Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.
Responsibly led boards of directors make it possible for modern companies to survive and prosper under conditions of change. Despite the importance of boards of directors, their activities are often lionised or vilified by shareholders and stakeholders which obscures how boards enact responsible leadership. Responsible Leadership in Corporate Governance: An Integrative Approach introduces an integrative model of responsible leadership in governance that positions the board as a nexus of all corporate participants. In this model, responsibly led boards seek to make decisions in the best interests of the modern company as an entity that operates in a dynamic business environment. This book provides a timely focus on in-depth cases of board led responsible leadership. Examining boards of directors in listed companies, state-owned enterprises, and private companies, the book connects insights from corporate governance and leadership to behaviours that affect boards’ relationships with shareholders and stakeholders. In addition, these insights underscore key requirements and challenges of responsible leadership in governance: from the importance of purpose and the crucial role of value creation to the difficulties of ownership transition and accountability. Far-sighted and experienced-based, this book will not only help students connect to real world situations but also will benefit those that interact with and support boards of directors.
This Element deals with leadership and governance of corporations from the point of view of the board. We expand our understanding of board leadership by focusing on the modern company as a legal person comprised of a capital fund and the relationships among directors, shareholders, management and stakeholders. We propose a model which integrates insights from the fields of leadership and corporate governance and establishes a theoretical link illustrated by empirical findings in three intersections: team leadership on the board, the chair's leadership of the board, and strategic leadership by the board. We maintain this integrative model provides a powerful means to further an understanding of the board as the nexus of leadership and governance. We close this Element by identifying the new research directions that our integrative model opens up. We also identify the implications for practice for those who either serve on boards or provide support to them.
Kaleidoscopic is a mystery that reflects on the interlocking themes of beauty, form and study. It is a block of three poems that describes the revelations made through careful study, adherence to form, and devotion to beauty of the mirrored images that we all stare out of and into.
Competition Law in New Zealand is complete a statement and analysis of competition law and policy and economic regulation in New Zealand. Focusing on the Commerce Act 1986, and including analysis of the recently passed Commerce (Cartels and Other Matters) Amendment Act 2017, as well as the Telecommunications Act 2001 and the Dairy Industry Restructuring Act 2001, the book explores the origins and application of the legislation and the underlying economic concepts. This is a significant text bringing together the necessary practical elements of competition law with in-depth scholarly analysis. By doing so it demystifies the complexities of New Zealand's system of competition and economic regulation at the same time as providing a resource for deeper research and understanding of competition law.
Part of a complete approach to learning and improving literacy using storytelling, from Storytelling Schools, which offers resources and training for teachers.
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The CIM Handbook of Export Marketing is a substantial practical guide to the problems faced by those in the field of international marketing. Readers will welcome the very hands-on approach the author uses to emphasize the practical problems faced by exporting companies when they set up overseas. In a concise, informative and practical style, export marketers are urged to be pro-active seeking foreign markets for additional sales opportunities. The handbook will assist the export marketer to travel, trade and market internationally with increased confidence and a broader perspective of the scope of his or her role. It will enable non-specialist senior executives to feel competent in discussions with colleagues and subordinates who have export responsibilities. The busy exporter is given lots of tools to improve market management and performance: *logical and practical explanation of export market management stages *case studies *bullet point lists *checklists at chapter ends. Endorsed by the CIM Essential handbook for all involved in the field of international marketing Full of case studies, bullet point lists and checklists
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