flashcard glossary
Internet activities
Research insights
Web links

For lecturers:
PowerPoint slides
Test bank
Essay questions
Tutorial activities
Discussion question pointers
Figures and tables from the book

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Essentials of Marketing, sixth edition, provides an accessible, lively and engaging introduction to marketing. Taking a practical, tactical approach, the authors cover traditional marketing techniques and theories, as well as offering the most up to date critical perspectives.

Using contemporary case studies, in-chapter examples and suggestions for further reading the book provides everything an undergraduate or CIM student needs to excel in their discipline.

The book is further complemented by a full range of online resources, including video cases, self-test questions, power-point slides and an instructor’s manual.

Professor Jim Blythe is the author of eighteen textbooks and over fifty journal articles. A former sales manager and marketing consultant, he has taught at universities in the UK, France, Germany, Japan and Zambia. He is widely travelled, and holds a private pilot’s licence.

Jane Martin is a senior lecturer in Marketing and Marketing Programme Leader at the University of Chester. She has taught in Universities in the UK and China and has previously been a company director and worked in business-to-business marketing. She has also been a member of the Chartered Institute of Marketing for a number of years.

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Create market value through innovative customer connections and engagement

Principles of Marketing, 8th European Edition, by Kotler et al. admirably covers a wide range of theoretical concepts and practical issues and accurately reflects the fast-moving pace of marketing in the modern world – examining traditional aspects of marketing and blending them with modern and future concepts. The authors of this European Edition present fundamental marketing information within an innovative customer-value framework, to help you understand how to create value and build customer relationships.

In a fast-changing, increasingly digital and social marketplace, it is more vital than ever for marketers to develop meaningful connections with their customers. Principles of Marketing, 8th European Edition, helps you master today’s key marketing challenge: to create vibrant, interactive communities of consumers who make products and brands an integral part of their daily lives.

New to this edition

Thoroughly revised to reflect the major trends impacting contemporary marketing, the 8th Edition is packed with examples illustrating how companies use new digital technologies to maximize customer engagement and shape brand conversations, experiences, and communities.

• New coverage and fresh examples throughout the text addressing the latest developments in customer engagement tools, practices and developments including real time research and customer co-creation product development

• Updated coverage of emergent online, mobile and social media technologies including real-time listening and social selling

• Improved learning design with chapter-opening stories, clear learning outcomes and explanatory author comments on major chapter sections

• New end-of-chapter case studies and video cases to apply learning to actual companies.

• Increased coverage of sustainable marketing and global marketing

This is a key text for both undergraduate and postgraduate marketing programmes.

Philip Kotler is S. C. Johnson & Son Distinguished Professor of International Marketing at the Kellogg Graduate School of Management, Northwestern University.

Gary Armstrong is Crist W. Blackwell Distinguished Professor Emeritus of Undergraduate Education in the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill.

Lloyd C. Harris is Head of the Marketing Department and Professor of Marketing at Birmingham Business School, University of Birmingham. His research has been widely disseminated via a range of marketing, strategy, retailing and general management journals.

Hongwei He is Professor of Marketing at Alliance Manchester Business School, University of Manchester, and as Associate Editor for Journal of Business Research.

Pearson, the world’s learning company.

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The Ultimate Sales Book for Closing More Gym Memberships and Making More Money.

A 5-Step Process That Anyone Can Master!

Selling gym memberships is a true art and like art you can create a beautiful masterpiece that brings you millions of dollars or you can be a starving artist. In this groundbreaking new book, you will learn how a man turned himself from a membership sales beginner into a membership sales master, selling millions of dollars in memberships along the way.

You’ll discover:

• How to ask the most powerful question in the universe to uncover your prospect’s true buying motivations.

• Techniques to prepare yourself for success both physically and mentally.

• The reasons why people buy memberships (it’s not what you think).

• Ways to generate and close leads from the telephone, from walk-ins, from the Internet/social media, and from face-to-face contacts.

• The only four objections a prospect will have, why every prospect has them, and how to overcome them with ease.

• Three keys to doing a great gym tour and trial workout.

• How to get a commitment and paid in full memberships.

• The art of closing the hesitant buyer with closes like the “You Are Getting In Your Own Way Close”, the “My Life Isn’t Going to Change Close”, the “Show Me The Money Close”, and many more.

Who is this book for?

Owners, operators, personal trainers, and program directors of gyms, fitness centers, health clubs, and martial arts studios who want to close more sales so that they can make more money with less effort. In fact, anyone who is involved in personal selling of any kind will benefit from the knowledge and experience shared in this book. From handling leads to closing prospects, this book takes you through it all.

Plus get these FREE BONUS GUIDES!

Purchase the book, text AOSMBONUS to (678) 506-7543, and you’ll get these FREE BONUS GUIDES:

10 Low Cost to No Cost Ways to Promote, Market, and Generate Leads for Your Gym!

The Silver Bullets of Selling: How to Generate Non Stop Referrals

Scroll up and get your copy today.

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In today’s saturated marketplace, the key to standing out isn’t just about presenting a fantastic product or service.

The key lies in YOU!

Your personal brand can be the decisive factor in rising above the noise, outshining competitors, and leaving a lasting impression that leads to success.

Furthermore, there has never been a better time for skilled professionals to monetise their experience, expertise, and industry presence – with the number of small business owners and self-employed individuals at an all-time high.

‘Infectious – How to Master Trust, Authority, and Influence with the 5-P-Preneur Personal Brand Blueprint’ is going to walk you through six key steps that I believe are crucial when establishing your presence on the market. It’s going to cover five areas of personal branding which cover that all important customer question: WHY should I buy from THIS brand or individual?

More than that, it’s going to let you in on some secrets from deep inside the marketing industry, introducing you to concepts used by top brands to help them stand out and retain their position – but on a scale that is realistic for you as a smaller business owner or marketer. And it’s going to do all that in a way which is understandable for regular people who aren’t walking, talking marketing dictionaries.

That’s right, no buzzwords, jargon, and convoluted explanations here!

Why Personal Branding?

Personal branding is more than just a buzzword; it’s the essence of how others perceive you and remember you. Whether it’s in an interview, a pitch meeting, or online, your personal brand tells the story of WHO you are, WHAT you stand for, and HOW you present yourself. It can evoke strong emotions and visual impressions, setting you apart in a crowded marketplace.

Authenticity isn’t an option; it’s a requirement.

What you’ll learn:

• Purpose: Delve into the core of your brand by understanding your unique ‘WHO, WHAT, WHY.’ Identify your true self and align it with your professional ambitions.
• Persona: Develop a powerful personal brand persona that combines your experience, skills, expertise, and personality. This persona is your ticket to establishing trust and authority in your field.
• People: Understand your target audience’s thoughts, needs, and desires. Recognize who can influence your future success and tailor your brand to resonate with them.
• Proposition: Craft a compelling ‘Unique Positioning Statement’ that defines what you want to be known for. Identify what makes you and your business trustworthy and reputable.
• Promotion: Learn about the most effective tools and channels to target, engage, and communicate with your audience. Make your personal brand an active part of your marketing, both online and offline.

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As a famous quote from Henry Ford tells us, “Whether you think you can, or you think you can’t – you’re right.” This speaks to attitude, and attitude is one of the two key ingredients that separate the top sellers from the bottom dwellers.

The other ingredient is activity. As Steve has said more times than he can count, “Selling cars isn’t hard, it just takes work.” In this case, work speaks to the activities you’ll fill your day with if your goal is to be successful at selling cars.
You’re probably thinking, “Wait a minute! Work? The subtitle of this book is How to quickly become the laziest, most-successful automotive sales professional in the world! You didn’t mention I’d have to work!”

Success in anything takes work, but the work we’re referring to is nothing more than completing the right activities, while you more efficiently close more deals for more money. We’ll tackle what it means (and doesn’t mean) to be lazy in the first chapter, though suffice it to say that work doesn’t mean spending any more time at the dealership than you’re spending today.

Good Selling!

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All of your Follow Ups, Handovers, Critical Tasks and Enquiries in one place.

Stay ahead of the game by listing your daily tasks, follow ups, leads and problems needing solved. Tick them off as you go and go home each day safe in the knowledge that you left no stone unturned!

Happy selling!

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This sales prospecting journal will help you to keep track of your sales activities and outcomes over time, organize all the important information about your potential clients and build a strong relationship with them.

This book contains :

• Identification Page.
• 1 Page for Salesperson information (Full Name, address, Email, Phone Number) and Book Information (Start Date, End Date, Duration of Use).
• 1 Page for goals, Motivation, and Skills acquired to achieve those goals.
• 1 Page for setting a vision in (6 months,1 Year,2 Years,5 Years, and 10 Years).
• 1 Page that contains 60 reminders.
• 1 Page for The Affirmations that inspires you.
• 100 Pages for Sales call records (Client Name, Date, Phone, Follow up, Result, and Notes).
• 1 Page of Summary sales activities.
• 1 Page of Summary sales outcomes.
• 1 Page for writing in the lessons you have learned.
• 1 Page for writing in the improvements you had.
• 2 Pages for customers that you want to keep regular communication with (Client Name, Phone, Email, Purchase history).

-Book details :

• Size 8.5*11 inches

• 112 Pages

• Matte Cover

★ Order it now to keep track of your prospective clients and organize your work !

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Dan Henry is a Wall Street Journal bestselling author of Digital Millionaire Secrets, professional speaker, founder of multiple million-dollar companies including GetClients.com, the CRO and Co-Founder of CloseDeals.com, and one of the most influential entrepreneurs in the world. Dan has been featured in Forbes, Entrepreneur Magazine, Business Insider, and more. Dan started his first company to pay his way through college. His first efforts, while only mildly successful, inspired him to drop out of college and pursue entrepreneurship full time. Since then, Dan has generated over $30M in revenue in his business, which he attributes in part to the Big Money Script found in this book. Dan has even closed over $1 million from stage in a single day using many of the strategies he freely shares on YouTube.

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Enable Your Buyers for Faster B2B Sales

What drives B2B sales most effectively—focusing on what you do as a salesperson or on what your champion and the buying group does behind the scenes? The latest research makes it clear that the B2B buying process has become too complex and difficult and buyers today crave companies and experienced guides who make the process easier. Focus on making buying easier and your prospects will buy from you faster and more often.

Sales teams can shorten the sales cycle by as much as 68% when they learn to equip their champion—the people promoting their solution inside the target account—using the DEEP-C™ buyer enablement framework: Discover, Engage, Equip, Personalize, and Coach. This book guides sales leaders and professionals through the process of moving from a sales-focused approach to a buyer enablement model that reduces buying friction and accelerates the purchase.

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Whether you’re a newcomer to sales or a seasoned pro, Sales Prospecting For Dummies is your survival guide for generating new leads. Tom Hopkins helps you gain a solid perspective on what prospecting is and shares simple, yet powerful ways to build a prosperous selling career by meeting and getting to know the right people. You’ll find out how t o:

• Build an appealing image
• Polish your phone skills
• Tap business contacts for leads
• Prospect your customer list
• Use the power of the Internet
• Get the biggest bang for your advertising buck

Here’s a gold mine of tried-and-true techniques and strategies for finding and keeping clients from America’s number one sales trainer. You’ll discover how to set your goals, plan your time, and multiply your leads by:

• Obtaining valuable free information from newspapers, magazines and specialized journals, radio and television, the Internet, and more
• Developing a network of friends and associates; and mining it for all it’s worth
• Speaking so others will listen and maximizing every meeting with every person
• Techniques for getting satisfied customers to become an endless source of new referrals
• Building your image to the point where prospects seek you out
• Handling failure and rejection, keeping a positive attitude, and staying motivated

A concise, yet comprehensive guide to getting and maintaining a salesperson’s most vital lifeline – new prospects – Sales Prospecting For Dummies is an indispensable tool of the trade for rookies and veteran salespeople alike.

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This bookexplores the habits of top-level sellers, the actions peak performing sellers take, and the strategies they employ. It is a kit providing various tools you can use to perform at your best.

The number one goal in PEAK PERFORMANCE: Mindset Tools for Sales is to provide examples and strategies from elite sales coaches, consultants, business owners, and top sellers in real estate, commercial products, and services. There are no limits to what levels of performance we can achieve, and this book will provide an array of perspectives to train your mind and body as you strive toward peak performance in sales.

The 24 expert-authors of this book come from all over the USA, Canada, the United Kingdom, Germany, Norway, Portugal, Switzerland, Costa Rica, and China. They are professionals who are leadership, emotional intelligence, and communication experts, senior business executives, sales coaches, TV personalities, TEDx Speakers, LinkedIn Trainers, C-Suite strategists, and more. The one thing these individuals have in common is that they all have an idea about peak performance, and these ideas can be applied to any situation in sales and in life.

The co-authors of this book include Katie Armentrout, Michael Bosworth, David Brownlee, Heidi Dugan, Shawn Fechter, Karl Gorman, Matt Harris, Wendy Holtz, Florian Hoppen, Richard Jacobsen, Loren Kell, Jarvis Leverson, Adrian Logan, Bryan McDonald, Brooke, Oliphant, Michel Privé, Laetitia Ribier-Costa, Tim Robertson, Adam P. Smith, David Snyder, Désirée van der Laan, Sandra Venere, and Amy Wullenweber.

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