Excellent Sales (The General Manager's Sales Strategy)

Author: (Japanese) Murata Manabu, translated by Guo Yong, Yue Kaifeng, He Ying
Publisher:
Publish Date: 2004-01-01
Features: Murata Manabu, one of Japan's most outstanding marketing consultants and practitioners, is now 65 years old (born in 1938). He founded his first company at the age of 25 and has since owned five of his own companies (including a publishing house, a real estate company, a distribution company, and a printing company). He has provided diagnostic guidance to 120 enterprises, such as Nissan, The Yomiuri Shimbun, and BMW Japan, helping them recover from crises and rapidly increase sales and profits. Currently, he serves as the president of the "Japan National Association for the Rationalization of Business Operations," one of Japan's oldest organizations that has made significant contributions to improving Japanese corporate management (the fourth president); the third president had previously served as a member of the Japanese Diet. Drawing on his 40 years of rich experience, the author analyzes the operational characteristics of Japanese enterprises and writes this book, proposing a "Strong Sales Strategy" for companies to create profits in adversity and "practical" methods that general managers should master. Through more than 20 case studies based on the author's personal experiences, the following highly effective strategies and methods are presented: Customer Acquisition Methods; Net-Wide Strategy; Competitive Pricing Strategy; Sales Method Integration Strategy. This book is particularly suitable for corporate general managers, marketing general managers, marketing directors, sales managers/leaders, as well as faculty and students of marketing-related disciplines in universities and colleges.
Murata Manabu, in his long 40-year business career, has personally founded and operated five companies, revitalized over 50 struggling enterprises, and guided the operations and sales of more than 120 renowned companies, helping them build "long-lasting companies that thrive for generations" (many entrepreneurs in China today aim to establish "centennial companies," and the ideas in this book will undoubtedly be of great help to them). Based on his extensive experience, the author meticulously compiled this book, proposing the following marketing/sales strategies that are highly effective for any enterprise.
In the "Thoughts" section, Murata Manabu shares his insightful views on "Sales and Prosperity" and proposes six golden rules for business management. The "Countermeasures" section presents 24 eternal marketing/sales strategies to readers. These strategies are extremely practical and will undoubtedly resonate with visionary general managers, leaving CEOs in awe, and causing CEOs struggling in business crises to exclaim, "Why wasn’t this book published sooner!"
The final part of the book, "Strategy and Tactics," is the core content of the entire work, which the author calls "Strategic Planning and Combat Methods." It consists of six key strategies:
1. "Five Sales Methods"
2. "Sales Networks" that trigger explosive sales growth
3. "Six Net-Wide Strategies" for short-term sales growth
4. "Methods to Enhance the Five Core Sales Abilities"
5. "Pricing Strategies" that determine profits
6. "General Manager’s Promotion Perspective"