Marketing Led - Sales Driven: How Successful Businesses Use the Power of Marketing Plans And Sales Execution to Win in the Marketplace [Paperback]

Ajay K. Sirsi (Author)

Book Description

Publication Date: February 4, 2001

Behind every successful business is the implementation of a superior strategy. Winning firms earn their success. To do this, business organizations have to first develop a superior marketing plan and implement this plan via effective sales and customer plans. Therefore, both marketing and sales have to work as one system.

In this powerful and practical book you will learn the following:

- How to understand customer needs and value drivers.

- How to segment your markets and customers.

- How to analyze customer, competitor and market data to develop superior marketing plans.

- How to translate marketing plans into actionable sales and customer plans.

- How to work with templates and actual plans to guide your own business.

- How to get marketing, sales and other functions working together to focus on the customer to help you get a competitive advantage in the marketplace.

Editorial Reviews

About the Author

Ajay K. Sirsi is a Marketing Professor at the Schulich School of Business, York University, Toronto, Canada, where he teaches Strategic Market Planning, Business-to-Business Marketing, Marketing Research and Marketing Management. He teaches executive management classes in Marketing and Sales Strategies, Brand Equity, Pricing for Profit and Marketing Management in the Executive Development Program at the business school. He also teaches Marketing Research and Marketing Management for the Marketing Research & Intelligence Association (MRIA).

Ajay has undertaken both consulting and educational activities for FT Global 500 corporations in the United States, Canada, Brazil, China, France, India, Japan and Korea in the areas of developing business and marketing strategy, sales execution, developing and implementing customer value, building brand identity/equity, and building corporate brands. His clients include: Bayer, Bombardier, Glaxo SmithKline, International Paper, Manulife Financial, Novartis, Royal Bank, and TELUS.

His current research focuses on creating customer value, developing strategic marketing plans and sales execution, and sales force and managerial effectiveness.

Prof. Sirsi is the author of many articles which have appeared in prominent academic and practitioner journals such as the Journal of Consumer Research, Canadian Journal of Marketing Research, the Journal of Health Care Marketing, the Journal of Hospital Marketing, and the Journal of Professional Services Marketing. He is a recipient of the prestigious Robert Ferber Award and the award for best article published in the Journal of Consumer Research. He is the co-author of another book: Marketing: Real People, Real Decisions (Prentice Hall).

Ajay can be reached at [e-mail] or at [phone].

Product Details

• Paperback: 170 pages
• Publisher: Trafford Publishing (February 4, 2001)
• Language: English
• ISBN-10: 1412021782
• ISBN-13: 978-1412021784
• Product Dimensions: 9.2 x 7.3 x 0.5 inches
• Shipping Weight: 13.6 ounces (View shipping rates and policies)
• Average Customer Review: 3.8 out of 5 stars  See all reviews (12 customer reviews)
• Amazon Best Sellers Rank: #547,065 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

2 of 2 people found the following review helpful:

1.0 out of 5 stars Look elsewhere for marketing expertise, December 14, 2010

By 

Canadian HomeOwner (Toronto, Ontario, Canada) - See all my reviews

This review is from: Marketing Led - Sales Driven: How Successful Businesses Use the Power of Marketing Plans And Sales Execution to Win in the Marketplace (Paperback)

If you are looking for a detailed marketing book, look elsewhere. Many of the topics are given a superficial view and when the author attempts to provide any depth, he just creates confusion with buzzwords and jargon. Many topics have little substance to support the authors position. The templates are poorly structured as well and there are too many tables with irrelevant data. On top of all this, the book is out of date. I wish I could my $39 back in addition to the hours wasted reading through this "textbook".

1 of 1 people found the following review helpful:

5.0 out of 5 stars Great book - very detailed with great examples, March 27, 2006

By 

O.Fields ((Toronto, Canada)) - See all my reviews

This review is from: Marketing Led - Sales Driven: How Successful Businesses Use the Power of Marketing Plans And Sales Execution to Win in the Marketplace (Paperback)

This book is absolutely essential if you want to know more about why it's important and how to come up with and execute marketing plans. There is even a chapter describing common pitfalls that you should be aware of so that you don't make them. I own a small business so this book made it very simple and easy for me to come up with my own plans and it really showed me why it was important to do so. Also, the appendices were of great help since it included a detailed example of what a marketing and sales plan should look like. This book is the first reference that I use whenever questions of marketing, sales or customer plans/execution comes to mind. The glossary was very helpful too.

1 of 1 people found the following review helpful:

5.0 out of 5 stars Clear, concise, and straight-forward, March 24, 2006

By 

Jane "Jane" (Vancouver) - See all my reviews

This review is from: Marketing Led - Sales Driven: How Successful Businesses Use the Power of Marketing Plans And Sales Execution to Win in the Marketplace (Paperback)

What Ajay Sirsi has done is provide a clear, concise, and straight-forward approach to creating and developing improved marketing and sales plan. I particularly enjoyed the thorough charts, examples and highlighted tips that were included to emphasize the key points detailed in each chapter.