Book Description
Mexican National Cinema offers an account of the development of Mexican cinema from the intense cultural nationalism of the Mexican Revolution, through the "Golden Age" of the 1940s and the Nuevo Cine of the 1960s, to the renaissance in Mexican cinema in the 1990s.
The book moves from broad historical and theoretical context, particularly theories of nation, emergent discourses of "mexicanidad" and the establishment and development of the Mexican industry, towards readings of key film texts and genres. Individual chapters discuss the relationship between Hollywood cinema and Mexican cinema, the stars of the "Golden Age," the role of foreign auteurs in the founding of Mexican cinema, tensions in the industry in the 1960s, and the national and international reception of contemporary films and film-makers. The author then examines the portrayal of Mexican nationhood through critical analysis of film genres including Revolutionary films, machismo and "mexicanidad," the prostitute, and the work of female auteurs.
Customer Reviews:
One of the best for learning to teach creative dance .......2007-08-12
Along with First Steps to Teaching Creative Dance to Children by Mary Joyce, this is one of the best texts for this subject. Stinson is a master teacher who helps first-time or even experienced teachers to truly connect to children through dance--not just "creative movement" but creative DANCE. Her focus is not on steps or skills but on how to elicit the sense of magic--which can easily get lost--and which is essential to dance for children.Teaching Dance: The Spectrum of Styles
Book Description
This insightful book shows salespeople how to meet the needs of affluent clients—from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Download Description
This insightful book shows salespeople how to meet the needs of affluent clients¿from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Customer Reviews:
Fine , but not so precise.......2007-01-18
'working in high luxury hotel group wih many VIP's. Expected more specific details and oinstrucions from this book, but generally research and results that are brought in this book, are more then interesting .
Not for professionalists but good guide.
Matt nailed it!.......2006-08-10
IF you are serious about mingling with and potentially selling to or servicing the affluant client, this book is worth the money and your time. I have already seen substantial revenue by applying some of the many ideas and concepts Matt writes about. I hope I can meet Matt someday to thank him in person.
Wonderfully written...A must read book for all involved in selling........2005-11-23
Selling to the affluent is different from selling to any other market. As with any selling, you must know your market; and this book provides you with the perfect roadmap. If you follow and apply the strategies and techniques outlined in this book, and possess the confidence required, you will without a doubt, not only attract and serve the affluent, you will also become affluent.
Best Book on Affluent Selling to Date.......2005-08-09
I have been in the business for 20 years, and have recently been involved in closing the largest, most complex estate planning deals of my career. This is hands-down the clearest, most concise book on the mind of the affluent that I have ever read. The book describes exactly what I have been experiencing over the past 5 years in the industry and with my clients and prospects. For anyone who has at least one "high-net-worth" or affluent client this should be a "Must Read."
Insightful!.......2005-07-29
So you want to sell your products or services to wealthy individuals, but you aren't exactly sure how to do it? Don't worry. In many ways, selling to the rich is the same as selling to anyone else you want to convert into a loyal customer, but with a few important twists that might take a little practice. Sure, the wealthy can be more demanding, but the potential return more than justifies the extra effort. Before he distills his techniques down to seven straightforward selling rules that might apply in other circumstances as well, author Matt Oechsli provides survey-generated facts about the wealthy. This book overflows with axioms, "commandments," checklists, fill-in-the-blanks, calendar schedule pages, diagrams for business cards and numbered lists. All the sidebars suggest that there is science as well as "art" in selling to affluent buyers. We recommend this book for its useful insights into the high-stakes business of luxury sales.
Book Description
"As usual, Tom Stanley hits the nail squarely on the head. No one better illuminates the 'who, where, and how' of the affluent market in America."-J. Arthur Urcioli, Chairman and Chief Executive, Merrill Lynch, Business and Financial Services, Inc. "This book is the best guide to success that I've seen."-Mary B. Lehman, Managing Director, Banker's Trust Company, The Private Bank.
Customer Reviews:
Very Illuminating.......2004-01-16
I never realized how easy it is to network with the high profile people. Like anythingelse, it can be learned.
Networking With The Affluent is a must read for all entrepeneurs, sales and business people. This is the book that your most successful competitors are reading, using and applying.
Especially good for people in financial services.......2004-01-16
I work for one of the big 3 insurance companies and getting to know the affluent and working their nests is critical to my success.
In Networking with the Affluent, Dr. Stanley shows how to get into this market and offer quality financial products and services. To serve the affluent and others in their network.
You won't find any tricky techniques. But you will find some powerful ideas on how to substantially increase your production.
I have recommended this book to dozens of people over the years. And I can tell by their productivity if they have actually read it.
Get this book. It's great.
Excellent book to penetrate the affluent market.......2004-01-16
Dr Stanley goes over and above the call of duty with this great work. Networking With The Affluent will show you how to penetrate the affluent market...network with it's members and key players within their group.
This book will create relationships that many have heretofore, been unable to penetrate.
Great book by Dr. Stanley.
A very under-rated book! Where are the readers?.......2004-01-16
I cannot believe that there is not at least three pages of reviews for this great book.Being able to link up with "Mr/Mrs High Credibility" is so essential to successand this is the only book that shows the why, who, where and how.Severall years ago I joined toastmasters and as a result was invited to join other organizations as well. I have to admit that I was [initially] very uncomfortable sitting with some of the top CEO's, Board Members and social elite of my city. This book was recommended to me then and I have never looked back.As a result, I have been able to increase my client base, penetrate the affluent market and network with their associates.As I said in the heading, I cannot believe that there are not more reviews here. Perhaps readers are hoping to keep this their secret. I know that when I first heard about this book, I was hoping that none of my competitors would find out about it.I also recommend Dr. Stanley's excellent "Selling To The Affluent" and "The Winners Circle" by Robert Shook.
Some good advice on how to be useful to the affluent.......2002-07-19
If you need to rub elbows with the affluent, who better to learn from than the man who made a career of studying the wealthy? Thomas Stanley, bestselling author of "The Millionaire Next Door," teaches us the networking methods of individuals who cater to the rich in "Networking With The Affluent And Their Advisors."
Stanley writes: "...always remember that you will succeed in marketing if you focus on the needs of your targets." What are the needs of the affluent? Stanley focuses upon eight valuable services that individuals can provide to the affluent.
According to Stanley, the "Eight Faces of Networking" are:
* Being A Talent Scout
* Being A Revenue Enhancer
* Being An Advocate (to your clients' industries)
* Being A Mentor
* Being A Publicist
* Being A Family Advisor
* Being A Purchasing Agent
* Being A Loan Broker
Noticeably missing from Stanley's list is walking poodles. What sort of pets do the rich have anyway? Are they largely cat people or dog people? Or do they tend to avoid pets altogether due to the cost of caring for the furry little fellows? Stanley is silent on the issue.
But, I guess offering to walk a potential client's poodle wouldn't enhance the image of a serious business professional anyway. So, we'll let Stanley off the hook on this point of omission. Each of his other networking suggestions would tend to enhance a businessperson's reputation as a savvy businessperson with the client.
Being a talent scout means providing your network with information about reliable suppliers and people who might be able to provide valuable services. For example, Stanley notes that the majority of the wealthy are business owners, so they are constantly looking for sources of supply for their businesses.
Suppose the fat cat you want to do business with owns a bakery chain. If you've focused your attention upon the food industry, you might just know a good supplier of doilies. That information will come in handy when fat cat laments the lack of reliable doily suppliers. By asking fat cat about his most important goals and concerns, you learn how you can be of service to him.
Of course, if the doily supplier delivers deformed doilies, you might lose the goodwill of the fat cat. Stanley tells us to only endorse people who provide quality services and products, otherwise we compromise the value of our personal network.
Stanley says that it's often wisest to focus upon networking within a few industries because positive word-of-mouth flows more rapidly through inter-industry communication than through intra-industry communication. We learn that one of the best places to learn about an industry are the industry's trade publications and associations.
So, while you're browsing through "Gingersnap Today," in addition to learning about the industry, you'll learn about the movers and shakers of the baking industry. More people to add to your potential food network.
What do most bakers really care about? In fact, what do most wealthy people care about? Dough, of course! Business owners, especially, are always looking to grow their revenue. So, if you enhance a business owner's revenue, you will become a valuable member of his or her network.
Would doily supplier dare drop doing business with you in favor of your competition if you are providing many referrals and enhancing his doily revenue? Especially, if other people providing the same core service don't enhance his revenue at all?
Stanley gives us the example of a financial advisor who was talking with the wealthy owner of a welding company. Rather than focusing upon the financial advisor's "me, me, me" interest of getting as much money under his grubby management paw as possible, the advisor focused upon his potential client's real concerns and priorities.
Upon meeting the wealthy welder, the financial advisor immediately said that he had several clients who owned oil rigs which needed welding services. He put the welder in contact with the oil riggers. The welder received much business and opened a multimillion dollar account with the financial advisor.
Of course, savvy networking is sometimes derogatorily referred to as "The Old Boy's Network," where members only tend to do business with other members. But, everyone has the opportunity to create their own network. Building networks is an equal opportunity endeavor. Unfortunately, sometimes, people have network envy.
Also, notice that financial advisors and others offering core services to the wealthy tend to benefit most from such networking. This is especially true if the basic service provided is largely undifferentiated, as it typically is with accounting services or financial advising, for example.
Stanley argues that the core service provided clients must be worthwhile to secure and retain business. But, core services being equal, the provider who excels at revenue enhancement will probably win.
While revenue enhancement is crucial, maybe, top dog's greatest concern is building his new home. He's a successful doctor who hates negotiating and doesn't have the time for it. But, it so happens that you know the building contracting business and are a strong negotiator. By acting as a purchasing agent for members of your network, you can save members money. And, as they say, a penny saved is a penny earned.
Stanley relates the story of a successful CPA who saved his wealthy client about [money] on the purchase of a new home. When the successful doctor told Mr. CPA about his new home plans along with its 15% builder's fee and extra fees and commissions here and there, Mr. CPA offered to negotiate the final purchase on behalf of his client. Knowing construction, Mr. CPA knew that a 10% builder's fee was fair. But, the commission, paid to the builder, on the sale of the lot, owned by the builder, had to go.
Saving members of your network money on expensive purchases is one more way to benefit them.
Overall, if you provide a service to wealthy individuals and you wish to increase the value of your networking skills, you might find this book useful.
Peter Hupalo, Author of "Thinking Like An Entrepreneur" and "Becoming An Investor."
Book Description
In this classic of marketing literature, best-selling author Tom Stanley explains the mindset and buying patterns of wealthy individuals. Stanley shows salespeople how to approach this enormously attractive market, open doors, appeal to the "hot buttons" of the affluent, and sell to extremely successful people.
He provides insights into different affluent groups including:
- Business owners
- Sales professionals
- Women
- Asian Americans
- Retired millionaires
Stanley also discusses how to sell both tangible products, such as luxury cars and real estate, as well as intangibles, such as financial services. Selling to the Affluent is the most authoritative and comprehensive guide available for selling products and services to the affluent market.
Customer Reviews:
A Ph.d in selling.......2004-01-16
This book by Dr. Stanley is equalivent to a Ph.d in selling. No matter how many books you have read on selling, this book will teach you many things you have never heard before.
Must reading for all serious sales people
Very good information.......2003-09-29
Like every book on the subject of selling, this one has lots of stuff that will not apply to any one individual reader however it will have some stuff that will prove to be of great value to nearly anyone that sells for a living.
While it is true that it is a long work and covers a lot of data, it is also true that the reader can skip over sections that don't apply.
I found the work to be both readable and thought provoking and I am looking foward to other books by the same author. A strong recommendation to those that are working in sales or considering it for a career.
Very good book but read others Dr. Stanley has written.......2003-02-11
This is a good book and part of a series that Dr. Stanley has written.
Dr. Stanley has become a big name since the tremendous success of "The Millionaire Next Door" but all of his books on marketing and selling to the affluent are great.
I prefer the book "Marketing to the Affluent" if I only had one to read but if you are someone who deals with high income people, all books in the series are a must. He is ground breaking in his research and writes in an easy to read style.
I am a financial consultant and structured settlement consultant for injury victims who receive large settlements. I quote Dr. Stanley's research often and try to read everything he publishes.
I would recommend this highly as well...
Packed with information - Very Useful.......2002-08-22
This outstanding book by Dr. Stanley took my sales to a new level.
I was introduced to Dr. Stanley via his mega best sellers "Millionaire Next Door" and "The Millionaire Mind", both outstanding reads.
I also recommend 'marketing to the Affluent" also by Dr. Stanley.
Selling to the Affluent will take your sales to a new high, just as it did for me. Great book.
Outstanding - A treatise on how to sell to the savvy.......2002-08-19
Aside from being a followup to Marketing to the Affluent, STTA shows you how to sell the savvy. It tells you when the best time is to approach them and also offers dialoques and examples.Having read many sales books, it is refreshing to read one that deals with facts and teaches techniques that don't insult your client.Selling to the Affluent reveals the three most important things you can do to land afluent prospects and encourage wealthy clients to buy and make repeat buys.Stanley shows how to:Create lists of affluent prospects who are "riding high" because they've suddenly come into money or improved their socioeconmic status.Approach prospects at the moment when they are most likely to buy.Find and utlize critical information that will help you prospect, communicate, and clos sales more successfully.Chapter profiles two of America's most successful sales professionals and chapter 13 goes into apostles vs. antagonists. Which one do you want to be?I highly recommend this book along with Marketing to the Affluent. Two other worthwhile reads are Earning what you are Worth and Advanced Sales Strategies.
Book Description
By any measure, the affluent sector is growing exponentially, and is far more diverse (in terms of ethnicity, education, location, and professional background) than at any time in the past. In 2004, there were 8.2 million households in the United States with net worth over $1 million, excluding primary residence. Meanwhile, between 1995 and 2001, the number of families filing tax returns for income exceeding $200,000 doubled. This market represents lucrative opportunities for companies that understand how these consumers think, act, and make purchasing decisions. Applying primary research, including demographic and economic data, and expertise developed from decades of studying, teaching, and consulting in marketing and consumer behavior, Ronald Michman and Edward Mazze present a comprehensive approach to analyzing affluent consumers--and creating, promoting, and selling innovative products and services to them. Illustrating their principles through dozens of examples, including Armani, Mercedes-Benz, Brooks Brothers, Neiman Marcus, Merrill Lynch, Tiffany, and even discounters, such as Target and Wal-Mart, the authors deconstruct how a complex market segment works. Dispelling popular myths and misconceptions about the composition and behavior of this segment, they provide not only a practical guide for marketers and students of marketing, but a fascinating glimpse into a culture driven by materialism, status, and aspirations to luxury.
Book Description
This digital document is an article from Music Trades, published by Music Trades Corp. on December 1, 2004. The length of the article is 1403 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Are group lessons the key to growth? Organ dealers once used education to tap a market of affluent hobbyists. Can we use the same playbook to sell other types of music products?(BOB POPYK ON SELLING)
Author: Bob Popyk
Publication:
Music Trades (Magazine/Journal)
Date: December 1, 2004
Publisher: Music Trades Corp.
Volume: 152
Issue: 11
Page: 62(2)
Distributed by Thomson Gale
Book Description
This digital document is an article from National Underwriter Life & Health, published by The National Underwriter Company on May 9, 2005. The length of the article is 1430 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Financially educating affluent blacks: advisors must deal with affluent African-Americans' perceptions, distractions, needs and goals.(SELLING TO AFRICAN-AMERICANS)(Cover Story)
Author: Eugene Mitchell
Publication:
National Underwriter Life & Health (Magazine/Journal)
Date: May 9, 2005
Publisher: The National Underwriter Company
Volume: 109
Issue: 18
Page: 12(3)
Article Type: Cover Story
Distributed by Thomson Gale
Books:
- Mickey Rooney: His Films, Television Appearances, Radio Work, Stage Shows, and Recordings
- Motion Picture Mega-Industry, The: (Part of the Allyn & Bacon Series in Mass Communication)
- Movie Music, the Film Reader (In Focus--Routledge Film Readers)
- New book on building: moldings, architraves, base, brackets, stairs, newels, balusters, rails, cornice, mantels, window frames, sash, doors, columns, 45 ... etc., 66 plans of dwellings with size and
- Now, Voyager (Femmes Fatales: Women Write Pulp)
- Now You See It
- Post-Theory: Reconstructing Film Studies (Wisconsin Studies in Film)
- Producers 2001 (Hollywood Creative Directory)
- Queer Looks: Perspectives on Lesbian and Gay Film and Video
- Questions For The Movie Answer Man
Books Index
Books Home
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Communications
| Skills
| Business & Investing
| Subjects
| Books
Mexican Cinema: Reflections of A Society, 1896 to 2004
Cinemachismo: Masculinities and Sexuality in Mexican Film
Mexico's Cinema: A Century of Film and Filmmakers (Latin American Silhouettes)
Fragments of a Golden Age: The Politics of Culture in Mexico Since 1940 (American Encounters/Global Interactions)
Prisoner 13
