Sales drive the business world and the economy. However, sales in any business need to be managed to ensure that the business achieves its objectives. This is where the function of sales management comes into the business structure: it plays the key role of ensuring that salespeople succeed at selling. The profitability of the organisation depends on how successfully sales managers lead their sales force.

The sales manager is responsible for the strategic planning of the sales force, which includes the management of the selling process and organising the sales activities within the sales department. With the third edition of this textbook, the authors hope that both industry and academia will be able to use the information to better understand and implement the different functions of sales management. Concepts are presented in such a manner that a student new to the field will easily grasp them.

Being a successful entrepreneur in the 2020s involves more than enthusiasm and a good eye for a new opportunity. A thorough understanding of the essential business functions, as explained in this edition of Business Management for Entrepreneurs, is a prerequisite for entrepreneurs who want to take their business to the next growth stage.

Business Management for Entrepreneurs guides the entrepreneur through the eight business functions: general management, finance, marketing, operations management, purchasing and the supply chain, human resources, information management and public relations. These management and managerial skills are essential to successfully managing a business which employs more people than when it was initially established.

This edition has been updated to highlight the economic factors and technologies that influence business functions relevant to entrepreneurs. Business Management for Entrepreneurs is an invaluable resource for students studying Entrepreneurship, all young entrepreneurs planning to start their own business, and entrepreneurs who have their own business but want to learn more about managing the business functions as the business grows.

Introductory Questions on SA Tax is the first of three publications in the Questions on SA Tax series designed to provide comprehensive tutorial coverage to taxation students. This book covers foundational topics typically dealt with in the first year of the study of tax at an undergraduate level.

This tutorial book includes questions and selected solutions on South African income tax and valueadded tax.

Up-to-date questions are graded, allowing students to develop their abilities at an introductory level.

Precedents for Applications in Civil Proceedings has been written to assist all, from aspirant novices to experienced practitioners.

The book contains more than 100 examples covering an extensive range of more than 50 subjects, with commentary on the requirements of applications and the identification of typical defences.

Precedents for Applications in Civil Proceedings comprises four parts: Part 1 - Introduction and General Guidelines: advice on drafting with emphasis on application papers; Part 2 - Generic Applications and General Matters: generic applications such as interdicts, reviews, appellate applications and the like; Part 3 - Procedural, Interlocutory and Incidental Applications Matters: An extensive range of interlocutory, incidental and procedural applications; Part 4 - Specific Substantive Applications: Comprising a wide range of subjects with commentary and precedents thereon.

Now in its 7th edition, this well-established title has been updated and revised to reflect the latest research in the field of mental health nursing. A team of authors from a range of higher education institutions has revised the text to ensure the book remains relevant to the current realities of nursing mental health care users in South Africa. The text takes the curricula of mental health nursing into account to ensure it is suitable for the new nursing programme. Rich in evidence-based practice and case studies, the book incorporates the diagnostic criteria from the DSM-5 ™ with accompanying explanatory text.

New to the 7th edition:

• DSM-5 ™ diagnostic criteria retained with updated accompanying text
• Updated research added throughout
• Completely new chapter 6, ‘Legal structures in mental health care nursing’, that outlines the broader legal context within which mental health nurses practise and discusses the rights a mental health care user is entitled to in terms of the Mental Health Care Act
• Rewritten chapter 8, ‘Working with cultural diversity in mental health care’, that focuses on diversity, culture and cultural competence
• Rewritten chapter on personality disorder (chapter 18) that helps the reader acquire an understanding of the common characteristics and difficulties that people diagnosed with a personality disorder experience and uses a psychodynamic and transactional analysis model to understand these characteristics and difficulties and to help direct treatment.
• Extensive list of web resources at the end of each chapter retained and updated

Sellers’ Midwifery 3e has been updated and aligned with international and national public health strategies to improve maternal and antenatal care as a sustainable development goal.

This updated edition includes recent sources and references after each section. Comprehensive student and lecturer support material is available to assist prescribing lecturers with lesson preparation and to provide the student with opportunities for self-study.

In the second volume of the four-part textbook series on Media Studies the emphasis is again on the relationship between media and society. While further exploring media as an institution, this volume also introduces the topics of media regulation and content.

Volume 2 is guided in part by the question: How do we control and manage the media? Communications policy is explained, with overviews of how the Southern African media is externally and internally regulated to ensure a well-organised and disciplined modern media system. Strategic ways of managing the media are discussed. The book deals with the concept of media representation: How does the media reflect and represent reality or its aspects? Is the news that is presented an accurate portrayal of reality? How does the media deal with identity, race, gender, sexual orientation, the environment, AIDS, violence and terrorism?

This section thus critically analyses questions about how the media depicts people, topics, organisations and issues.

Building on the reputation of Manual of Community Nursing and Communicable Diseases, Vlok’s Community Health is relevant for the Community Health Professional under the Re-engineered Primary Healthcare System.

Topics covered include Public Health, the National Health Insurance and Community Oriented Primary Care, as well as care of the individual throughout the lifespan. This well-written text places emphasis on practical application of theoretical concepts. The practical aspects extend to the chapters on Managing the Community Clinic and Caring for the Disabled at Home, which contain informative examples and suggestions.

Social aspects have not been overlooked and appropriate chapters on Family Pathologies, Intimate Partner Violence and Cultural World Views have been included.

This newly updated text equips nurses and other health-care professionals to deal with the legal issues they encounter in daily practice.

Informative and relevant, The A-Z of Nursing Law covers all recent changes to the law and legislation that affect the nursing profession. As the only local book of this nature, it has become an invaluable resource for nurse practitioners and other health-care professionals.

Undergraduate and postgraduate nursing students will also find it useful.

This book builds on decades of practice-experience in education for community development. With a clear focus on professionalisation, Community development in the 21st century: Empowerment for breaking the cycle of poverty is a definitive guide for community development practitioners, professionals and students alike. In addition to context and process, the book details the skills required by a community development practitioner and explains the local government context of community development practice. Practical case studies, specifically relevant to the South African environment, illustrate important issues in community development. The book also provides an overview of the professionalisation process of community development in South Africa.

Personal Financial Management provides an excellent and holistic structure for planning and managing your personal finances.

Everything you need to know in order to make informed decisions about any and every aspect of your finances is contained in the nine key personal financial planning areas: career, income tax, estate, investment, protection, credit, healthcare, retirement and emigration planning.

Ultimately, we all hope for financial independence after retirement, and how you plan and manage your finances in any one of these key areas can have far-reaching positive or negative implications for your future.

Marketing Management takes a fresh look at topics such as the architecture of marketing, integrated marketing communication and the identification of target markets. Core topics such as product and services, wholesaling and retailing, distribution, global marketing and pricing strategies are, of course, also dealt with. It includes all-new chapters on customer interface management, branding decisions, digital marketing communications, customer value and retention, and measuring and managing the return on marketing investment.

Marketing Management has been widely prescribed for more than 20 years. This edition – containing the most recent and relevant research – is sure to remain the market leader, particularly within the South African context.

Key Features:

• Well-researched case studies
• Numerous examples to explain marketing theory, many of which are taken from South African companies
• Extended marketing mix is discussed where relevant and not as a separate topic
• Focus on customer satisfaction as well as on accessing and using information in decision making
• Support material for adopting institutions

Teaching Strategies for Quality Teaching and Learning: Concise edition is a practical guide to quality teaching and learning in South Africa. It is particularly useful for teacher education students, both as a text for their theoretical studies and as a reference during their practice teaching placements and later teaching careers.

This concise edition contains selected chapters that provide an introduction to the principles of effective teaching and learning, with special reference to how these principles can be applied within the framework of South Africa’s National Curriculum Statement Grades R–12. It gives detailed guidelines for using seven broad teaching strategies that have proven to be effective across all phases of school and in further education and training.

The final chapter introduces the principles of quality assessment and links these to the National Protocol for Assessment Grades R–12.

KEY FEATURES:

• Clearly written and systematically structured with an emphasis on making the information easy for new teachers to apply.
• A consistent emphasis on reflective practice.
• Activities in every chapter to help readers explore ideas further.
• ‘At a glance’ summaries to suggest when each teaching strategy should or should not be used.
• Weblinks to help readers locate additional information and resources.
• Review questions at the end of each chapter that can be used for self-assessment and class discussions.

A thorough understanding of the basics of marketing is essential for any marketing practitioner and student of marketing. Marketing: An Introduction is a valuable tool which describes the foundational aspects of marketing and enables a basic understanding of this field. This book has a strong focus on the principles of marketing, the importance and use of social media, and the integration of marketing principles with other business functions.

Marketing: An introduction builds on the huge popularity of the first three editions - all of which have been widely accepted and adopted in the business and academic community. This addition is once again written in a way that is easy to understand by students and focuses on the latest trends in marketing.

The book has been written with the aim of providing students and practitioners with a thorough understanding of marketing, as well as how the theory is applied in a practical sense. Once again it is made clear that for a business to survive the various functions should work closely together in order to meet the demands of the market and that all are working together towards the overall profitability of the organization.

Business Management by Portfolio is a business philosophy practiced by organisations which successfully create environments that attract only the best, brightest and most creative professionals. This is an environment which fosters trust, collaboration and unified commitment. It provides ample opportunity for individual and collective self-actualization and the unleashing of talent where it matters most.

Business Management by Portfolio addresses issues such as effective strategy implementation, optimal resource utilisation, business quality by design and, perhaps most importantly, customer satisfaction.

Dismissal remains the most thorough and comprehensive work available on a problem that confronts employers, lawyers, judges and arbitrators every working day – when is it fair to terminate the relationship with employees, for whatever reason this regrettable step may be deemed necessary?

This work deals with all the circumstances in which dismissals arise and are challenged – from dismissals for misconduct and incapacity, through retrenchments, automatically unfair dismissals, dismissals of protected and unprotected strikers, to the procedures required before such dismissals can lawfully be effected and challenged. Written in the clear and readable style for which the author has become acclaimed, the exposition of each principle is illustrated with examples drawn from the case law. This fourth edition adds many judgments handed down since the third edition was published five years ago, and incorporates judgments law and statutory amendments that have been handed down or enacted since then.

Dismissal forms a volume in a quartet by the author, and should where necessary be read with its companion volumes – Employment Rights, Collective Labour Law and Labour Litigation and Dispute Resolution

This tenth edition of Hockly’s Insolvency Law has been renamed Hockly’s Law of Insolvency, Winding-up and Business Rescue to reflect the changes to the three main fields that it discusses.

Features distinguishing this tenth edition include these:

• Developments over the last ten years since the previous edition are summarized, including the statutory changes and the decisions of the Constitutional Court and the Supreme Court of Appeal and leading decisions of the High Court.
• In particular, business rescue is now discussed in three chapters, and the company’s compromise with its creditors is discussed in its own separate chapter.
• The introduction encourages readers to consider the need for reforming insolvency law in the 21st century, to read the law with a critical and creative eye, and to ponder the policy choices to be made.
• Chapter 7 on uncompleted contracts has been rearranged, opening with a pigeonholing approach to analysing contracts, followed by a statement of the supporting common law and a discussion of a series of specific contracts analysed according to which of the contractants is now in sequestration or liquidation.
• The text is even more accessible, with extra explanation for readers with limited library access, and the book is available as an e-book.
• Learners with a strong visual sense are shown examples of diagrams and timelines to help analyse complicated sets of facts and apply complicated provisions to them. It is recommended that they should identify the debtor in red in their diagrams.

This fourth edition of Career Counselling and Guidance in the Workplace: A manual for Career Development Practitioners provides a perspective on career counselling and guidance approaches and practices relevant to career development support in the 21st-Century workplace. The text has been designed for postgraduate students, as well as career development practitioners, human resource practitioners, psychologists, psychometrists, and registered counsellors who are involved in providing career development services to individuals and employers.

Additional real-life case studies that reflect the diverse population groups of South Africa have been added to illustrate how the theory is applied in career counselling practice. This edition further incorporates the role and competencies of career development practitioners as outlined in the new national frameworks.

This fourth edition of Strategic Marketing has been revised and updated to include the latest trends and examples in business. This edition provides a concise and thorough look at the strategic business issues todays managers must cope with.

The focus is on how organisations need to adapt and cope with the demands from the global and local business environment, and in the process better understand their responsibilities their own organisations needs and their own products and other offerings.

Over the years and with all the new developments in the world and technological advances, the four key questions all organisations must answer still remain as follows:

• Where are we now?
• Where do we want to be?
• How will we get there?
• Did we get there?

These questions sound easy and straight forward but it is not as simple as it sounds. It requires a thorough understanding of the organisation and all the elements in the business environment that can and will impact on the business. This edition addresses these questions in an easy to understand and practical manner and covers a range of topics including an analysis of the external business environment, a detailed analysis of customers and competitors, market analysis, analysing the internal environment. There after the focus moves to marketing strategy and metrics which is applicable to organisations and the importance thereof, and added to this is the management of customer experiences and market strategies, and a global view of strategic marketing from the organisation’s perspective.

The Corporate Governance Handbook best practices is not intended to replace good corporate legislation but to supplement legislation such as the Companies Act. The Companies Act is statutory law whereas corporate governance best practices including govern

The Law of Business Structures provides a comprehensive but simplified treatment of the different types of business structures in South African law. Partnerships, business trusts, close corporations and companies, whether large or small, whether profit-making or non-profit-making, are discussed. This includes modern corporate governance best practices and even an updated analysis of insider trading and market manipulation. The proposed new Companies Amendment Bill of 2021, which was published when this new edition was nearing completion, is also discussed wherever relevant.

In the nine years since the publication of the first edition of The Law of Business Structures, there has been extensive judicial development of many provisions of the Companies Act 71 of 2008. This second edition has been updated to include a discussion and analysis of the leading cases on the subject. Much of the material on this subject, particularly company law, has been updated. The prime, original aim of keeping complex theoretical analysis and debate to a minimum has been retained.

A highlight of this book is that legal doctrines and principles are expounded in a lucid and coherent way and stated, wherever possible, in simple terms.

The intermediate phase is a critically important period in schooling, when most learners make the transition from learning in their home language to using English as the language of learning and teaching. Learners and teachers find it a daunting time. There are language and literacy challenges in learning English as a subject, in addition to the linguistic complexities of classrooms in urban areas. Recent research has indicated that many intermediate phase learners are also still not fluent readers. Teaching English: As A First Additional Language In The Intermediate And Senior Phase will support teachers in overcoming these classroom challenges.

The book starts by exploring who the Intermediate and Senior Phase learner is – physically, socially, emotionally and cognitively – and then focuses on the skills of reading and viewing, writing, and speaking and listening.

In addition, the text:

• explains the supporting role the home language can play in learning an additional language
• provides strategies for integrating language skills in a second-language classroom
• includes examples of how language teaching can be extended across all curriculum subjects
• explores ways in which assessment can be used to support students’ learning
• focuses on the use of information and communication technologies in the language classroom

Teaching English: As A First Additional Language In The Intermediate And Senior Phase is suitable for preservice teachers completing a BEd or a PGCE. In-service teachers will also find it useful.

This criminal law casebook contains excerpts from the most important South African judgments on criminal law. Some shorter judgments are printed in full. Each case is preceded by a brief summary of the facts in the law followed by a note explaining the importance of the judgment. Afrikaans judgments are translated into English. The book also contains an introduction explaining the meanings of important concepts and expressions found in judgments. This is of great value to students who are inexperienced in reading judgments. The four previous editions of this casebook have proven to be an ideal and necessary aid in the study of criminal law.

The book selects some past events and experiences, national and international, and wonders what lessons were missed, learnt, or are yet to be learnt from them.

Tragedies happen again and again because we fail to learn from the past. The past is rich with valuable lessons – rich pickings. The reader is taken back into the past in search of some of those lessons, many of which, regrettably, we failed – and continue failing – to learn. As we dig into the past for those rich pickings, there will be moments to laugh, cry or even weep; but that is exactly how lessons are learnt in life.

Other similar incidents learnt from, both abroad and at home, relate to the author’s own experiences in South Africa, including as a Judge who heard amnesty applications as a member of the Amnesty Committee of the Truth and Reconciliation Commission. The book hopes to show that capacity for evil is not peculiar to any nation or race; it also discusses the dangers of tribalism.

The chapter ‘Beyond the Frontiers’ takes the reader into the rest of Africa. A lot is revealed, including divisions the author witnessed – while serving as an AU judge based in Tanzania – within the AU along the languages of, ironically, colonial masters; also referenced is the sorry state of human rights in Africa. Have we seized the opportunity to learn all the valuable lessons which that great teacher, ‘The Past’, offered?

The author leaves it to readers to make their own final judgement after reading the book as to whether, at the individual and collective levels, we have learnt those lessons and taken them to heart for the good of our individual and collective destiny.

The nineteenth edition of Accounting Standards is intended for Financial Accounting second or third-year students or students requiring an introduction to accounting standards. It introduces students to the principles of the International Financial Reporting Standards (IFRS).

The accounting principles are illustrated through questions which gradually increase in difficulty. This approach facilitates students’ understanding of these principles and enables them to get to grips with financial statements practically. An indication is given whether a question contains topics that are not in the revised SAICA syllabus but may be relevant for other syllabi or for the further enrichment of students’ understanding. Accounting Standards is designed to meet students’ requirements while at the same time reducing the lecturers’ workload.

Solutions to all the questions are provided to lecturers at prescribing institutions.