BUSINESS TO BUSINESS E-COMMERCE:

A practical mathematical model to estimate and track transactions
A model for forecasting the sales of a new product is presented. This model allows one to predict the sales development of a new product before it is launched on the market. The model makes separate forecasts for the volume of trial and repeat purchases. It also incorporates a special model to explain consumer awareness of the new product.

Consumer awareness is explained by distribution (shelf facings and in-store promotion), advertising and giving away samples. The trial model incorporates the total market potential, the probability of being in a buying occasion and in a retail outlet where the product is distributed. The repeat model bases the repeat probability on the preceding purchasing sequence.

It is based on a distinction between those who prefer, those who are indifferent in the long run, and those who are indifferent and will reject the product after some time. The model requires three types of data input: market data, market research data, and marketing plan data. Using these data, predictions can be made by a user-friendly PC programme. An example demonstrates that the predictions made by the model accorded well with reality.

Business to Business
Javier Oyanedel, Ph.D.
ISBN 1-905203-55-1 UK £8.99
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God, The Unicorn & Advertising

So you want to be an advertising guru? Want to know the best kept secrets in the advertising world? Well, take some tips and ideas from Graeme Livingstone-Wallace - here's a wealth of advice wrapped up in sparkling anecdotes. It's all about understanding communication, creativity, competitors, and importantly - consumers. Experience and expertise is invaluable - Advertising is not a science, it's about persuasion, and that's an art. Sharing his know-how, the author takes a wry look at some of the advertising ploys of today and yesteryear - 'So this sucking up that agencies generally do to clients can pay off!' Hilarious, yet brimming with wit and wisdom, God, The Unicorn & Advertising is a must read for anyone remotely connected with advertising. Brilliant!

God, The Unicorn & Advertising
Graeme Livingstone-Wallace
Paperback -186 pages
ISBN 1905203-06-3 UK £7.99
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Platinum $ales Power

Increase your sales power and change your life for the better. This book expertly combines common sense wisdom with cutting edge techniques.

Platinum $ales Power
R Horwood
Peter Russell (Editor)
Paperback -117 pages
ISBN 1904754-59-7 UK £9.99
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Plain Talk about Business Performance

Knowing What to Do Differently Tomorrow

WHAT OTHERS ARE SAYING ABOUT PLAIN TALK:
“You can feel the pain in Jim Rieley's words when he describes what's wrong with many businesses. I think that he feels the pain because he sees the problems more clearly than most observers of the business world and also because he knows how to fix them. If you work for, or consult to, a dysfunctional company, you'll feel it too. But all is not lost; Plain Talk About Business Performance gives the reader a practical path from mediocrity to good management. The techniques he describes might seem simple and basic when viewed one at a time but they add up to a powerful program of action. Take hope. It hurts now but Dr. Rieley can make it all feel better.” – Dwight Gertz, author of the best-selling Grow to Be Great: Breaking the Downsizing Cycle

" I have found the reading a well-articulated (from theory to practice) and powerful journey through the art of developing real leadership behaviour throughout organisations. It captures the essence of people by reinforcing the concept of sustained change being the result of a whole company effort and not limited to some individuals. A straight forward cure to the "procrastination syndrome " of non-value activities " – Daniele Ferrarri, President, Huntsman Surface Sciences, Italy.

“I am only half way through, and it is excellent!” – Gunnar Vikstrom, Executive Vice President, Lignotech/Boregaard, Sweden

“This book is more than "plain talk." It is clear, hard-hitting advice for business. The timing couldn't be better: so many businesses are in dire need of extraordinary advice to get them on track. A very refreshing read to solve very critical problems.” - Jaye Muller, co-founder, j2 Global Communications

“This book sets out a range of tools that you can use and things that you can do differently to change behaviour, improve execution and deliver consistently better results. Better revenue growth, better profitability, better focus. No transformational paradigms; just common sense strategies that work. It all hinges on the central question: "What can I do differently tomorrow to improve performance?". This book is about doing. James Rieley provides practical answer to these questions.” – Richard Stagg, Senior Editor, Financial Times/Prentice Hall.

Plain Talk about Business Performance
James B Rieley
Paperback -169 pages
ISBN 1904754-36-8 UK £16.99
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