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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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This book explores the domain of software maintenance management and provides road maps for improving software maintenance organizations. It describes full maintenance maturity models organized by levels 1, 2, and 3, which allow for benchmarking and continuous improvement paths. Goals for each key practice area are also provided, and the model presented is fully aligned with the architecture and framework of software development maturity models of CMMI and ISO 15504. It is complete with case...
| Автор | Alain Abran |
The first two editions of the Handbook of Human Performance Technology helped define the rapidly growing and vibrant field of human performance technology – a systematic approach to improving individual and organizational performance. Exhaustively researched, this comprehensive sourcebook not only updates key foundational chapters on organizational change, evaluation, instructional design, and motivation, but it also features breakthrough chapters on «performance technology in action» and...
| Автор | James Pershing A. |
As international financial markets have become more complex, so has the regulatory system which oversees them. The Basel Committee is just one of a plethora of international bodies and groupings which now set standards for financial activity around the world, in the interests of protecting savers and investors and maintaining financial stability. These groupings, and their decisions, have a major impact on markets in developed and developing countries, and on competition between financial firms....
| Автор | David Green |
Top economists provide a concise and accessible evaluation of major developments in trade and trade policy. Economic Policy has earned a reputation around the world as the one publication that always identifies current and emerging policy topics early Papers are specially commissioned from first-class economists and experts in the policy field The editors are all based at top European economic institutions and each paper is discussed by a panel of distinguished economists This unique approach...
| Автор | Giuseppe Bertola |
This book reveals the Secrets to Service Success by analyzing four service companies that grew from small beginnings to the leaders in their industries. Interviews with the four CEOs who guided the companies to their success reveal the three basic principles they all share. The CEOs interviewed are Thomas Berglund of Securitas and J. Philip Sorensen of Group4Falck, the world's two largest security companies, Francis Mackay of Compass plc and Pierre Bellon of Sodexho Alliance, the world's two...
| Автор | Gordon Adler |
This book brings together seminal articles by leading scholars of technological and organizational systems, exploring the impact of 'modularity'. Modularity refers to an ability to take apart and put together differenct products and networks, or to 'mix and match' components in order to meet different user specifications. This is of key importance today where new systems such as the World Wide Web and many areas of the computer industry depend on it. The volume pulls together and defines an...
| Автор | Raghu Garud |
Designing Solutions for Your Business Problems is an essential resource for managers and consultants who help organizations resolve ambiguous problems and develop new opportunities. Taking a hands-on, practical approach, Betty Vandenbosch—a leading management consultant and educator—outlines the details on how to conduct a proven process for designing solutions. Designing Solutions for Your Business Problems will teach you how to curtail investigation and generate and justify ideas without...
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Our market system has evolved in line with capitalist philosophy, and at its heart is profit. But while profit can be a powerful motive, it is not always used responsibly and, in the worst cases, this can have damaging effects at a wider level. The calls for a corporate conscience grow louder, but no one has yet suggested an alternative to profit that people find as compelling. Profit is here and now. In this climate, the solution is to refine the profit motive, not replace it. We all value...
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A Coach?s Guide to Emotional Intelligence is a groundbreaking book that combines the topics of coaching and emotional intelligence in a down-to-earth resource for coaches, facilitators, and consultants. The authors, James Bradford Terrell and Marcia Hughes ?two experts in the field of emotional intelligence training?offer a number of elegant solutions that help coaches and their clients develop the authentic emotional skills needed to meet the challenges of today?s increasingly complex world....
| Автор | Marcia Hughes |
Lessons for leaders on resolving the ongoing struggle between instinct and the creative mind Kings, heads of government, and corporate executives lead thousands of people and manage endless resources, but may not have mastery over themselves. Often leaders know that right action is important, but have little (if any) understanding of what prevents them from acting in accordance with their intentions. In this important book, leadership expert Richard Daft portrays this dilemma as a struggle...
| Автор | Richard Daft L. |
Add Facebook to your marketing plan—and watch your sales grow With 2 billion monthly active users across the world, Facebook has evolved into a community of consumers, creating a primary resource for marketers. This presents a demand for knowledge about how to strategically plan, execute, and analyze a successful Facebook marketing campaign. Now, the trusted Facebook Marketing For Dummies has been fully updated to cover the newest tools and features important to marketers and Facebook page...
| Автор | Stephanie Diamond |
Due to the dramatic shifts in the knowledge economy, this book provides a significant departure from traditional strategic management concepts and practice. Designed for both advanced students and business managers, it presents a unique combination of new strategic management theory, carefully selected strategic management articles by prominent scholars such as Gary Hamel, Michael Porter, Peter Senge, and real-world case studies. On top of this, the authors link powerful new benchmarks in...
| Автор | Michael Gibbert |
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...
| Автор | Группа авторов |
This landmark book begins with the premise that an organization must often fundamentally transform its business practices and organizational culture to fully align with and realize the value of product and process innovations. The methods and practices that are set forth give readers the tools to create the essential organizational transformations needed to meet the challenges of a complex, rapidly evolving global economy. Enterprise Transformation is organized into four parts: * Introduction to...
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Sponsored by the International Association of Facilitators, The IAF Handbook of Group Facilitation offers the need-to-know basics in the field brought together by fifty leading practitioners and scholars. This indispensable resource includes successful strategies and methods, foundations, and resources for anyone who works with groups. The IAF Handbook of Group Facilitation provides an overview of the field for new and aspiring practitioners and a reliable reference for experienced group...
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If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with...
| Автор | Jean-Pierre Jeannet |
Praise for Shared Services A Manager's Journey «In Shared Services: A Manager's Journey, Dan presents the real business cultural challenges along with human factors when taking on such a change in a company's processes. A must-read for any executive, manager, or team member who is considering, decided to, or is already in the process of converting a company from a decentralized organization to a shared services environment.» -Katherine M. Ericsson Vice President of Membership, Project Management...
| Автор | Daniel C. Melchior, Jr. |
Written for non-experts in jargon-free language, this work shows how to create systems within organizations that preempt the monetary, strategic, and emotional costs associated with on-the-job conflict. Its clear and simple approach translates advanced concepts into practical how-tos and provides readers with four guiding principles they can follow to create conflict control systems of their own. Amply illustrated with real-world examples, it details the policies, procedures, and practices that...
| Автор | Karl Slaikeu A. |
Fully updated with new information, including the latest changes to YouTube! If you're a marketer, consultant, or small business owner, this is the guide you need to understand video marketing tactics, develop a strategy, implement the campaign, and measure results. You'll find extensive coverage of keyword strategies, tips on optimizing your video, distribution and promotion tactics, YouTube advertising opportunities, and crucial metrics and analysis. Avoid errors, create a dynamite campaign,...
| Автор | Greg Jarboe |
Collaboration is often viewed as a one-time or project-oriented activity. An increasing challenge is to help organizations incorporate collaborative values and practices in their everyday ways of working. In Creating a Culture of Collaboration, an international group of practitioners and researchers–from Australia, Belgium, Canada, Chile, New Zealand, Northern Ireland, United Kingdom, and the United States–provide proven approaches to creating a culture of collaboration within and among groups,...
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Die Entwicklung betriebswirtschaftlicher Prozesse setzt reibungslose Informationsflüsse über technische und organisatorische Grenzen hinweg voraus. Dem stehen bisher oft heterogene IT-Systeme ohne standardisierte Schnittstellen entgegen, die nur mit beträchtlichem Aufwand Daten untereinander austauschen können. Künftig werden Standards das Verbinden von IT-Systemen einfach gestalten. Die Autoren geben Einblick in die Zusammenhänge einer standardisierten Technologie, die zu einer enormen...
| Автор | Johann Jakob Wagner |
To stay ahead of the competition, today?s organizations must invest in ongoing training that continuously improves their employees? knowledge and skills. A Practical Guide to Training and Development is a comprehensive resource that offers a theoretical, strategic, and practical foundation of the entire training process. The book outlines a step-by-step approach for assessing, designing, delivering and evaluating training.
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This book is intended to show ways to successful cooperation. Going beyond M&A, it demonstrates how economical ties and personal behaviour can positively influence our international relations. The value to M&A professionals will be generated through better understanding the views from the other side of the Atlantic, through new M&A insights from other industries and from experts working in consulting and finance. Thus, it is also of high value to all those working on partnerships between the USA...
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