From Books to the Field is the reference index of the applied frameworks Dr. Mostafa Nawareg has published in English on this site. They are drawn from his 40 books and from 24 years of consulting and corporate training across 22 countries and 41 industries. Each framework turns a recurring management decision into named stages, questions and tests that can be applied to a company’s own data.
Why This Index Exists
Marketing and management books explain what and why; managers in a meeting need to know what to do next. This series moves concepts from the page into working tools with a name and a clear sequence, usable in a management meeting, a training workshop or a consulting session.
This page lists the 19 frameworks available in English, grouped by the type of decision, with one line on what each framework settles and a link to the article that explains it with practical cases. The Arabic index covers the full library of 58 frameworks.
A note on method: most of these frameworks are analytical tools proposed by the author within his articles. They organise established ideas from marketing and management literature into a single decision path; they are not peer-reviewed academic scales or published quantitative findings.
Models Drawn from Dr. Mostafa Nawareg's Books
| Framework | What it settles |
|---|---|
| 22-Gate Company Diagnosis Framework | Examines internal resources, the marketing mix, the near environment and the macro environment through 22 questions before any evidence is classified into a SWOT analysis. |
| 16-Test Target Segment Selection Framework | Screens a target segment through sixteen tests grouped into four gates: customer viability, competitive environment, market economics and segment usability. |
| Market Segment × Competitor Map | Maps each segment against competitor presence through a Segment → Competitor → Gap → Qualification → Positioning sequence to reveal targetable gaps. |
| Modified BCG Matrix for Branch Classification | Adapts the BCG matrix to branch networks through three layers: classify where the branch stands, diagnose why it stands there, then decide what to do. |
| RPOS Model for Sales and Key Account Management | Separates an account's revenue potential (RP) from the company's current position in it (OS) to prioritise accounts and allocate field-sales visits. |
| Animal World Theory for Reading Customer Personality | Classifies visible behaviour on two axes, decisiveness and sociability, into four styles (lion, horse, dolphin, ant) to adapt communication and selling. |
| Pure and Transformed Personalities Model | Distinguishes a person whose dominant style stayed stable from one reshaped by experience, environment and new roles while keeping traces of earlier styles. |
| The Three Personality States Under Pressure | Distinguishes a person's main style, the behaviour that appears under acute pressure, and the style that may settle in under chronic pressure. |
| 17 Lenses for Market Segmentation | Scans a market through geographic, demographic and social, psychographic, behavioural and benefit lenses, combined selectively to reveal usable segments. |
Strategy, Pricing and Product
| Framework | What it settles |
|---|---|
| Five-Dimension Banking Marketing Framework | Evaluates bank marketing across five dimensions: awareness and trust, customer experience, brand, social impact and marketing return. |
Sales and Corporate Training
| Framework | What it settles |
|---|---|
| FIELD-5 Framework for B2B Field Sales | Turns B2B field-sales visits into account progress through Focus, Intelligence, Explore, Link Value and Drive. |
| 4D–12 Sales Trainer Selection Framework | Selects a corporate sales trainer through four dimensions and twelve criteria, starting with diagnosis. |
| DCI Framework | Determines whether a company needs a sales trainer, a marketing trainer or a corporate trainer through Domain, Context and Intervention. |
| MATCH Framework for Training Customization | Sets how deeply a training programme should be customised through Market, Audience, Task, Commercial challenge and Habits & systems. |
| IMPACT-6 for Training Effectiveness | Measures training effectiveness from intent and baseline through proof of learning, application and commercial outcome. |
| CAPS Performance Diagnosis | Identifies why performance is weak: the seller does not know, knows but does not apply, is blocked by the system, or executes well while the market does not respond. |
| LEARN Framework for Corporate Trainers | Leads with evidence, extracts participants' experience, anchors learning in cases, reconciles evidence with experience, then sets the next step. |
| Sales-Role Training Architecture (SELLER-6) | Designs training around the nature of the sale: where selling happens, deal economics, product cycle, who starts the relationship, how many decision makers, and where responsibility ends. |
| TRAIN-5 Framework | Turns sales training into five managerial decisions: target the gap, fit the role and market, apply, integrate with management systems, and measure with numbers and evidence. |
Frequently Asked Questions
What is the From Books to the Field series?
It is a series in which Dr. Mostafa Nawareg turns concepts from his books and consulting experience into applied frameworks with defined names and stages, so managers can use them directly in their decisions.
Are these frameworks peer-reviewed academic models?
No. Most are analytical tools proposed by the author that organise established ideas into a practical decision path. Each article states the framework’s limits and the type of evidence behind it.
Can these frameworks be applied inside my company?
Yes. They are used in marketing consulting engagements and in corporate sales training programmes, where they are applied to the company’s real data and market.
About Dr. Mostafa Nawareg
Dr. Mostafa Nawareg is an International Marketing Consultant, Corporate Trainer & Author with 24 years of experience across 22 countries, 41 industries and more than 200 companies, and the author of 40 books on marketing, sales and business skills. See his professional profile and books.
Dr. Mostafa Nawareg
International Marketing Consultant, Corporate Trainer & Author of 40 books, with 24 years of experience across 22 countries and 41 industries. He specializes in marketing strategy, sales, and consumer behavior.
الحضور الدولي والتأثير الإقليمي
الخبرة لا تقاس بالكلمات — بل بالأدلة المنشورة
مشاركات موثقة في مؤتمرات الجزائر والأردن، ظهور تلفزيوني على شاشات إقليمية، و53 شهادة عميل من 11 دولة. استكشف السجل الكامل للحضور الدولي لد. مصطفى نوارج.
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