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Happy Sales: Mit Motivation und Organisation zum Erfolg im Verkauf
by Sandra SchubertDie vollständig aktualisierte und überarbeitete Neuauflage von "Happy Sales" vermittelt - fundiert und kurzweilig - strategische, organisatorische und emotionale Selbstführung im Verkauf. In ihrem Buch verbindet die erfahrene Verkaufsexpertin Sandra Schubert gekonnt die relevanten Erkenntnisse der Positiven Psychologie und des modernen Selbst- und Zeitmanagements. Verkäufer, Vertriebsmitarbeiter und Selbstständige bekommen handfeste Tipps, um die täglichen Herausforderungen im Verkauf, besonders auch in Zeiten von Rezession und Digitalisierung, gut meistern zu können. Dabei schöpft die Autorin aus ihrer über 25-jährigen Erfahrung, aus den eigenen Verkaufserlebnissen und aus Hunderten von Trainings- und Coachingtagen. Auf Basis der aktuellen Glücksforschung, der Positiven Psychologie, entwickeln Verkäufer eine optimistische Grundhaltung und eine ebensolche Ausstrahlung. Sie erfahren, wie sie ihr Glück tagtäglich bewusster erleben, planen, herbeiführen und so ihren Glückspegel dauerhaft anheben. Weiterhin liefert Sandra Schubert wirksame organisatorische Werkzeuge, um nicht nur glücklich im Verkauf zu sein, sondern vor allem auch aktiv! Sowohl "hauptberufliche Verkäufer" als auch "Teilzeit-Verkäufer", wie Unternehmer und Selbstständige, haben viele Rollen und viele Aufgaben. In der Folge kommt der aktive Verkauf aufgrund der Dringlichkeit des operativen Geschäfts oft zu kurz. Deshalb enthält das Buch wertvolle Impulse, wie man sich über seine Hauptaufgaben und Prioritäten klar wird. Die Leser lernen, die Arbeits- und Verkaufswoche strategisch zu planen und sich möglichst viele Freiräume für die wirklich wichtigen Dinge zu schaffen. Sie erfahren, wie sie auch an Tagen mit wenig Zeit aktiv verkaufen können und werden. Die Autorin zeigt auf, wie die persönlichen Stärken, die eigenen Werte und die individuelle Verkaufsphilosophie, gerade auch im Zeitalter von Vertrieb 4.0 stärker zur Wirkung kommen und so trotz Informationsflut, Überangebot und Zeitnot ein motiviertes, erfolgreiches "Verkaufen im Flow" erreicht wird. So sorgt Happy Sales für ein langfristig hohes Energie- und Motivationslevel und mehr Erfolg durch Leichtigkeit im Verkauf!
Happy Sales: Mit Positiver Psychologie und Zeitmanagement zum Erfolg im Verkauf
by Sandra SchubertIn ihrem Buch verbindet die erfolgreiche Verkaufsexpertin Sandra Schubert die relevanten Erkenntnisse der Positiven Psychologie und des modernen Selbst- und Zeitmanagements miteinander und wendet sie auf die Herausforderungen im Verkauf, im Vertrieb und in der Selbständigkeit an. Dabei schöpft sie aus ihren über 25-jährigen Erfahrungen, aus den eigenen Verkaufserlebnissen und aus hunderten von Trainings- und Coachingtagen. Auf Basis der aktuellen Glücksforschung, der Positiven Psychologie bekommen Verkäufer und Vertriebsleute zahlreiche griffige Tipps, wie sie permanent glücklich im Verkauf werden, und zwar unabhängig von der aktuellen Auftragslage. Verkäufer entwickeln eine optimistische Grundhaltung und eine ebensolche Ausstrahlung. Sie erfahren außerdem, wie sie ihr Glück tagtäglich bewusster aus- und erleben, ja sogar planen können, und so ihren Glückspegel dauerhaft anheben. Außerdem liefert Sandra Schubert wirksame organisatorische Werkzeuge, um nicht nur glücklich im Verkauf zu sein, sondern vor allem auch aktiv! Sowohl "hauptberufliche Verkäufer" als auch "Teilzeit-Verkäufer", wie Unternehmer und Selbstständige, haben viele Rollen und viele Aufgaben. Die Folge: Im operativen Geschäft kommt der aktive Verkauf oft zu kurz. Deshalb enthält das Buch wertvolle Impulse, wie Verkäufer sich über ihre Hauptaufgaben und Prioritäten klar werden. Sie lernen, die Arbeits- und Verkaufswoche strategisch zu planen und sich möglichst viele Freiräume für die wirklich wichtigen Dinge zu schaffen. Die Leser erfahren, wie Sie auch an Tagen mit wenig Zeit für den Verkauf aktiv werden und bleiben. Die Autorin zeigt Möglichkeiten auf, wie das persönliche Verkaufstalent stärker eingesetzt werden kann und ein müheloses "Verkaufen im Flow" erreicht wird. Durch den effektiven und effizienten Einsatz ihrer Ressourcen erhalten sich aktive Verkäufer ein langfristig hohes Energie- und Motivationslevel und erleben mehr Erfolg und Glück im täglichen Verkauf.
Happy Trails: Andrew Lauder's Charmed Life and High Times in the Record Business
by Mick Houghton Andrew LauderAndrew Lauder is one of British record business's most significant and highly influential figures but outside the music industry few people will probably know his name. He's always retained a fan's perspective which, combined with an exceptional knowledge of music, meant he was at ease around musicians and never happier than spending time with them. During the later '60s and throughout the '70s in particular (working at the legendary United Artists), he had a knack of being one step ahead of the next trend. In hindsight it's easy to identify the changing eras in music but underground music, pub rock and punk in Britain, for example, evolved quite seamlessly and it was visionaries like Andrew who, instinctively, saw what was coming and helped bring about those transitions. He was ahead of the game in other ways too; pioneering a more creative way of marketing and promoting records and revolutionising the way catalogue was organised and presented. This is his story.
Happy UAE
by Joshua Schwartzstein Brian J. Hall Tiffany Y. Chang Karim Sameh Alpana ThaparThis case centers on the United Arab Emirates' (UAE) national goal of raising the happiness of its residents and visitors through ambitious government initiatives. They combined this bold national goal with an accountability structure (incentive plan) built on Key Performance Indicators (KPIs), as more typically done at a company level. A key case protagonist is Ohood Al Roumi: the UAE and the world's first dedicated Minister of State for Happiness and Well-being. She was assigned to this role by Sheikh Mohammed, the Prime Minister and Vice President of the UAE and Ruler of Dubai. Al Roumi attempted to drive national progress towards happiness in UAE society through several means: measuring happiness in the community and happiness with government services, aligning and coordinating government entities towards promoting happiness and positivity at work, and promoting happiness as a lifestyle more generally. The case details the UAE's progress through February 2018. The class discussion gives students a chance to reflect on the role of government in promoting happiness and well-being and how a government could go about encouraging happiness. The UAE in effect implemented a complex incentive scheme with the aim of coordinating attempts to increase happiness and well-being. The connection between the UAE's efforts and incentive schemes emerges in the course of the class discussion, which enables students to reflect on concrete managerial implications of the analysis.
Haptic Sensation and Consumer Behaviour: The Influence of Tactile Stimulation in Physical and Online Environments
by Margot Racat Sonia CapelliThis book offers an overview of haptic sensation and its influence on consumers’ behaviour, especially in dual and mediated environments where products are accessible through an interface. After almost three decades, marketers have reached a critical understanding of the importance of consumers’ senses to the processing of brands, products and advertising information. Since the development of the internet, however, there have been questions as to how markets and consumers can reach out to products in different environments. Recent advances in technologies allow sensations to render or stimulate physical sensations similar to the handling of the same product. These emerging possibilities question the way consumers are and will be able to feel a product according to the reality it relies on. The book begins by defining and discussing haptic consumption, before introducing the challenge of appealing to consumers’ senses in the digital age and examining how marketing managers have overcome this tangible barrier to date. The authors go on to further investigate the role of interfaces in rendering tactile sensations, with a particular focus on technological innovations. Finally, the book presents the authors’ original research in the field and offers a prospective vision of consumption for the coming years.
Har Bhartiya Ke Liye Nivesh Ke Saral Upay: हर भारतीय के लिए निवेश के सरल उपाय
by Vinod Pottayilनिवेश सम्बंधी अपने सभी प्रश्नोंके जवाब पाएं! - मैं सुनार के पास बार-बार जाए बिना सोने मैं निवेश कैसे कर सकता हूँ ?म्यूचुअल फंड कितने प्रकार के होते हैं, जिनमें मैं निवेश कर सकता हूँ? - मुझे जीवन बीमा को ख़र्च मानना चाहिए या निवेश? - शेयर बाज़ार कैसे काम करता है? - क्या मैं 15 साल बाद भी पीपीएफ़ में निवेश कर सकता हूँ? - क्या एम्पलॉई प्रॉविडेंट स्कीम से पैसा निकालते समय करमुक्त होता है? - रियल एस्टेट में निवेश करके मुनाफ़ा कमाने के कौन से तरीक़े हैं? - क्या मुझे स्वास्थ्य बीमे की सचमुच ज़रुरत है? अगर हाँ, तो मेरे पास कितनी राशि का बीमा होना चाहिए? - कैशलेस हेल्थ इनश्योरेंस क्या होता है? स्वास्थ्य बीमे में टॉप अप और सुपर टॉप अप का क्या मतलब होता है? - वसीयत क्या है और क्या मुझे भी वसीयत लिखनी चाहिए? - मैं संख्याओं और हिसाब-किताब में माहिर नहीं हूँ? क्या कोई आसान तरीक़ा है, जिससे मैं अपने निवेशों के भावी मूल्य का पता लगा सकता हूँ? यह पुस्तक बताती है कि बाज़ार मैं उपलब्ध निवेश के सबसे लोकप्रिय विकल्प कैसे काम करते हैं अप जो ज्ञान हासिल करेंगे, उससे न सिर्फ अप अपने निवेशों का बेहतर प्रबंधन कर पाएँगे, बल्कि इससे आपको स्वयं ही निवेश के संसार कि पड़ताल करने का आत्मविश्वास भी मिलेगा यह पुस्तक सभी उम्र के लोगों के लिए एक उपयोगी साधन होगी, जो अपने वित्तीय जीवन की बागडोर अपने हाथों मैं थामना चाहते हैं।
Harboring Data
by Andrea M. MatwyshynMatwyshyn (legal studies and business ethics, U. of Pennsylvania) compiles 10 articles by law and other scholars, information security professionals, and other experts from the US, UK, Canada, and Hong Kong on the business, legal, and social dynamics affecting corporate information security and data breaches. They discuss the need to adopt a multidisciplinary lens in analyzing information security; public aspects of corporate information security; protecting intellectual property assets; health, financial, and children's data, including HIPAA regulations; and changing contract law norms and new business models in social networking websites. Annotation c2010 Book News, Inc. , Portland, OR (booknews. com)
Hard Ball: The Abuse of Power in Pro Team Sports
by James Quirk Rodney D. FortWhat can possibly account for the strange state of affairs in professional sports today? There are billionaire owners and millionaire players, but both groups are constantly squabbling over money. Many pro teams appear to be virtual "cash machines," generating astronomical annual revenues, but their owners seem willing to uproot them and move to any city willing to promise increased profits. At the same time, mayors continue to cook up "sweetheart deals" that lavish benefits on wealthy teams while imposing crushing financial hardships on cities that are already strapped with debt. To fans today, professional sports teams often look more like professional extortionists.In Hard Ball, James Quirk and Rodney Fort take on a daunting challenge: explaining exactly how things have gotten to this point and proposing a way out. Both authors are professional economists who specialize in the economics of sports. Their previous book, Pay Dirt: The Business of Professional Team Sports, is widely acknowledged as the Bible of sports economics. Here, however, they are writing for sports fans who are trying to make sense out of the perplexing world of pro team sports. It is not money, in itself, that is the cause of today's problems, they assert. In fact, the real problem stems from one simple fact: pro sports are monopolies that are fully sanctioned by the U.S. government. Eliminate the monopolies, say Quirk and Fort, and all problems can be solved. If the monopolies are allowed to persist, so will today's woes.The authors discuss all four major pro team sports: baseball, football, basketball, and hockey. Hard Ball is filled with anecdotes, case studies, and factual information that are brought together here for the first time. Quirk and Fort devote chapters to the main protagonists in the pro sports saga--media, unions, players, owners, politicians, and leagues--before they offer their own prescription for correcting the ills that afflict sports today. The result is an engaging and persuasive book that is sure to be widely read, cited, and debated. It is essential reading for every fan.
Hard Choices
by Jerry BucklandWhen low-income city dwellers lack access to mainstream banking services, many end up turning to 'fringe banks,' such as cheque-cashers and pawnshops, for some or all of their financial transactions. This predicament of 'financial exclusion' - faced by those underserved by conventional financial institutions - is comprehensively examined in Jerry Buckland's powerful study, Hard Choices.The first account of the nature and causes of financial exclusion in Canada, Hard Choices thoroughly integrates economic and social data on consumer choice, bank behaviour, and government policy. Buckland demonstrates why the current two-tier system of banking is becoming increasingly dysfunctional, especially in the context of new credit products that aggravate income inequality and stifle local economic growth. Featuring a foreword by esteemed economics scholar John P. Caskey, Hard Choices presents pragmatic policy improvements on both the public and private levels that can promote and build financial inclusion for all.
Hard Choices: How Women Decide about Work, Career, and Motherhood
by Kathleen GersonHow do women choose between work and family commitments? And what are the causes, limits, and consequences of the "subtle revolution" in women's choices over the 1960s and 1970s? To answer these questions, Kathleen Gerson analyzes the experiences of a carefully selected group of middle-class and working-class women who were young adults in the 1970s. Their informative life histories reveal the emerging social forces in American society that have led today's women to face several difficult choices.
Hard Choices, Soft Law: Voluntary Standards in Global Trade, Environment and Social Governance (Global Environmental Governance)
by Michael J. Trebilcock John J. KirtonAn important read for academics and policy-makers alike, Hard Choices, Soft Law asserts that voluntary standards, or 'soft' law, are an important supplement to international law in a number of areas. This key work firstly outlines the approach taken to combining soft and hard law and trade, environment and labour values in the WTO and NAFTA, and in the prospective Millennium Round. Then, using the forestry sector - a realm where formal international law remains largely absent - the book provides a detailed examination of the role of soft law in action. It demonstrates how soft and hard law can be combined to promote trade, environmental and social cohesion, in ways that also permit sustainable development. The book presents a wealth of knowledge from a range of contributors familiar with the work of the G7/G8, the OECD, the Biodiversity Convention and the Codex Alimentarius.
Hard Courts: Real Life on the Professional Tennis Tours
by John FeinsteinThe new edition of this bestseller in hardcover features never-before-published, all-new inside info on the money, personalities and politics of pro-tennis: Jimmy, Monica, Boris, Martina, et al.
Hard Facts, Dangerous Half-Truths, and Total Nonsense
by Robert I. Sutton Jeffrey PfefferThe best organizations have the best talent. . . Financial incentives drive company performance. . . Firms must change or die. Popular axioms like these drive business decisions every day. Yet too much common management "wisdom" isn't wise at all-but, instead, flawed knowledge based on "best practices" that are actually poor, incomplete, or outright obsolete. Worse, legions of managers use this dubious knowledge to make decisions that are hazardous to organizational health.Jeffrey Pfeffer and Robert I. Sutton show how companies can bolster performance and trump the competition through evidence-based management, an approach to decision-making and action that is driven by hard facts rather than half-truths or hype. This book guides managers in using this approach to dismantle six widely held-but ultimately flawed-management beliefs in core areas including leadership, strategy, change, talent, financial incentives, and work-life balance. The authors show managers how to find and apply the best practices for their companies, rather than blindly copy what seems to have worked elsewhere.This practical and candid book challenges leaders to commit to evidence-based management as a way of organizational life-and shows how to finally turn this common sense into common practice.
The Hard Hat: 21 Ways to Be a Great Teammate
by Jon Gordon Jeremy SchaapGreat teammates don't just impact you today; they impact you for the rest of your life. From the moment Jon Gordon heard about George Boiardi and the Hard Hat he was intrigued and captivated. Over the years he visited George's coaches, attended several "21 Dinners" held in his honor, met his family, talked to his teammates and observed how he inspired all who knew him. The Hard Hat is an unforgettable true story about a selfless, loyal, joyful, hard-working, competitive, and compassionate leader and teammate, the impact he had on his team and program and the lessons we can learn from him. The book features: A True Story about George Boiardi, his Team and their Legacy. 21 Lessons to be a Great Teammate Insights from George's Teammates and Coaches that Bring the Lessons to Life. 21 Exercises to help you Build a Great Team Infused with practical insights and life changing lessons, The Hard Hat will inspire you to be the best teammate you can be and to build a great team. *100% of author's royalties go to support the Mario St. George Boiardi Foundation
Hard Knocks MBA: The Search For Job Satisfaction And Business Success
by David W. Miller IIIn Hard Knocks MBA, author David W. Miller II presents a fascinating and compelling true story of his rise from a single-parent up bringing in a duplex on the other side of town to being worth millions and then losing it all at the tender age of 40. Miller shares the things that made him RICH, the things that made him BANKRUPT, and the LESSONS learned along the way. This book is his real-world MBA. Learn from his advice and prosper.
Hard Labor
by Joel F. Handler Jay D WhiteAn in-depth view of the world of low-wage women workers, this expert presentation by authors actively involved in the field provides a realistic picture of the women and the issues as well as suggested strategies and innovations. The book covers a wide range of topics, including getting and keeping a job, struggling to balance the demands of work and family, health care, child care, and unemployment. It is set in the context of both welfare reform and the low-wage labor market and incorporates both self-employment and micro-business enterprise.
Hard Landing
by Thomas PetzingerIn this updated paperback edition of a "rich, readable, and authoritative" Fortune) book, Wall Street Journal reporter Petzinger tells the dramatic story of how a dozen men, including Robert Crandall of American Airlines, Frank Borman of Eastern, and Richard Ferris of United, battled for control of the world's airlines.(From the Trade Paperback edition.)
Hard Lessons: The Mine Mill Union in the Canadian Labour Movement
by Dieter K. Buse Peter Suschnigg Mercedes SteedmanThis book emerges from the papers, panels, and discussion of the conference "Where the Past Meets the Future - the Place of Alternative Unions in the Canadian Labour Movement," held to commemorate the first one hundred years of the history of the Mine, Mill and Smelter Workers Union. The union, which began in 1893 as the Western Federation of Miners and grew to a membership of over one hundred thousand in fifty locals throughout Canada during the 1950s, had shrunk to a single local of sixteen hundred members in Sudbury, Ontario, by the 1990s. This book brings together the voices of contemporary labour leaders, activists, old timers, and academics.
Hard Lessons in Corporate Governance
by null Bryce C. TingleHow should corporations be run? Who should get a say, and what results can we expect? Hard Lessons in Corporate Governance provides an accessible introduction to the various failed attempts at using corporate governance to improve society. It introduces the record of these failures and illuminates hard lessons spread across thousands of empirical studies. If we look at the outcomes generated by various corporate governance 'best'; practices, we find that none of the practices work. If we look at the theories and assumptions that support modern corporate governance, we find they are likely wrong. And if we look at the prospect of corporate governance to improve political, environmental, and social outcomes, we find ample evidence that governance will fail us here too. After documenting these failures, Bryce Tingle KC turns to the most important lesson: how to fix this important, but broken, system.
A Hard Look at the Options Ahead: The Reality of the Changing Workplace-What's in Store for Generation X?
by Tamara EricksonThe nature and availability of work is changing in important ways, ways that will significantly affect the opportunities open to Generation X over the next several decades. And most of the news is good. Despite near-term job shortages, the longer-term outlook for work is promising. The trend is toward tighter labor markets, providing you greater leverage to find the work you want. Better still, the nature of work, spurred by continuous changes in technology, promises opportunities that are more closely aligned with your values and with the types of lives that you and your fellow X'ers want to lead. This chapter provides a detailed look at changes in immigration, outsourcing, productivity, the nature of the organization, and what that means for Generation X - and what you need to do to take advantage. This chapter was originally published as Chapter 5 of What's Next, Gen X?: Keeping Up, Moving Ahead, and Getting the Career You Want.
Hard Money
by Shayne McguireAn in-depth guide to making gold a serious part of your portfolio Gold, the long forgotten store of value that was once the center of the global financial system, suddenly matters a great deal again. It has become a leading asset by virtue of its strong performance, and its booming demand has made it the only financial asset that remains in an uninterrupted bull market. And yet gold remains one of the least-owned financial assets in investment portfolios today. Hard Money helps investors move beyond the simple, yet widely accepted notion that gold makes sense in today's financial environment, and explores ways to magnify potential investment returns driven by precious metals. This reliable resource examines the investment vehicles (bullion, stocks, derivatives, and even rare coins) and strategies (aggressive, conservative, passive, and variations) aimed at beating the price of gold as it rises, and ways to protect a portfolio should the metal decline. Identifies five key drivers that should continue to push gold higher in the years ahead Explores the ins and outs of investing in gold and making this precious metal a part of your portfolio Examines the pros and cons of multiple ways to buy gold via coins, ETFs, mining and royalty stocks, and other investment vehicles Author Shayne McGuire is a highly-regarded expert on gold Written in a straightforward and accessible style, Hard Money offers key strategies to enhancing returns with new methods for investing in gold.
Hard Pressed in the Heartland
by Peter RachleffA social history of the labor movement and Hormel strike
The Hard Road to the Softer Side
by Arthur C. MartinezFor the better part of a century, Sears, Roebuck and Company touched the lives of almost everyone in America. A stunning tale of marketing and savvy, the company started selling watches and quickly became an essential source of goods for the American home. Sears brought the Christmas dreams of distant children to life; introduced the American homemaker to a collection of appliances that stripped much of the drudgery from daily living; and put solid, dependable tools in the hands of strong, eager men. At the same time, it forged a solid relationship with its customers, earning that most valuable business asset of them all: loyalty. And then, when it could least afford to, Sears lost its way. It gradually forgot about its customers. It no longer understood (or cared) who its competitors were. It shifted its focus inward, to the interests and needs of its huge bureaucracy, all at the expense of the customers who found themselves in declining, dismal stores. The greatest retailer in world history had become a company with a great past, a disappointing present, and a dismal future. The Hard Road to the Softer Side: Lessons from the Transformation of Searsis the story of how Sears recovered from this downfall, told by the visionary who built the team that forged the company’s rebirth. When Arthur Martinez took charge at Sears in 1992, he found a once-great company facing a loss of $4 billion, with a Soviet-style bureaucracy, little idea of its target customer, and an army of 300,000 disheartened employees. Many experts thought Sears was too far gone to save. But save it Martinez did, putting Sears in the black by 1994 and sailing on through 1997. It wasn’t easy. Almost everything the company had become needed to change. Fifty thousand jobs disappeared. The Sears catalog, which had become so much a part of the company’s mythology, was put to rest. More than 100 stores were closed. But what rose from all of that turmoil was a new commitment to customers and a strategy that should have been apparent: in the American family, the mother is the chief financial officer. With a boldness and determination backed by billions of dollars in renovations, Sears revived its connection to its customers and, at the same time, brought its own people back to life. The advertising sent the message, the sales staff opened its arms, and the customers came back. The new Sears was keeping its eye on the marketplace, its focus on the customer, and its interests firmly connected to the financial health of its shareholders. Then Sears hit the wall again with new aggressive competitors, a huge ethics problem, a war for talent, and a slowdown in sales. The story of how Martinez and his team worked their way through not one but two crises is compelling and highly instructive, especially for anyone working in a company with an entrenched corporate culture or a long tradition that needs to be updated in order to stay competitive.
Hard Rules: Dirty Money 1 (Dirty Money)
by Lisa Renee JonesWall Street meets Sons of Anarchy in Hard Rules, the smouldering, scorching first novel in the explosively sexy Dirty Money series from New York Times bestseller Lisa Renee Jones, author of the Inside Out series, which Kirkus Reviews calls: 'Angst-y, sexy contemporary romance with big emotional and financial stakes set against the backdrop of two dynamic families. Sure to leave readers desperate for the next installment'.How bad do you want it? The only member of the Brandon empire with a moral compass, Shane Brandon is ready to make his family's business legitimate. His ruthless brother Derek wants to keep Brandon Enterprises cemented in lies, deceit and corruption. But the harder Shane fights to pull the company back into the light, the darker he has to become. Then he meets Emily Stevens, a woman who not only stirs a voracious sexual need in him, but becomes the only thing anchoring him between good and evil. Emily is consumed by an all-encompassing passion for Shane. She trusts him. He trusts her, but therein lies the danger. Because Emily has a secret - the very thing that brought her to him in the first place - and that secret could destroy them both.Are you ready to play by the hard rules of the Brandon family empire? Look for the next enthralling novel in the Dirty Money series, Damage Control.