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The 25 Sales Skills
by Stephan SchiffmanAmerica's top sales trainer Stephan Schiffman provides you with a unique syllabus that will help you land a coveted sales position-and lead the force in sales once you're there. Schiffman takes you out of the stuffy, insulated classroom and shows you "the hidden curriculum," all the skills business school professors don't know or simply don't know how to teach. Such as how to: Determine when a "prospect" is really that, and not just a waste of time; Flip a meeting's negative momentum on its head with disarming questions; Avoid the hazards of preconceptions of a client's needs; Get past "screeners" to get the ear of the real decision makers; Filter the good advice from the bad on the Internet; Impress a buyer deeply by demonstrating your focus. The 25 Sales Skills They Don't Teach at Business School is your key to the vault of sales success and personal wealth! Stephan Schiffman is America's most renowned sales trainer and is the bestselling author of numerous sales books, such as Cold Calling Techniques (That Really Work!) and The 25 Most Common Sales Mistakes. He is the president of DEI Management Group, Inc., and has trained over 300,000 salespeople.
The 25 Sales Skills: They Don't Teach at Business School
by Stephan SchiffmanMaster the skills you can't learn in a classroom!You can break into today's cutting-edge sales force--and become a leader. All it takes is learning Stephan Schiffman's essential skills. Honed to perfection over decades of experience, his techniques will make you a top sales performer.From the man who's trained more than a half-million salespeople, these are the secrets you won't learn in any classroom. Now they're yours for the taking and will put you on the fast track to career advancement. With Schiffman at your side, you can build a successful sales future for your company and yourself.
The 25 Sales Skills They Don't Teach at Business School
by Stephan SchiffmanAmerica's top sales trainer Stephan Schiffman provides you with a unique syllabus that will help you land a coveted sales position-and lead the force in sales once you're there.
51 Tools for Transforming Your Training: Bringing Brain-Friendly Learning to Life
by Kimberley Hare Larry ReynoldsBrain-Friendly Learning is not about techniques and gimmicks. It is far more than just putting on baroque music, or playing fun games. It's a movement rather than just a method; a movement to recover the real joy of learning that combines both sizzle and substance to every part of your training. This resource provides a blueprint for a new generation of accelerated learning methods. At its heart are five key principles: ¢ Keep it real ¢ Facilitate the flow ¢ Honour uniqueness ¢ Make it rich and multi-sensory ¢ State is everything (well almost). There is a clear explanation of the theory behind Brain-Friendly Learning from the inside out; the concepts and learning models you need to underpin your approach, along with a journey through the most complex structure in the universe - your amazing brain. You'll also discover a concise guide to brain-friendly training design along with tools that you can pick and adapt to help you create new training events or make-over existing ones. This resource is packed with activities for the trainer or facilitator. Some are designed to help you understand a particular concept in more detail; others are designed to apply the concept to learning events which you are facilitating. You will have attended or facilitated (some) training sessions that engaged you, motivated you and left you with new insights and new techniques that you were just burning to try. At the time, you may not have been able to define what it was about these events that made them so special. This resource helps you to understand exactly what the mystery ingredient is and shows you how to use the whole encyclopedia of techniques that turn training into Brain-Friendly Learning.
AΡ The Associated Press Stylebook
by Associated PressThe spiral-bound Associated Press Stylebook, 56th Edition, includes more than 300 new or revised entries. Specialized chapters cover sports, business, punctuation, data journalism, health and science, news values, polls and surveys, and digital security for journalists. New this year is a chapter on inclusive storytelling, while the chapters on religion and social media are revised. The AP Stylebook is widely used as a writing and editing reference in newsrooms, classrooms and corporate offices worldwide.
A-Rod: Signing the Best Player in Baseball
by Randolph B. Cohen Jason WallaceThis case analyzes a large investment decision considered by the Texas Rangers in 2000: whether to spend $252 million for the services of shortstop Alex Rodriguez. The signing was probably the most controversial sports contract of the past decade.
Aardman: Taken One Frame at a Time
by Peter Lord Dave Sproxton Nick ParkFor over 40 years, Aardman has entertained and charmed the world, creating memorable stories and timeless animated characters that have gone on to become household names – including Wallace and Gromit, Shaun the Sheep and Morph. But how did two teenagers experimenting with animation on an old kitchen table go on to create a world-class studio that conquered Hollywood? This is an intimate, revealing and funny behind-the-scenes story of Aardman, told in their own words by co-founders Peter Lord and David Sproxton and featuring Nick Park. The colourful account follows Peter and David’s extraordinary journey from their humble beginnings as penniless students, teaching themselves the craft of animation, and recounts the key moments that defined their careers and shaped Aardman into the British success story it is today. THIS STORY INCLUDES: KEY MOMENTS THAT SHAPED AARDMAN – their first professional commissions, developing iconic TV commercials, creating the most-played music video of all time and delivering a pitch to Hollywood legend Steven Spielberg. HOLLYWOOD GLAMOUR – What’s it like to work with big stars like Mel Gibson, Hugh Grant and Eddie Redmayne, and what goes on behind the scenes at the Oscars®? HIGHS AND LOWS – Winning awards and recognition worldwide for their work, and dealing with the heartbreak of shutting down a production. INSIGHTS into how two men who freely admit they are not at all business-minded managed to build a multi-million pound business. CONTRIBUTIONS from Eddie Redmayne, Timothy Spall, Tom Hiddleston and Hugh Grant. Foreword by Matt Groening.
Abelli and Saviotti at Banca Commerciale Italiana (A)
by Kathleen L. Mcginn Massimiliano Belingheri Tiziana CasciaroIn 1999, a powerful struggle amidst complex corporate and interpersonal networks led to the failed merger between Banca Commerciale Italiana and Unicredito Italiano--two of Italy's largest banking groups. This case analyzes the actions of Abelli and Saviotti, co-CEOs of Banca Commerciale Italiana at that time, as well as those of central players in Banca d'Italia, Mediobanca, and several prominent national and international banking and industrial groups. The events shed light on the management of multilayered resource dependencies and tactics of political influence as a critical precondition for implementing sound business strategy.
Abelli and Saviotti at Banca Commerciale Italiana (B)
by Kathleen L. Mcginn Massimiliano Belingheri Tiziana CasciaroSupplements the (A) case.
Abolishing Performance Appraisals
by Mary Jenkins Tom CoensPerformance appraisals are used in the overwhelming majority of workplaces. Yet, most organizations that use appraisal-and a similar percentage of givers and receivers of appraisal-are dissatisfied with the process. Many are beginning to deeply question whether appraisal is necessary and consistent with the work culture espoused by progressive organizations. Abolishing Performance Appraisals provides an insightful, well documented look at the flaws of appraisal-including its destructive, unintended effects-and offers practical guidance to organizations that want to move on to more progressive approaches to coaching, feedback, development, and compensation. While many books prescribe cures for appraisal, this is the first to focus exclusively on eliminating appraisal altogether and creating alternative, non-appraisal approaches based upon progressive and healthier assumptions about people. The authors expose and dispel the widely accepted myths and false assumptions that underlie common management strategies surrounding the five key functions of appraisal-coaching, feedback, development, compensation, and legal documentation. They then offer step-by-step practical guidance on implementing alternative non-appraisal strategies that deliver the objectives of each function. And they suggest ways to give supervisors and managers the freedom to choose for themselves the most effective ways of working with people. Filled with real-life examples, resources, tools, and detailed practical advice, Abolishing Performance Appraisals is an entirely fresh and radically different view of performance appraisal and its functions that will help people start over and discover new and more effective approaches.
Accounting, Accountants and Accountability (Routledge Studies in Accounting)
by Norman MacintoshIn the business world, recent years have seen a growing acknowledgement of the value of intangible assets rather than physical assets. This has precipitated a crisis in the accounting industry: the accounting representations relied upon for years can no longer be taken for granted. Here, Norman Macintosh argues that we now need to understand accounting in a different manner. Offering several different ways of looking at accounting and accountants, he draws upon the work of eminent thinkers such as Barthes, Baudrillard, Derrida, Foucault, Lyotard and Bahktin. In doing this, he develops revolutionary insights into the nature of accounting, pioneering the introduction of contemporary poststructuralist ideas into accounting theory and practice. With a wide range of examples and case studies and now available in paperback for the first time, this revolutionary new work will be essential reading for academic and professional accountants along with all those with an interest in the future of accounting.
Accounting for the Environment: Second Edition
by Jan Bebbington Robert H. Gray`This book is a good comprehensive text and comes highly recommended to anyone currently involved in, looking to get involved in, or just interested in environmental management, environmental accounting and reporting' - Pacific Accounting Review This is the long-awaited 2nd edition of the benchmark publication that helped shape the developing agenda of environmental accounting. This excellent new edition provides an overview of the subject ranging from environmental management to sustainability, and integrates the major advancements that have occurred since the first edition - in both research and practice. It introduces and explains environmental issues as they relate to accountants today. This new work also places an increased emphasis on the emerging research literature in the field and reveals a consciousness of the difficulties of developing an environmental agenda in business. It makes an excellent stand-alone text for lower level students, a firm base from which the advanced student or researcher can explore research and more complex issues, and a useful guide for practitioners seeking to understand and implement environmental practice.
Achieve Lasting Process Improvement
by Bennet Lientz Kathryn ReaMethods of improving business processes are developed on an ongoing basis, but few are successful. Common problems encountered include the failure of processes to meet expectations and the inability to sustain or replicate these business processes. Involvement of personnel at grassroots level, as well as at management level, is essential in implementing effective process improvement methods. The authors present a step-by-step approach to the issue of effective process improvement, offering more than 200 tips and guidelines as well as addressing specific common problems and issues. The strategy presented is to take a broad and intuitive, but learned view of process improvement methods, and the tactics expounded are based on guidelines, common faults, and lessons learned. The authors disparage process improvement operations that depend on jargon and the support of just upper management, and promote grassroots involvement and self-sustaining measurement, making this an essential guide for all with involvement in process improvement.
Achieving Competence, Success and Excellence in Teaching
by Mark Brundrett Peter SilcockMeasuring the ability to teach is central to government policies to raise standards in schools. 'Successful teaching' is now measured through basic technical and personal skills in the context of the National Curriculum. Teachers are labelled successes or failures based on graded OFSTED inspections.This thought-provoking book explains how different levels or qualities of teaching can be identified and achieved. It outlines the criteria for competent, successful and excellent educational practice, whilst suggesting ways of achieving the highest possible measure of excellence.Uniquely, the authors separate the classical teaching approaches, teacher and pupil centred, from the more contemporary, partnership approaches. They look at a variety of models of successful and quality teaching and illustrate their virtues and limitations. The book also highlights ways in which inspection and appraisal strategies can be revised to meet criteria acceptable to both teachers and the groups to whom they are accountable.
Achieving Excellence in the Management of Human Service Organizations
by Peter M. KettnerA complete guide to human resources management at the corporate level.
Achieving Personal Greatness: Discover the 10 Powerful Keys to Unlocking Your Potential
by Tim LavenderFor years, a maxim of the United States Army was "Be all that you can be." While that familiar slogan may sound simple, there is great depth to the meaning behind it. in Achieving Personal Greatness, Tim Lavender offers his definition of "personal greatness" through three basic laws, and then shares the seven guiding principles for achieveing it. His practical guide explores ten powerful keys for releasing you potential, including: Get Your Cart Before the Horse, Reach Inside the Invisible World, Embrace a Lifetime of Learning,, and Seek to Influence Rather than Control. Finally, Lavender shares te five commitments that are necessary for producing results.For those desiring to explore their untapped potiential in all areas of life, Achieveing Personal Greatness is an ideal resource.
The Active Consumer: Novelty and Surprise in Consumer Choice (Routledge Frontiers of Political Economy #No.20)
by Marina BianchiThe Active Consumer discusses how consumers seem to delight in trying new solutions and exploring new combinatory possibilities. This book provides an economic-theoretical understanding of this phenomenon and the many ways in which innovation can structure consumer choice. The authors show from different points of view how central novelty can be in consumer behaviour, how it relates to technical change and how new consumer capabilities are developed and organized.
Activity Based Management at W.S. Industries (B)
by Jeremy Cott V. G. NarayananDescribes activity-based budgeting at W.S. Industries. Also describes target costing-led product redesign, and product, customer, and order profitability.
Adam Smith and the Founding of Market Economics
by Eli Ginzberg"Business is a necessary evil that the moral leaders of mankind have tolerated but never condoned. At no time did they view with favor the pursuit of material gain. The Old Testament prophets proclaimed against the rapacity of the rich. Jesus scorned the money lenders. Luther had no kind words to say to the wealthy, nor did Calvin indulge the new bourgeoisie." Thus begins this fi rst book-length study of social philosopher and political economist Adam Smith's The Wealth of Nations. Adam Smith (1723-1790) was a Scottish-born thinker who served as both professor of logic and professor of moral philosophy at Glasgow University. While the publication of his philosophic treatise The Theory of Moral Sentiments at age thirty-six gave Smith fame, The Wealth of Nations, published in 1776, has established his lasting reputation. Recognized in its own day as an important and compassionate examination of economics, the book was praised by Thomas Jefferson for its contribution to the fi eld of economics. Smith wrote The Wealth of Nations for several reasons: he was disgusted with the business methods practiced by merchants and manufacturers, and he was concerned with improving the well-being of society. Refl ecting his own concerns about the contribution economics could make to the betterment of society, Eli Ginzberg published this study of Smith's humanitarian views on commerce, industrialism, and labor. Written for his doctoral degree at Columbia University, and originally published as The House of Adam Smith, the book is divided into two parts. The fi rst part reconstructs and interprets Smith's classic The Wealth of Nations, while the second part examines Smith as the patron saint and prophet of the successes of nineteenthcentury capitalism. Adam Smith and the Founding of Market Economics is a fascinating study, and contributes signifi cantly to our understanding of capitalism, free trade, the division of management and labor, and the history of world economics in the ninete
Adult Learner at Work: The challenges of lifelong education in the new millenium
by Robert BurnsKnowledge is one of today's few meaningful resources. Equip yourself to ride the rollercoaster of racing change, globalism and technological super-innovation that is life and work in our age.Completely revised and updated for the 2000s, The Adult Learner at Work, 2nd edition is for educators, trainers and managers who want to stay in touch with the latest thinking in their fields. Dr Robert Burns explains the important changes that have swept through the field of post-compulsory education and the worldwide swing to the lifelong learning as the gateway to a learning society. When work, education and life satisfaction can truly intermesh, sustainable prosperity becomes achievable. Robert Burns explores such questions as:* What conditions have created lifelong learning, learning societies and learning organisations?* How have government and business responded?* What methods and processes enhance the learning potential of adults?* How can we motivate adults to learn?* What are the effects of advancing age on our ability to learn?* Is competency training an effective tool for encouraging learning?This new edition examines how and why we must facilitate the learning potential of all members of society. The Adult Learner at Work, 2nd edition provides an attractive vision of the development of learning environments in the workplace and the community setting-integrating skill learning and personal development using well founded principles of adult learning.
Advanced Country Experiences with Capital Account Liberalization
by International Monetary FundThis paper considers how capital markets in developing and transition economies can best be liberalised by reviewing the lessons learned from the experiences of advanced industrialised countries in opening up their capital markets in the years following the Second World War.
Affirmative Action
by Rachel KranzOne of the most controversial political issues of the past three decades has been the question of affirmative action. The phrase was first used in 1965 when President Lyndon B. Johnson issued Executive Order 11246.
The Africa Growth and Opportunity Act and Its Rules of Origin: Generosity Undermined?
by Aaditya Mattoo Devesh Roy Arvind SubramanianThe African Growth and Opportunity Act (AGOA), signed into American law on May 18, 2000, is a major plank of U.S. initiatives toward the African continent. The Act aims broadly at improving economic policymaking in Africa, enabling countries to embrace globalization, and securing durable political and economic stability. As an incentive for Africa to adopt the necessary policy reform, AGOA offers increased preferential access for African exports to the United States. This paper describes the provisions of AGOA and assesses its quantitative impact on African exports, particularly in the apparel sector.
The Agent: Personalities, Politics, And Publishing
by Arthur KlebanoffA powerhouse literary agent and publisher shares stories of the lessons he&’s learned and the intriguing personalities he&’s encounter in his career. Arthur Klebanoff is one of the world&’s most powerful literary agents—with the record to prove it. Among his authors are Michael Bloomberg, Danielle Steel, Bill Bradley, Barbara Taylor Bradford, Patrick Moynihan, Linda Goodman, Rupert Murdoch, and the Pope. Many have generated more than $1 billion in retail sales. Klebanoff is also CEO of Rosetta Books, the leading electronic publisher of quality backlist books.In this memoir of his professional life, Klebanoff recounts all the lessons he has learned and the fascinating people he has met on the way to his recent acquisition of the famous Scott Meredith Literary Agency. The Agent also includes his vision of the future of book publishing to which he will no doubt leave a legacy.&“The title of Arthur Klebanoff&’s book sounds like John LeCarre. And his personal tour of New York publishing has as many twists and tricks as any spy novel.&”—Richard Reeves, author of President Nixon: Alone in the White House