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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...
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Written for human resource professionals, trainers, and managers, Using Individual Assessments in the Workplace is an easy-to-read and easy-to-apply manual for using assessment tools. Step by step this much-needed resource leads the reader through the often complex processes of job analysis, test selection, test administration and interpretation, and decision making. The authors—Leonard D. Goodstein and Erich P. Prien—are leading experts in the field of workplace assessment. In this book they...
| Автор | Erich Prien P. |
Describes all aspects of sustainable conversion adaptation of existing buildings and provides solutions for making urban settlements resilient to climate change This comprehensive book explores the potential to change the character of cities with residential conversion of office space in order to withstand the negative effects of climate change. It investigates the nature and extent of sustainable conversion in a number of global cities, as well as the political, economic, social, technological,...
| Автор | Sara Wilkinson J. |
The Handbook of Information Security is a definitive 3-volume handbook that offers coverage of both established and cutting-edge theories and developments on information and computer security. The text contains 180 articles from over 200 leading experts, providing the benchmark resource for information security, network security, information privacy, and information warfare.
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Internationalization is a strategic issue for companies as it is today the central axis for the development of small and medium-sized enterprises (SMEs). Market expansion and the growing importance of emerging markets offer new development opportunities for SMEs to use innovative strategies – such as head-deck strategies – to effectively penetrate these markets. This book focuses on understanding these new strategies. Why do SMEs use head-of-bridge strategies in order to internationalize? How do...
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This book tackles the third major challenge and the second most difficult step in the ROI methodology: converting data to monetary values. When a particular project or program is connected to a business measure, the next logical question is: what is the monetary value of that impact? For ROI analysis, it is at this critical point where the monetary benefits are developed to compare to the costs of the program to calculate the ROI. Includes: the importance of converting data to monetary value;...
| Автор | Holly Burkett |
Use inbound principles to build and strengthen your company’s future We’re in a major shift in a fundamental aspect of how businesses grow, how buyers purchase, and how businesses build meaningful conversations and customer relationships. Companies who align their mission, strategies, action plans, and tools with the way buyers think, learn, discover, and purchase will have a huge competitive advantage. Organizations need to adjust their mindset and build a strategic foundation to deal with...
| Автор | Dan Tyre |
As more than 90% of spending on the Internet comes from brick and mortar companies it is these operations that will form the client base for e-learning. This book shows those companies how to get e-learning implementation right first time. Don Morisson explores and explains the whole implementation continuum – strategy, vendor selection, technology, implementation, culture change, content development and delivery. Most importantly he stresses that the success or failure of an e-learning...
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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...
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The Right Projects Done Right! reflects the advances that have been made since the concern for managing multiple projects in organizations first emerged more than a decade ago. This book includes findings and solutions that address three vital questions: Has the right portfolio of projects been chosen to ensure that company strategy is implemented successfully? Have the right projects with the right scope been selected as candidates for the portfolio? Are the projects managed well? Dinsmore and...
| Автор | Terence Cooke-Davies J. |
Today’s new breed, eXtreme projects are different. They feature high speed, high change, high complexity, high risk, and high stress. While traditional projects follow the classic model of ready, aim, fire, eXtreme project managers succeed by shooting the gun and then redirecting the bullet while not loosing sight of their moving target. eXtreme Project Management provides a practical guide for leaders working under high risk and high pressure while producing the desired bottom-line results....
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I’ll Take Learning for 500 shows you how to leverage the excitement and entertainment inherent in game shows by using them to increase participant involvement as well as information retention and comprehension. This book will help trainers and teachers to select, create, modify, and employ game shows as a powerful, effective learning tool. The authors illustrate all of the many different elements that are required to make an effective game show—from writing effective questions to changing...
| Автор | Sivasailam Thiagarajan |
The Handbook of Experiential Learning is a comprehensive resource that draws together contemporary thought and practice on a wide range of experiential learning applications from the best-known authorities on the topic. In this book, volume editor and leading experiential learning expert, Mel Silberman presents a contemporary review of experiential learning in the workplace complete with models, applications, and innovative uses. The handbook covers a broad range of experiential learning methods...
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Take a management journey to the heart of the restructuring of SN Brussels Airlines, sharing the dos and don’ts of Jean-Frédéric Mognetti’s three years of hands-on experience as restructuring catalyst to the company. In 2002 SN rose out of the ashes of Belgian airline SABENA, witnessing a remarkable turnaround and returning to continuing profits as early as the second year of operations, even going on to acquire Virgin Express in 2005. This was achieved with a modest equity investment of €150...
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The Handbook of Information Security is a definitive 3-volume handbook that offers coverage of both established and cutting-edge theories and developments on information and computer security. The text contains 180 articles from over 200 leading experts, providing the benchmark resource for information security, network security, information privacy, and information warfare.
| Автор | Группа авторов |
Performance ARCHITECTURE – The Art and Science of Improving Organizations is a hands-on guide to real world techniques for improving performance within the workplace. This important book explores the Human Performance Technology Landscape model that was presented in the bestselling book, the third edition of Handbook of Performance Technology. Framed by the Landscape model and supported by other proven models and tools, the book provides effective structures for anyone who needs to develop their...
| Автор | Roger Addison |
Get a new perspective from the ‘other half’ of macroeconomics The failure of the vast majority of economists in government, academia and the private sector to predict either the post-2008 Great Recession or the degree of its severity has raised serious credibility issues for the profession. The repeated failures of central banks and other policymakers in all advanced countries to meet their inflation or growth targets in spite of astronomical monetary easing, have left the public rightfully...
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How does emotional intelligence as a competency go beyond the individual to become something a group or entire organization can build and utilize collectively? Written primarily by members of the Consortium for Research on Emotional Intelligence in Organizations, founded by recognized EI experts Daniel Goleman and Cary Cherniss, this groundbreaking compendium examines the conceptual and strategic issues involved in defining, measuring and promoting emotional intelligence in organizations. The...
| Автор | Warren Bennis |
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...
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Praise for Zebras and Cheetahs «It's not the big that eat the small. Today, it's the fast that eat the slow. Zebras and Cheetahs teaches you step by step how to run faster, to be agile in the business jungle, and to pounce on opportunity 10x quicker than your competitors.» —GRANT CARDONE, New York Times bestselling author of Sell or Be Sold «Business is a game for everyone, and whether you're an entrepreneur, a small business owner, or a corporate executive, you need a guide. If you're striving...
| Автор | Micheal Burt J. |
A clear, practical approach to making your organization more responsive to change Response Ability: The Language, Structure, and Culture of the Agile Enterprise helps companies keep up with an ever-changing business environment driven by the explosion and rapid application of new knowledge and increasing connectivity and communication. This twenty-first-century business primer identifies corporate characteristics that facilitate change and shows managers how to instill these competencies in...
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A just-in-time guide for revamping distressed companies Drawn from the author's decades of experience advising, purchasing, and reviving distressed companies across industries, geographies, and sizes, Reversing the Slide is designed to help executives, managers, and employees revitalize downtrodden companies. It shows how to: select the tactics appropriate for each stage of distress; understand the use of entrepreneurial concepts; avoid pitfalls common to turnarounds; determine the legal,...
| Автор | James Shein B. |
Find the time, clarity, and mental space to achieve your goals The Free-Time Formula helps you slow down time and get the important things done. We're all overworked, stressed, and always being asked to do more, and do it better; the days aren't getting any longer, so something has to give—don't let it be your sanity. This book provides a real-world framework for more effective time management that helps you prioritize, focus, clarify, and go. You'll begin with a time audit to assess your...
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A statistical approach to the principles of quality control and management Incorporating modern ideas, methods, and philosophies of quality management, Fundamentals of Quality Control and Improvement, Third Edition presents a quantitative approach to management-oriented techniques and enforces the integration of statistical concepts into quality assurance methods. Utilizing a sound theoretical foundation and illustrating procedural techniques through real-world examples, this timely new edition...
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