Bob Kimball has a rare combination of real-world selling experience and expertise in sales training. Previously a top salesman for the Coca-Cola Company, he has also run his own sales management \ and sales training group servicing a diverse list of clients, including Cotton States Insurance Companies and Lanier Business Products. (view table of contents)
Enhance your effectiveness as a manager in any organization! The Book on Management is a step-by-step description of what management really isÂand what it is not. This book describes in detail the processes of hiring the best employees, building and empowering teams, and creating an ideal environment and organizational structure where employees can achieve personal fulfillment. With real-world examples and applications, this resource will be your guide to understanding what makes one manager superior to another and the skills and tactics youâll need to best get the job done. From the historic development of the management position to a 90-day tactical plan for organizational change, this handy tool encompasses the totality of management. Useful for executives as well as neophytes, this book examines the three inseparable areas of successful managementÂits foundations, its functions, and intangibles such as leadership and motivationÂthat distinguish competent managers from ineffectual ones. Throughout The Book on Management, youâll find reviews and discussions about leading managing books and theories from the last century, showing you how the managing concept has altered with the times. The Book on Management covers many important aspects of management success, including: delegation and empowerment identifying and avoiding management time-wasters creating position descriptions and identifying employee candidates hiring decisions molding a positive normative culture at the office leadership in an organizational environment motivating employees addiction in the organization The Book on Management has something for everyoneÂfrom the newly hired or promoted manager to the experienced manager who wishes for better team unification or wants to go higher into top management. With special focus on the necessity and technique of removing non-productive employees, communication issues, and monitoring company expenses, this book provides you with the means to lead a team motivated to achieve excellence.
Doing business the old-fashioned way is a thing of the past! Selling in the New World of Business presents a practical look at how technology has changed the way we sell and the changes an outside sales professional has to make to stay on top. Written in a straightforward style with a touch of humor, the book is a step-by-step guide to the evolving process of selling, providing you with the updated knowledge and skills you need to develop successful relationships in todayâs highly competitive business environment. This insightful book shows you how to manage your time and communication more effectively, modify your approach to sales prospecting, enhance the professionalism of your presentation, and how to negotiate a sales relationship that works instead of just haggling over terms and conditions. As they swap e-mails with prospective business partners, file reports electronically, master the fundamentals of Power Point, and browse Web sites that offer guidance on everything from selling tips to stock market tips, most professional salespeople will tell you that the essence of selling really hasnât changed-selling is selling. But Selling in the New World of Business details how (and why) every aspect of the process of selling has been affected by the revolution in technology and explains why (and how) every sales professional must adapt. The book presents plans to develop skills for prospect-focused presentations and strategies for negotiating profitable sales and includes action plan assessments, practice examples, hypothetical dialogues, and innovative applications of technology. Selling in the New World of Business also presents key concepts for building a foundation of business strategies and tactics, including: The New Age Willy Loman Everythingâs the Same, Only Different Being a Supplier or Being a Partner Know What You Need to Know and Where to Get It Evaluate Your Company and the Company You Keep Selling in the New World of Business is an invaluable tool for sales professionals and academics working in business-related fields.