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"ART I. TAKING YOUR TEAM TO MARKET. Going to market: leadership and responsibility -- The sales force -- Sales environment -- Sales control and policies -- Channels -- Product/market match -- Competition -- The customer -- The market -- PART II. PERSONAL COACHING. Facts-in-the-Future (tm) -- The truth about statistics, or why you need a BS (bad statistics) filter -- The gullibility factor -- Intuition -- How much information is enough? -- Mind games -- Walk a mile in the CFO?s shoes -- The brain of a sales manager -- Evolution in sales management -- The CEO and sales force success -- Perception sticks like glue -- FAQs: frequently asked questions -- Notes -- Bibliography -- Index."

"Today?s sales managers face a tough challenge. They must be more productive than ever while relying more on partners and technology with reduced resources in the field. And with fewer, larger customers, every decision becomes more important -- and riskier. The Sales Manager?s Success Manual provides the critical information sales managers need to succeed in this increasingly difficult job."

"The sales techniques that work best...have always worked best. An incisive look at four legendary sales pros, and how their strategies still apply today."

"Dalam pasar yang penuh dengan kompetitor, pemasar harus merumuskan dan melaksanakan strategi pemasaran yang tepat dan efektif. Namun saat ini mendapatkan pelanggan saja tidak cukup, pemasar harus mampu menciptakan dan menjaga loyalitas pelanggan mereka agar dapat memenangkan persaingan. Sales promotion merupakan salah satu alat dalam komunikasi pemasaran terpadu yang tidak jarang digunakan oleh pemasar dalam melakukan kegiatan pemasarannya. Sales promotion dinilai mempunyai keuntungan tersendiri jika dibandingkan dengan berbagai komunikasi pemasaran terpadu lainnya. Go-Jek, salah satu perusahaan e-hailing di Indonesia sering kali menjadikan sales promotion dalam strategi pemasarannya. Tulisan ini berusaha melihat peran sales promotion dalam menciptakan dan menjaga loyalitas pelanggan Go-Jek dengan cara menganalisis pelaksanaan sales promotion yang dilakukan Go-Jek. Analisis tersebut menunjukkan bahwa selain mampu untuk mendorong trial, re-purchase, dan meningkatkan pembelian, sales promotion juga memiliki dampak jangka panjang yang positif dalam menciptakan dan menjaga loyalitas pelanggan.

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In this current market full of competitors, marketers must formulate and implement an effective marketing strategy. Now days, being able to get new customer is not enough. Marketers must be able to gain and retain customer loyalty so that they can win the competition. Sales promotion is a part of Integrated Marketing Communications (IMC) which often used in marketing strategies. Sales promotion has its own advantages compared to the other tools of IMC. Go-Jek is an e-hailing company that often uses sales promotion in its marketing strategy. This journal aims to see the role of sales promotion in creating and retaining Go-Jek's customer loyalty. The analysis shows that sales promotion not only is able to increase trial, re-purchase, and sales, but also has positive long term impact on creating and retaining customer loyalty."

"Penelitian ini bertujuan untuk mengetahui pengaruhcitra merek perusahaan (corporate brand image)terhadap komitmen pelanggan (customer commitment) dan loyalitas pelanggan (customer loyalty). Analisis data dilakukan dengan teknik Structural Equation Modeling (SEM) terhadap 164 responden yang memiliki dan menggunakan produk-produk Apple jenis apapun. Penelitian ini menemukan bahwa variabel corporate brand image berpengaruh positif secara signifikan terhadap variabel customer commitment. Selain itu variabel customer commitment juga berpengaruh positif secara signifikan terhadap variabel customer loyalty. Akan tetapi variabel corporate brand image tidak memiliki pengaruh langsung yang signifikan terhadap variabel customer loyalty. Implikasi dan saran yang dapat diberikan berdasarkan hasil penelitian ini akan didiskusikan pada bagian akhir penelitian.

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This research aims to study the impact of corporate brand image on customer commitment and customer loyalty. The data analysis of 164 respondents using Structural Equation Modeling (SEM) finds that corporate brand image has a significant positive impact on customer commitment. Customer commitment also has a significant positive impact on customer loyalty. Whereas corporate brand image does not have a significant direct impact on customer loyalty. The implications and suggestions from these findings are also discussed in the end of this research."