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No matter what business you're in, there is one ultimate driver for all that you do: sales. To survive, companies must sell. Whether you sell directly to mass-market customers, pitch to just one major buyer, or negotiate complex multiparty deals, knowing when and how to apply the right techniques can be the difference between a near-miss and making the sale. This collection provides the tools and tactics you need to succeed in today's demanding world of sales and selling.
Some of the ideas you'll discover include:
How to develop and sustain a low-pressure sales force to truly master the "soft sell" The two basic qualities that any good salesperson must have--and why they matter How to determine who really wants to buy, and how to pitch to the real decision makers Why the "pitcher" matters as much as the pitch--and how collaborating with "catchers" often leads to the biggest wins...
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Every day on the job, you face common challenges. And you need immediate solutions to those challenges. The Pocket Mentor Series can help. Each book in the series is packed with handy tools, self-tests, and real-life examples to help you identify your strengths and weaknesses and hone critical skills. Whether you're at your desk, in a meeting, or on the road, these portable, concise guides enable you to tackle the daily demands of your work with speed, savvy, and effectiveness.
The latest volume in the series: Executing Strategy
That strategy you've defined for your group is brilliant--promising better market share, higher profits, or some other impressive business result. But your strategy won't deliver the expected outcomes if you and your group don't execute itthat is, if you don't put it into action by implementing the right strategic initiatives.
This volume helps you master the challenging art of strategy execution. You'll learn how to:
-Craft action plans for the strategic initiatives required to meet your goals
-Keep your action plans on course despite the inevitable setbacks and surprises
-Cultivate employees' sense of ownership and accountability for your plans
-Create a group culture in which everyone views strategy as their job...
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Technologies, consumer preferences, and market dynamics are changing faster than ever. To help your company stay competitive in the face of accelerating change, you need to continually test and redefine your strategy. But strategic renewal isn't easy.
This book provides the ideas you'll need to refresh your competitive strategy as business conditions shift. A sampling of what you'll find:
How companies as diverse as GE and Amazon.com have spurred fresh growth by refining their talent management, marketing, and innovation strategies Ways to determine where your industry is heading and what its new direction implies for your strategyTactics for knowing when it's time to redefine your core businessPersuading your workforce to support a new strategy even when business is good...
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The Pocket Mentor series offers immediate solutions to the challenges managers face on the job every day. Each book in the series is packed with handy tools, self-tests, and real-life examples to help you identify strengths and weaknesses and hone critical skills. Whether you're at your desk, in a meeting, or on the road, these portable guides enable you to tackle the daily demands of your work with greater speed, savvy, and effectiveness.
Many organizations encourage diversity because providing equal opportunity for everyone is the right thing to do. A diverse workforce can also yield such important competitive advantages as a higher level of profitable innovation, a better understanding of market opportunities, and stronger employee productivity and commitment.
But as people with different backgrounds, beliefs, and values interact in the workplace, conflicts can arise. How can you foster diversity on your team and surmount the challenges that can come with it? This book teaches managers how to:
- Recruit a diverse team
- Foster an inclusive environment by replacing common misperceptions with facts
- Handle diversity-related conflict
- Tap the business value generated by the team's diversity...
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Every day on the job, you face common challenges. And you need immediate solutions to those challenges. The Pocket Mentor Series can help. Each book in the series is packed with handy tools, self-tests, and real-life examples to help you identify your strengths and weaknesses and hone critical skills. Whether you're at your desk, in a meeting, or on the road, these portable, concise guides enable you to tackle the daily demands of your work with speed, savvy, and effectiveness.
The latest volume in the series: Setting Goals
Setting goals is a key part of any manager's job. Through goal setting, you define business outcomes that you and your team will accomplish collectively and individually. Managed effectively, the goal-setting process creates a long-term vision that motivates you and your employees to reach even the most challenging objectives.
Use this book to start setting goals more skillfully in your group. You?ll find a wealth of suggestions to help you:
-Define unit and individual goals and express them according to five crucial criteria
- Set the stage for successful achievement of the goals you?ve defined
- Surmount obstacles and monitor progress toward your goals
- Extract lessons you can use to define and achieve future goals...
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Your hiring decisions can make or break your team. Hire the right employees, and your team's performance will soar. Bring the wrong ones on board, and you're likely to see productivity and morale plummet. How to hire right? Understand and master the many steps in the hiring process. This book helps you get started. You'll discover how to:
- Identify the skills and personal qualities needed in a new hire
- Recruit a diverse pool of qualified candidates
- Prepare for and effectively conduct a job interview
- Make a job offer correctly
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Few companies have so consistently inspired management best practices as Toyota. In everything from strategic operational design and quality improvement to integrated product development and management training, the company has achieved success through constant innovation. This collection shows just how Toyota does it--and how you can apply these same lessons to fuel success in your company.
Some of the ideas you'll discover include:
How rapid and sustained growth can create unique challenges--and how Toyota plans to overcome its own "speed bumps" The tremendous upside--and hidden dangers--of creating a modular production system How requiring employee experimentation from day one both enhances training and accelerates innovation...
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Even the best features and sharpest marketing won't matter if a customer can't find your product. Given all of today's channels and increasingly competitive shelf space, creating a successful retailing and merchandising strategy is a growing challenge. This collection provides the tools and tactics you need to succeed--from managing inventory to capturing value with point-of-purchase promotions. Some of the ideas you'll find include:
- How to balance intuition and experience with critical data to get the right products to stores at just the right time
- Whether merchandising optimization systems can create value for your company
- How pricing and merchandising "signposts" create new perceptions of value that can drive demand
- The five surprisingly simple essentials to successful retailing--and how to get them right
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