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Catalogue complet

Vael A: AI for Sales Follow-Up

AI for Sales Follow-Up

The Complete System for Turning Cold Pipeline into Closed Deals

Underground Techniques for Influencing Decisions and Winning More Clients

Sales Secrets of a Mind Reader

This book provides a comprehensive overview of marketing for the tourism and hospitality industry. With a focus on the Indian subcontinent, it explores various frameworks and marketing strategies and their application in diverse areas and markets.

This book provides a comprehensive overview of marketing for the tourism and hospitality industry. With a focus on the Indian subcontinent, it explores various frameworks and marketing strategies and their application in diverse areas and markets.The volume discusses the dynamics of the tourism and hospitality industries and provides an overview of conventional and non-conventional marketing strategies for better decision-making, service and promotion. It looks at tools and techniques for businesses to understand the customer’s needs, customer-behaviour, building partnerships with other service providers, using digital and social media marketing and using a marketing mix to design an overall marketing strategy which will serve the business’s objectives. With various case studies, the book analyses the essential marketing tenets for the hospitality and tourism industry and the importance of implementing a marketing plan which prioritizes customer relationship.This textbook will be an indispensable resource for students, academics, as well as industry professionals working in tourism, hospitality, travel management, marketing, communication, digital marketing and public relations.

Concepts and Cases

Tourism and Hospitality Marketing

If your business isn't fully booked, the problem isn't your price, your pitch, or your website.It's your trust gap. And this book closes it.In TRUSTED: Why Every Business Is in the Trust Business, keynote speaker and executive coach Michael Owen delivers a practical, proven framework for small business owners, service professionals, contractors, real estate agents, insurance brokers, coaches, and founder-led companies who are tired of losing to cheaper competitors and ready to build the one advantage no one can replicate: trust.Drawing from more than 30 years of coaching entrepreneurs, blue-collar operators, and sales teams, Owen reveals why trust-not marketing, not pricing, not tactics-is the true engine of referrals, loyalty, and consistent revenue.WHAT YOU'LL LEARN INSIDE THIS BOOK - Why the strongest offer rarely wins-and what actually doesDiscover the hidden psychology behind buying decisions and why customers choose trust over features, benefits, or ROI every time.- How a struggling plumber transformed his business without spending a dollar on advertisingA real case study showing how visible trust signals turned monthly revenue into weekly revenue-and eventually into a single record-breaking day.- Why customers aren't questioning your skills-they're questioning what happens if something goes wrongLearn how to answer the silent questions every buyer asks before they hire you.- The Seven Laws of TrustA practical, story-driven framework for building trust in leadership, sales, and service-featuring real businesses, real conversations, and real results.- The D.A.L.E. FrameworkA walk-away diagnostic tool for identifying trust gaps and fixing them fast.- The Trust AuditA seven-signal checklist you can apply to every ad, proposal, social post, sales call, and client interaction.- The Cheat CodeA no-fluff, action-ready companion section with immediate steps for implementing each law in your business.THIS BOOK IS FOR YOU IF...<ul><li>You're a plumber, painter, HVAC tech, roofer, contractor, real estate agent, insurance broker, freelancer, coach, or founder who is better at your craft than your calendar reflects.</li><li>You keep lowering your price when the real issue was never the price at all.</li><li>You're tired of losing to competitors you know aren't better-just more trusted.</li><li>You want a system for generating referrals, repeat business, and loyal clients without begging, discounting, or chasing.</li></ul>THE TRUTH IS SIMPLENo amount of advertising can outrun a trust deficit. But trust-built deliberately and systematically-compounds into: <ul><li>higher close rates</li><li>better clients</li><li>stronger referrals</li><li>premium pricing</li><li>and a business that grows even when you're not in the room</li></ul>People don't buy services. They buy outcomes from people they trust.This book shows you exactly how to become that person.If you're ready to stop competing and start being chosen, scroll up and get your copy of TRUSTED today.

Why Every Business is in the Trust Business

Trusted

Routledge Communication Series

This book presents the situational theory of problem solving (STOPS). This situational theory describes human problem-solving approaches that people adopt in dealing with almost any kind of life problem.

This book presents the situational theory of problem solving (STOPS). This situational theory describes human problem-solving approaches that people adopt in dealing with almost any kind of life problem.

Communicative, Cognitive, and Perceptive Bases

Situational Theory of Problem Solving

You can't separate marketing, product, and AI anymore-The Algorithmic Shopper will help you win the next era. Marketing has always relied on human psychology-now that trillion-dollar ecosystem is becoming obsolete. For over a century, companies have tirelessly studied our aspirations and our fears, developing heartfelt brand narratives and sophisticated marketing campaigns that appeal to our emotions. But AI agents-dispassionate digital proxies with perfect memories, programmed to act in their users' best interests-are taking over, creating a fundamental separation between the shopper and the human consumer. A new era, dominated by shoppers without insecurities to cater to, or heartstrings to tug upon, is not just coming; it is already here. The only way to appeal to agentic AI is to be verifiably better-through a superior product, a more transparent supply chain, and cleaner, more accessible data. The pain point we face is profound, but it also presents a remarkable opportunity for a new generation of leaders willing to unlearn the old rules and begin to see the world through the cold, perfectly-rational lens of an AI agent. Author Paul Ferrando Accornero is leading a global conversation at the cutting edge of marketing strategy. In The Algorithmic Shopper, he provides a deeply-researched and accessible playbook for navigating these unprecedented challenges, grounded in real-world examples. This is essential reading for anyone trying to build a business or maintain a brand, from aspiring entrepreneurs, to sales and marketing professionals, to C-suite leaders. Those who grasp our new reality will not merely survive the disruption-they will define the future of commerce.

Rethinking Growth, Strategy, and Brand Power in an AI-First World

The Algorithmic Shopper

Original and unique, this text is an invaluable and exciting summary of a complex and extremely important subject. It gathers together an anthology of articles relating to corporate brands, supplemented with incisive commentary from the editor.

Revealing Corporate Brands

The Business of Pitching will be the first major work looking at how business pitches for the Public Relations industry are conceived, planned, delivered and assessed. The PR industry is now worth in excess of £13bn and employs around 85,000 people in the UK alone. This practical, yet academically referenced, five-part guide takes the reader through a carefully conceived process for successful pitching. Throughout fifteen real life case studies amplify the main learning points. Examples range from multi-national corporations to NGOs. The authors' expertise is based on their business and coaching skills, and is enriched with their knowledge of relevant, contemporary multi-disciplinary literature.

The Business of Pitching will be the first major work looking at how business pitches for the Public Relations industry are conceived, planned, delivered and assessed. The PR industry is now worth in excess of £13bn and employs around 85,000 people in the UK alone. This practical, yet academically referenced, five-part guide takes the reader through a carefully conceived process for successful pitching. Throughout fifteen real life case studies amplify the main learning points. Examples range from multi-national corporations to NGOs.The authors’ expertise is based on their business and coaching skills, and is enriched with their knowledge of relevant, contemporary multi-disciplinary literature.

The Public Relations Perspective

The Business of Pitching

An Interdisciplinary Perspective

Strategic Employer Branding for IT Companies

Routledge New Directions in PR & Communication Research

As one of the key thinkers of social theory, public relations scholars have repeatedly turned to Habermas' work to inform their own scholarship. This book systematically reviews the distinct body of PR literature that has applied Habermas' theories to provide an in-depth and nuanced discussion on what this influential social theorist has to offer PR research. Demonstrating the applications and challenges for PR ethics and organizational communications, while opening less well-known concepts such as reflexivity, and double politics as avenues for future research, this unique source book will be of interest to all scholar and advanced students of public relations and communication studies.

As one of the key thinkers of social theory, public relations scholars have repeatedly turned to Habermas’ work. This book systematically reviews the body of public relations and communication literature that has applied Habermas’ theories for the first time, to provide an extensive and nuanced discussion on what one of the most influential social theorists has to offer public relations research. Taking concepts from seminal works such as the Theory of Communicative Action and the Structural Transformation of the Public Sphere, this book explores applications of Habermas’ concepts. It confronts conflicts with Habermas’ critical understanding of public relations as moral communication, and explores indepth the concepts of moral justification and differentiation of lifeworld and system for their potential for PR research and practice. Demonstrating the applications and challenges for public relations ethics, and organizational communications while opening less well-known concepts such as reflexivity, crisis consciousness, and double politics as avenues for future research, this book will help public relations researchers harness the potential of Habermas’ methodological tools. It will be of interest to all scholars and advanced students of public relations and communication studies.

Applying Habermas in Theory and Practice

Social Theory and Public Relations Research

57 Things Every Advertising and Marketing Person Should Know

The Art of Client Service

Build a repeatable capability to create customer value propositions that win in AI-accelerated B2B markets. Creating Customer Offers with AI is a practical guide for senior commercial leaders, sales directors, key account managers and product leaders who need to develop differentiated offers, align cross-functional teams and turn customer insight into measurable revenue growth. Written by Cranfield Visiting Fellows Richard Brooks MBA, Sue Holt PhD and Mark Davies MBA MSc, this book introduces the Offer Development &amp; Innovation (ODI) framework, a three-phase system covering customer needs analysis, offer ideation and customer value proposition development. It shows how AI can support each phase by strengthening analysis, coaching teams and accelerating the work required to build offers customers understand and act on. Moving beyond prompt engineering, this book helps leaders use AI as a strategic partner in complex B2B environments. It equips you to: Diagnose root-cause customer needs Build cross-functional offer processes Quantify value in customer language Apply AI across ODI stages Shift toward value-based growth Featuring real-world examples from Pfizer, Siemens, ThermoFisher, Grant Thornton, Zoetis and Nylacast, Creating Customer Offers with AI demonstrates how organizations can create unique customer value repeatedly, systematically and faster than the competition. Themes include: customer value propositions, B2B sales strategy, AI for business, offer innovation, value-based selling, commercial transformation

How to Build an Offer that Outsmarts the Competition

Creating Customer Value Propositions With AI

This timely book challenges the prevailing notion that marketing is--or should be--a purely scientific discipline. Drawing inspiration from Germaine Greer's claim that "marketing is the art form of the twentieth century," Tasgal argues that the field's relentless pursuit of scientific rigor--particularly its imitation of physics through universal laws, reductionism, and "arithmocracy"--has suppressed marketing's artistic and cultural essence.Tasgal delivers a powerful call to action for marketers and communicators, urging them to reclaim creativity from the margins and restore it to the heart of their work. He asks why creativity was ever isolated and reserved for a select group of "creatives," rather than recognized as fundamental to all marketing endeavors.The Art in Marketing Book offers a compelling vision for bridging the false divide between science and art in marketing, showing how a shift toward an art-centered approach can unlock greater distinctiveness, creativity, and meaningful insight for brands in today's complex marketplace.

Why we need less science and more art in marketing

The Art in Marketing

AI for Sales Follow-Up

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