By combining practical sales experience and good research, this book gives you the tools, techniques, and real life examples to help you to plan how you will create the appropriate contacts and develop profitable, professional relationships with your key accounts. For 25 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of salespeople to plan, sell, and then celebrate success. Many RDC clients have been current Blue Chip bu...

Advanced Negotiation Techniques provides a wealth of material in a winning combination of practical experience and good research to give you a series of tools, techniques, and real-life examples to help you achieve your negotiation objectives.For 25 years and across 40 countries, the Resource Development Centre (RDC), run by negotiation experts Alan McCarthy and Steve Hay, has helped thousands of people to conduct successful negotiations of every type. Many RDC clients hav...

This book provides a wealth of material to enable salespeople to be more familiar with financial concepts and language so they can be fully confident and effective in selling from a financial perspective. It also guides sales managers to master the relevant essentials of finance. This book helps the whole team to build compelling business cases and present their benefits to Finance Directors, VPs and economic buyers. It is based on a winning combination of good research and practical exper...

This book provides a wealth of material to show salespeople how to continually and assuredly hit sales targets. It is based on a winning combination of practical experience and good research. For over 30 years across 40 countries plus 26 of the American states, the Resource Development Centre (RDC) has helped thousands of sales people to meet their sales target on a regular basis.The authors, Alan McCarthy and Steve Hay, describe how to use a proven combination of several key tools ...

Ardnish, 1944. On his deathbed, Donald John Gillies sends for a priest to hear his last confession. Waiting anxiously for the priest, his mind travels back to the dusty plains of South Africa in 1901, where he fought as a Lovat Scout during the Boer War, and where he met the woman who was the love of his life. Forced to abandon her and her young daughter in a British concentration camp, DJ returns to Scotland and his old life after his camp is ambushed by Boers and many of his fellow soldi...

In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how ...

This authoritative volume on human resource management is highly recommended reading for business owners, HR professionals, and others who are responsible for the human resource function within their organizations. Written by an acknowledged expert in all areas of business management, The Golden Rules of Human Resource Management is a well-organized guide to understanding this vitally important area of your business. Covering such topics as hiring, orientation, mentoring, performance, and ...

The Balanced Scorecard translates a company's vision and strategy into a coherent set of performance measures. The four perspectives of the scorecard--financial measures, customer knowledge, internal business processes, and learning and growth--offer a balance between short-term and long-term objectives, between outcomes desired and performance drivers of those outcomes, and between hard objective measures and softer, more subjective measures. In the first part, Kaplan and Norton ...

Peter Cappelli confronts the myth of the skills gap and provides an actionable path forward to put people back to work.Even in a time of perilously high unemployment, companies contend that they cannot find the employees they need. Pointing to a skills gap, employers argue applicants are simply not qualified; schools aren't preparing students for jobs; the government isn't letting in enough high-skill immigrants; and even when the match is right, prospective employ...

Bring the miracle of Lean Six Sigma improvement out of manufacturing and into servicesMuch of the U.S. economy is now based on services rather than manufacturing. Yet the majority of books on Six Sigma and Lean--today's major quality improvement initiatives--explain only how to implement these techniques in a manufacturing environment.Lean Six Sigma for Services fills the need for a service-based approach, explaining how companies of all types can ...

The finance basics that experts and top professionals understand.Get results fast with this quick, easy guide to the fundamentals of Finance.Includes how to:• Analyse a business from its financial reports• Understand a Profit and Loss account• Make sense of accounting jargon• Build a financially sound business plan• Deal with revenue, profit and cashflow

Here Dr. Goldratt, developer of the Theory Of Constraints, gives his perspective on what TOC is, its goals and objectives, and the state of its progress in bringing about improvement. An academic perspective is also provided on the strength of this new theory and how it has developed in its many dimensions.