Letting People Go: The People-Centered Approach to Firing and Laying Off Employees

$21.99

If you manage people, you are probably responsible for firing them. And that’s not always an easy or pleasant task. This book sheds some muchneeded light on just how layoffs and firings can be and should be done right. So many companies mishandle terminations, resulting in lawsuits, mass employee exodus, theft, loss of productivity, brand destruction, and many other issues. This book addresses both layoffs and firings and describes how to perform them correctly. It also addresses the role leadership plays in terminations and teaches readers how to have tough conversations. While the target audience for this book may be human resource managers, it is also written for managers that direct people. You’ll benefit by learning how to avoid costly mistakes when terminating people and how to use properly executed terminations to your advantage. The author details such critical items as helping people let go, properly doing write-ups, following legal advice, choosing the right words, keeping theft control in mind, establishing golden parachutes, and performing professional exit interviews.

Culturally Intelligent Leadership: Leading Through Intercultural Interactions

$21.99

The purpose of this book is to outline the important ideas of cultural intelligence and the steps that must be considered and then practiced to become a culturally intelligent leader. The most important aspect covered within this book is that cultural intelligence is both a strategy and a tool towards cultural competency and proficiency. This book outlines the importance of understanding culture and its impact on organizations, the strategic value of cultural intelligence, and the significance of integrating and practicing cultural intelligence in everyday business life. When all these aspects are properly integrated and applied in the leadership and management process, organizations are more innovative and adaptable to respond to cultural changes.

Fundamentals of Writing for Marketing and Public Relations: A Step-by-Step Guide for Quick and Effective Results

$21.99

This book will help anyone who wants to learn how to write or simply how to improve when writing for marketing and public relations. The author brings to light a fantastic, easy-to-follow guide that provides the basics needed to write promotional and informational materials. Written in an approachable style, this book contains helpful samples and useful checklists that will make even the most timid writers confident that they have represented their organization’s message in a professional manner.
Inside you’ll find an overview of the marketing and PR writing styles and chapters containing step-by-step guides to the most commonly used marketing and PR genres such as
‧ News releases
‧ Newsletters
‧ Brochures
‧ Web copy
‧ Social media (blogs and microblogs)
‧ Pitch letter and media kit.
Students studying business, marketing, public relations, or communication as well as small business owners and entrepreneurs will find this practical guide vital to their efforts to promote and inform various publics about their organization.

Strategic Analysis and Choice: A Structured Approach

$21.99

Buzzwords that every manager and CEO use — Strategic Analysis. What exactly is strategic analysis? What are strategy and strategic planning? This outstanding new book provides details to help managers (often working at the firm level, somewhat untrained, and having poor use of tools) learn more about strategic analysis — how to plan and how to implement it.

This book will help any manager overcome any problem by developing a systematic approach to conducting a strategic analysis. From assessing the general industry environment to analyzing industry forces and firm resources, well-known models are introduced and explained. By the end of the book, the author helps you select a strategy that is consistent with industry and firm specific conditions.

Also inside, Warner tackles the underlying theory that any strategic process might seem fruitless, especially if it is treated as an episodic or occasional task. If the result of all that work is a document that gets put on a shelf or in a closet, what is the point? Warner details just how to develop the idea of strategic development, keeping it broad-based and as an ongoing process.

Strategy may ultimately be the responsibility of the CEO but it needs, and benefits from, the engagement of others. Done right, that engagement and development align the organization more effectively. In addition, the models connect to and reinforce each other. To use them well requires reflection and revision. This book can help. Understand today how analysis becomes a lens you constantly bring to bear on your firm and its environment.

Dynamic Strategies for Small Businesses

$21.99

This book outlines a cost-effective process for dynamic strategic planning in the domain of the small entrepreneurial firm. The model presented in the book is simple and dynamic. The objective is to allow a focus on the strategic as well as the tactical implementations of the vision of the small business leader, owner, or entrepreneur. To do so in a manner that will be cost effective and produce a strategy that is brief, clear, concise, and understood at all levels of the organization.This book outlines a cost-effective process for dynamic strategic planning in the domain of the small entrepreneurial firm. The model presented in the book is simple and dynamic. The objective is to allow a focus on the strategic as well as the tactical implementations of the vision of the small business leader, owner, or entrepreneur. To do so in a manner that will be cost effective and produce a strategy that is brief, clear, concise, and understood at all levels of the organization. The objective is to serve as a precursor to ensuring that decision-making can take place at the lowest possible level in the organization in the rapidly changing, highly competitive, often international, operational environment we face today.

Understanding Japanese Management Practices

$21.99

This book outlines the particulars of Japanese management and how modern Japanese management employs many practices which are very successful and worth adopting. The main objective of this book is to illustrate the many teachings that Japanese management practice can offer the rest of the world. The book thus targets managers who deal with Japanese business partners, or work in Japan, students of Japanese Studies, Asian Studies or International Business.

Effective Sales Force Automation and Customer Relationship Management: A Focus on Selection and Implementation

$21.99

As we move deeper into the 21st century, Firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing this changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. As we move deeper into the 21st century, firms continue to struggle with the implementation of sales force technology tools and the role they play in sales representative performance. Foreseeing a changing environment, many sales organizations have begun to focus on technology-related strategies, business processes, and applications to adapt to these emerging issues. With this in mind, sales force technology usage has changed the methods of selling. Salespeople are no longer selling just a “product”; instead, they are providing a valuable “solution” to customer problems. Salespeople now act as consultants or experts and provide customized solutions. This role requires salespeople to develop a technological orientation to access, analyze, and communicate information in order to establish a strong relationship with customers. Sales technology enables salespeople to answer the queries of customers and effectively provide competent solutions. The ability to answer queries and provide solutions leads to strong relationships between a salesperson and a customer. Thus, technology tools are not only used for smoothing the work process, but also have strategic utilizations. With the adoption of technological tools at exponential rates, many firms fell into pitfalls and witnessed failure of their technology initiatives. The purpose of this book is to outline the important steps that must be considered and adhered to when implementing sales force technology. Perhaps the most important aspect covered within this book is that technology usage is both a strategy and a tool; therefore, we outline both strategic considerations as well as implementation procedures throughout each chapter. It is important to consider all the steps and the necessary actions that will need to take place before the first penny is spent; then and only then will the technology have its intended effect.

Corporate Investment Decisions: Principles and Practice

$21.99

This book is intended for both practising managers who require a thorough knowledge of the principles of making investment decisions in the real world and for students undertaking financial courses whether at undergraduate, MBA or professional levels. The subject matter encompasses relevant aspects of the investment decision varying from a basic introduction to the appraisal techniques available to placing investment decisions within a strategic context and coverage of recent developments including real options, value at risk and environmental investments.

Operational Leadership

$21.99

Customers are increasingly demanding higher levels of speed and quality, yet leaders often focus mainly on reducing the costs of operations. This book outlines the needed evolution in leadership attitudes and behaviors in the key operational areas such as new product development, sales, operations, customer service, human resources, finance, and information technology.

Sales Technology: Making the Most of Your Investment

$21.99

Contemporary sales organizations are spending billions of dollars or euros on sales technologies with the objective of streamlining the sales process, enhancing sales force productivity, and improving customer relationships. A variety of sales technologies exist such as customer relationship management (CRM) software, mobile sales force automation (SFA) applications, contact management software, and territory planning applications, to name just a few. In spite of the amount being invested in such technologies, however, few firms can claim to be enjoying performance improvements. In fact, the majority of companies are struggling to gain salesperson buy-ins and are failing to realize the intended return on investment (ROI). In addition, the introduction of such technological applications may cause stress to the sales force or disturb customer relationships. Against this backdrop, this textbook is concerned with how executives can effectively manage a complex and costly sales technology initiative in order to get the most out of it. In particular, the textbook begins by providing the reader with a detailed discussion on the various technologies that are being used by sales organizations. It then provides an exhaustive review of the factors that might lead to effective sales technology implementation and presents a managerially relevant conceptual framework, which illuminates the mediating pathways from using the system to salesperson productivity. Moreover, the textbook offers a wide array of key performance indicators (KPIs) that can be readily employed in order to monitor the progress and success of the implementation effort. Next, it offers a comprehensive method that executives can use to calculate the return on sales technology investment (ROSTI) in order to substantiate the business case for the technology. Finally, the textbook provides executives with a detailed three-stage process of sales technology implementation and discusses what essential work should be conducted in each stage.