practical approach to sales management

Creating and Sustaining a Superior Customer Service

ISBN: , SKU: , AUTHOR: Poisant, Jim / Poisant, James, PUBLISHER: Praeger, Poisant reveals the "secrets" of superior customer service organizations. He redefines the role of management and organizations, taking the reader on a journey and discovering the true nature of superior managers and organizations. Those in management positions who seek to understand how to better motivate their employees and better serve their customers will find the answers they are searching for in these pages. Managers will relearn nearly everything they have been taught about the profession of management. Redefining the criteria of power and success, Poisant supplies a blueprint for survival in a competitive environment. Anyone charged with the management of others will find the approach valuable, as will students and scholars of management.

After the Cure

ISBN: , SKU: , AUTHOR: Levin, Martin A. / Sanger, Mary Bryna, PUBLISHER: University Press of Kansas, As alarming stories about new pathogens like the Ebola virus or Mad Cow Disease fill today's headlines, scientists face a test of their abilities to contain them. But public health officials face a crisis of their own, because even when effective treatments become available, efforts to control disease often fall short. After the Cure was written to improve the prospects for effective management of AIDS and other public health crises. Martin Levin and Mary Bryna Sanger draw on cases of previous large-scale public health initiatives to show how management effectiveness can meet threats to public health. Focusing on AIDS as the most compelling contemporary example of the need for change, the authors advocate a commonsense approach that seeks to minimize the chances of failure. They encourage health officials to exercise "strategic skepticism" by developing plans that anticipate potential problems -- such as scientific controversy over a vaccine's effectiveness or media sensationalism -- which could arise from flaws in program design and implementation. Case studies involving polio, swine flu, childhood immunization, reemergent TB, and the early AIDS experiences demonstrate the variety of managerial problems that can confront such initiatives. By reviewing the lessons of these cases, the authors suggest how their approach can be applied to the management of AIDS and future public health threats. They then present both a critique of the early mismanagement of the AIDS crisis and a scenario for "the day after an AIDS vaccine is discovered". Because epidemics are likely to increase, After the Cure clearly demonstrates the importance of anticipating obstacles to their management throughskillful scenario writing. Combining careful analysis with practical advice, it shows that in the public health arena, management matters as much as medicine.

AREA MANAGER (CENTRAL-SOUTH ITALY)

Our Multinational Company, world leader in the field of security systems, with headquarters Cortemaggiore (PC), for the enhancement of its internal structure, has instructed us to search for the following profiles:   AREA MANAGER (CENTRAL-SOUTH ITALY)     The Best Candidate is preferably graduated in Economy and have as least 5 years experience in Sales & Marketing. The Candidate have a consolidated experience in Sales Domestic Market, preferable in security doors sector, but at least in interior doors, windows, furniture, etc. He would have a solid experience in traditional domestic channels like show room, distributors, residential market and OEM. Essential Duties and Responsibilities: Reporting to Sales Manager, main functions and responsibilities will be:   Define and manage initiatives and actions to ensure that growth, profit and sales targets of the assigned area are achieved;   Work with Sales Manager, consolidating actual markets/customers and developing new channel or customers;   Collaborate and strengthen relationships with the existing distribution network to deliver sales targets;   Identify new potential customer, ensuring the development of new sales and new markets;   Manage a sales organization (agents), moving from the existing structure towards a better one, more efficient. The successful Candidate  have a business approach, leadership, strong commitment, result orientation, collaborative approach and strong customer orientation. A good knowledge of the English language is essential, both spoken and written, for dialogue with suppliers and foreign customers.   Work place: Central and South Italy, including Islands.

The Craft of Investing: Growth and Value Stocks, Emerging

ISBN: , SKU: , AUTHOR: Train, John / Train, PUBLISHER: HarperBusiness, John Train's status as an investment wizard is the result of decades of stock market investing and investment counseling. "The Craft of Investing" is the ultimate treatise on how to invest well, outlining Train's key strategies and the principles that have brought him success. Train addresses everything from the psychology of the market to practical portfolio management tips. He explains growth investing, value investing, when to buy and when to sell, estate planning and shows how to build wealth and value systematically. Authoritative and practical, Train's analysis of winning techniques will help every investor.

Management in 10 Words

ISBN: , SKU: , AUTHOR: Leahy, Terry, PUBLISHER: Random House, In his 14 years as CEO of Tesco, Sir Terry Leahy not only turned the company into the largest supermarket chain in the UK but also transformed it into a global enterprise. As a result, Sir Terry is now one of the world's most admired business leaders, widely acclaimed for his drive, flair and no-nonsense approach. In "Management in 10 Words" he draws on his experience and expertise to pinpoint the ten vital attributes that make successful managers and underpin great organisations. He tackles the challenges that every manager faces, in a series of insights that are personal, provocative, and down to earth. And he explains: - Why initial failure often leads to ultimate success - Why profits stem from a company's values, not its day-to-day business - Why competition should always be welcomed - Why simplicity leads to innovation - Why trust is the bedrock of effective leadership The result is an inspiring, thoughtful and supremely practical guide that will prove invaluable to all managers in all types of organisation.

Go-Givers Sell More

ISBN: , SKU: , AUTHOR: Burg, Bob / Mann, John David, PUBLISHER: Portfolio, With their national bestseller "The Go-Giver," Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business. Now Burg and Mann answer that question in "Go-Givers Sell More," a practical guide that makes giving the cornerstone of a powerful and effective approach to selling. Most of us think of sales as convincing potential customers to do something they don't really want to. This mentality sets up an adversarial relationship and makes the sales process much harder than it has to be. As Burg and Mann demonstrate, it's far more productive (and satisfying) when salespeople think like Go-Givers. Cultivate a trusting relationship and focus exclusively on creating value for the other person, say the authors, and great results will follow automatically. Drawing on a wide range of examples of real-life salespeople who have prospered by giving more, Burg and Mann offer tips and strategies that anyone in sales can start applying right away.

Advantage Play: The Manager's Guide to Creative Problem

ISBN: , SKU: , AUTHOR: Ben, David, PUBLISHER: Key Porter Books, In Advantage Play, magician, producer and former tax lawyer David Ben explores the relationship between the secrets of magic and the secrets of success. In lively prose peppered with references to conjurers past and present, Advantage Play offers readers an intensive course in gaining the upper hand. Using classic magic tricks as case studies, Ben applies a magician's most sophisticated techniques to a business manager's most central concerns -- creativity, problem solving, sales and team management. The goal is to teach people how to think like magicians, strike the word "impossible" from their vocabulary, harness their creativity, and control their destinies. Thought provoking, surprising and full of practical magic, this is essential reading for Advantage Players present and future.

Cost Management: A Strategic Emphasis

ISBN: , SKU: , AUTHOR: Blocher, Edward J. / Stout, David E. / Cokins, Gary, PUBLISHER: Irwin/McGraw-Hill, "Cost Management: A Strategic Emphasis," by Blocher/Stout/Cokins is the first cost accounting text to offer integrated coverage of strategic management topics in cost accounting. The text is written to help students understand more about management and the role of cost accounting in helping an organization succeed. This text aims to teach management concepts and methods, also to demonstrate how managers use cost management information to make better decisions and improve their organization's competitiveness. In teaching these key management skills, the text takes on a strategic focus. It addresses issues such as: "How does a firm compete? What type of cost management information is needed for a firm to succeed? How does the management accountant develop and present this information?" This text helps students learn why, when, and how cost information is used to make effective decisions that lead a firm to success.

Color Atlas of Oral Manifestations of AIDS

ISBN: , SKU: , AUTHOR: Silverman, Sol, PUBLISHER: Mosby Elsevier Health Science, Dr. Silverman provides clinicians with a quick, updated and practical approach to diagnosing and managing oral lesions associated with HIV infection and advises them to be suspicious of an infection when the explicitly illustrate the clinical lesions. Content relating to epidemiology, clinical signs, diagnosis, and treatment modalities have been upgraded for this edition.

The Stress Management Kit [With/CD and Stressdots]

ISBN: , SKU: , AUTHOR: Needham, Alix, PUBLISHER: Connections Book Publishing, Stress-management pioneer Alix Needham shares a proven program for managing, controlling, and overcoming the negative effects of stress on self-image and relationships, and improving resistance to stress-related illnesses. A book, a meditation CD, and sticky StressdotsB. to help you pay attention to your stress level--"everything you need to rein in your stress and harness it into a positive force.The book teaches how to identify stress and its causes, concisely explains what happens physiologically during periods of stress, and shares techniques to turn stress into a positive force in your life, with: questionnaires to help understand stressbreathing exercisesinstructions for keeping and using a stress diarysuggestions about diet and lifestylehelp setting realistic life goalsThe Stress Management Kit includes two essential tools to help readers successfully implement the techniques they read: an audio CD in which author Alix Needham leads readers in guided relaxation meditations and StressdotsB., small adhesive discs that, when stuck to the wrist, change color to reflect stress level. StressdotsB. are invaluable in helping monitor causes of stress. The Stress Management Kit comes with three StressdotsB. and information on how to get more.The Stress Management Kit offers readers a proven, dynamic, multi-pronged approach to effective stress management. "Book plus a relaxation CD and stick-on stress level sensors. "Proven techniques for identifying and overcoming the causes of stress.

Sales Dogs: You Do Not Have to Be an Attack Dog to Be

ISBN: , SKU: , AUTHOR: Singer, Blair / Kiyosaki, Robert T., PUBLISHER: Warner Books, By knowing the five basic breeds of people-the Pit Bull, the Golden Retriever, the Poodle, the Chihuahua, & the Basset Hound-readers will have the necessary insight to improve their business & selling savvy. SalesDogs will: * Introduce Five Breeds of SalesDogs * Reveal the five simple but critical revenue-generating skills to generate endless streams of qualified buyers & life-long sales * Teach you how to identify your "breed"& play to your own strengths * Give you the steps to inspire & direct any group of sales people into a charging pack of blue-ribbon SalesDogs * Show you how to reduce your sales effort, increasing your sales results * Teach you how to radically change your attitude in thirty seconds or less so you can direct your financial results.

An Integrated Approach to Health Sciences: Anatomy and

ISBN: , SKU: , AUTHOR: Colbert, Bruce J. / Ankney, Jeff / Wilson, Joe, PUBLISHER: Cengage Learning, Unlike any other resource on the market, AN INTEGRATED APPROACH TO HEALTH SCIENCES, 2E takes an all-in-one approach to preparing learners for careers in the health care industry. The book identifies the four basic building blocks of Health Sciences: anatomy and physiology, math, chemistry, and medical microbiology and then presents them in the context of health professions. Medical terminology and physics concepts are also covered. Rich illustrations, theory, practical applications, and humorous anecdotes all join together to help learners connect with the material as they learn it, fostering increased retention and comprehension. As a result, learners will gain valuable knowledge while also getting access to an insider look at health careers through the book's professional profiles. Exercises and case studies complement the comprehensive coverage and sharpen critical thinking skills, making this a complete package for anyone aiming to develop a foundational knowledge in the health sciences.

Database Management Systems

ISBN: , SKU: , AUTHOR: Ramakrishnan, Raghu / Gehrke, Johannes / Ramakrishnan Raghu, PUBLISHER: McGraw-Hill Science/Engineering/Math, "Database Management Systems" provides comprehensive and up-to-date coverage of the fundamentals of database systems. Coherent explanations and practical examples have made this one of the leading texts in the field. The third edition continues in this tradition, enhancing it with more practical material. The new edition has been reorganized to allow more flexibility in the way the course is taught. Now, instructors can easily choose whether they would like to teach a course which emphasizes database application development or a course that emphasizes database systems issues. New overview chapters at the beginning of parts make it possible to skip other chapters in the part if you don't want the detail. More applications and examples have been added throughout the book, including SQL and Oracle examples. The applied flavor is further enhanced by the two new database applications chapters.

Solvent Microextraction: Theory and Practice [With CDROM]

ISBN: , SKU: , AUTHOR: Kokosa, John M. / Przyjazny, Andrzej / Jeannot, Michael, PUBLISHER: John Wiley & Sons, This book offers both a practical as well a theoretical approach to Solvent Microextraction (SME) and will help analytical chemists to evaluate SME for a given sample preparation. Introductory chapters overview a comparison of SME with other sample preparation methods, a summary of the technical aspects, and a detailed theoretical treatment of SME. The book then describes the practical aspects of the technique, with detailed "how to" chapters devoted to the preparation and analysis of atmospheric, solid and liquid environmental, clinical and industrial samples. This text will serve as both a handy laboratory desk-reference and an indispensible instructional tool.

Perfect Phrases for Lead Generation: Hundreds of

ISBN: , SKU: , AUTHOR: Brooks, William, PUBLISHER: McGraw-Hill, The Right Phrase for Every Situation...Every Time Prospecting for new customers is a key part of every salesperson's job-and perhaps the most challenging part. Your leads, your approach, your timing, "everything" needs to be perfect. That's why you need "Perfect Phrases for Lead Generation" by renowned sales guru Bill Brooks. He's assembled a winning collection of proven sales strategies for the 21st century-each linked with appropriate phrases for every customer scenario. Using his surefire selection of targeted phrases, you'll learn how to: Identify the 25 types of clients-and customize your words to win them over Master the 10 principles of direct prospecting-using the right phrases to turn cold calls into cash Expand your customer base-and grow your sales-faster, bigger, and better Filled with hundreds of ready-to-use phrases, specific sales pitches, new communication tools, and other networking secrets, this invaluable handbook puts all the tricks of trade at your fingertips.

The Talent Edge: A Behavioral Approach to Hiring,

ISBN: , SKU: , AUTHOR: David S. Cohen, PUBLISHER: Wiley, "A practical step-by-step approach to hiring the right person." Every hiring manager knows that the traditional hiring and interviewing process is a poor tool for predicting organizational fit and future on-the-job success. Behavioral interviewing can improve your chances of picking the right candidate two to five times over traditional processes. It focuses on how the candidate works rather than on skills, qualifications, and impressions. "The Talent Edge" shows how you can develop a concrete understanding of what your own top performers do differently than the majority of their peers, and how to translate that knowledge into a better hiring system. While using case studies from organizations that have successfully transformed their hiring practices, the book articulates the business case for a Behavioral Interviewing system, and provides a roadmap for implementing it. Comprehensive coverage includes: how to write job profiles and translate them into questions and answers that can be used in the interview; how to prepare for the interview, ask questions, and probe for the right information. The book also offers advice on how behaviors that are defined and proven to be useful in the hiring process can be incorporated into performance management, career development, and succession planning.

I Can Relate: The I.C.R. System for Entertainers,

ISBN: , SKU: , AUTHOR: Manor, Joe Blair, PUBLISHER: Authorhouse, "I CAN RELATE" may be the most important book you read for your entertainment or sales career Add a whole new dimension to your bits and presentations. The "ICR" system takes things that relate to your target and combines them to strike more responsive chords with your listener or client. You want your audience to remember you when rating time comes. If you are in sales you want to be imaged better for recall when your clients decide between you and the competition The "I CAN RELATE" system is fun and practical Read about on-the-air and on-the-street examples of ICR at work. This book is a great tool for those who want to be #1

Divorce

ISBN: , SKU: , AUTHOR: Retief, Frank / Frank, Retief, PUBLISHER: Christian Focus Publications, The break up of marriage is traumatic to both parents and children. The pent-up anger and frustration also affects the quality of relationships in the rest of society. Frank Retief has a wealth of pastoral experience with which to help us. His approach is compassionate, biblical and practical.

The Prevailing Church: An Alternative Approach to Ministry

ISBN: , SKU: , AUTHOR: Pope, Randy, PUBLISHER: Moody Publishers, Growing a church God's way takes wisdom and direction. The Prevailing Church answers the call for a solid, biblical resource to guide pastors, elders, and students through the minefield of church growth. Whether the church is 50 people or people, this book addresses key concerns common to all. Randy Pope covers topics ranging from the practical, such as Realistic Goals and Cultural Relevance, to the theological, such as Holiness, and Discipleship.

Magic of Nlp Demystified: A Pragmatic Guide to Communication

ISBN: , SKU: , AUTHOR: Lewis, Byron A. / Pucelik, Frank / Antos, Leslie, PUBLISHER: Metamorphous Press, This the best selling introduction to Neuro-Linguistic Programming (NLP), written in an informal and entertaining style. This book will intorduce the reader to a remarkable new approach to the study of human communications and therapeutic change. Managers, sales people, consultants, therapists, parents, educators -- anyone interested in or involved with influential communications and personal change will benefit from reading this unusual book.

Sales Management 1st Edition

ISBN: , SKU: , AUTHOR: M D Kakade, PUBLISHER: Nirali Prakashan, NA

Practical Ethics for Psychologists A Positive Approach 2nd

ISBN: , SKU: , AUTHOR: Leon VandeCreek Samuel J Knapp, PUBLISHER: American Psychological Association, NA

The Complete Idiot's Guide to Performance Appraisals

ISBN: , SKU: , AUTHOR: Margrave, Adele / Gorden, Robert, PUBLISHER: Penguin Putnam, For managers and small business owners, this book is a practical guide to preparing and presenting performance reviews. It discusses the primary types of appraisals, how you can make sure your program is within the law, and provides useful information on how to approach touchy subjects. Small business owners will find instructions on how to set up a program, what training resources are available, and where to find the latest information on state and federal laws.

Peacemaking: A Systems Approach to Conflict Management

ISBN: , SKU: , AUTHOR: Kahn / Kahn, Lynn Sandra, PUBLISHER: University Press of America, Peacemaking is the activity which transforms the energy of conflict into the energy of cooperative achievement. A peacemaker is a third party consultant who helps people in conflict discover shared solutions where all sides feel like a winner. Peacemaking presents technologies, psychology, theories and application of conflict management activities. The key elements are: face-to-face dialogue, the analysis of conflict and shared solutions, the use of third party facilitators, feedback about group dynamics, clear conference design and systems thinking.

Management of Invasive Weeds

ISBN: , SKU: , AUTHOR: Inderjit, PUBLISHER: Springer, Biological invasions are one of the major threats to our native biodiversity. The magnitude of biodiversity losses, land degradation and productivity losses of managed and natural ecosystems due to invasive species is enormous. The ecological and environmental aspects of non-native invasive plants are of great importance to (i) understand ecological principles involved in the management of invasives, (ii) design management strategies, (iii) find effective management solutions for some of the worst invaders, and (iv) frame policies and regulations. The objectives of this book are to discuss (i) ecological approaches needed to design effective management strategies, (ii) recent progress in management methods and tools, (iii) success and failure of management efforts for some of the worst invaders, and (iv) restoration and conservation of invaded land. In an effort to achieve these objectives, contributing authors have strived to provide up-to-date information on the management of non-native invasives. Chapters included in the book are peer-reviewed by international experts working in the area. Readers will get a unique perspective on ecological aspects of the management of invasives. The book will be useful to graduate students, researchers, managers and policy makers involved in the management of exotic invasives.

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