The resource for understanding the process of creating and delivering value to targeted business markets and customers, this book provides a framework for assessing customer value and processes for translating this knowledge into effective marketing strategies. Detailed descriptions and practical examples are used throughout this book; the authors's extensive management practice and academic research make this an incredibly useful tool. Viewed from an international perspective—rather than a purely American one—Business Market Management draws upon best business practices, allowing readers to understand cultural and regional differences. Topics include: market sensing, understanding firms as customers, crafting market strategy, managing market offerings, business channel management, gaining customers, and sustaining reseller and customer relationships. For marketing directors, marketing managers, employees in marketing departments, customer service representatives, and owners/managers of firms, international or American.

Business Market Management: Understanding, Creating, and Delivering Value

Business & Money

Anderson, James C.

Narus, James A.

Management & Leadership

Pearson College Div

Anderson builds the book around a framework of understanding, creating, and delivering value.Viewed from an international perspective—rather than a purely American one—Business Market Management draws upon best business practices, allowing readers to understand cultural and regional differences. Topics include: market sensing, understanding firms as customers, crafting market strategy, managing market offerings, business channel management, gaining customers, and sustaining reseller and customer relationships.For marketing directors, marketing managers, employees in marketing departments, customer service representatives, and owners/managers of firms, international or American.

Business Market Management: Understanding, Creating, and Delivering Value (3rd Edition)

NARAYANDAS, DAS

Marketing & Sales

Pearson

A concise introduction to structural dynamics and earthquake engineering Basic Structural Dynamics serves as a fundamental introduction to the topic of structural dynamics. Covering single and multiple-degree-of-freedom systems while providing an introduction to earthquake engineering, the book keeps the coverage succinct and on topic at a level that is appropriate for undergraduate and graduate students. Through dozens of worked examples based on actual structures, it also introduces readers to MATLAB, a powerful software for solving both simple and complex structural dynamics problems. Conceptually composed of three parts, the book begins with the basic concepts and dynamic response of single-degree-of-freedom systems to various excitations. Next, it covers the linear and nonlinear response of multiple-degree-of-freedom systems to various excitations. Finally, it deals with linear and nonlinear response of structures subjected to earthquake ground motions and structural dynamics-related code provisions for assessing seismic response of structures. Chapter coverage includes: <ul>
<li>Single-degree-of-freedom systems</li> <li>Free vibration response of SDOF systems</li> <li>Response to harmonic loading</li> <li>Response to impulse loads</li> <li>Response to arbitrary dynamic loading</li> <li>Multiple-degree-of-freedom systems</li> <li>Introduction to nonlinear response of structures</li> <li>Seismic response of structures</li> </ul>
If you're an undergraduate or graduate student or a practicing structural or mechanical engineer who requires some background on structural dynamics and the effects of earthquakes on structures, Basic Structural Dynamics will quickly get you up to speed on the subject without sacrificing important information.

Basic Structural Dynamics

Engineering & Transportation

Naeim, Farzad

Engineering

wiley

Since its founding at the Falls of the Ohio by George Rogers Clark in 1778, Louisville and its people have looked to the mighty Ohio River as the city's lifeblood. Louisville has counted on the river for transportation, commerce, leisure, culture, and natural beauty. Characterized by abundant opportunity-both professional and recreational-this renowned city has grown and prospered to become the business and industrial center of Kentucky.
Is Louisville the southernmost midwestern town, or is it an upper south, southern city? This identity crisis has arisen from a historical diversity of people, industries, architecture, and commerce. Louisville has been home to large populations of German, Irish, French, and other immigrants. Large multi-national corporations, such as General Electric, Brown Forman, Philip Morris, and UPS have also called Louisville home over the years. The city counts among its famous sons William Clark, who, with Merriwether Lewis, led the Lewis and Clark Expedition in 1803, and sports icon Muhammad Ali. Local streets boast modern architectural treasures such as the Humana Building, designed by Michael Graves, and the American Life Building by Mies van der Rohe. Louisville is also home to Churchill Downs and the country's premier equestrian competition, the Kentucky Derby. These and many other notable facets of the city's rich heritage are illuminated in the vintage photographs within this volume. Concentrating on the early twentieth century, Images of America: Louisville celebrates a dynamic community and the people, both famous and everyday, who have contributed to its lasting legacy.

Louisville (KY) (Images of America)

Arts & Photography

Neary, Donna M.

Photography & Video

Arcadia Publishing

Do your salespeople feel under extreme pressure to retain accounts or gain new business at any cost? If so, you may be leaving big money on the table. Consider the integrated-circuit supplier representative who lost $500,000 of potential profit on a single transaction, just to win” a deal that he would have closed anyway at the higher price. Do not make price concessions. Become a value merchant instead. In this authoritative book, James Anderson, Nirmalya Kumar, and James Narus explain how companies in business markets can use customer value management techniques to estimate the value of your market offerings, create value propositions that resonate with your customers, and maximize the return you will get on the superior value that you deliver. Drawing on extensive research and detailed case studies of companies like Sonoco, Tata Steel, and Quaker Chemical, Value Merchants will change the mindset and behavior of your executives, sales management, representatives, and marketersas well as your customers.

Value Merchants: Demonstrating and Documenting Superior Value in Business Markets

Kumar, Nirmalya

Harvard Business Review Press

The photographs in this calendar were selected from Images of America: Louisville.

Louisville 2010 Calendar (Historic Images Calendar)

History

Americas

HBR's 10 Must Reads on Sales (with bonus interview of Andris Zoltners) (HBR's 10 Must Reads)

Sales isn’t about pushing products or being efficient; it’s about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We’ve combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to: <ul>
<li>Understand your customer’s buying center</li> <li>Integrate your sales and marketing operations</li> <li>Assess your business cycle and its impact on your sales force</li> <li>Transition away from solution sales</li> <li>Leverage the power of micromarkets</li> <li>Introduce tiebreaker selling and consensus selling</li> <li>Motivate your sales force properly</li> </ul>
This collection of articles includes “Major Sales: Who Really Does the Buying,” by Thomas V. Bonoma; “Ending the War Between Sales and Marketing,” by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; “Match Your Sales Force Structure to Your Business Life Cycle,” by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; “The End of Solution Sales,” by Brent Adamson, Matthew Dixon, and Nicholas Toman; “Selling into Micromarkets,” by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; “Dismantling the Sales Machine,” by Brent Adamson, Matthew Dixon, and Nicholas Toman; “Tiebreaker Selling,” by James C. Anderson, James A. Narus, and Marc Wouters; “Making the Consensus Sale,” by Karl Schmidt, Brent Adamson, and Anna Bird; “The Right Way to Use Compensation,” by Mark Roberge; “How to Really Motivate Salespeople,” by Doug J. Chung; and “Getting Beyond ‘Show Me the Money,’” an interview with Andris Zoltners by Daniel McGinn.

Review, Harvard Business

Kotler,Philip

Zoltners, Andris

Goyal, Manish

Business Culture

Sales isn't about pushing products or being efficient; it's about building the right systems to manage and empower your salespeople. If you read nothing else on sales, read these 10 articles. We've combed through hundreds of Harvard Business Review; articles and selected the most important ones to help you understand how to create the conditions for sales success. This book will inspire you to: <ul> <li>Understand your customer's buying center</li> <li>Integrate your sales and marketing operations</li> <li>Assess your business cycle and its impact on your sales force</li> <li>Transition away from solution sales</li> <li>Leverage the power of micromarkets</li> <li>Introduce tiebreaker selling and consensus selling</li> <li>Motivate your sales force properly</li> </ul> This collection of articles includes "Major Sales: Who Really Does the Buying," by Thomas V. Bonoma; "Ending the War Between Sales and Marketing," by Philip Kotler, Neil Rackham, and Suj Krishnaswamy; "Match Your Sales Force Structure to Your Business Life Cycle," by Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer; "The End of Solution Sales," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Selling into Micromarkets," by Manish Goyal, Maryanne Q. Hancock, and Homayoun Hatami; "Dismantling the Sales Machine," by Brent Adamson, Matthew Dixon, and Nicholas Toman; "Tiebreaker Selling," by James C. Anderson, James A. Narus, and Marc Wouters; "Making the Consensus Sale," by Karl Schmidt, Brent Adamson, and Anna Bird; "The Right Way to Use Compensation," by Mark Roberge; "How to Really Motivate Salespeople," by Doug J. Chung; and "Getting Beyond 'Show Me the Money,'" an interview with Andris Zoltners by Daniel McGinn.

Advanced Man-Machine Interaction: Fundamentals and Implementation (Signals and Communication Technology)

Contemporary man-machine interfaces are increasingly characterized by multimodality, nonintrusiveness, context-sensitivity, adaptivity, and teleoperability. The implementation of such properties relies on novel techniques in felds such as, e.g., computer vision, speech technology, trainable classifiers, robotics, and virtual reality. This book puts special emphasis on technological aspects of advanced interface implementation. Furthermore it focuses on interface design and usability. For readers with a background in engineering and computer science, most chapters offer design guidelines and case studies, as well as a description of the functioning and limitations of the algorithms required for implementation. In addition, complementary code examples in C++ are given where appropriate. As a special feature the book is accompanied by two easy-to-handle software development environments, which offer access to extensive public domain software for computer vision, classification, and virtual reality. These environments also provide real-time access to peripheral components like, e.g., webcams or microphones, enabling hands-on experimentation and testing.

Graphic Design

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