Synopsis
A groundbreaking guide to increasing sales and profits by reestablishing the primacy of marketing, from three leading experts.
Why are some companies able to focus on the important points, while others fight internal battles, obsess over trivia, and let opportunities pass them by? According to Hulbert, Capon, and Piercy, when companies succeed it is often because every single person in every department -- from Sales to Human Resources to Finance -- has one paramount goal: to win and keep customers. Many of today's companies, however, have not heeded this crucial message. When they falter, it is often due to the fact that different departments report to different executives: then short-term goals like sales drive out the long-term necessity of marketing. Despite lip service to the contrary, the marketing departments of most companies often fail to reach their most important customers. Drawing on their combined experience of three-quarters of a century advising corporations, Hulbert, Capon, and Piercy argue that marketing must be dragged out of the marketing department. Indeed, it must become the top priority of the CEO, who automatically sets the tone for the entire company.
The solution, the authors demonstrate, is to integrate the marketing imperative into every function of a corporation: finance, operations, sales, R&D, customer service, and human resources. This total marketing strategy has proven hugely successful for companies such as Intel, Canadian Pacific Hotels, Safeway, and Toyota.
Total Integrated Marketing provides an essential framework for designing and managing change so that companies can outperform their rivals. Containing a wealth of marketing tips and innovations easily adapted to any business, this is essential reading for all managers concerned about the future of their companies.
About the Author
Noel Capon is the R.C. Kopf Professor of International Marketing and consults to leading companies throughout the world. Professor Capon is one of the world's leading experts on key account management. He has published more than eighty articles, book chapters, and books and won the Chazen International Innovation Prize in 1996. He has taught in France, Hong Kong, and the People's Republic of China.
James Mac Hulbert is the former R.C. Kopf Professor of International Marketing at Columbia Business School and a consultant to major corporations around the world. Professor Hulbert has published more than seventy articles and books and book chapters on marketing planning and strategy and has been a visiting professor in Wales, France, Brazil, Australia, England, and Iran.
Nigel F. Piercy was Professor of Strategic Marketing at Cranfield School of Management, Bedfordshire, UK. Professor Piercy also taught at Duke University, Texas Christian University, University of California, Berkeley, and Columbia Business School. Over his career, he consulted many clients including British Telecom, Allied Dunbar, ICL, AT&T, Honeywell, AIB Group, Amey, and the British Yellow Pages. Dr. Piercy passed away in 2017.
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