The ASTD Handbook of Measuring and Evaluating Training

The ASTD Handbook of Measuring and Evaluating Training

Author: Patricia Pulliam Phillips

Publisher: Association for Talent Development

Published: 2010-06-16

Total Pages: 251

ISBN-13: 1607285851

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A follow-on to ASTD's best-selling ASTD Handbook for Workplace Learning Professionals, the ASTD Handbook of Measuring and Evaluating Training includes more than 20 chapters written by preeminent practitioners in the learning evaluation field. This practical, how-to handbook covers best practices of learning evaluation and includes information about using technology and evaluating e-learning. Broad subject areas are evaluation planning, data collection, data analysis, and measurement and evaluation at work.


Selling & Sales Management

Selling & Sales Management

Author: Lisa Spiller

Publisher: SAGE

Published: 2021-09-01

Total Pages: 423

ISBN-13: 1529765013

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Packed with engaging examples and case studies from companies including Amazon, IBM, and Pepsi, as well as unique insights from sales professionals across the globe, this comprehensive textbook balances research, theory, and practice to guide students through the art and science of selling in a fast-changing and digital age. The text highlights the emerging role of storytelling, sales analytics and automation in a highly competitive and technological world, and includes exercises and role plays for students to practice as they learn about each stage of the selling process. As well as its focus on selling, the text also provides students with essential sales management skills such as onboarding, coaching, mentoring, and leading salespeople, as well as managing sales pipelines, territories, budgets, systems, and teams when not in the field. Online resources are included to help instructors teaching with the textbook, including PowerPoint slides and a testbank. Chapter overviews and teaching notes for the roleplays included in the text and suggested course projects and worksheets are also provided for instructors. Suitable for courses on selling and sales management at all college and university levels.


Insight Selling

Insight Selling

Author: Mike Schultz

Publisher: John Wiley & Sons

Published: 2014-04-30

Total Pages: 263

ISBN-13: 1118875060

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What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.


Business Intelligence & Data Warehousing Simplified

Business Intelligence & Data Warehousing Simplified

Author: Arshad Khan

Publisher: Stylus Publishing, LLC

Published: 2011-10-15

Total Pages: 219

ISBN-13: 1936420864

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This book targets business and IT professionals who need an introduction to business intelligence and data warehousing through a simple question/answer format. Organized into 30 odd chapters, each on a different topic, the book contains approximately 500 questions with answers and tips. Topics include evolution and fundamentals, characteristics and process, architecture and objects, metadata, data conversion, ETL, data storage, infrastructure, data access, data marts, implementation approaches, planning, design, Inmon vs. Kimball, multi-dimensionality, OLAP, facts and dimensions, common mistakes and tips, etc. The book can also be used as a supplemental textbook, for various data warehousing/business intelligence courses.


Applied Sport Management Skills

Applied Sport Management Skills

Author: Robert N. Lussier

Publisher: Human Kinetics

Published: 2023-03-06

Total Pages: 546

ISBN-13: 1718213220

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Applied Sport Management Skills, Fourth Edition With HKPropel Access, takes a practical approach for teaching students how to become strong leaders and managers in the world of sport. Organized around the central management functions of planning, organizing, leading, and controlling, and addressing the Commission on Sport Management Accreditation (COSMA) Common Professional Component topics and North American Society for Sport Management (NASSM) guidelines, the fourth edition has been extensively updated with hundreds of new references and sport examples. The text employs a three-pronged approach for teaching management theory, putting theories into practice, and developing students’ management skills. Timely discussions and case studies address the impacts of COVID-19; Black Lives Matter initiatives; name, image, and likeness rules; women in executive positions; corporate social responsibility; data analytics; and more. While other texts focus on learning about sport management, Applied Sport Management Skills enables students to apply the principles while developing the skills to become effective sport managers. Interactive online learning tools available through HKPropel complement activities found in each chapter: Flash-card activities help students learn key terms. Self-assessments, which ask students to identify their strengths and weaknesses and plan to improve shortcomings, are now assignable, trackable, and automatically scored. Applying the Concepts quizzes, which challenge students to identify management concepts illustrated in various situations, are now trackable and automatically scored. Time-Out features, in which students apply management concepts to their personal sport and work experiences, are now assignable instructor-scored assessments. Case studies are now supplemented by 10-question automatically scored quizzes and include three open-ended discussion questions. Additional assignments available in downloadable documents for students to complete and submit to the instructor further facilitate the application of the concepts presented in the text: Sport Management Professionals @ Work activities provide a cohesive thread to keep students focused on how sport managers use the concepts on the job. Skill-Builder Exercises present real-world scenarios designed to help future managers handle day-to-day situations such as setting priorities, conducting job interviews, handling conflict, and coaching employees. Sports and Social Media Exercises introduce students to the role of social media in managing sport organizations. Students review popular social media sites such as Facebook, Twitter, and LinkedIn and visit sport websites. Game Plan for Starting a Sport Business features ask students to perform managerial tasks such as developing an organization structure and brainstorming ideas for leading employees. With Applied Sport Management Skills, students will be primed for an exciting career in sport management by gaining a thorough understanding of management theories and developing the acumen to apply them. Note: A code for accessing HKPropel is not included with this ebook but may be purchased separately.


The Business Student's Guide to Study and Employability

The Business Student's Guide to Study and Employability

Author: Peter Morgan

Publisher: SAGE

Published: 2016-11-10

Total Pages: 473

ISBN-13: 1473934508

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Written in response to the pressures on universities to produce highly skilled and work-ready graduates and intended to map across a three year business course, this book contains the study and employability skills students need to succeed as a business student and graduate, from essential study, presentation and leadership skills to practical advice on getting that all-important job after university. Hands-on learning aids offer exercises for group work and self-study. Readers can expect the book to: Help them adapt to a new culture and environment by setting out what is expected and what they can expect at university Help them bridge the gap between school and university by developing essential study skills such as critical thinking and time management Help them develop transferable skills that are sought after by employers including presentation skills, leadership skills and commercial awareness Give them practical advice on getting that all-important job after university with chapters on CV writing, job hunting, interviewing and networking, among others The book is full of examples drawing on the author’s own personal experience with the final chapter offering words of advice from current graduates and employees working in lots of different sectors all over the world – including US, Europe, China and the UK. The book is complemented by a companion website featuring a range of tools and resources for lecturers and students, including an instructor manual and PowerPoint slides, answers and guidance on skills assessment tasks, templates and examples to download as well as additional chapter content on topics such as plagarism and essay writing. Suitable for all students taking a business degree.


Hire With Your Head

Hire With Your Head

Author: Lou Adler

Publisher: John Wiley & Sons

Published: 2021-09-22

Total Pages: 343

ISBN-13: 111980888X

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Discover the secrets of one of the world’s leading talent acquisition experts In the newly revised Fourth Edition of Hire With Your Head: Using Performance-Based Hiring to Build Great Teams, influential recruiting and hiring expert Lou Adler delivers a practical guide to consistently identifying and hiring the best people and scaling that process throughout your company. This book will help you address your hiring and recruitment issues, not just by making you more efficient, but also by reforming your entire process to align with how top talent actually look for new jobs, compare offers, and select opportunities. You'll discover: Discover what it takes to ensure more Win-Win Hiring outcomes by hiring for the anniversary date rather than the start date How to use a "High Tech, High Touch" approach to raise the talent bar Expand the talent pool to include more outstanding, high potential and diverse talent by defining work as a series of key performance objectives Perfect for hiring managers, recruiters, and HR and business leaders, Hire with Your Head is a must-read resource for anyone seeking to improve their ability to find, attract, and retain the top talent the world has to offer.