Product Description:
#5585 Marketing - What Consumers Consume (Run time 23 min.) DVD $49.95
Our economy rests on the bedrock of consumption: people use things that others have made. This program looks at the many social and psychological factors involved in the effort to sell things that people can be induced to buy without necessarily needing them. It covers fashion-a complex industry that reaches beyond the need for clothing to reflect the psychological needs of consumers; explains what the television industry does to measure and profile the consumerist character of its audiences; and shows the evolution in the auto industry as it seeks to balance environmental requirements with the wants of consumers. (23 minutes)
#39460 Marketing - Inside Aflac: CEO Dan Amos (Run time min.) DVD $49.95
Aflac's duck "spokesman" has proven to be an overwhelming success, indelibly quacking the insurance company's name into the pop culture landscape. In the conceptual stage, however, the mascot was a risky choice. This ABC News program features Aflac CEO Dan Amos, whose controversial decisions-including championing the duck symbol-have led the company to prosperity. Amos discusses several of his unusual leadership moves, including the latest: letting shareholders have a say in his salary. For viewers concerned with management, marketing strategies, and executive compensation issues, this report is an informative case study. Original ABC News broadcast title: Inside Aflac. (12 minutes)
#39462 Marketing - King of the Infomercial: Kevin Trudeau (Run time min.) DVD $49.95
He's been banned, sued, even imprisoned-and now he's topped the best-seller list. This ABC News program enters the disturbing world of Kevin Trudeau-a figure well-known to late-night TV viewers through his frequent infomercials, in which he hawks "cures" for cancer, diabetes, and other diseases. In a contentious one-on-one interview, Trudeau discusses his past legal troubles, his questionable products and medical research, and his new blockbuster advice book. The fast-talking impresario pulls no punches in his criticism of the FDA and the medical establishment, all the while defending his high-flying CEO-style accoutrements and even suggesting he will one day run for office. Original ABC News broadcast title: Infomercial King. (11 minutes)
#7000 Advertising - New Suits: Profile of an Ad Campaign (Run time 14 min.) DVD $69.95
This program is a real-life case study of how advertising campaigns are developed. In this case, a clothier hires a young, hip ad agency to redefine his company's image. Feedback from focus groups is used to formulate different campaign strategies. Then, in a series of brainstorming sessions, the creative team goes through the arduous process of narrowing the strategies to those they will ultimately present to the client. At the first "pitch session," client input refocuses the efforts of the creative team. The final campaign neatly repositions the company. This is an accurate view of the complexities involved in the development of a successful ad campaign. (14 minutes)
#10070 Marketing - Your Computer, Your Way: Dell and the Direct Sales Model (Run time 11 min.) DVD $69.95
At Dell Computers, four hours is all it takes to build, test, and ship a custom PC. In this program, NewsHour correspondent Tom Bearden investigates Dell Computers' direct sales model and its impact on retailers and manufacturers. Visionary Michael Dell and top industry executives from Compaq, Gateway, and Circuit City stress the vital importance of improving supply chain management, providing single-point accountability, and leveraging efficiencies. But as Gateway and Circuit City scramble to exploit the trend toward customization, are computer manufacturers gearing up to eliminate retail altogether? (11 minutes)
#11066 Marketing - Downscale Marketing: The Ames Phenomenon (Run time 11 min.) DVD $69.95
With its "bargains by the bagful" philosophy, Ames successfully targeted a huge and lucrative demographic market called The Belongers. In this program filmed at the apex of Ames' success, NewsHour correspondent Paul Solman discusses the Ames phenomenon with CEO Joe Ettore, Executive Vice President Rolando de Aguiar, and others. This snapshot of Ames at its peak offers a useful point of entry into discussions of successful retail business strategies-and, with the company's subsequent failure and liquidation, of supply chain dynamics and market forces as well. (11 minutes)
#11153 Marketing - The Industry Leaders and Online Strategy (Run time 13 min.) DVD $69.95
Just as in the bricks-and-mortar world, a marketing plan is a must in cyberspace. In this program, leaders in the field of online marketing cut through the confusion to lay out the principles of driving traffic, branding, and targeting on the Internet. Executives from companies including 24/7 Media, Renegade Marketing Group, Beyond Interactive, and Media Metrix offer keen insights into a wide range of topics, such as the value of online linking, how to effectively integrate offline and online brands, and the use of focus groups and site registration to gather demographic information on niche communities. (13 minutes)
#11154 Marketing - Pull Marketing Techniques (Run time 18 min.) DVD $69.95
Because the Internet is a dynamic environment, pull marketing is an ideal tool for directing traffic to particular Web sites. This program presents the benefits of opt-in e-mail; niche communities built around Web portals, newsletters, and ad networks; and Webcasts-powerful attention-grabbing techniques that can be incorporated into virtually any online pull marketing strategy. In addition, P.R. disasters that can stem from trampling a Netizen's right to privacy by spamming and covertly collecting demographic, user path, and purchase information are addressed. (18 minutes)
#11155 Marketing - Push Marketing Techniques (Run time 22 min.) DVD $69.95
Push marketing, the essence of traditional advertising, easily translates to the Internet. This program explores a smorgasbord of online push marketing options, from staples including search engine optimization, banner ads, and interstitials to delicacies such as promotions, affiliations, sponsorships, and even rich media. The difference between directory- and spidering-based search engines is spelled out, and the value of reinforcing an online presence with offline advertising and guerilla marketing is also considered. (22 minutes)
#11156 Marketing - Effectiveness Measurement Tools and Techniques (Run time 13 min.) DVD $69.95
Dispelling the belief that click-through rate is the ultimate online benchmark, this program identifies which factors e-tailers need to measure, how they should go about quantifying them, and how they should interpret and apply the resulting data. The interrelationship between impressions, click-through, and conversions is clearly explained by e-commerce experts, along with the use of Internet research analyst services, ad servers, and path-tracking software to assist in gauging the success of an online ad campaign or to optimize a Web site. (13 minutes)
#30481 Marketing - Focus Groups: Targeting the Market (Run time 9 min.) DVD $69.95
Focus groups are key to an effective advertising campaign and market dominance. A good focus group can reveal to a company who its real customers are, what they think, and-most important of all-whether they will buy its product or its competitor's instead. This concise program looks at how one company, Happy Planet, ran focus groups to discover what its target market thought of its product and then applied the information to restrategize its advertising campaign and revamp the product. (9 minutes)
#10457 Sales - Internet Shopping: Interactive or Invasive? (Run time 13 min.) DVD $69.95
E-tailers routinely collect information from visitors to their Web sites to better target their ads. Is this surrender of privacy the price of a personalized online shopping experience? In this program, NewsHour correspondent Jeffrey Kaye seeks to understand the dynamics of, and the ethical issues surrounding, strategic online marketing with top management from Buy.com, Lycos, and DoubleClick and an attorney from the Center for Democracy and Technology. From cookies to banner ads, the gathering and leveraging of consumer data is viewed as the key to making e-commerce viable. (13 minutes)
#2711 Advertising - The Jingle Book: Robin Batteau and David Buskin (Run time 28 min.) DVD $89.95
This program will not teach anyone how to write successful jingles, but it does explain how America's hottest jingle-writing duo came to burrow its way into your subconscious with the words and tunes for big-spending advertisers from the Army to Cheerios to Burger King. Batteau and Buskin also discuss the trends in jingle writing and explain how they perceive the roots and expression of their creativity. (28 minutes)
#2894 Advertising - From Famine to Feast (Run time 55 min.) DVD $89.95
This program includes ads for famine relief and cat food, Carling beer, Jiffy condoms (with illustrations from Margaret Thatcher to Noriega and Ceausescu and the teaser of what would have happened if their fathers had used condoms), and a host of others from Volkswagen to the Baltimore Symphony; interviews are with Cannes Festival jurors and Saatchi & Saatchi's creative director, among others. (55 minutes)
#2895 Advertising - From Winecoolers to Greenpeace (Run time 58 min.) DVD $89.95
Michael J. Fox doesn't have change for the vending machine in this Pepsi ad, and Amnesty International makes a bold appeal with the unexaggerated truth. The 51 ads include some for NYNEX, Kodak, Bazooka Bubble Gum, cars and drinks, marshmallows and financial services; interviews are with Cannes Festival jurors, photographer/director Joe Pytka, and Mary-Ellen Argentieri, a producer for Hill Holliday Connors Cosmopoulos, among others. (58 minutes)
#3207 Advertising - Sparkling: Clean, Gems, Water (Run time 58 min.) DVD $89.95
Ads for diamonds and designer water, frozen food and Spanish fashions, trains, cars, toothpaste, yogurt, political parties and public utilities, among others, culminating in two Michael Jackson spots for Pepsi; interviews are with European heads of Saatchi & Saatchi, J. Walter Thompson, N. W. Ayer, and others. (58 minutes)
#3208 Advertising - French Style in Ads (Run time 58 min.) DVD $89.95
Ads aimed at the French for mostly French things, including perfume, furniture polish, cars, banks, groceries-and some interesting lessons to be drawn from Benetton, diaper, and hamburger ads; interviews are with producers and directors of Franco American Films, Creation magazine, Transcontinental, Tele 2000, and Tele Hachette. (58 minutes)
#3209 Advertising - From Cookies to Cornflakes (Run time 58 min.) DVD $89.95
John Cleese does his bit for Schweppes, Suzuki makes its inscrutably effective pitch... From selling TVs to warnings to watch less of it, from food and cookware to an anti-drug spot, culminating in the discovery of what it takes to get the apple out of the bottle; with analyses by producers, directors, and members of the '89 Cannes Broadcast Commercial jury. (58 minutes)
#3210 Advertising - Ads on the Former Socialist Screen (Run time 58 min.) DVD $89.95
The Hungarian angle on shoes, planes, clothes-and most impressively, AIDS information; in a classic ad with fantastic photography, a young man smuggles a pair of Levis into Russia; interviews are with producers and directors of the International and the Hungarian Advertising Federation, and with Hungarian representatives of the well-known global agencies. (58 minutes)
#5200 Advertising - From Scooters to Fryers (Run time 62 min.) DVD $89.95
Award-winning ads for Peugeot scooters, Mazda batteries, cheese, chocolate drink, face cream, chickens, ovens, cameras, copiers, loans, and the Yellow Pages. Also included: interviews with copywriter Tim Delaney, agency directors Nick Lewin, Neil French, Kevin Molony, Sebastien Chantrel, CD Joakim Jonasson, and producer Helen Langridge. (62 minutes)
#5201 Advertising - The Natural Dog and the Tango Tale (Run time 62 min.) DVD $89.95
Snacks and fast food, cars and planes, Buddhist monks and Gerard Depardieu, special jeans and extra-special delivery, a dog food whose competition is so laden with chemicals it kills flies and turns a Dalmatian's spots into full color. And then there is the Tango saga, a mini-mini soft drink drama. Included in the program are interviews with CDs Rick Davis, Paul Meijer, Al Young, AD Trevor Robinson, Directors Mark Coppos and Vaughan & Anthea. (62 minutes)
#5202 Advertising - Sneakers, Laptops, and the Homeless (Run time 76 min.) DVD $89.95
Nike and Apple, Pepsi, McDonald's, fast cars, fast food, dog food, and some public service award winners for the Red Cross, anti-drinking/driving, and the Coalition for the Homeless. Seventy-five stunning ads and interviews with Joe Pytka, CD Jeff Goodby, CDs Adrian Hayward (Australia) and Fujio Iwasaki (Japan), and London director Tarsem. (76 minutes)
#10872 Advertising - Best of 2000: Clio Gold Plus (Run time 41 min.) DVD $89.95
This program showcases the Clio gold and silver winners for the year 2000. Entries include Starbucks' "Good Morning to You, Too," Levi's "Invisible Man," Volkswagen's "Double-Checked," Budweiser's "Whassup True," MTV Networks' "Wrong Shoes" and "Sexy Dance," Guinness' "Surfer" and "Bet on Black," The Chemical Brothers' "Let Forever Be," Lipton Brisk Ice Tea's "Dojo," New Balance's "Stability," Red Bull Energy Drink's "Cannon Baby," and Florida Anti-Tobacco Pilot's "Daughters" and "Fun with Stats." (40 minutes)
#11391 Advertising - Marketplace of Ideas, Volume 1 (Run time 32 min.) DVD $89.95
In this program, nine judges from the 1999 Clio Executive Juries talk about how creatives get their ideas, the dangers of overtesting ads, the need for even more effective advertising, and other topics. Also, a dynamic group of international industry executives from Goodby Silverstein & Partners, San Francisco; Young & Rubicam, London; CLM/BBDO, Paris; Scholz & Friends, Berlin; Ginkgo Saatchi & Saatchi, Montevideo; Leo Burnett, Kuala Lumpur; and other agencies discuss commercials such as Volkswagen's "Snowplow," Maxell's "Israelites," and Little Caesars' "Focus Group" to provide insights into what makes a TV spot a success. (32 minutes)
#11392 Advertising - Marketplace of Ideas, Volume 2 (Run time 31 min.) DVD $89.95
In this program, thirteen judges from the 2000 Clio Executive Juries speak on topics such as the teamwork involved in making an ad, how a campaign sometimes shocks people's ideas of advertising, and the motivation for being in the advertising business. In addition, industry leaders drawn from prominent agencies around the world, including Fallon McElligott, Minneapolis; Ogilvy & Mather, Mumbai; Paradiset DDB, Stockholm; Clemenger/BBDO, Melbourne; and Agulla & Baccetti, Buenos Aires, analyze TV spots such as MTV's "Jukka Brothers" and Diesel Jeans' "A Day in Pyongyang" and several print ads and posters from the Clio archives. (31 minutes)
#10138 Marketing - What Is Marketing? (Run time 15 min.) DVD $89.95
Is there a market for bacon-scented sun block? Yes-at least in theory. After explaining basic terminology such as needs, demands, and markets, this program outlines the three strategies for inducing potential customers to purchase merchandise-the product orientation, selling orientation, and marketing orientation-and defines the marketing concept, where product promotion is tailored to a target audience. (15 minutes)
#10139 Marketing - Marketing Planning (Run time 27 min.) DVD $89.95
True or false? "A good product will sell itself." In this program, a swashbuckling swordsman and other experts answer that question with a thorough summary of the marketing process-covering mission statements, business and marketing objectives, and market share-and the marketing plan, which addresses situational analysis and goals. The tools involved in creating a marketing plan are described as well, including the BCG matrix; strategic business units, with their stars, cash cows, question marks, and dogs; SWOT analysis; and trend analysis. (27 minutes)
#10140 Marketing - Marketing Research and Information (Run time 9 min.) DVD $89.95
"Who needs that product, anyway?" This program provides the inside scoop on how to gather consumer data. Sources of secondary information from the government-including the Statistical Abstract of the United States and materials obtained through FOIA requests-and from syndicates such as ACNielsen are considered. Methods of gathering primary information, such as focus groups, one-on-one interviews, surveys, and experiments, are also examined. (9 minutes)
#10141 Marketing - Segmenting, Targeting, and Positioning (Run time 14 min.) DVD $89.95
No product can be all things to all people-not even Wheelie Cheese. In this program, the principles of carving up a market are addressed. Topics under investigation include market characteristics such as demographics, lifestyle, usage level, geographic area, and benefits sought; the 80/20 Principle; undifferentiated, concentrated, and differentiated targeting strategies; and positioning strategies based on benefit, user, occasion of use, product class, price and quality, and competitor. (14 minutes)
#10142 Marketing - The Four P's, Part 1: Product and Pricing (Run time 16 min.) DVD $89.95
Product, price, place, and promotion are the nuts and bolts of the marketing plan, and apply equally to deodorant and action figures. After a quick overview of the Four P's, this program focuses on the first two: product and price. In part one, the classification of consumer products is divided up into convenience, shopping, and specialty products, while the product life cycle is tracked from introduction to decline. Part two spotlights pricing strategies-including skim, penetration, competitive, cost-based, and target-profit approaches-and price elasticity. (16 minutes)
#10143 Marketing - The Four P's, Part 2: Place and Promotion (Run time 16 min.) DVD $89.95
This program concentrates on the final two of the Four P's: place, also known as distribution, and promotion. Part one covers distribution channels; horizontal and vertical channel conflict; and the use of corporate systems, administered systems, and contractual systems, such as franchises, to alleviate channel conflict. In part two, a pair of clones and other experts explain the objectives of promotion-to provide information, increase demand, stabilize sales, or accentuate a product's value-and detail the components of the promotional mix: advertising, public relations, direct marketing, and sponsorship. (16 minutes)
#11159 Marketing - Branded: Personal Identity Through Consumer Products (Run time 42 min.) DVD $89.95
This program updates the philosophy of branding, a practice that has evolved to define personal identity through a product line, a lifestyle, or simply a concept. Cultural anthropologist Ted Polhemus explains the theory of branding and its evolution in the global marketplace. Nicolas Hayek, CEO of Swatch, uses his company's success story to discuss the emotional nature of buying-and buying into-a brand. The indie skateboard entrepreneurs of Girl & Chocolate describe their brand as representative of a lifestyle. And the advertising duo who created "do," a brand with a lot of attitude but no products, look at brands as a form of personal statement that replaces worn-out cultural identity tags such as political affiliation. (42 minutes)
#33512 Marketing - Food Packaging (Run time 31 min.) DVD $89.95
Using a clever news report approach, this program addresses three important topics: packaging materials and their function, safety, and design; innovation in packaging techniques; and environmental issues involving packaging, with an emphasis on plastics. Experts from Heinz and Cryovac, among others, discuss packaging development while making sense of key industry terms such as modified atmosphere and active and aseptic packaging. (31 minutes)
#34654 Marketing - Coke's Water Bomb: The Dasani Fiasco (Run time 29 min.) DVD $89.95
On a British sitcom, two characters bottled tap water and sold it as Peckham Spring Water. More recently, Coca-Cola launched its purified-water lifestyle drink, Dasani, in the U.K. The connection was not overlooked. This program tracks Dasani's progressive PR nightmare in Britain-first as newspapers screamed "Coke Sells Tap Water for 95p," and then as Coca-Cola recalled 500,000 bottles due to potentially carcinogenic contamination at their factory. It also considers an even larger problem as worldwide Coke sales continue to flatten: without Dasani, the soft drink giant has no bottled water product for the lucrative European market. Original BBCW broadcast title: Coke's Water Bomb. (29 minutes)
#36449 Marketing - Run with It: Reorganizing Production (Run time 25 min.) DVD $89.95
Marmite's momentous changes include a factory re-fit to make expansion possible. This program shows how the venerable bread-spread has traditionally been manufactured and how the company's operations will be modernized. The program then illustrates the engineering and installation of 3.7 million dollars worth of new machinery and explains what happens when the installation doesn't go as planned. Marketing and contractual preparations are also explored, as the marketing director studies ideas submitted by consumers-reinforcing the need to develop a squeezable bottle-and visits a large bakery licensed to produce Marmite biscuits. (25 minutes)
#37291 Marketing - Message Received: Reaching Consumers Through Permission-Based Marketing (Run time 25 min.) DVD $89.95
Matt McNeil's online startup, Sign-Up.to, offers small and midsize businesses Web-based software to create, launch, and track permission-based e-mail and text message campaigns-and the results so far have been fabulous. But the 23-year-old entrepreneur and his hard-charging team must build on their initial success very, very quickly if they are to outpace their competition. This program tracks the British company's progress over one month as lucrative deals are done, a new version of Sign-Up.to software is rolled out, and a two-pronged sales goal-15 percent growth in revenue, 33 percent growth in clients-is achieved. (25 minutes)
#39260 Marketing - Retail, Marketing, and Sales (Run time min.) DVD $89.95
People who love dealing with other people-and connecting them with stuff they want, in the process-are a natural for a rewarding career in retail, marketing, or sales. This program spends some quality face time with a retail sales manager, a merchandise manager, and a distribution manager...a marketing manager, a promotions manager, and a public relations specialist...and an advertising sales agent, a real estate agent/broker, and an e-commerce specialist. Correlates to all applicable National and State Educational Standards including the NCLB Act. A viewable/printable instructor's guide is available online. A Cambridge Educational Production. (25 minutes) Available beginning February 2009.
#2911 Sales - Selling to Yourself (Run time 28 min.) DVD $89.95
Before a company can sell successfully to its customers, it must first be sold on itself. This program examines why it is so important that employees understand the purposes and goals of the company for which they work. It looks at the role of proper communication between staff and management, shows why employee input into the decision-making process is critical to a company's success, and illustrates the significant increase in employee productivity when teamwork is a major company goal. (28 minutes)
#2912 Sales - In Search of Quality (Run time 28 min.) DVD $89.95
People assess products and services in terms of their individual concepts of quality. This program teaches salespeople to recognize the fact that different people have different ideas about quality and how to use this fact to their advantage when selling to a customer. It shows salespeople how to evaluate the quality of their own product, how to understand the customer's perception of the product, and how to evaluate and improve the quality of their own service as salespeople. (28 minutes)
#2913 Sales - Tailor the Sale (Run time 24 min.) DVD $89.95
Each individual has distinct wants and needs. When a salesperson has properly tailored a sale-chosen exactly which points to stress and which to de-emphasize-the customer feels that the salesperson has taken the time to create something that will address his or her particular needs. This program presents concrete methods that show salespeople how to approach the sale, listen to and assess the customer's needs, tailor the sale to the customer, and "read" the customer for his or her reactions. (24 minutes)
#2914 Sales - The Power of Honesty (Run time 25 min.) DVD $89.95
Honesty really is the best policy. Not only does a person have to live with himself or herself, but honesty and integrity are not for sale. Success in business depends, not on a quick advantage gained by dishonesty, but on a good reputation. This program explains how the perception of honesty may be elusive, which factors determine whether a business is perceived as honest, and how, when, and to what extent these factors can be controlled. (25 minutes)
#2915 Sales - Find Your Niche (Run time 23 min.) DVD $89.95
Finding your niche means positioning yourself and your product or service where it uniquely fills a market need. This requires defining as well as anticipating customers' needs, and recognizing new business opportunities. This program addresses the sometimes problematic subject of establishing, maintaining, and taking advantage of a specific business identity, both for companies in general and for salespeople in particular. It also shows sales executives how to focus and cultivate their company's identity while finding their own particular niche. (23 minutes)
#2917 Sales - Selling Beyond the Wallet (Run time 24 min.) DVD $89.95
Selling price is rarely as effective as selling the product or service. To distinguish a product or service from the competition's, salespeople must find some aspect or characteristic that is more important or intriguing to the customer than the price-the reason why a customer wants to make the purchase regardless of price. This program examines the importance of pricing in buying, explains how to search for compelling selling points unique to a product, and helps salespeople distinguish their product from a crowd of similar offers. (24 minutes)
#2918 Sales - A Winning Follow-Through (Run time 29 min.) DVD $89.95
Really topflight selling doesn't end when a customer signs on the dotted line, and truly successful salespeople know that their job doesn't end when the check is in the mail. This program explains why selling is an ongoing process, how to execute effective after-sale selling, and how to develop the kind of business relationship that will ensure repeat business. (29 minutes)
#10821 Sales - Secrets of Professional Selling (Run time 26 min.) DVD $89.95
Selling well, like any set of skills, begins with a solid foundation. In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-drives home the basics, including the importance of listening, in order to determine a prospect's needs and buying motives; of highlighting prospect benefits, not product features; of having a broad knowledge of one's industry; of making a paradigm shift from "company salesperson" to "buyer consultant"; and of focusing on value rather than price. (26 minutes)
#10822 Sales - Secrets of Personal Time and Territory Management (Run time 30 min.) DVD $89.95
"I work hard every day, every week, but I'm not making any money in selling. If I'm working this hard, I ought to be doing a lot better than I am." In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-explodes the myth that sheer effort guarantees results while explaining how to "plan your work and work your plan," how to codify priorities and then stick to them, how to eliminate time-wasters, and the crucial importance of making weekly and daily schedules. (30 minutes)
#10823 Sales - Secrets of Effective Personal Communication (Run time 30 min.) DVD $89.95
In general, prospects can be divided into groups known as Amiables, Expressives, Analytics, and Drivers-and knowing the differences between them can make or break a budding business relationship. This program narrated by Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-stresses the value of good writing skills; of nonverbal communication during "7-second plans" and presentations; of listening and following up; and of generating mutual cordiality and respect. (30 minutes)
#10824 Sales - Secrets of Successful Prospecting (Run time 30 min.) DVD $89.95
What is a salesperson's most important activity? In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-tackles the subject of prospecting, from gathering referrals to making cold calls. How to tap current and prior customers for referrals; how to cultivate a "non-referral farm" through research, networking, and other avenues; how to quantitatively assess the value of prospecting activities; and ways to improve the "appointment-to-disappointment ratio" are all considered. (30 minutes)
#10825 Sales - Secrets of the Sales Presentation (Run time 21 min.) DVD $89.95
Nothing promotes buying like buy-in. How is it achieved? This program narrated by Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-answers that and other questions as it examines the sales presentation, from start to finish. Topics covered include properly using open- and closed-ended questions; identifying the benefits most dear to the prospect; uncovering unmet needs or dissatisfactions; getting the prospect involved in the presentation; and closing on every point of agreement. (21 minutes)
#10826 Sales - Secrets of Making Objections Your Friends (Run time 26 min.) DVD $89.95
For a salesperson, an objection is the kiss of death. Or is it? In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-makes it clear that an objection and a rejection are two totally separate things, as he describes in detail the process of turning an objection into an ally: first, probe for the underlying reasons; next, acknowledge it with a disarming statement, mentally classify it as content-based or visceral, and deal with it accordingly; and then get back on track and go for the close. (26 minutes)
#10827 Sales - Secrets of Closing the Sale (Run time 24 min.) DVD $89.95
Regardless of how good a sales pitch is, the sale is not made until it is closed. In this program, Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-addresses the ins and outs of getting to "yes" while laying down the laws of making the sale: assume a closing mentality right from the start, be alert for prospect acceptance and closing cues, and ask for an order as soon as agreement is sensed, turning ordinary statements into closing questions. (24 minutes)
#10828 Sales - Secrets of Negotiating Profitable Sales (Run time 26 min.) DVD $89.95
The difference between making a sale and making a profitable sale means more than just an extra zero or two on the bottom line. This program narrated by Bob Kimball-author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida-emphasizes the importance of negotiating win-win sales. Key discussion points include getting everything on the table before beginning to negotiate, remembering that price is only one element of the total package, and never making a concession without receiving one in return. (26 minutes)
#2485 Telemarketing - The Basics of Handling Incoming Calls (Run time 29 min.) DVD $89.95
This program shows how to handle the exchange that often provides the first (and if poorly done, the only!) impression of any business-the incoming call. With specific instructions and vignettes, the program covers such essential topics as: answering calls with courtesy, promptness, and helpfulness; putting calls on hold without leaving the caller feeling ignored; what to do when the requested party is busy or unavailable; screening calls (without offending the caller); and concluding a call. (29 minutes)
#2486 Telemarketing - Beyond the Basics: More on Incoming Calls (Run time 27 min.) DVD $89.95
This program helps viewers cross the line from adequate handling of incoming calls to mastery of the telephone as a business tool. It demonstrates the best ways to take a message and offers guidelines for creating a recorded message; offers tips on improving one's telephone voice; and shows how to (and how not to) defuse angry callers and deal with problems and unexpected situations. (27 minutes)
#2487 Telemarketing - Cost-Effective Telephone System Management (Run time 22 min.) DVD $89.95
This is a program for managers and non-managers alike. It offers pointers on how to pick the right long-distance service for your company; how to reduce long-distance bills; using the business telephone to your best advantage; and practical hints for using your directory. (22 minutes)
#2488 Telemarketing - Improving Your Outgoing Calls (Run time 15 min.) DVD $89.95
This program is for anyone who wants-or needs-to improve his or her day-to-day business telephone techniques. It covers: the need to plan calls; the advantages of scheduling calls; ways to avoid telephone tag; techniques for organizing calls; and tips for becoming an effective listener. The aim of the program is to teach viewers to be their company's goodwill ambassador whenever they make a call. (15 minutes)
#2489 Telemarketing - Making Your Cold Calls Count (Run time 17 min.) DVD $89.95
What is the best way to reach the decision-maker you need within a company and what do say when you have? This program covers these topics and more. It offers ways to prepare cold calls and set objectives; gives the essentials of a good opening statement; and provides tips for getting past the temporary put-off-tools needed by anyone with a product to sell or information to solicit over the phone. (17 minutes)
#2490 Telemarketing - Improving Telephone Collections (Run time 21 min.) DVD $89.95
A must for anyone in business who uses the telephone to collect receivables-in other words almost anyone offering a product or service in today's world-this program covers such essential topics as: how to motivate debtors to pay their bills; how to get past the stall and overcome objections; how to prepare for a collection call; how the caller's attitude affects results. The program offers clear demonstrations of the best and most effective ways to use the telephone to collect on on past-due accounts. (21 minutes)
#7117 Telemarketing - Telemarketing (Run time 13 min.) DVD $89.95
It's almost impossible to get through a day without receiving a call from a telemarketer. Purchasing products and services over the phone has become as common as shopping at the mall. This program provides an insider's look at the campaign planning, script writing, product positioning, staff training, and sales analysis in this highly profitable business. (13 minutes)
#26751 Marketing - Village Books Learns about Marketing (Run time 21 min.) DVD $99.95
With stiff competition from the national chains, our seasoned owner must learn new and different strategies to market the bookstore that's been in the family for many years. Viewers, along with our store owner, gain knowledge about promotion, including advertising, selling, pricing, distribution, and much more. A helpful overview of marketing and its many components. A Meridian Production. (21 min.)
#25366 Sales - Everybody Starts in Sales (Run time 20 min.) DVD $99.95
When college graduate Diane reports for her first day of work as a graphic designer, she is surprised to be directed to the sales department. As the company president explains, all new employees spend their first week in sales, because without sales there would be no business at all. Over the next few days, Diane's experiences in the sales department teach her the importance of sales to the consumer and company alike. This excellent program is a helpful overview to selling. A Meridian Production. One 19-minute video.
#11750 Advertising - Best of 2001: Clio Gold Plus (Run time 44 min.) DVD $109.95
This program presents the Clio gold and silver winners for the year 2001. Entries include Budweiser's "What Are You Doing?"; Nike's "Train To Win" and "Beatboxer"; ESPN's "Swimming Pool," "Pottery Class," and "Pinata"; Orange mobile phone network's "Hold Up"; John West's "Bear"; Peugeot 406's "Upside Down"; Eatons' "Big Finish"; Companion Animal Placement's "Park"; Revista E'Poca's "The Week"; and Fox Sports' "Baby," "Nature Channel," "Milk," "India," "China," and "Turkey." (44 minutes)
#10807 Advertising - The Clios 2000 (Run time 88 min.) DVD $129.95
This program brings together 2000's winners of the gold, silver, and bronze Clio Awards. Entries include Levi's "Drugstore," Nike's "The Morning After" and "Beautiful," Bud Light's "Rough Choice," Fatboy Slim's "Praise You," Amazon.com's "Tons of Toys," Pepsi's "Play Acting," Sega's "Apocalypse," Whiskas' "Commercial for Cats," MTV's "Snitch," Toyota Tundra's "More Spectacular," British Airways' "Johnny Foreigner," Pretty Polly Bras' "Ooooh," McDonald's Fish Burger's "Swimming," New Zealand Symphony's "The Riot of Spring," Budget Car Rental's "Aromatherapy," OnHealth.com's "Friends," and Preparation H's "30-Grit." (88 minutes)
#30188 Advertising - Best of 2002: Clio Gold Plus (Run time 44 min.) DVD $129.95
This program highlights the Clio gold and silver winners for the year 2002. Entries include Blockbuster's "Carl and Ray-Kung Fu," NutraSweet's "Fake," Nike's "Freestyle," Sony Wega's "Kite," Guinness's "Dreamer," Telecom Argentina's "Yawn," Moonlight Cinema's "Mozzie," the French Electricity Board's "The Valley," BMW of North America's "Ambush," Fox Sports' "Leaf Blower" and "Nail Gun," Doctors Without Borders' "Frontieres," and Womankind Worldwide's "Women Abuse." (44 minutes)
#37169 Advertising - Ad Infinitum: The Many Paths into Advertising (Run time 61 min.) DVD $129.95
What kind of person goes into advertising? How do you break in? And what does it take to succeed once you get there? This program goes to New York City-based Euro RSCG, one of the world's largest ad agencies, to find out. Shoot-from-the-hip candid, a mixed group of recent hires and award-winning professionals-account executives, an art director, creative directors, executive creative directors, and the director of human resources-tell their stories to founding partner Tom Messner in a way that is as intriguing as it is informative. Ideal for helping students decide if a career in advertising is right for them-and for providing insight into the operation of an award-winning advertising shop. (60 minutes)
#10863 Marketing - Branding and the X Factor (Run time 29 min.) DVD $129.95
What is this strange element, this "X factor," that makes some brands stand out from all the others? Using four venerable companies-Walkers Shortbread, Land Rover, cider distiller HP Bulmer, and international financier Coutts & Co.-as case studies, this intriguing program strives to determine the elements that go into the making of a memorable brand. Interviews with top management, craftsmen, and others underscore the importance of quality, style, service, innovation, adaptability, and tradition. (29 minutes)
#29963 Marketing - Selling Australia: Branding a Country (Run time 26 min.) DVD $129.95
Nearly two decades after Paul Hogan first put that "extra shrimp on the barbie," he is still on camera selling Australia to tourists and Aussies alike. Focusing on the phenomenally successful "Brand Australia" campaign, this program questions whether travelers' expectations should be allowed to drive a country's image-especially when that image relies on simplistic, nostalgia-laden stereotypes. Interviews with Paul Hogan, the Australian Tourist Commission's John Morse, and others, as well as footage of vacationers living out their vision of the land down under, provide telling insights into the relationship between marketing, tourism, and national identity in the first country to ever promote itself as a brand. (26 minutes)
#34639 Marketing - Inside Saatchi & Saatchi: A Spirited Case Study (Run time 40 min.) DVD $129.95
Can Saatchi & Saatchi turn Sagatiba cachaca, a sugarcane liquor popular in Brazil, into a globally recognized brand? This program tracks the Sagatiba launch from start to finish-and in the process reveals the inner workings of an ad agency whose name is synonymous with success. Footage of key agency players brainstorming, running client meetings, producing commercials, and more illustrates how the iconic Jesus statue in Rio became the model for a cool young lookalike who stands in as the living image of the "Pure Spirit of Brazil." Original BBCW broadcast title: Inside Saatchi & Saatchi: Selling Brazilian Spirit. (40 minutes)
#10392 Advertising - Clio Awards 40th Anniversary Reel, Part 1 (Run time 61 min.) DVD $149.95
This program features top television ads from the Clio Hall of Fame ranging from the late 1950s through the early '80s, including classic commercials such as Carling Black Label's "Hey Mabel," Timex's "Watch on Propeller," Volkswagen's "Snowplow," Cracker Jack's "Card Game," Salada Tea's "Motorcycles," American Tourister's "Gorilla," Alka-Seltzer's "Spicy Meatball," Coca-Cola's "Buy the World a Coke," Life Cereal's "Mikey," Johnson & Johnson Band-Aid's "Stuck on You," and Federal Express's "Fast-Paced World." (61 minutes)
#10393 Advertising - Clio Awards 40th Anniversary Reel, Part 2 (Run time 57 min.) DVD $149.95
This program spotlights television's best ads from the Clio Hall of Fame from the mid-1980s through the late '90s, including memorable moments such as IBM's "Hats," Dr. Pepper's "Hunchback," Sony's "Cranebird," Apple Corporation's "1984," California Raisins' "Lunchbox," Diet Pepsi's "Apartment 10G," Energizer Battery's "Bunny," Penn Tennis Balls' "Bounce Test," California Milk Advisory Board's "Aaron Burr," Budweiser's "Frogs," Volvo's "Twister," Little Caesars' "Training Camp," and Nike's "Running." (57 minutes)
#32378 Advertising - Best of 2003: Clio Gold Plus (Run time 45 min.) DVD $149.95
This program honors the best of the Clio gold and silver winners for the year 2003. Entries include IKEA's "Lamp," Nike Shox NZ's "Streaker," Coca-Cola's "Supersub," Wrangler's "Cafe," BMW of North America's "Hostage," Verizon Wireless' "Ferret," Whiskas' "Bungee," Peugeot 206's "The Sculptor," Hewlett-Packard's "Digital Crime Fighting," Masterpack's "Watch," Labatt Breweries/Bud Light's "Ulterior Emotions," Renault's "Road," Prensa Libre's "Stadium," Handelsblatt Newspaper's "Space Pen," California Milk Processor Board's "Birthday," United Nations/Ad Council's "Under Five," and American Legacy Foundation's "Box of Poison." (45 minutes)
#33431 Advertising - Best of 2004: Clio Gold Plus (Run time 44 min.) DVD $149.95
This program singles out the Clio gold and silver winners for the year 2004. Entries include BMW's "Mouse," British Airways' "Global," Honda's "Cog," Volkswagen's "Sunny," American Express's "One Hour Photo," Evian's "Water Boy," Toyota's "Snakebite," and Toohey's Extra Dry's "Quest." (45 minutes)
#35007 Advertising - Best of 2005: Clio Gold Plus (Run time 44 min.) DVD $149.95
This program displays the best of the Clio gold and silver winners for the year 2005. Entries include Citroen's "Dance"; Sony PlayStation 2's "Golfers" and "Athletes"; Peugeot 407's "Toys"; North American Coffee Partnership-Starbucks' "Glen"; Volkswagen Golf's "Kids On Steps"; adidas' "Unstoppable"; Mercedes-Benz Convertibles' "Sounds of Summer"; and the California Milk Advisory Board's "Russian Family." (44 minutes)
#36212 Advertising - Best of 2006: Clio Gold Plus (Run time 43 min.) DVD $149.95
This program comprises the best of the Clio gold and silver winners for the year 2006. Entries include Honda's "Choir," Guinness' "noitulovE," Sony PlayStation PSP's "A Day in the Life," adidas' "Hello Tomorrow," MINI's "Counterfeit," Carlton Draught's "Big Ad," Pfizer Canada-Viagra's "Golf," Pampers' "Lullaby," Peugeot 1007's "Easy Life," Country Life Butter's "Animals," Mercedes' "Office," Bangkok Insurance's "Twister," and Centre For Disease Control's "Sun." Certain ads contain explicit imagery. Instructor discretion advised. (43 minutes)
#37404 Advertising - Best of 2007: Clio Gold Plus (Run time 41 min.) DVD $149.95
This program offers the best of the Clio gold and silver winners for the year 2007. Entries include Sony Bravia's "Paint," Combos' "Fever," Dove Self-Esteem Fund's "Evolution," Instituto de Apoio a Crianca's "Alzheimer's," Coca-Cola's "Happiness Factory," Toyota Yaris' "Chase," Sprite's "Sublymonal," Vaseline's "Sea of Skin," Microsoft Xbox 360's "Cops and Robbers," JCPenney's "Crazy Beautiful," Sure Deodorant's "Go Wild," Sears' "Arboretum," Travelers Insurance's "Snowball," Nike's "Swing," Adidas' "Equipo," Toyota's "Humanity," and Skittles' "Beard." Some content may be objectionable. (41 minutes)
#39534 Advertising - Best of 2008: Clio Gold Plus (Run time min.) DVD $149.95
This program focuses on the best of the Clio gold and silver winners for the year 2008. (45 minutes) Available beginning December 2008.
#30019 Marketing - Why We Buy (Run time 51 min.) DVD $149.95
This program places consumers under a microscope to quantify the psychological spectrum of buying, from everyday habits that typically steer Americans through their supermarkets and malls to a clinical disorder in which the high of making a purchase becomes the goal of shopping. James Twitchell, author of ADCULT USA; psychologist David Lewis, author of The Soul of the New Consumer; Brian Wansink, director of the University of Illinois' Food and Brand Lab; brand strategist Robin Lauffer; and others focus on a variety of topics, including the biochemistry of shopping, the intersection of branding and lifestyle, consumerism as a way of life, and compulsive shopping disorder. Original BBC broadcast title: Buy-ology: Program 1. (51 minutes)
#30020 Marketing - How They Sell (Run time 51 min.) DVD $149.95
Shopping, once simply a basic task, now vies with television as America's most popular leisure activity. How are retailers cashing in on all that discretionary spending? From the Turkish bazaar to the Mall of America, this program reveals the strategies being used to ensure that wallets and purses remain open for business. Retail anthropologist Paco Underhill, shopping center architect Eric Kuhne, retail analyst Claire Williams, Amazon.com's Jeff Bezos, and Geoff Burch, "the world's most persuasive man," share their insights into the importance of advertising, store design, product placement, and buyer behavior analysis-all underlying aggressive new approaches that have redefined consumers as targets. Original BBC broadcast title: Buy-ology: Program 2. (51 minutes)
#32555 Marketing - Supply and Demand: Christmas, a Case Study (Run time 50 min.) DVD $149.95
In the industrialized world, Christmas means megabucks to the businesses that can create a fad or spot a trend. Filmed from a U.K. perspective, this program illustrates the annual scramble of key holiday-related industries-toys, video games, music CDs, luxury items, Christmas trees, and holiday foods-to catch the seasonal wave and ride it to high profits. But which products within each category will capture shoppers' attention? The dynamics of-and glitches in-the global supply and demand cycle are thoroughly covered, factoring in the effects of brands, product licensing, advertising, research and development, and offshore manufacturing. (50 minutes)
#37467 Marketing - Diet Confidential: Heavy Marketing with a Dash of Nutrition (Run time 46 min.) DVD $149.95
Every year, a new diet fad offers fresh hope to the overweight. But when the weight returns or refuses to budge, millions of hapless consumers simply jump on the next diet bandwagon. This documentary explores the machinations of media and diet empires that have fed, and continue to feed, off the Western obsession with slim and trim. With a fascinating historical overview of fad dieting, including the meteoric rise of Dr. Robert Atkins, the program looks at the marketing ingredients that go into a successful fad diet and follows one Atkins wannabe and his PR allies as they create the buzz needed for a successful product launch. Strategies undertaken by food companies to cash in on this phenomenon are also studied. Original CBC broadcast title: Diet Confidential. (46 minutes)
#11751 Advertising - The Clios 2001 (Run time 130 min.) DVD $159.95
This program captures 2001's winners of the gold, silver, and bronze Clio Awards. Entries include Budweiser's "What Are You Doing?" and "Whassup Wasabi," Reebok's "The Blob," Toyota Tacoma's "Family Reunion," Ford Trucks' "Fight Club," Samsonite Luggage's "Bomb Squad," Timex's "Kung Fu," IBM's "Recording Session," Compaq's "Web," Los Angeles Dodgers' "Giant Loser," Game Show Network's "Botulism," Partnership for a Drug Free America's "Music," The New York Times' "Tornado," San Francisco Jazz Festival's "Low Riders," Sony Playstation's "PS9," and Florida Department of Health's "Secrets." (2 parts, 58 minutes and 72 minutes)
#11390 Advertising - Marketplace of Ideas: What Makes a Great Advertisement? (Run time min.) DVD $179.9
Who knows what makes a great advertisement? The judges for the annual Clio Awards do, and in this penetrating two-part series they spell it out. In addition, creatives from some of the world's best agencies share their knowledge and experience, as they discuss the business of making profitable-and memorable-TV and radio spots, print ads, and posters. 2-part series, 31-32 minutes each.
#30187 Advertising - The Clios 2002 (Run time 130 min.) DVD $199.95
This program catalogues 2002's winners of the gold, silver, and bronze Clio Awards. Entries include Pepsi's "Beckham," Visa's "Dining Out," Blockbuster's "Carl and Ray-Kung Fu," Budweiser's "Mr. Pro Wrestling Wardrobe Designer," Nike's "Freestyle," Toyota Corolla's "School," AT&T's "I'm Okay," Neutrogena Skincare's "Glasses," Audi A3's "Babysitter," Sylvania Lighting's "Old Man," Heineken USA's "Birth of a Sign," Sealy Mattress's "Boy," Volkswagen of America's "Ransom," Bright Dairy's "Football," Florida Department of Health's "Language Class (Swahili)," Feeding Children Better's "Ketchup Soup," and the National Safety Council's "Damage." (2 parts, 79 minutes and 51 minutes)
#32377 Advertising - The Clios 2003 (Run time 141 min.) DVD $229.95
This program rounds up 2003's winners of the gold, silver, and bronze Clio Awards. Entries include FedEx's "Desert Island," Microsoft Xbox's "Eartennis," BMW of North America's "Ticker" and "Beat the Devil," Anheuser-Busch/Budweiser's "Cards," Sci-Fi Channel's "Tattoo Man," Hacks Candy's "Samurai," Sealect Tuna's "Buffet," Saturn's "Sheet Metal," Nokia Media Master's "Tennis," Glidden Paints' "Margarita," Sears Roebuck's "Prodigal Son," Philips Batteries' "Alarm Clock," Volkswagen of America's "Squares," BT Broadband's "Burst Pipe," Ontario Lottery and Gaming's "Stairs," and Pediatricians Against Child Abuse's "Old Man." (2 parts, 83 minutes and 59 minutes)
#33430 Advertising - The Clios 2004 (Run time 145 min.) DVD $229.95
This program reviews 2004's winners of the gold, silver, and bronze Clio Awards. Entries include Nike's "Gamebreakers," NASCAR's "Rear-Ended," CBS Sports' "Drive Thru," Sony's "Gravity Bomb," Pepsi's "Wounded," Toyota's "Party Dress," Apple's "Hip-Hop," Hewlett-Packard's "Il Postino," MasterCard's "I Can't Believe It, Buddy!," Visa's "Monster Chase," Delta Airlines' "The Stumbler," Heineken's "USA/Sue," Anheuser Busch's "Genius/Mr. Way Too Much Cologne Wearer," Miller Brewing Company's "Dominoes," PBS's "Puppets," the UN/Ad Council's "School," and the Amy Biehl Foundation Trust's "Thomas" and "Thomas Returns." (3 parts, 60 minutes, 56 minutes, and 29 minutes)
#35005 Advertising - The Clios 2005 (Run time min.) DVD $229.95
This program revisits 2005's winners of the gold, silver, and bronze Clio Awards. Entries include Nike's "Evolution," "Shoxploitation," and "Scary House"; Volkswagen's "Time"; Wanadoo's "The Chase"; adidas' "Improvisation"; Labatt-Bud Light's "Cuppa"; Toyota Prius's "Donkey"; Stella's "Pilot"; Ford Ranger Opencab's "King Kong"; Bud Light's "Sky Diver"; and Miller Lite's "Victims." (3 parts, 60 minutes, 60 minutes, and 19 minutes)
#36211 Advertising - The Clios 2006 (Run time 103 min.) DVD $229.95
This program documents 2006's winners of the gold, silver, and bronze Clio Awards. Entries include Honda's "Impossible Dream" and "Dreams," Microsoft Xbox 360's "Water Balloons," Nike Free's "Reincarnate," Rexona's "Stunt City," MTV Networks' "Beatbox Family," Snickers' "Bald," Vodafone's "Mayfly," AOL's "Bad," Volkswagen Polo's "Angel's Day Off," Olympus Europe's "Red-Eyed Baby," Toyota Camry's "Knives," GE's "Ecomagination," Amnesty International's "Candle," and Gun-Free Society's "Children." Certain ads contain explicit imagery. Instructor discretion advised. (2 parts, 57 minutes and 46 minutes)
#37403 Advertising - The Clios 2007 (Run time 96 min.) DVD $229.95
This program tallies up 2007's winners of the gold, silver, and bronze Clio Awards. Entries include Combos' "Heart to Heart," Honda's "Brand New," Camelot Lottery's "Bag of Smiles," Coca-Cola's "Video Game," Reale Mutua's "The Family," Skittles' "Leak," Nike Air Max's "Defy," Altoids' "Fruit Pants," BBC Radio 2's "Elvis," Minority Forum's "Black Soccer Star," Axe Dry's "Mother Hen," Volkswagen's "Like," Propel Fitness Water's "Stress Monster," Nokia's "Jeans," Guinness' "Hands," Johnny Walker's "Human," and National Breast Cancer Center's "Finding Changes." Some content may be objectionable. (96 minutes)
#39533 Advertising - The Clios 2008 (Run time min.) DVD $229.95
This program enumerates 2008's winners of the gold, silver, and bronze Clio Awards. (120 minutes) Available beginning December 2008.
#37284 Marketing - Tricky Business: Advice for Struggling Entrepreneurs (Run time min.) DVD $269.85
Multimillionaire John Boyle is the Donald Trump of the U.K. Over the course of this series, John provides valuable suggestions to three pairs of eager and talented twentysomethings whose fledgling ventures are struggling to stay airborne. But will they take his advice? 3-part series, 24 minutes each.
#11152 Marketing - Internet Marketing and Advertising Strategies (Run time min.) DVD $279.8
In a market where hundreds of online ventures take off each week, only the educated e-tailer will succeed. This four-part series introduces marketing and advertising professionals as well as students to the knowledge they need to enter the e-commerce arena, where access to the eyes-and wallets-of millions is only a click away. 4-part series, 13-22 minutes each.
#10391 Advertising - Clio Awards 40th Anniversary Reel (Run time min.) DVD $299.9
The Clio Awards is the world's largest advertising competition-and one of the most prestigious, as well. Featuring examples of creative excellence from around the globe, this dynamic two-part series, introduced by Ogilvy & Mather's worldwide creative director Neil French, creates a visual timeline of TV spots that throws a unique light on the products enjoyed by mass audiences for more than forty years. 2-part series, 60 minutes each.
#30018 Marketing - Buy-ology: The Science of Buying and Selling (Run time min.) DVD $299.9
Americans, as a whole, live in a constant state of acquiring and discarding, collectively spending billions of dollars and innumerable hours on shopping every day of the week. This intriguing two-part series draws on experimental data, anecdotal case studies, and interviews with a wide range of experts to scrutinize why people buy-and how sellers manipulate their desires. Original BBC broadcast series title: Buy-ology. 2-part series, 51 minutes each.
#11787 Marketing - Marketing: The Standard Deviants(r) Core Curriculum (Run time min.) DVD $485.95
This persuasive six-part set, adapted from the popular series developed for students to enhance their test-taking skills, combines serious academic content with a humorous presentation style to help make the subject of marketing more accessible. Each program skillfully employs elements such as clever mnemonics, high-tech computer graphics, and entertaining vignettes to boost retention and confidence while driving home core concepts through concise explanations and case studies. Modules include: • What Is Marketing? • Marketing Planning • Marketing Research and Information • Segmenting, Targeting, and Positioning • The Four P's, Part 1: Product and Pricing • The Four P's, Part 2: Place and Promotion Joining the Standard Deviants Academic Team in the creation of this set are John McCarty, Ph.D., of American University, and Barbara Rosenthal, Ph.D., of Miami-Dade Community College. Correlates to all applicable state and national standards. A viewable/printable instructor's guide is available online.
#10137 Marketing - Marketing: The Standard Deviants(r) Core Curriculum (Run time min.) DVD $539.7
This persuasive six-part series, adapted from the popular series developed for students to enhance their test-taking skills, combines serious academic content with a humorous presentation style to help make the subject of marketing more accessible. Each program skillfully employs elements such as clever mnemonics, high-tech computer graphics, and entertaining vignettes to boost retention and confidence while driving home core concepts through concise explanations and case studies. Joining the Standard Deviants Academic Team in the creation of this series are John McCarty, Ph.D., of American University, and Barbara Rosenthal, Ph.D., of Miami-Dade Community College. Correlates to all applicable state and national standards. A viewable/printable instructor's guide is available online. 6-part series, 9-27 minutes each.
#2484 Telemarketing - Business Telephone Techniques (Run time min.) DVD $539.7
This series provides suggestions and clear demonstrations which will enable the viewer to get the most benefit out of his or her telephone calls. 6-part series.
#33557 Advertising - Best of Clios: Clio Gold Plus, 2000-2004 (Run time min.) DVD $629.75
The Clio Award: presented annually to recognize creative excellence, the "Emmy of the advertising industry" is also a reliable barometer of consumer taste and a valuable snapshot of pop culture. Each program in this series highlights the Clio gold and silver winners for that year. Can be viewed using a DVD player or computer DVD-ROM drive.5-part series, 40-45 minutes each.
#2910 Sales - Principles of Sales and Marketing: The Power of Ethical Selling (Run time min.) DVD $719.6
This series outlines the principles that should underlie all sales and marketing transactions. Each program contains solid advice and concrete lessons that teach effective skills. 8-part series, 19-26 minutes each.
#10820 Sales - Secrets of Professional Selling: Eight Steps to Success (Run time min.) DVD $719.6
When it comes to professional selling, Bob Kimball literally wrote the book. Throughout this dynamic 8-part sales training series, Dr. Kimball, author of the American Marketing Association's popular AMA Handbook for Successful Selling and professor of marketing at the University of West Florida, uses his comprehensive, step-by-step training approach to reveal how anyone who is interested in sales or marketing can sell more-and more effectively.Each skills-oriented program presents secrets of selling in no uncertain terms while spelling out their application through concrete examples, demonstrations, illustrations, and critiques. This engaging, no-nonsense series is ideal for both classroom and business use. 8-part series, 21-30 minutes each.
#4841 Advertising - The Best of Broadcast Commercials (Run time min.) DVD $809.55
This series offers the most effective and innovative worldwide TV commercials, together with interviews with those responsible for sponsoring, commissioning, creating, and producing them. 9-part series.
#33555 Advertising - The Clios Year by Year, 2000-2004 (Run time min.) DVD $949.75
The Clio Award: presented annually to recognize creative excellence, the "Emmy of the advertising industry" is also a reliable barometer of consumer taste and a valuable snapshot of pop culture. Each program contains an outstanding array of TV ads-the creme de la creme from the U.S. and around the world. Can be viewed using a DVD player or computer DVD-ROM drive. 5-part series.
