Ian Ruskin-Brown's new book provides a basic grounding in marketing and then focuses on marketing techniques unique to small-and mid-size service businesses. The author goes beyonf the usual marketing mix of Posiitoning, Product, Placement, Promotion and Price to add five more elements for service businesses: Physical Evidence, Process, People, Time Related Issues and Capacity Management.
Leading the Sales Force: A Dynamic Management Process
by Rene Y. Darmon
How should a sales force be managed effectively? Like aircraft pilots, managers must analyse information and make interconnected decisions in order to accomplish their missions. This book provides an integrative vision of a sales manager’s function, using the concept of a dynamic sales force management process.
A fascinating discussion on the fundamentals underlying the changing nature of Modern architecture. This new selection of essays follows Chris Abel's previous best selling collection, Architecture and Identity. Drawing upon a wide range of knowledge and disciplines, the author argues that, underlying technological changes in the process of architectural production are fundamental changes in the way we think about machines and the world we live in.
Based on archeological research conducted on a sixth to tenth century Pictish settlement on Tarbat Ness, Easter Ross, this book recounts the life, culture, and burial practice of the Picts. It describes the process of archeological discovery and interpretation and details daily life at the Portmahomack monastery.
Renowned for her contributions to psychoanalytic theory, Karen Horney was also a gifted clinician and teacher of analysts. This book--a collection of her writings and lectures on analytic technique--provides the most complete record to date of Horney`s ideas about the therapeutic process. With insights far ahead of her time, Horney addresses issues that continue to concern practicing analysts.
