Landmarks in Modern American Business (Magill's Choice)

Average customer rating:

Excellent Publication

Excellent book for people in this field

The Definitive Work

Technical topic made easy to understand

Incoterms for Americans (Fully Revised for Incoterms 2000)
Frank Reynolds
Manufacturer: International Projects
ProductGroup: Book
Binding: Paperback

General | Popular Economics | Business & Investing | Subjects | Books
General | International | Business & Investing | Subjects | Books
General | Sales & Selling | Marketing & Sales | Business & Investing | Subjects | Books
Similar Items:

Incoterms 2000: ICC Official Rules for the Interpretation of Trade Terms

ICC Guide to Incoterms 2000

Export/Import Procedures and Documentation (Export/Import Procedures & Documentation)

A Short Course in International Trade Documentation

Uniform Customs & Practice for Documentary Credits (ICC Publication)

ASIN: 1886457069

Book Description

Incoterms for Americans describes the thirteen International Chamber of Commerce Incoterms terms of sale in clear American business English, with proforma invoice illustrations. Fully revised for Incoterms 2000, this book is written for U.S. exporters, importers, freight forwarders, Customs brokers, foreign trade bankers and their overseas counterparts who wish to do business with them.

Customer Reviews:

Excellent Publication.......2007-05-18

Frank Reynolds has produced a comprehensive interpretation of the global language of international trade in a format that is easily understandable by Americans involved in international commerce. First published in 1936 by the Paris-based International Chamber of Commerce (ICC), Incoterms 2000 are the latest revised set of 13 international commercial terms recognized as the standard trade terms of international business.

Used by importers/exporters, they define the roles, responsibilities and obligations of buyers/sellers in transactions involving the international movements of goods and help to eliminate misunderstandings as to the term of trade by which a particular transaction is being conducted. They help define the point at which the responsibilities, risks and obligations of the seller end and begin for the buyer and the required documents that must be generated for official and commercial purposes.

As some of the Incoterms, when defined, may be in conflict with similar terms of sale (such as EX Works, FOB) as used for domestic business and found in the official United States legal code - the Uniform Commercial Code (UCC), the author thoroughly explains the difference and highlights the adjustments needed when considering similar Incoterms for international transactions.

The book clearly describes the meaning of each Incoterm, explains the buyer-seller responsibilities under each term and illustrates what a typical pro-forma invoice would reflect on a proposed export transaction. With each Incoterm described, it also offers an American perspective on best practices and recommendations from the author's numerous years of trade experience and his enviable position as the US delegate on the ICC drafting committee that revised the terms that resulted in Incoterms 2000.

Of particular interest especially to inexperienced American exporters, the author offers some very important caveats covering such areas as port customs, insurance considerations, potential confusions in regards to the difference between shipment and delivery terms, the use of appropriate terms that best fit particular transactions, compliance with US Export Control and Incoterm limitations. Although published in 1999, this edition is still up-to-date as the subject matter it addresses is still current as of the date of this review in 2007. Readers may, however, be mindful that the reference made in the publication to the Uniform Customs and Practices for Documentary Credit (UCP500) - the rules that govern letters of credit transactions - will be replaced by a revised set of rules (UCP600) on July 1, 2007.

Since the new UCP600 rules no longer provide for 'revocable' credits, it will no longer be necessary to stipulate in the payment term section of the pro-forma invoice that the letter of credit should be 'irrevocable' as reflected in those relevant sections in Incoterms for Americans. A minor editorial detail of omitting the currency in which costs are reflected in pro-forma invoices on pages 103, 104 and 110 should be French Francs, US Dollars and US Dollars respectively. The author would agree that such seemingly insignificant details of omission would create a discrepancy, delaying payment, in an invoice presented to a nominated bank for a letter of credit transaction.

As one with over 25 years of foreign trade experience, I would highly recommend this well written volume as a desk reference guide for any American foreign trader who desires a working knowledge, understanding and application of Incoterms 2000.

Excellent book for people in this field.......2007-01-19

I found this book to be full of information. Instead of giving a vague and general outline of the Incoterms (for example, just listing EXW as buyer pays all shipping), Reynolds go full bore into the subject with what if's scenarios, detailed look at each one and tells you how each contract is implemented and the limits of each term. He even put copies of pro formas for some of the incoterms!

Considering the fact that this book is more than half the price of the ICC book and tailored to Americans, I highly recommend it!

The Definitive Work.......2001-06-26

No sane person reads about INCO terms for fun, and if your work requires that you understand the details of international quotes & shipping then this is a required reference work. The author, who sat on the international drafting committee, is perhaps as knowledgable on this subject as any American. He also teaches an excellent seminar on the subject.

Technical topic made easy to understand.......2001-03-01

After I first read Mr. Reynold's predecessor book on Incoterms I felt I finally understood this technical topic. The new book, fully revised for Incoterms 2000, follows the same format. Each chapter is devoted to one of the 13 Incoterms so it can be easily digested. Each chapter contains an easy to read scenario of how the Incoterm may be used in a real international trade transaction and how it affects all other phases of the transaction including the ability or inability to collect payment.

The most valuable feature is the ending section of each chapter, entitled "American Perspective." It discusses how Americans should or should not use this particular term, or at least be aware of any caution flags.

Book Description

This book about China's integration into the world economy proposes a radically different perspective. Most economists view China's large foreign direct investment (FDI) inflows as the result of China's economic success. This study views the same phenomenon as a function of the imperfections in the Chinese economic system. It uses economic theory to explain FDI to a greater extent than previous studies on the same topic. It also presents comparative FDI data of additional countries, making it more comprehensive than previous studies which focused only on China.

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Customer Reviews:

It's not just another view ..........2004-02-06

I find Prof Huang's "Selling China" much more than just an academic achievement which it is -- with its disciplined arguments supported by a wealth of well-researched facts.

After 18 years of working on the Greater China scene -- most of it foreign investment related, for me, the greatest value of the book is its main theme -- that the large inflow of FDI over the years reflects weaknesses rather than strengths of the Chinese system. It is not just another point of view in the already overcrowded gallery of China commentary. For me, the well-argued and well-researched "unconventional" view answers some of the key China investment related questions at a very practical level, and should have important implications for government policy making and corporate decision making alike.

the year's best book on china.......2004-02-06

I have seen a number of rave reviews for this book in various economic journals and now I have read the book myself. This is a must read for those who wishes to gain a deep understanding of China's fast-evolving economic and business landscape. I also recommend it to readers who are interested in an unconventional and novel take on foreign direct investment

2000 Professional's Guide to Target Marketing: How to Gain Profitable New Business

Average customer rating:

Excellent Marketing 101 Info and Tools
Marketing Analysis - Top to Bottom

2000 Professional's Guide to Target Marketing: How to Gain Profitable New Business
David W. Cottle
Manufacturer: Harcourt Professional Publishing
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Customer Service | Industries & Professions | Business & Investing | Subjects | Books

Book Description

The approach to marketing set forth in this book is more than a sales technique. It's a philosophy that allows the professional to turn the right prospects into great lifelong clients. This book is not about closing sales; it's about opening relationships.

Truly professional marketing is not about trapping prospects into buying. Successful marketing results in clients who are greatful for the help and guidance the professional provides. Clients can discern in expert marketing that the professional is genuinely concerned for the well-being of others.

As a professional, you already have most of the skills you need to become more valuable to your clients and also to become a better salesperson. The suggestions in this book will help you: Be an expert diagnostician of client problems; be good at asking questions; deal with people in a non-threatening way; be trustworthy; be organized and systematic; be good at learning the why; and, be able to get to know your clients well.

This book gives step-by-step processes to help you market and sell services to both current clients and new clients. While acquiring high-quality new clients is a challenging opportunity, retention of current clients is the most important part of any marketing program. The primary focus should be on rendering high-quality service that clients perceive as valuable. Client service and communication skills are covered in this book to help you improve your ability to retain these clients.

This book offers practical guidance in how to prepare for a meeting with prospects or clients, how to conduct an interview, how to offer a solution, and how to obtain a firm commitment.

The biggest marketing mistake most professionals make is that they look, act, and talk like their competitors. Your business is unique. Finding the value in your uniqueness is the basis for improving both your client relationships and your bottom line. If prospects see no difference between you and our competitors, then they must make decisions on the basis of price. Target Marketing provides an effective way for you to soar above the crowd of competitors, expand your services, charge higher prices, and (for accountants) avoid the workload compression problems of traditional compliance work by creating work to be done in the off-season.

Using the material in this book, you will be able to accomplish the following: Decide what kind of clients you want to build your practice around; learn what clients and prospects look for in their professional relationships; see your relationships from the point of the view of the clients; learn how to develop contracts that result in prospects; understand and discover the needs and wants of a prospect or client; and, learn to present to prospects the benefits of your services in a manner that increases your percentage of engagements obtained.

Customer Reviews:

Excellent Marketing 101 Info and Tools.......2000-06-14

As a marketing consultant to CPA firms, I acquired the book as a reference mostly for the checklists, questionnaires and other documents found on the accompanying CD-ROM. I was pleasantly surprised at the direct and practical way Mr. Cottle covers so many topics critical to the success of a CPA firm from an operational standpoint. This is good stuff! I pick up this book at least once a month as a resource for presentation topics and background information to support my recommendations.

Marketing Analysis - Top to Bottom.......2000-05-31

This book is an easy read, walking you through a comprehensive marketing program. From the receptionist through the managing partner, Cottle details how each of the pieces should look and act. Though the book does not offer creative ways to seek specific client or to target an industry, it does provide insight into building networks, getting referrals, pricing, proposals and more. There is a lot of detail on sales techniques and step-by-step help on the sales process. The CD had several documents I will use in my practice.

Average customer rating:

Business 2000: Selling
Cynthia L. Greene
Manufacturer: South-Western Pub
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books
ASIN: 0538431482

Book Description

Enter the world of creative selling! Determine the clients needs and wants, prepare to sell, develop the sale, and close the sale! Business 2000: Selling gives skills for successful selling; while incorporating technology into the sales process.

The Great American Blow-Up: Puffery in Advertising and Selling

Average customer rating:

Dishonesty dissected.

The Great American Blow-Up: Puffery in Advertising and Selling
Ivan L. Preston
Manufacturer: Univ of Wisconsin Pr
ProductGroup: Book
Binding: Hardcover

Communications | Skills | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Can't Buy My Love: How Advertising Changes the Way We Think and Feel

ASIN: 0299152502

Book Description

How does advertising really work? This thoroughly revised edition of Ivan Prestons popular classic, The Great American Blow-Up, provides new examples of puffery and deceit in advertising. Preston examines in detail the role of laws and the Federal Trade Commission in ensuring fair representation of goods and services to consumers. In a new concluding chapter, Preston describes and assesses developments in the field of advertising from the mid1970s to the present. Critical acclaim for the first edition

Ivan L. Preston has created a definitive study sure to be cherished by consumer advocates, but one that should be read by everyone ever influenced by advertising. And that, of course, is every one of us.Chicago Sun-Times Book Week

Anyone interested in or concerned about advertising, especially the regulation of false, misleading or deceptive advertising, will find this treatise valuable. Preston does all that one can do to make an extremely complicated subject as understandable as it can be.Ivan Ross, Journal of Consumer Affairs

This is an important book and should be a must for all serious students and practitioners of advertising. . . . While the book is scholarly, it is also popularist and should find great favor with consumerists.S. Bernard Rosenblatt, Journal of Advertising

Customer Reviews:

Dishonesty dissected........1997-04-28

(The above numerical rating is a default setting embedded in Amazon's format. This reviewer does not generally employ numerical ratings.)

Preston carefully examines the many forms of advertising misrepresentation, with special attention to "puffery", which is currently legal but which the author shows to be harmful to the unwary consumer.

Book Description

Chapters 1 through 5 of the book cover a history of the accounting profession and move into why people buy what they buy, and how much they will pay.

Chapters 6 and 7 challenge the 40-year-old practice of hourly billing.

Chapter 8 looks at price psychology and at why professionals suffer from write-downs.

In Chapters 9 through 13 you will find alternative to the hourly billing method that are superior in obtaining the value for the services provided.

Chapter 14 reinforces the importance of customer service and loyalty. Chapter 15 is about making the transition from a compliance CPA to a consultant.

Chapter 16 discusses the morality of hourly billing vs. Value Pricing, along with some of the ethical quandaries that attorneys are struggling with as they shift away from hourly billing.

In Chapter 17 the critical link between a professional's level of self-esteem and the ability to Value Price is explored.

Chapters 18 and 19 are for those who want to delve deeper into theory and law and cover anti-trust policy and price theory.

Chapter 20 concludes with some thoughts regarding the death of the Almighty Hour and whether or not Value Pricing is a fad that will disappear or a portentous "paradigm shift" that will permanently alter the way in which professionals price their services.

Customer Reviews:

A must read for any professional.......2007-02-12

I read this book on the recommendation of a friend, Paul Dunn. Paul had already set me up to become a value pricing (VP) fan as that what he lives and breathes, and so I was already in a positive frame of mind to read the book. Well, the book blew my mind! It delivered on all of my expectations and then some. If you are serious about making a difference in your business, then you absolutely have to read this book.

This book is not just for accountants and lawyers. It is for any service organisation that has a pricing policy. The science behind VP and how to value your services is incredible. And when you've read it, you'll see just how much common sense there is in VP.

We are now working on introducing VP into our firm and while it's not going to be all beer and skittles as we go through the process, what we can see as possible on the other side of VP, we know will make it all worthwhile.

Read and enjoy!

Outstanding help for professional services.......2006-08-18

The author Ron Baker get the point across well, that pricing by the hour is old fashioned to say the least and creates harm between you and the customer. He also shows clearly why value pricing is ethical and how to make the most of your marketing preactices. I would highly suggest this book. It is worth way more than the price!

The most important book to hit our profession in many years.......2001-09-24

Run, don't walk, to order your copy of this book. Ron Baker does for pricing our services what Montgomery did for Auditing.
What a novel idea, to get paid for the value of the services that we provide to our clients.
Ron Baker's goal, as he so aptly describes it, is "to trash time sheets forever". Keeping track of time is the biggest waste of time ever perpetrated on professionals. Accountants have become slaves to the concept of "the almighty hour". We are not selling hours but intellectual capital.
Ron takes you through every step necessary to start your trip to successful value pricing. You will learn exactly how to present this to your existing clients. You will also learn how to use a change order when there turns out to be hidden surprises that no one anticipated. He will explain the concept of service guarantees as an excellent way of gaining new clients and show you in detail how to draft service agreements to use. The book comes with a CD-Rom that has many forms and agreements referred to in the book.
I don't know too many people who are thrilled about the idea of having any work done for them without knowing exactly what the cost will be. It's like boarding an airplane in Los Angeles, flying to New York, and being told your fare will depend on how many minutes you're in the air.
Ron Baker is truly one of the very few original thinkers in the accounting profession. Listen to him; learn from him, and I promise you that you will improve your professional life and most important, your bottom line as well.

Wish I had read this book 20 years ago.......2001-08-31

I bought this book on a trial basis, due to its cost. It came on a Friday, and I scanned it that night. I wrote the check next morning.
This book changed my attitude about my profession. I was ready to quit. Burned out, tired, frustrated, and angry.
Within one month, I had identified 5 major clients and had more than doubled the revenue from those clients. My staff is happier because they feel they are being treated as professionals and generating fees more in line with their abilities. We have "dismissed" several non-productive clients, and haven't missed the revenue. We work fewer hours at more enjoyable work and actually make more profits. It has positively affected my home life as well.

This book will change your life.......2000-01-26

Having read the previous edition of this book for just 20 minutes I e-mailed the author to tell him that "I have seen this book described as the most important book in the profession. Without a shadow of a doubt, it will change my life."

The new chapters make this latest edition even better. Read the chapter on Total Quality Service to understand how to compete in the future. Ron Baker will completely change your views on pricing professional services. You will start to charge what you are worth with a consequent improvement in both income and self esteem.

Recently I was in a group of 70 accountants who listened to the author speak on Value Pricing for just ten minutes. At the end he received a standing ovation. In my 30 years in the profession I have never seen accountants show such enthusiasm for a speaker and his subject.

Product Description

A realistic look at the Vision and the Potential of Sales Automation as a powerful tool for creating real competitive advantage...from the Field Sales Representative to the Corporate Boardroom...In Selling 2000,Timothy McMahon presents a new vision for sales force automation as a powerful enabling technology with far-reaching potential to help drive corporate success: The 5 truths critical to success;the 90's marketplace and Sales and Marketing;Sales Managers-The Missing-Link in SFA;High Performance Selling;Creating the Corporate Information Highway;Financial Justification of SFA;Developing the Strategic SFA Plan;Real Solutions for Real Business Issues.

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