Channel Partners: Books

Analyzing Sales Promotion: Text & Cases : How to Profit from the New Power of Promotion Marketing

Uses sales data generated by in-store electronic scanners to explain sales promotion strategy and its place in an integrated marketing program.

John C. Totten and Martin P. Block. Dartnell Corp.; 2nd edition. 226 pages. Paperback.

Best Sales Promotions

Reviews 126 of the best recent sales promotion campaigns. Readers will develop a better understanding of what constitutes a successful promotion and of what a good promotion can—and can't—do. A straightforward book that is useful for readers with all levels of experience.

William A. Robinson. McGraw-Hill Companies. 240pp. Paperback.

Dartnell's Sales Promotion Handbook

An all-in-one reference for marketers, divided into four parts with each part devoted to different aspects of sales promotion, from planning and techniques to strategies and issues. Each chapter is written by an expert with experience working in the field. Hundreds of examples and case histories are included.

Tamara Brezen Block and William A. Robinson. Dartnell Corp. 910pp. Hardcover. Cost: $69.95

Exceeding Customer Expectations

Based on the business practices and history of Enterprise Rent-a-Car, this book focuses on how the company has achieved financial results by creating happy customers, successful business partnerships, and an engaged and motivated workforce. It discusses the relationship between the company's employee satisfaction, retention, and profitability, and shows how Enterprise makes and reinforces those connections.

Kirk Kazanjian . Currency . 256pp. Hardcover . Cost: $16.47

From Mind to Market: Reinventing the Retail Supply Chain

Offers a good introduction to the new thinking about market research. It's a handbook of the latest trends, strategies, and techniques of marketing in today's global community. Blackwell illustrates his points with examples from companies that already employ such practices, including Kinko's, The Limited, and Banc One Corporation.

Roger D. Blackwell. Collins. 272pp. Hardcover. Cost: $20.48

Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage

Provides a clear analysis of how successful companies turn partnering into a reality. The book breaks down and makes sense of the revolution that is taking place in supplier-customer relationships today. Offers new strategies on creating profitable relationships with customers.

Neil Rackham, Lawrence Friedman, and Richard Ruff. McGraw-Hill. 237pp. Hardcover. Cost: $22.95

How to Run an Incentive Program

A booklet published by Incentive magazine that details how to structure incentive programs.

Incentives in Marketing & Motivation

A comprehensive text on the incentive marketplace. The content is illustrated and includes numerous case studies that reveal the breadth and potential of the incentive marketplace.

Meredith Aim. Kendall/Hunt Publishing Company. 512pp. Paperback.

Light Their Fire: Using Internal Marketing to Ignite Employee Performance and Wow Your Customers

Light Their Fire discusses how employee communications is the key to delivering on solidifying customer relationships. This book will teach you how to identify the varying perspectives of different audiences, tailor your messages for maximum effectiveness, and much more.

Susan Drake, Michelle Janette Gulman, Sara Roberts. Kaplan Business. 272pp. Hardcover. Cost: $15.64

Managing Through Incentives: How to Develop a More Collaborative, Productive, and Profitable Organization

Shows managers how to apply proven motivators to help any size firm energize the work force, increase its profits, and meet the challenges of today's competitive global economy. Presents the pros and cons of incentives as well as why and how they work and discusses in detail incentives for executives and workers and those used for marketing to consumers.

Richard B. McKenzie and Dwight R. Lee. Oxford University Press. 352pp. Hardcover. Cost: $60.00

Principles of Results-Based Incentive Program Design

Based on the Incentive Marketing Association's Principles Of Results-Based Incentive Program Design Seminar, this is the first formal curriculum ever developed for incentive program planning. The textbook includes sections on Incentive Program Basics for the Business Executive, Core Strategies for the Business Executive, Planning and Design Considerations for the Practitioner, and Implementation and Management Considerations for the Practitioner.

Bruce Bolger and Rodger Stotz. Incentive Marketing Association. Cost: $69.95

Promotional Marketing: Ideas & Techniques for Success in Sales Promotion

This book details the challenges of promotional marketing through a chronological history starting in the 1950s. The last section looks to the future.

William A. Robinson and Christine Hauri. McGraw-Hill. 178pp. Hardcover.

The Reward Plan Advantage: A Manager's Guide to Improving Business Performance Through People

The author describes recognition and group incentive plans, as well as types of awards and implementation. This book comes closer than most to addressing brass-tacks programs that managers at almost any level of an organization can implement.

Jerry L. McAdams. Jossey-Bass . 332pp. Paperback. Cost: $45.00