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The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and...

Designed for learning professionals and drawing on both game creators and instructional designers, Learning by Doing explains how to select, research, build, sell, deploy, and measure the right type of educational simulation for the right situation. It covers simple approaches that use basic or no technology through projects on the scale of computer games and flight simulators. The book role models content as well, written accessibly with humor, precision, interactivity, and lots of pictures....

Competition between companies tends to be beneficial for the general public, but is this also true for competition between States in a world with global financial markets, low transport costs, and increasing migration? In this book, Sinn provides a solid economic analysis of the competitive forces at work and addresses how we should organize competition between systems so they will enhance the efficiency of these systems, as opposed to acting destructively on them. Provides a thorough economic...

This book is filled with the concepts, ideas, and practical suggestions that are needed for any manager to have at hand if he or she is a member or creator of a committee, team, task-force, or any other activity involving collaboration among several people. The ideas are proven by several decades of experience and well-supported in the text with numerous examples.

This updated edition provides managers with a practical guide focused on the particular management needs for research and development in biotechnology and pharmaceutical industries. It offers a way to improve the quality of interactions and creativity output in R&D, with real life case studies to illustrate key points.

There never has been a time when changes in taste, social outlook and lifestyle have been faster and more fundamental. Coolsearch shows that the revolution that is going on inside the workplace and that which is taking place in the marketplace are two sides of the same coin. Traditional divisions between work and play and between home and the office are being eroded. Twenties-somethings are using their mastery of new technology to transform product development, marketing and merchandising as...

Computer security touches every part of our daily lives from our computers and connected devices to the wireless signals around us. Breaches have real and immediate financial, privacy, and safety consequences. This handbook has compiled advice from top professionals working in the real world about how to minimize the possibility of computer security breaches in your systems. Written for professionals and college students, it provides comprehensive best guidance about how to minimize hacking,...

The IT executive's ultimate handbook for survival in a rapidly changing economy The Practical CIO: A Common Sense Guide for Successful IT Leadership provides needed advice for modern executives competing in a challenging global environment. Proactively establish goals for IT Hold all vendors accountable Extract maximum value from existing IT investments Manage and market the IT brand Build relationships up, down and sideways across the enterprise and beyond its traditional boundaries Act like a...

Thiagi's 100 Favorite Gamesis an exciting new resource from Sivasailam «Thiagi» Thiagarajan, who is acknowledged as the world’s foremost authority on interactive learning. This is a first-of-its-kind collection that represents game play at its very best. Thiagi offers the «how-to» and the «lowdown» on his all-time favorite games. With this resource, you’ll never be stuck for a fun, innovative, and effective activity. Thiagi’s 100 Favorite Games can be used to: Illustrate concepts Aid learning...

This second volume of the Handbook of International Trade focuses on the economic and legal analysis of international laws and institutions as they impact trade. Containing chapters written by both economic and legal scholars, this volume encourages cross-discipline discussion with writing that is accessible to those approaching the material from any background. Central issues to those studying international trade are addressed, including: labor, environmental rights, and preferential trade...

Multimedia-Based Instructional Design is a thoroughly revised and updated second edition of the best-selling book that provided a complete guide to designing and developing interactive multimedia training. While most training companies develop their training programs in many different technological delivery media—computer-based, web-based, and distance learning technologies—this unique book demonstrates that the same instructional design process can be used for all media. Using just one process...

This handbook is a detailed exploration of the theories, policies, and issues stemming from the field of International Trade. Written by specialists in the field, the chapters focus on four important areas: factor proportions theory, trade policy, investment, and new trade theory. The extensive analysis covers such topics as the Heckscher-Ohlin Trade Model and the Stolper-Samuelson Price Link, as well as wages, antidumping, and political economics. Explores the theories, policies and issues...

Sustainable development has been characterised by an emphasis on environmental issues and an ad hoc approach to structuring the subject which hinders the development of knowledge in a systematic way. The built environment contributes significantly to the environment but is also one of the major factors in determining whether a community is sustainable in the longer term. A structure is required which aids definition, provides a common set of values, establishes measurement methods to define...

Erfolgreiche Personalkommunikation ist die wesentliche Grundlage der Zukunftsfahigkeit von Unternehmen. Was ist dabei zu beachten? Wie erreiche ich die richtigen Bewerber- und Mitarbeiterzielgruppen? Welche Strategien liefern die besten Erfolge? Wer sind die Verantwortlichen fur die Personalkommunikation und was sind deren Aufgaben? Wie und mit welchen Medien sollen externe und interne Zielgruppen angesprochen werden? Was kostet es? Welche Einflussfaktoren muss ich beachten? Was ist typisch fur...

The manager's must-have guide to excelling in all aspects of the job Mind Tools for Managers helps new and experienced leaders develop the skills they need to be more effective in everything they do. It brings together the 100 most important leadership skills—as voted for by 15,000 managers and professionals worldwide—into a single volume, providing an easy-access solutions manual for people wanting to be the best manager they can be. Each chapter details a related group of skills, providing...

This book presents two recently developed knowledge areas that can significantly improve the management and the performance of business enterprise: System Science and Cybernetics and Key Performance Areas. Included in this book are advanced (and evolving) methods and technologies for planning and budgeting, creating and keeping customers, quality and productivity, innovation, improving organization capability, sustainability in the company's social and ecological environments, and...

Winner: Gold Axiom Business Book Award in Human Resources, 2010 This unique training resource offers trainers, educators, and facilitators a hands-on guide for designing and implementing training workshops and sessions that incorporate concepts learned from research on how the human brain best obtains, retains, and recalls information. By using this proven approach, trainers can create memorable workshops that are dynamic, fun, and effective events. The author shows how to design, develop, and...

Effective Training & Development is essential if you are to continuously get the best from your people and extend the knowledge shelf-life of your company. This module explores the vast array of options available to the HR function including on-the-job learning, formal management education, coaching and mentoring. Cost-effectiveness and measurable payback are also dealt with as cornerstones of any training and development activity.

The whole world is witnessing radical economic changes. Traditional markets are stagnating; global markets are emerging. Business processes are becoming more mobile, more flexible, and much more streamlined. The boom companies of yesterday have disappeared from the scene. Such an environment calls for innovative ideas – for new ways of doing business, for new products and services, and for a totally new world. To survive, companies will have to be resilient and yet adaptable. To turn their...

Criptomoneda, Bitcoin, ICO, blockchain, minería … Al escuchar esas palabras hace un par de años, la gente solía decir: Es una estafa, una burbuja financiera. No tiene sentido invertir, el precio es demasiado bajo. Alguna vez reconoció la criptomoneda, es un esquema piramidal obvio, es una especie de diversión para los nerds. Hasta hace poco, la criptomoneda había sido vista como una especie de diversión para un puñado de los elegidos que compraron y vendieron algo y creyeron que una nueva moneda...

Become a more effective leader by discovering the resources you already have Pamela McLean, CEO and cofounder of the Hudson Institute for Coaching, has been at the forefront of the field for the past three decades, using clinical and organizational psychology to provide the highest-quality coaching and development training to professionals in organizations and solo practice worldwide. Now, Pamela is teaching readers to cultivate their leadership potential through “use of self as instrument,” a...

A guide for being fully equipped to succeed on the journey of life The Backpack: How to Understand and Manage Yourself While Loving Others Along the Way tells the story of Jon, Sofia, and Buddy whose pathways merge on a life-changing flight. Written by a senior consultant with the Flippen Group (a world-wide leader in self-awareness training), the book brings together an angry passenger, a wise flight attendant, and a down-home cowboy. Their chance meeting leads to the ride of their lives as...

Ten skills for agile leadership Complex challenges are all around us—they impact our companies, our communities, and our planet. This complexity and the emergence of networks is changing the practice of strategic management. Today’s leaders need to understand how to design and guide complex collaborations to accelerate innovation and change—collaborations that cross boundaries both inside and outside organizations. Strategic Doing introduces you to the new disciplines of agile strategy and...

A groundbreaking approach to unlocking the power of energy for professional productivity and business success The Energy Equation provides a new approach to achieving marketplace success by leveraging the internal workings of your business. The energy of your business is part of a physical system. Just like any other form of energy, it can be drained and wasted or be harnessed and optimized. This book offers a revolutionary contribution to management science that can be used to drive change,...