Sales Management

Sales Management

Author: Thomas N. Ingram

Publisher: Routledge

Published: 2015-03-27

Total Pages: 456

ISBN-13: 131751162X

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The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.


Who

Who

Author: Geoff Smart

Publisher: Ballantine Books

Published: 2008-09-30

Total Pages: 210

ISBN-13: 0345504194

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In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.


A Practical Guide to Needs Assessment

A Practical Guide to Needs Assessment

Author: Catherine M. Sleezer

Publisher: John Wiley & Sons

Published: 2014-01-21

Total Pages: 396

ISBN-13: 1118458117

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A Practical Guide to Needs Assessment, Third Edition For fifteen years, A Practical Guide to Needs Assessment has been the go-to text for those who are seeking useful, systematic approaches to needs assessment. Needs assessment is the first step in training, performance improvement, and community development projects. This thoroughly revised and updated edition contains a treasury of resources including a toolkit of ready-to-use templates and job aids that you can customize for your own use. Illustrative case studies and tips show how to assess needs for individuals, teams, organizations, government agencies, and communities. This book combines a how-to text and reference tool for trainers, performance improvement professionals, and students. Managers and community leaders use it to get to the root of their learning and performance problems, make effective decisions, and obtain support for their most pressing issues. Updates to the third edition include: Links to online resources, including a needs assessment book that you can download for free, ethical guidelines, and vendors who assess individual, group and organizational needs. A new chapter on the complex needs assessment approach with new toolkit forms. A summary of the recent advances in our knowledge about learning, training, and performance that you can use to quickly prepare for client meetings. Guidelines on workforce surveys, such as employee engagement surveys. An Instructor’s Guide that contains discussion questions, assessments materials, and new exercises for each chapter. You can use this book to quickly access up-to-date information on the fundamentals of needs assessment including current models, theories, and resources. You can also learn how to manage and report a needs assessment project and access professional ethical guidelines. Learn five approaches to needs assessment: knowledge and skills analysis, job and task analysis, competency-based needs assessment, strategic needs assessment, and complex needs assessment.


Ask a Manager

Ask a Manager

Author: Alison Green

Publisher: Ballantine Books

Published: 2018-05-01

Total Pages: 306

ISBN-13: 0399181822

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From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together


Assessment Centers and Managerial Performance

Assessment Centers and Managerial Performance

Author: George C. Thornton III

Publisher: Elsevier

Published: 2013-10-22

Total Pages: 471

ISBN-13: 1483289273

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Assessment Centers and Managerial Performance presents the historical development of multiple assessment procedures with focus on those advances relevant to assessment centers. This book discusses the models of job analysis, the nature of managerial work, work-sampling assessment methods, and the process of human judgment based on the assessment center experience. Organized into 11 chapters, this book begins with an overview of the various methods to describe, evaluate, and predict management effectiveness. This text then describes a number of assessment programs, including the earliest assessment centers. Other chapters consider the five approaches to predicting managerial effectiveness, including psychometric testing, clinical evaluations by psychologists, supervisor's ratings of potentials background interviews, and assessment centers. This book discusses as well the three levels of managerial jobs, namely, supervisory, middle management, and executive. The final chapter deals with the development of standards for assessment center operations. This book is a valuable resource for psychologists.


Assessment Centres and Global Talent Management

Assessment Centres and Global Talent Management

Author: George C. Thornton Iii

Publisher: CRC Press

Published: 2016-04-08

Total Pages: 527

ISBN-13: 1317177886

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Globalization, innovation, market share, identifying visionary leaders and, particularly, talent management ...are just some of the issues that benefit from using assessment and development centres. Assessment Centres and Global Talent Management focuses on topics that influence the design of the assessment centre in terms of the competencies being assessed, the exercises that are used and the nature of the event, so that they can deliver what is required; often to change organizational culture and values. Practical examples and case studies are sprinkled throughout the book as international contributors explore cross-cultural implications, and consider how the design, development and use of assessment centres should be adapted to different cultures. Some of the world's leading researchers and practitioners outline their research into new applications for assessment centre methods, showing how they have used it to design and implement specific assessment and development centres. This is a book from which practitioners can see how science informs good practice, and scholars will find the 32 chapters a rich source of ideas for conducting research into emerging issues in the field.


Contemporary Human Resource Management

Contemporary Human Resource Management

Author: Adrian Wilkinson

Publisher: SAGE

Published: 2021-05-05

Total Pages: 741

ISBN-13: 1529760240

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Written by experts in the field, this well-established book provides a critical and academically rigorous exploration of the key functions, practices and issues in HRM today. The first part of Contemporary Human Resource Management covers fundamental HRM practices while the second half examines contemporary themes and issues such as work-place bullying, flexibility and emotion at work. Each chapter contains two thought-provoking case studies, encouraging readers to identify, examine and apply key concepts to real-world examples. This substantially revised sixth edition includes three completely new chapters and case studies on: HRM in SMEs The Future of Work Employee Wellbeing


Managing Protected Areas

Managing Protected Areas

Author: Michael Lockwood

Publisher: Routledge

Published: 2012-05-04

Total Pages: 842

ISBN-13: 1136561757

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This handbook, produced by world renowned experts from the World Conservation Union (IUCN), spans the full terrain of protected area management and is the international benchmark for the field. The book employs dozens of detailed international cases studies, hundreds of concise topical snapshots, maps, tables, illustrations and a colour plate section, as well as evaluation tools, checklists and numerous appendices to cover all aspects of park management from biodiversity to natural heritage to financial management. The book establishes a conceptual underpinning for protected area management, presents guiding principles for the 21st century, reflects recent work on international best practice and provides an assessment of skills required by professionals. As the most authoritative guide ever compiled to the principles and practice of protected area management, this volume is essential for all professionals and students in all countries and contexts.


Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications

Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications

Author: Khosrow-Pour, D.B.A., Mehdi

Publisher: IGI Global

Published: 2009-11-30

Total Pages: 565

ISBN-13: 1605669636

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In today's global society, it has become increasingly important to address the current challenges, obstacles, and solutions encountered by researchers in the field of information resources management. Global, Social, and Organizational Implications of Emerging Information Resources Management: Concepts and Applications highlights recent trends and advancements as they impact all facets of information resources management in an ever-changing society. This collection provides focused discussions of the role outsourcing has played in modern business, the development of Web information systems, and social issues such as explorations of age-based salary differences and workplace stress.