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Wisdom Of Alexander The Great
$18.99

Exceptional leaders are the ones who are able to analyze problems, optimize resources, inspire loyalty, and execute strategy. There is no more stunning example in history than Alexander the Great, whose leadership skills were so immense that they still resonate some 2,000 years later. The Wisdom of Alexander the Great reveals four leadership processes distilled from the life and extraordinary accomplishments of Alexander, King of Macedonia. Readers will learn how he: * reframed problems in order to meet seemingly insurmountable challenges * built alliances by using his strength to generate trust and respect, not just fear * established identity and “branded” himself a unifier, thus keeping the home base secure while continuing to expand his empire * recognized and assimilated the cultures and symbols of different peoples, becoming a powerful and trusted figure everywhere he went The Wisdom of Alexander the Great relates 34 riveting episodes from Alexander’s expansion through Asia Minor, Egypt, Mesopotamia, the Middle East, the Persian Empire, and India. Each example, tied to a modern-day counterpart, imparts valuable lessons from the timeless legend of one of the greatest leaders in history.

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Facility Managers Guide To Finance And Budgeting
$44.99

Leaky faucets and cracked pavement aren’t the only demands on a facility manager’s time and energy. These days, they also need top-notch financial skills–to sell their department to senior management, to win funds for crucial projects, to become fully integrated into the organization. Sadly, most facility managers lack even fundamental financial skills. The Facility Manager’s Guide to Finance and Budgeting is the first primer designed to teach them the ropes quickly, concisely, and with minimum pain. The book explains how to: * Understand the essential concepts of facility work programs and programmatic planning and budgeting * Develop and manage an annual expense budget, then evaluate the results * Make financially sound “”go/no go”” decisions on projects requiring capital funding * Pinpoint significant cost-savings and cost-containment areas * Use unit-cost indicators to benchmark facility management initiatives * Create an information system and database that ties directly into the budget.”

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Time Power : A Proven System For Getting More Done In Less Time Than You Ev
$19.99

One of the world’s premier business consultants and personal success experts, Brian Tracy has devoted more than 25 years to studying the most powerful time management practices used by the most successful people in every arena. Now, in Time Power, Brian reveals his comprehensive system designed to help readers increase their productivity and income exponentially — in just weeks! Filled with hundreds of powerful, proven tools and techniques, this book shows readers how to: * gain two more productive hours each day * make better decisions, faster! * set clear goals and focus on higher-value activities * manage multitask jobs more efficiently * overcome the people problems that can sap their time * use the five tools and techniques that will make them more productive for the rest of their lives * and much more! Overflowing with quick and effective time-saving strategies, Brian Tracy’s Time Power lets readers in on the secrets to being more productive, earning more money, and getting more satisfaction from life.

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Strengths Finder 2.0 A New And Upgraded Edition Of The Online Test From Gal
$49.99

Includes card with access code to the StrengthsFinder 2.0 assessment, program, and website.

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Seeing Is Believing
$29.95

Take a look around your workplace and try to find the following items: A statement of business objectives. I think it’s in that pile by the copy machine. A schedule of divisional goals. Everyone got that e-mail last year. Clear performance standards. They’re in the employee handbook. Team workflow documents. On the bulletin board, sticking out from under the first aid sign. Regular communication and motivation from management to employees. We have the quarterly meeting, and we send out memos. Stop. Is the information your employees need every day truly accessible? Just because it’s there doesn’t mean it’s present. When information is hard to find, outdated, nebulous, or incomplete, the effect is profound. If they can’t see it, it’s as good as nonexistent. The fact is, the visual elements in a workplace have a tremendous impact on execution, morale, and productivity. And it’s not just about information access. A visually dynamic workplace energizes employees, builds pride and ownership, and conveys the strength and currency of the organization. Design and graphics, art and color, sculpture and dimension — all have profound effects. Far from simply prettying up the office, your organization needs to create an environment of visual stimuli that convey goals and expectations, that engender a collaborative attitude, and most important, that cannot be ignored. This book represents a milestone in the science of workplace design. Whereas there are countless approaches for improving the comfort factor of work environments through color, lighting, furniture, and spatial flow, Seeing Is Believing is the first book to link visual elements directly to specific organizational objectives and individual tasks. The authors have created a step-by-step plan for creating and implementing a Visual Management program in any environment. You’ll learn how to create a dynamic VM system that: Replaces information overload with information sharing and dramatically improved workflow Seamlessly incorporates clear information exchange into an aesthetically pleasing and energizing workplace that will make people want to come to work Resonates with workers of every generation, whether they identify with Life magazine or MTV Enhances relationships not only among employees, but also with customers, business partners, investors, and the public Ensures uniform understanding of crucial requirements and desired outcomes Seeing Is Believing features many examples of how VM has improved perfor

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Top 10 Mistakes Salespeople Make And How To Avoid Them
$14.99

Wall Street Journal and Business Week best-selling author and leader of one of America’s top sales training companies, Todd Duncan reveals the 10 most common mistakes salespeople make, and offers insight on how to avoid them.

Some salespeople are very successful, but a greater percentage end up victims of the sales industry-and their own mistakes. Some mistakes are normal bumps in the road toward success. Others are more damaging. But many are fatal to a career.

Duncan addresses these catastrophic mistakes with clarity and directness. Whether you’re a seasoned sales professional or someone considering sales as a career, Duncan’s wisdom can help you avoid errors in perception, practice, and performance that could not only cost you a sale, but also your career.

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Creative Training Idea Book
$44.99

Trainers have to be creative if they want their participants to feel excited, challenged, and involved. The Creative Training Idea Book is packed with instructions for using activities, games, puzzles, toys, and props to increase energy and active participation in the classroom, and reveals how to think creatively about training in any situation. Based on the author’s nearly three decades of training experience, this invaluable resource gives trainers the tools to adopt a fun, energetic approach that will make for a stimulating learning environment. Readers will learn new methods for: * setting the right tone * uncovering participant needs * grouping participants and selecting leaders * avoiding and reclaiming turned-off learners * encouraging and rewarding participation * and much more! Filled with checklists, forms, resources, and dozens of “”Bright Idea”” blurbs, The Creative Training Idea Book will help trainers and their learners achieve maximum learning results.

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Write Up The Corporate Ladder
$22.99

Anyone who wants to succeed in the workplace needs to present ideas clearly, persuasively . . . and in writing. But until now, business-writing books have emphasized rules and mechanics, which often stifle the writing process. Write Up the Corporate Ladder introduces a new, simplified approach to writing based on the way professional writers write, emphasizing the importance of “writer’s intuition” and “message over mechanics” to enable readers to write both faster and smarter on the job. This helpful book spells out the difference between good, bad, and mediocre writing, provides step-by-step instructions for bringing out your own best ideas, and features personal interviews with Fortune 500 executives and best-selling business authors like Ken Blanchard, Michael Lewis, Suze Orman, and others. Valuable tools include: * Tips on how to break the rules that undermine effective business writing * A special chapter on writing content-rich one-page memos and concise e-mails * A custom Action Plan for determining skill level and tracking improvement * A comprehensive list of online writing resources

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Debugging : The 9 Indispensable Rules For Finding Even The Most Elusive Sof
$18.99

When the pressure is on to root out an elusive software or hardware glitch, what’s needed is a cool head courtesy of a set of rules guaranteed to work on any system, in any circumstance. Written in a frank but engaging style, Debuggingprovides simple, foolproof principles guaranteed to help find any bug quickly. This book makes those shelves of application-specific debugging books (on C++, Perl, Java, etc.) obsolete. It changes the way readers think about debugging, making those pesky problems suddenly much easier to find and fix. Illustrating the rules with real-life bug-detection war stories, the book shows readers how to: * Understand the system: how perceiving the “”roadmap”” can hasten your journey * Quit thinking and look: when hands-on investigation can’t be avoided * Isolate critical factors: why changing one element at a time can be an essential tool * Keep an audit trail: how keeping a record of the debugging process can win the day

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Call To Action
$27.99

Call to Action includes the information businesses need to know to achieve dramatic results from online efforts. Are you planning for top performance? Are you accurately evaluating that performance? Are you setting the best benchmarks for measuring success? How well are you communicating your value proposition? Are you structured for change? Can you achieve the momentum you need to get the results you want? If you have the desire and commitment to create phenomenal online results, then this book is your call to action. Within these pages, New York Times best-selling authors Bryan and Jeffrey Eisenberg walk you through the five phases that comprise web site development, from the critical planning phase, through developing structure, momentum, and communication, to articulating value. Along the way, they offer advice and practical applications culled from their years of experience “in the trenches.”

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Cost Management Toolbox
$36.99

Managers rarely get financial information the way they really need it. How can a nonfinancial manager minimize costs with the financial information he or she does get? By reading and absorbing this clear, concise new book. The Cost Management Toolbox lucidly explains how financial information–especially information relating to costs–is generated and reported in today’s service and manufacturing organizations. Avoiding hard-to-grasp technicalities, it shows business professionals how to: * Accurately determine how well their business is performing* Quickly diagnose financial and operational problems * Effectively evaluate new business propositions * Confidently forecast future trends and project future costs * Strategically plan and prepare a departmental budget * Strictly analyze costs, including the rarely-discussed area of service costing.

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Property Management Tool Kit
$24.99

Making money through real estate investments isn’t as simple as buying up property and hoping for the best — you have to know what you’re doing. The fact is, how you manage a property directly affects how profitable it will be. The Property Management Tool Kit goes beyond the basics, giving you all the guidance you need to successfully manage your properties, avoid pitfalls, and make a profit. You’ll find out how to: * Add value to your property, including which improvements to make or avoid * Address legal concerns, tenant issues, and administration and maintenance * handle monetary factors such as cash flow, record-keeping, and rent collection * Expand your portfolio and establish financial goals * Hire a team, partner with vendors, and use advertising In addition, you’ll find helpful management tools: a market survey; rental criteria; and sample documents and forms, including a rental application, a lease, a guest screening card, rules and regulations, renewals, a vacancy report, a maintenance log, and much more. Practical and informative, this is the one book you need to successfully manage your properties.

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Crunch Point : The 21 Secrets To Succeeding When It Matters Most
$12.99

In business and in life, things seldom go exactly as planned. You’ve probably figured out how to navigate around the little bumps, but what about full-blown crises, the kind with the potential to derail a company or send your personal life spinning out of control? Crunch Point presents a series of proven, practical techniques for overcoming any setback that may come your way — on the job, at home, or anywhere in your life. In an accessible, no-time-to-lose format, success expert Brian Tracy gives you the motivation, techniques, and confidence to grab tough and urgent problems by the horns and solve them — quickly, decisively, and completely. Crunch Point reveals Tracy’s 21 proven ways to: * Take control of the situation * Stay calm and rational — even in a crisis * Communicate clearly, constantly, and authoritatively with the key people around you — the skill that can make all the difference between failure and success * Identify and remove all obstacles to resolving the problem * Deal with problems more effectively by handling them systematically instead of randomly or emotionally, as most people do * Develop unshakeable courage and super-high self-confidence * Generate cash flow when the crisis is financial in nature * Never lose focus on your customers, no matter how dire the situation may seem * Cut your losses, when necessary, and save time and money in the long run Each chapter offers a selection of problem-solving strategies, complete with powerful action steps you can take regardless of the nature or size of the problem. It’s inevitable: At some point, the you-know-what is sure to hit the fan. Dealing with a crisis may never be easy or pleasant, but with the universal problem-solving techniques presented in Crunch Point, you’ll have the confidence and skills to rise above whatever comes your way — and you’ll be the one everyone calls “great under pressure.”

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Doing Gods Business
$28.99

Christians have likely been struggling with the place of business in the life of faith ever since Paul’s days as a tentmaker. Just how do the spheres of private devotion and public business intersect in a meaningful way?
This book tells how readers can find lasting and satisfying meaning for marketplace involvement in the light of the Christian faith and tradition. Stevens explores the potential of business as a location for practicing everyday spiritual disciplines and as a source of creativity and deeper relationship with God.

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Kindness Revolution : The Company-Wide Culture Shift That Inspires Phenomen
$22.99

Despite years of focus on the importance of customer service, most businesses still have a lot to learn. Too many merely tweak a script, roll out a new offer, then disappear from the scene, leaving their frontline staff — often underpaid and badly overworked — to expertly, cheerfully handle all the real-life encounters with real-life customers who can make or break a company. That’s no way to run a business, says customer service expert Ed Horrell. If you treat your frontline employees with indifference or disregard, you can expect them to treat your customers with indifference — and you can then expect to have indifferent customers who will drop you for the next best thing without a murmur of regret. Combining extensive research with inspiring real-life examples from companies known for their outstanding customer service — such as L.L.Bean, Chick-fil-A, Nordstrom, Mrs. Fields, St. Jude Children’s Research Center, The Ritz-Carlton, FedEx, and more — Horrell explains in The Kindness Revolution that providing exceptional, compassionate customer service can only happen when you build a deep and lasting relationship with your employees. And it is kindness, says Horrell, that most characterizes that relationship. The Kindness Revolution traces the culture characteristics of the standout companies, including their strong conviction that: Each employee has an important job to do. Their corporate entity has a meaningful purpose-to serve the customer in a way that delivers value. Each employee should be empowered to make decisions. They attract the best employees and customers by running an organization based on sincerity and consideration. There is value in dignity and respect and courtesy — and kindness. For organizations large and small, of any size or industry, The Kindness Revolution is a resounding wake-up call to change the way your company thinks about its employees, and to practice the basic values of dignity, respect, courtesy, and kindness from top to bottom throughout your organization. The way you treat your employees will be the way they treat your customers. Follow the wise advice and insightful examples in The Kindness Revolution, and experience the enormous payback in loyal customers, a more prosperous company — and a better way of life.

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Loving Monday : Succeeding In Business Without Selling Your Soul (Expanded)
$27.99

SKU (ISBN): 9780830833900ISBN10: 0830833900John BeckettBinding: Trade PaperPublished: July 2006Publisher: InterVarsity Press Print On Demand Product

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Psychology Of Selling
$19.99

Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the “Psychology of Selling” that is more important than the techniques and methods of selling.
Tracy’s classic audio program, The Psychology of Selling, is the best-selling sales training program in history and is now available in expanded and updated book format for the first time. Salespeople will learn:

“the inner game of selling”
how to eliminate the fear of rejection
how to build unshakeable self-confidence
Salespeople, says Tracy, must learn to control their thoughts, feelings, and actions to make themselves more effective.

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Safe Place For Dangerous Truths
$19.95

No more “checking for feet.” This illuminating guide gets people to tell the truth at the meeting–not in the bathroom afterwards. Almost everybody does it–lie, that is. In one recent survey 93% of people admitted to lying regularly at work! Why? Because it’s safer than telling the truth. Sadly, organizations cannot succeed in this poisonous world of half-truths, strategic omissions, and doctored information. To function optimally, businesses must create an environment where people feel free to tell the truth, no matter how disturbing. Only then can organizations unleash the responsiveness, creativity, and enthusiasm necessary to achieve their goals. This unique book shows how, using the formal process of “dialogue,” such a place can be built. In a lively discussion, the author shows managers how to use this technique to encourage truth-telling by reducing fear, prompting self-examination, and opening minds * build trust where suspicion and cynicism held sway * inspire individuals to think and learn as a group * help groups talk through tough issues and move to collaborative action.

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Laugh And Learn
$19.95

We may not all be born comedians, but most people are naturally humorous, says Doni Tamblyn, a comic-turned-trainer whose humorous techniques bring serious results at clients such as Chevron, Wells Fargo, and other Fortune 500 companies, universities, and government entities. While Laugh and Learn offers plenty to keep smiles on the faces of trainers and their students, it’s not a collection of one-liners and knock-knock jokes. It’s an enlightening and practical look at how teachers and training professionals can inject elements of entertainment, creativity, humor, and emotion into their existing methods, even when dealing with serious or technical topics. Filled with fun, challenging, and thought-provoking exercises to help readers feel more comfortable being funny, the book also provides dozens of workshop activities and techniques to introduce humor into the learning environment. Combining the latest brain studies and humor research with the author’s own 23 years of experience in comedy and corporate training, Laugh and Learn is a fascinating look at what makes learners perk up, pay attention — and remember!

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Fire Someone Today
$18.99

Bob Pritchett started his first business at age six. In high school, he ran a software company that sold to Fortune 500 companies. By the age of 20, he had cofounded Logos Research Systems, Inc. He has seen the ups of high profits and the downs of a failed IPO attempt. Pritchett’s successes and failures led him to write Fire Someone Today. Far from a treatise on giving employees the axe, Fire Someone Today uses four categories-People, Leadership, Finance, and Operations-to cover a wide range of issues unique to the more than 20 million small business owners in the United States. Filled with hands-on advice and practical examples from real businesses, the book takes a no-nonsense approach to the uncomfortable decisions and actions that every manager, business owner, or entrepreneur must face.

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Giants Of Sales
$22.99

Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants, and offers concrete examples of how they still work in the 21st century. The book reveals how: * In his quest to sell a brand new product known as the cash register, John Henry Patterson came up with a repeatable sales process tailor-made for his own sales force * Dale Carnegie taught people how to win friends and influence customers with powerful methods that still work * Joe Girard, listed by Guinness as the world’s greatest salesman, didn’t just sell cars, he sold relationships-and developed a successful referral business * Elmer Wheeler discovered fundamental truths about persuasion by testing thousands of sales pitches on millions of people, and achieved great success in the middle of the Great Depression Part history and part how-to, The Giants of Sales gives readers practical, real-world techniques based on the time-tested wisdom of true sales masters.

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Billy Alfred And General Motors
$19.99

You couldn’t find two more different men. Billy Durant was the consummate salesman, a brilliant wheeler-dealer with grand plans, unflappable energy, and a fondness for the high life. Alfred Sloan was the intellectual, an expert in business strategy and management, master of all things organizational. Together, this odd couple built perhaps the most successful enterprise in U.S. history, General Motors, and with it an industry that has come to define modern life throughout the world. Their story is full of timeless lessons, cautionary tales, and inspiration for business leaders and history buffs alike. Billy, Alfred, and General Motors is the tale not just of the two extraordinary men of its title but also of the formative decades of twentieth-century America, through two world wars and sea changes in business, industry, politics, and culture. The book includes vivid, warts-and-all portraits of the legends of the golden age of the automobile, from Crazy” Henry Ford, Ransom Olds, and Charles Nash to the brilliant but uncredited David Dunbar Buick and Cadillac founder Henry Leland. The impact of Durant and Sloan on their contemporaries and their industry is matched only by the powerful legacy of their improbable and incredible partnership. Characters, events, and context — all are brought skillfully and passionately to life in this meticulously researched and supremely readable book.”

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78 Important Questions Every Leader Should Ask And Answer
$18.99

Great leaders have many talents, but one critical skill — often unrecognized — is the ability to ask and answer questions. This unique book offers 78 questions that leaders at all levels need to ask and answer both inside and outside the organization. Leaders who master this question-response technique will gain much useful information about what is really going on in their businesses, as well as the admiration of employees, customers, and others with whom they interact. The questions and answers cover a range of common and uncommon situations, including: the need to connect employees’ efforts to company goals; layoffs, business downturns, and mergers; personal crises of employees; coaching and mentoring sessions; and customer retention. The book even includes advice on answering questions when the answer is “I don’t know” or “I can’t tell you.” With worksheets in each chapter, it prepares leaders to ask important questions of: * Customers (“Why do you do business with our competition?”) * Employees (“What’s a recent management decision you didn’t understand?”) * And even themselves (“What do I want to be remembered for?”)

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Generating Buy In
$17.99

The power not just to persuade, but to inspire. Anyone interested in influencing fellow human beings can benefit from this book’s wise and practical advice. It’s a keeper!” –William Ury, Harvard Law School, Coauthor of the best-selling Getting to Yes The ability to influence people’s thoughts and feelings, to generate their buy-in, has emerged as the paramount leadership skill. The strongest leaders are those who create a positive vision of the future, paint a “”big picture”” that generates action by tapping into people’s emotions, ask for a commitment, and inspire their listeners to take steps toward the goal. Generating Buy-In: Mastering the Language of Leadership will help you master the powerful language that breeds such a commitment. Through real-world case studies and exclusive interviews, Generating Buy-In imparts a revolutionary yet practical approach to: * Crafting a strategic story that projects a positive future to your audience * Speaking the language of buy-in with images that mold powerful thoughts and emotions in your listeners * Putting the language to work in service of your goal — whether the goal is to raise sales, inspire a work force, or win a Presidential election. “”This book unlocks secrets top leaders have applied through the ages. Instinctively you know that Mark Walton has hit the bulls-eye, because it feels right in your heart and your gut. Wonderfully simple and effective!”” — Ron Kirkpatrick, National Manager, Toyota Motor Sales, USA Complete with examples, practical exercises, sample business scenarios, and a foreword by William Ury, coauthor of the best-selling Getting to Yes, Generating Buy-In is an indispensable resource for leading and succeeding in today’s fiercely competitive world!”

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Fundamentals Of Preventive Maintenance
$39.95

Plant engineers and maintenance managers know from experience: All manufacturing equipment will break down, often at the worst possible moment. To survive in today’s lean-and-mean manufacturing environment, companies must head off these breakdowns with a preventive-maintenance management program that is both systematic and flexible — and geared toward minimizing downtime and maximizing equipment life. Fundamentals of Preventive Maintenance provides readers with an easy-to-follow, economically sensible maintenance and workorder management program. This results-driven guidebook outlines a 7-step process for designing and implementing the program, describing what needs to be done — and why. Designed to transform an often unwieldy program into one that can be effectively managed, it provides hands-on techniques for: * Establishing critical scheduling protocols * Managing the daily workorder schedule * Developing and issuing preventive maintenance workorders * Monitoring the program and making improvements

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Trust Or Consequences
$24.00

The recent rash of corporate scandals-and the ensuing financial ruin of companies and their stockholders — proves that even the bluest of blue chip businesses cannot bank on the blind faith of consumers and investors. More than ever, corporations must rebuild, restore, and strengthen bonds of trust. Al Golin has helped create trust strategies for global business leaders including The Walt Disney Company, Hewlett-Packard, McDonald’s, Toyota, Owens-Corning, and many others. Trust or Consequences shows what makes such strategies work, and reveals the eye-opening results of a survey of over 700 business professionals. This essential book reveals how to: * create an effective trust strategy * determine the impact of trust issues on stakeholders * assess trust-building performance and calculate the difficulty of restoring trust * create a “”trust bank”” for saving deposits of good will to draw on as needed Trust or Consequences offers tools for identifying trust opportunities, as well as numerous inside accounts of trust-building successes and failures by high-profile organizations and leaders. Filled with provocative ideas about why many companies overlook trust issues, Trust or Consequences brings the subject to center stage — where it must remain if companies are to regain stakeholder loyalty and competitive advantage.

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Project Management Step By Step
$29.95

Project management can seem like a daunting endeavor to the untrained and uninitiated. Here is a book that spells out the basics of implementing a project management model and encourages critical thinking about how project management can help a company accomplish its business objectives. Offering clear, concise explanations of different project phases, Project Management Step-by-Step also includes six case studies — positive and negative, real and fictional — that show clearly how project management works in the real world. The book is fully consistent with the newly updated Project Management Body of Knowledge, so its observations and recommendations are consistently applicable and thoroughly field-tested. Richman’s clear, accessible text is augmented with discussion questions, exercises, diagrams, charts, and a comprehensive glossary. Special passwords to free online information for students, instructors, and project management professionals are alone worth the price of the book. Written in plain, jargon-free English, Project Management Step-by-Step is an incisive and complete guide — truly a perfect introduction to project management.

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Complete Equipment Leasing Handbook
$55.00

Equipment leasing is one of the most complex aspects of business finance in existence, involving sophisticated concepts often understood only by experts. Consequently, business executives and purchasing professionals often fail to maximize their leverage in signing leases, or opt instead to purchase equipment outright at staggering costs. Combining the author’s Handbook of Equipment Leasing with the tools from his Complete Book of Equipment Leasing Agreements, Forms, Worksheets, and Checklists, this comprehensive volume provides the legal, financial, and business background essential for evaluating, negotiating, and documenting successful equipment lease transactions. This invaluable resource for lessors and lessees answers questions like: * How does the leasing marketplace really work? * What is the best way for a company to solicit lease bids? * What economic and tax risks does a lessor face? * When is leasing a poor choice? The book also addresses crucial issues like profit strategies, forming and running a leasing company, and the leasing of equipment in the growing international market.

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Fundamentals Of Sales Management For The Newly Appointed Sales Manager
$18.95

Making the leap into sales management means meeting a whole new set of challenges. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have to think on your feet — or face the possibility of not living up to expectations. Easy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader. You’ll learn how to: * Make a smooth transition into management. * Build a superior, high-functioning sales team. * Set objectives and plan performance. * Delegate responsibilities. * Recruit new employees. * Improve productivity and effectiveness. Based on the bestselling American Management Association seminar, the book supplies you with indispensable, need-to-know information on communicating with your team, your bosses, your peers, and your customers; developing a sales plan and understanding the relationship between corporate, department, and individual plans; applying crucial time management skills to your new role; managing a sales territory; interviewing and hiring the right people; building a motivational environment; compensating your people; and understanding the difference between training, coaching, and counseling-and knowing how to excel at each. You can’t make the leap into sales management successfully without the proper tools and information under your belt. Fundamentals of Sales Management for the Newly Appointed Sales Manager gives you everything you need to win the respect of your peers and colleagues, and immediately excel at your challenging new responsibilities.

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Business By The Book
$19.99

Now readers can approach the new millennium by incorporating Burkett’s tried and true advice into their business world with this updated edition of the best-selling classic containing some of the actual study material used in Burkett’s worldwide seminars.

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100 Mile Walk
$19.95

Each generation leads in its own way. But to progress together, they must find ways to bridge the divide between their perspectives. Recognizing that truth, a 65-year-old traditional CEO and his 35-year-old Zen entrepreneur son embark on a six-month-long, 100-mile walk. As they stroll the streets of New York and New Orleans, trek through the Blue Ridge Mountains, and hike along the Long Island coast, they talk about their experiences, their outlook on life and work, the achievements of leaders they have known, and how each views the nature and purpose of leadership. Ultimately, the two men agree on nine key traits and practices essential to all leaders — from principles and passion to performance and even paranoia — and on how leaders and aspiring leaders can follow them consistently. Father and son also discover a lot about each other, their relationship, and the way two generations set apart by so many differences can respect and learn from each other.

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How To Lead And Still Have A Life
$19.98

Dale Burke’s unique and powerful book Less Is More Leadership now in a trade binding is easier to keep on hand. Burke reveals how to work smarter and more efficiently to garner success that far exceeds results of the “work harder and longer” tactics.

Readers will gain knowledge of eight key disciplines based on Christ’s leadership style, including:
*Spirituality-the Power of Convictions
*Humility-the Power of Servant-leadership
*Imagination-the Power of Vision
*Mobilization-the Power of Letting Go
*Innovation-the Power of Creativity

Business and ministry professionals, lay leaders, churches, schools, and anyone looking to transform their work, home, and life with the power of a new way of thinking will be empowered by these principles.

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Leading Leaders : How To Manage Smart, Talented, Rich, And Powerful People
$22.99

Whether you were born a leader or have had leadership thrust upon you, you’re in for a whole new set of challenges when managing other leaders. Think of the qualities that have brought you to a leadership role: your vision, confidence, and charisma, or perhaps your experience, unique skills, expertise, or network of powerful allies. Now remind yourself that other leaders share some or all of these qualities with you. The leaders you are called upon to lead may be other executives, highly educated experts, investors, board members, government officials, doctors, lawyers, or other professionals. The potential contributions of these elites to any organization are vital, but the likelihood of friction is also high if you don’t manage relationships carefully. In any case, they are people with significant resources — and strong opinions. How do you leverage the assets of the talented and powerful while making sure that egos remain unbruised? Leading Leaders breaks the challenge down into the Seven Daily Tasks of Leadership, and shows you how to carry out each task when you have to manage other leaders. The seven tasks and the special challenges they entail in leading leaders are: 1. Direction How do you negotiate a vision for the organization that other leaders will buy into? 2. Integration How do you make stars a team? 3. Mediation How do you resolve conflicts over turf and power among other leaders so the organization can move forward? 4. Education How do you educate people who think they are already educated? 5. Motivation How do you move other leaders who already seem to have everything” to do the right thing for the organization? 6. Representation How do you lead your organization’s outside constituents while still leading leaders inside? 7. Trust Creation How do you gain and keep other leaders’ trust, the vital capital that your own leadership depends on? Drawing on the author’s own leadership experience as well as his research in the corporate, political, academic, and professional worlds, Leading Leaders answers these questions with a clear set of effective rules for all managers to follow in successfully leading other leaders.”

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Roadmap To Strategic HR
$22.99

Foreword by Dave Ulrich “It is easier to conceptualize, conceive, and write about utopia than to actually make it happen. Thirty years ago, when some of us chose to go into academics and live more in the world of ideas, Ralph Christensen chose to go into the world of practice. To be honest, he was then and is now one of the best thinkers’ in the profession — and he has shown repeatedly that he can turn ideas into action.”” — Dave Ulrich, from the Foreword For decades now, human resources professionals have sounded the drumbeat of change: HR must transform itself from an administrative function into a strategic business partner. But it has been said so often, for so long, and with so little concrete, real-life information on how to actually achieve this new mission, that the message often sounds like a wouldn’t-it-be-nice scenario. But it isn’t. More and more traditional HR activities are being farmed out to service centers, external vendors, and line managers. The work of HR is changing, and more and more professionals realize that to succeed in the future they must be part of the team that makes important business decisions. Roadmap to Strategic HR is a sorely needed prescription for achieving strategic focus in complex organizations. Drawn from the author’s more than 25 years of experience and insights as an HR practitioner at Hallmark and other companies, the book outlines a 10-step, results-oriented plan for making the transition. It helps you integrate top-quality tactical work with innovative internal systems — talent systems, training systems, reward systems, or work processes — that will meet the strategic business demands of your organization. Easy-to-read, thought-provoking, and packed with real-world examples of what worked and what didn’t at Hallmark, Roadmap to Strategic HR helps you: * Boil down the reams of research and concepts into a comprehensible plan you can successfully implement. * Understand the business realities that are driving change, including employees afraid for their jobs, and demanding and scarce customers. * Compress the multitude of HR activities into five fundamental processes: workforce planning and staffing, learning and development, organization development, performance management, and employee relations. * Examine each of the five processes through a powerful strategic lens. * Resolve the tensions between HR specialists and HR generalists. * Build a real partnership between the frontline managers and HR staff. *

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More Bricks Less Straw
$25.99

IVP Print On Demand Title

In today’s cutthroat business environment, leaders are expected to do more with less. Bottom lines are on the increase; available resources on the decrease. Worse, managers must achieve these grand goals while keeping morale at an all-time high. This isn’t just a trend. It’s the state of business today. And really, it’s nothing new. In ancient Egypt, the Israelite slaves were forced to make more bricks with less straw. With fewer and fewer resources, the Israelites had to find ways to meet higher and higher demands.

David Farrington transports this and other familiar Bible stories into the modern workplace, demonstrating timetested solutions-delegation of authority, effective communication, consensus building, and more-for today’s time-pressed business leaders. As a veteran of consulting for Fortune 500 companies, Farrington knows how to produce more effective business leaders. His penetrating insights give leaders innovative strategies for building morale and creating a positive work environment, making the most of workers’ efforts in a way that is beneficial to you, your team, and your entire organization.

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Good To Great And The Social Sectors
$17.99

Building upon the concepts introduced in Good to Great, Jim Collins answers the most commonly asked questions raised by his readers in the social sectors. Using information gathered from interviews with over 100 social sector leaders, Jim Collins shows that his “Level 5 Leader” and other good-to-great principles can help social sector organizations make the leap to greatness.

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Survival Guide For Working With Bad Bosses
$18.99

Being saddled with a terrible supervisor can turn even the best job into a nightmare. Unfortunately, not every boss is the great symbol of managerial perfection one would hope for. In fact, more people than not consider themselves stuck with a “bad boss.” But short of remaining miserable or quitting a job, what can be done about it? A Survival Guide for Working with Bad Bosses provides readers with savvy, practical advice for coping with managers and supervisors who are mean, incompetent, unethical, and worse. The book includes powerful strategies for not only working with — but thriving under — such bad boss types as: * The Great Betrayers — how to defend yourself against a corporate backstabber * The Know-Nothing Bosses — what to do when a boss is clueless * The Bad Communicators — how to respond when a boss is consistently unclear Whether a boss is high-strung, incompetent, or a power-mad tyrant, this book has the solution.

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Developing The Leaders Around You
$19.99

Developing leadership qualities in others is the way to ensure success in today’s competitive world because the one asset that truly appreciates within any organization is people. People can grow, develop, and become more effective if they have a leader who understands their potential value.

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Making Sense Of Strategy
$14.95

Business strategy is not rocket science. It’s about using pertinent information to make smart decisions, and doing it fast enough to keep your business ahead of the curve. And while many companies have embraced the 24/7 business paradigm, their strategies come from the 9-to-5 era. Plain and simple, most strategic planning efforts fail because they can’t keep up with the evolving demands of the market. Standing apart from the piles of discarded management wisdom, Making Sense of Strategy provides real, practical insights and advice for 21st-century businesses. Top strategy consultant Tony Manning cuts through layer after layer of “guru” babble to bring the reader only the most genuinely valuable information: the questions that need to be asked, the principles that every organization and its people must adopt, and the tools that every company needs in order to develop their core business strategies and create profit. Manning’s refreshingly streamlined approach to strategy encompasses: * The value of shared ideas * The importance of creating and sustaining unique communities for your products or services * The link between a company’s values and those of its customers and shareholders * And why strategic management is ultimately a conversation, one that empowers its participants with a sense of purpose and ownership. A real-world, no-nonsense guide, Making Sense of Strategy is the key to turning plans into action — fast!

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Winning With People Workbook
$17.99

What kind of price would you put on good people skills? Ask the successful CEOs of major corporations, entrepreneurs, top salespeople, teachers, pastors, and parents what characteristic is most needed for success in leadership positions, and they’ll tell you– it’s the ability to work with people.

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Soul At Work
$27.95

Benefiel shows, using complelling stories of contemporary businesses, healthcare organizations, an dnon-profits that integrity, profitability, and personal and organizational transformation are all of a piece.

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Real Time Contact Center
$27.95

To get a competitive edge in a world of commoditized service, companies have to convert their reactive, cost-oriented contact centers into predictive, engaged, revenue-generating, real-time profit centers. A real-time contact center provides an outstanding customer experience, enhances loyalty, increases sales, reduces expenses, and streamlines information flow between the center and the company at large — all of which adds up to substantial bottom-line improvement. The Real-Time Contact Center is a practical guide to building a service infrastructure that will simultaneously exceed your customers’ expectations, and build revenues. This timely book will help you: Establish the business case for transforming your contact center into a real-time profit center. * Sort through the technologies and systems that enable real-time contact centers, and learn the best ways to use them. * Build profitable relationships with sales and marketing. * Strengthen your self-service applications to improve their efficiency and to reduce dependence on service representatives, enabling significant cost reductions. * Hire, train, and motivate staff to keep your contact center at the top of its game. * Make smart, ethical decisions regarding offshore outsourcing. The book is packed with step-by-step implementation plans for migrating from your current model to the real-time contact center, and offers a complete package of winning strategies, practical guidelines, and best practices. Each chapter includes self-assessment checklists for use by all the crucial players in your contact environment. The Real-Time Contact Center analyzes the business trends that are driving change in the contact center market, and provides vendor names and a market overview of key call center technology, systems, and applications. The book also discusses how to optimize management and processes to ensure your people are well positioned to deliver extraordinary service with every interaction. Most importantly, The Real-Time Contact Center will show you how to make this crucial transformation without disrupting your current service initiatives. With the powerful tools and practical recommendations in this book, you will transfer quickly and seamlessly to a world-class contact center that’s designed to generate substantial revenue, delight your customers, reduce expenses, and make your organization the envy of its industry.

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Lifes Too Short To Yell At Your Computer
$9.99

The frustrations of work can build until we’re ready to scream! But life’s too short to allow the aggravations of the workplace to spill over into our hearts. This charming book is a gentle reminder to slow down, take a breath, and enjoy the journey. Life’s too short not to!

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Managing Crises Before They Happen
$22.99

From tragic accidents to public relations fiascos, we live in an increasingly crisis-ridden society. In fact, half of the major industrial accidents of the past century occurred in the last 20 years. Incidents such as Bhopal and the Exxon Valdez have become embedded in our consciousness, cultural icons of the worst sort. Other crises, less devastating but with serious impact on their businesses, occur almost daily. Why is this–and what can be done to reverse this disturbing trend? According to Ian Mitroff, one of the world’s leading experts on crisis management, the rise in the crisis rate is due to an ingrained “it-can’t happen-to-us” mentality–which, in turn, leads to a total lack of preparedness for crises. His solution? Find out in Managing Crises Before They Happen. This fascinating book provides readers with a powerful framework that will help them: * Recognize the early warning signals that almost always precede a crisis * Focus on the big picture, not just the details * Avoid becoming either the victim or the villain in a crisis situation * Understand the importance of personal character, corporate culture, and thinking outside the box to effective crisis management * Learn from one crisis things that can prevent or ameliorate the next.

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How To Design Implement And Interpret And Employee Survey
$34.95

Employee opinion is the most important barometer of employment conditions at any company. But marshalling hundreds (or thousands) of individual perceptions into a cohesive workplace inititative demands an organized approach. McConnell presents a practical start-to-finish methodology for getting the most out of an employee opinion survey, from determining what conditions to survey to completion of follow-up procedures. Adaptable to any purpose and organization, McConnell’s proven strategies cover: * Do’s and don’ts of question design * Selecting response type (multi-choice, rating scales, etc.) * Practical methods for ensuring validity and reliability * Survey administration Additional chapters cover the nuts and bolts of implementation, communicating with employees about the survey, and how to score, group, and report survey results. Not least, this crucial book shows how to use survey results as a springboard to improved management/employee communication, working conditions, and productivity. CD-ROM included.

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Soldier Statesman Peacemaker
$22.99

Foreword by Fred Smith, President and CEO, Federal Express No list of the greatest people of the 20th century is complete without General George C. Marshall. Winston Churchill called him the “organizer of victory” and “the last great American.” President Harry Truman referred to him as the “great one of the age.” Tom Brokaw called him the “godfather” of “the greatest generation.” Even so, many people know Marshall’s name without being able to recall his many astonishing accomplishments. Among them: * He personally trained future generals Eisenhower, Bradley, Ridgeway, Patton, and others. * As Chief of Staff of the U.S. Army before and during World War II, he oversaw its expansion from a small, homeland defense force — smaller than Bulgaria’s — into the mightiest army ever assembled. * As Secretary of State, he introduced the “Marshall Plan,” which literally rescued Europe after the war. * He was the first professional soldier ever to win the Nobel Peace Prize and was twice named Time’s Man of the Year. Marshall’s extraordinary career reflects unparalleled leadership traits and consummate skills, among them vision, candor, a commitment to action, the ability to listen and learn, and not least, selflessness. In an extraordinary chronicle and analysis of legendary leadership, Jack Uldrich brings the life and achievements of General Marshall front and center — where they have always belonged.

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Qualcomm Equation : How A Fledgling Telecom Company Forged A New Path To Bi
$19.95

Featuring a foreword by George Gilder If you’re a Qualcomm customer or stockholder, or in fact if you have a stake in almost any cellular service or even just use a mobile phone, you’re no doubt aware of the enormous impact on the development of cellular technology by actress and sex symbol Hedy LaMarr. All right, perhaps you’re surprised. The telecom industry has never been short on surprises, and the above example is no exception. Nor is it an exaggeration. Read the book. Similarly, it is not an exaggeration to say that Qualcomm, through a combination of technological superiority, cunning business acumen, and sheer tenacity, has become the undisputed standard by which telecom companies now measure themselves. In short order, they have also become a model of substantial and sustained growth that businesses in all industries should emulate. Qualcomm’s rise mirrors that of the cell phone itself. Both are ubiquitous, both continue to evolve rapidly, and both turned the status quo on its head. The Qualcomm Equation reveals crucial but little-known information on the history of cellular and wireless technology — some of which dates back to World War II — and shows how the company grabbed the wave just as it began to rise. How did they do it? Even while most competitors were using an essential technology, Qualcomm believed in an alternative they had developed, and continued to refine and promote it until at last it caught on. The Qualcomm Equation details how the fledgling company, while their rivals simply duked it out for more customers, made a killing not only by offering great service, but also by leasing their superior standard technology to other telecom companies. While Qualcomm grew its own customer base, they had also, in essence, found a way to make more money the bigger their competitors got. How can you apply the Qualcomm model in your industry, and in your company? Following Qualcomm’s example, your company can: * attract investors by presenting even complex products and technologies in customer- and market-focused language * prove that its product is essential not only to customers but also to competitors — so that they come to depend on you rather than trying to defeat you * make its product and its operations compatible with those competitors, turning rivalries into profitable strategic alliances * learn from setbacks, and leverage the knowledge and strengths of your partners to overcome obstacles You’ll also learn crucial strategies to help

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Why Some Companies Emerge Stronger And Better From A Crisis
$24.95

Like many companies over the last few years, yours has probably done a great deal to reassess its physical, strategic, and financial vulnerabilities. But there is a huge difference between business continuity planning and true crisis management. Do your company and employees have the necessary “IQ” not only to withstand a crisis but also to come through it with strength and confidence? Ian Mitroff, recognized around the world as an authority in crisis management, has created a plan that goes well beyond “disaster preparedness” to help your company get accustomed to working in the face of some unsettling facts: * In an age of terror, cyberattacks, large-scale corporate fraud and more, crisis is no longer a question of if, but of when. * Your company, no matter its size, industry, or location, is not immune from this reality. * Your contingency planning will only be as effective as the human beings charged with putting it into action. Mitroff outlines seven distinct competencies your organization needs to handle crises effectively: * Right Heart (emotional IQ): By accepting crisis as an inevitability, you can process much of the shock and grief beforehand, and avoid making the effects of the crisis even worse through an unconstructive response. * Right Thinking (creative IQ): “Crises don’t give a damn for the ways in which we have organized the world,” so out-of-the-box thinking is essential. * Right Social and Political IQ: Understand that your business is subject not only to the particular pitfalls of its industry, but also to the universal and complex challenges that threaten all companies. * Right Integration (integrative IQ): Realize that crises are perceived differently by different stakeholders, and are never simple “exercises” that can be “solved.” Identify and reconcile these perceptions now so that the path is clear when the crisis strikes. * Right Technical IQ: “Think like a controlled paranoid” to uncover ways in which malicious forces could cause a crisis in your company. Question every assumption about what is “normal,” “impossible,” or “absurd.” * Right Aesthetic IQ: Reconsider the classic design of the corporation, which is meant to address problems as they arise, and move toward one in which crisis management is an overarching discipline on a par with, for example, finance. * Spiritual IQ: Reject the notion that people’s physical, mental, and spiritual beings are completely separate; recognize that crises cause us to question the very meani

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Business Tale : A Story Of Ethics, Choices, Success And A Very Large Rabbit
$14.99

Named one of the Best Business Books of 2003 by Library Journal! Wouldn’t it be nice if all executives had a magical rabbit-like the one in the movie Harvey — following them around reminding them to be ethical? In this charming fable, Aristotle (Ari, for short) is a pooka — a mythical, invisible creature with a penchant for advising against dishonesty. Our hero, Edgar P. Benchley, has been able to see and hear Ari since childhood, and as he journeys through his professional life, constantly faced with challenging questions of good conduct, Ari helps remind him that nice guys can succeed . . . even in the world of business. Much needed in these times when confidence in corporations has eroded, A Business Tale offers readers the inspiration to make ethical choices even when it isn’t easy or immediately rewarding. Following the story, the book also contains real-life examples and a 10-step action plan for ethical behavior in the workplace. A Business Tale is an easy-to-read, unforgettable “spoonful of sugar” to help companies and individuals digest the sometimes tart lessons of practical morality in the workplace.

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Brain Tattoos : Creating Unique Brands That Stick In Your Customers’ Minds
$18.99

Effective branding depends on the ability to leave a lasting (and positive) impression in the mind of the target audience. Brain Tattoos offers a practical approach — no complicated theories, marketing jargon, or unnecessary babble — that lets any business take its brand to the next level. Packed with tools that help readers identify their brand’s purpose, personality, promise, and point of difference, Brain Tattoos will help readers: * Develop the courage to break the mold and become truly distinct * Discover ways to enlist customers and others as “brand ambassadors” * Grasp their brand’s essence * Master brand building on any scale in any industry * Learn how to identify and use the most effective methods of brand communication * Learn how to leverage limited resources creatively Filled with creative ways to maximize market impact, Brain Tattoos is a true “how-to” book written with in-the-trenches business and marketing people in mind.

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