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"ABC's of Relationship Selling 12e" trains readers on a specific, yet generic, step-by-step selling process that is universal in nature. This edition presents a sales process or system in a logical sequence, more than any other text in the market: from planning and the approach, to closing and follow-up for exceptional customer service. The goal of...

Reinsurance is an invisible service industry which enables insurance companies to insure more risks and to make better use of their resources. Until recently, reinsurers were only known to a small minority outside the insurance community. Major disasters, especially those caused by natural catastrophes, have increasingly brought the industry into...

Throughout the twentieth century, the U.S. government willingly deployed power, hard and soft, to protect American investments all around the globe. Why did the United States get into the business of defending its citizens' property rights abroad? The Empire Trap looks at how modern U.S. involvement in the empire business began, how American...

An update of the classic book that reveals the 6 keys to successful management In this new edition of his best-selling book, Robert Benfari explains that the best mangers are not born that way but share a mix of characteristics that can be analyzed, understood, and most importantly changed. He identifies the six characteristics of successful...

Marketing Strategy, 8e is a focused, succinct text which can be used on its own or packaged with a case book. It covers the concepts and theories of creating and implementing a marketing strategy and offers a focus on the strategic planning process and marketing's cross/inter-functional relationships. This text distinguishes itself from competitors...

Interfirm Networks in the Japanese Electronics Industry analyses changes in production networks in the Japanese electronics industry. Japan's post-war success in the assembly industries is frequently attributed to innovative approaches to the organization of production: Japanese assemblers have tended to forge intricate networks of long-term...