Sales management is a management function that plays an important role in any marketing and sales organisation. The profitability of the organisation depends on how successfully sales managers lead their salespeople. The sales manager is responsible for the strategic planning of the sales force that includes the management of the selling process and organising the sales activities within the sales department.

Also included in this book are two other functions that are becoming important for sales managers in performing their management tasks, namely sales promotions and sales metrics. Each chapter includes specific outcomes, case studies and discussion questions.

This textbook will be a valuable resource for sales managers who want to improve their knowledge, sales people who want to advance their careers and students studying marketing and sales.

Multiple Choice Questions for Introduction to Business Management 3e offers students the opportunity to self-assess their knowledge and understanding of the core textbook, Introduction to Business Management, to assist with exam preparation.

Focus on Operational Management: A generic approach provides a general overview of management principles and the general management activities encountered by the operational and first-time manager in the workplace today. These principles are important for the sustainability of an organisation.

The following topics are discussed:

• The new workplace environment
• The changing role of the operational and first-time manager
• Operational planning, operational decision-making and problem-solving, organising operational resources, operational control, and leadership
• Employment relations in the workplace
• Organisational culture, diversity management, business ethics, corporate social responsibility, organisational politics and change management in the workplace

After many years of continuous development, operational risk management can now be regarded as an important and independent management discipline in its own right. It is a value-adding activity that has a direct or indirect impact on the bottom-line performances of organisations. It is fundamentally concerned with good governance and involves consistent alertness and continuous improvement. As a result, it is essential for business managers at all levels to understand the concept of operational risk management and its methodologies.

Operational risk management will assist organisations to develop and implement an operational risk management process that will support the achievement of business objectives in a way that proactively addresses risk exposures and identifies potential business opportunities. In addition, Operational risk management attempts to bridge the gap that exists between some of the theoretical concepts of operational risk and the practical implementation. It deals firstly with the development phases of operational risk, and then illustrates the effective application of an operational risk management process. It also discusses relevant issues in the field and how to deal with risk exposures that could disrupt business processes and systems, with the achievement of business objectives and with the wellbeing of employees.

Operational risk management is aimed at students, as well as at managers interested in the management of operational risk.

The notion of 'Quality' in business performance has exploded since the publication of the first edition of this classic text in 1989. Today there is a plethora of performance improvement frameworks including lean–Six Sigma and the latest version of ISO 9001, offering an often confusing variety of ways to achieve business excellence.

Quality guru John Oakland’s famous TQM model, in many ways a precursor to these frameworks, has evolved to become the ultimate holistic overview of performance improvement strategy. Incorporating the frameworks that succeeded it, the revised model redefines Quality by:

• Accelerating change
• Reducing cost
• Protecting reputation

The popular, practical, jargon-free writing style, along with ten supporting case studies, effortlessly ties the model to its real-life applications, making it easy to understand how to apply what you’ve learned to your practices and achieve sustainable competitive advantage.

Guiding readers through the language of TQM and OpEx and all their recent developments, including data analytics, this book sets out a clear way to manage change. This exciting update of a classic is all the busy student or professional will need to begin understanding how to manage Quality and achieve Operational Excellence.

Now in its third EMEA edition, Management has been comprehensively updated to provide students with a practical approach to key concepts and theories with up-to-date regional examples to enrich their learning and allow for a practical understanding of the topic.

A wide range of inspiring real-world features are revealed as students are guided through and prepared for the various challenges facing managers today.

What purpose does Strategic Management serve in modern businesses? Why do different businesses have different strategies? Is traditional strategic thinking still relevant for today? This dynamic textbook looks at strategy from a local to a global level, and uses real-life examples of businesses and individuals to provide an up-to-date view of Strategic Management in the current economic environment. In this new edition of Strategic Management: Principles and Practice, Barry J. Witcher and Vinh Sum Chau offer a practical and thought-provoking analysis of what Strategic Management is and how it can be put to good use.

Focus on Operational Management: A Generic Approach gives a general overview of management principles and the general management activities needed by the operational and first-time manager in the workplace today. These principles are important for the sustainability of an organisation.

The following topics are discussed:

• The new workplace environment
• The changing role of the operational and first-time manager
• Operational planning, operational decision-making and problem-solving, organizing operational resources, operational control and leadership
• Employment relations in the workplace
• Organisational culture, diversity management, business ethics, corporate social responsibility, organisational politics and change management in the workplace.

Foundations of Business Management in South Africa helps students build the solid foundation they need to succeed in today's competitive business world, in a South African context. Up-to-date coverage presents forms of business ownership, management tasks and organisation, human resources management, operations, purchasing and supply, marketing, social media and e-business, information systems, and financial management.

Students study how the business environment and the economy affect both individuals and business, ethics and social responsibility, small business and entrepreneurship, and the global environment. In addition, new cutting-edge topics examine the impact of social media on business, international business, green and socially responsible business, sustainability and diversity.Foundations of Business Management in South Africa helps students build the solid foundation they need to succeed in today's competitive business world, in a South African context. Up-to-date coverage presents forms of business ownership, management tasks and organisation, human resources management, operations, purchasing and supply, marketing, social media and e-business, information systems, and financial management. Students study how the business environment and the economy affect both individuals and business, ethics and social responsibility, small business and entrepreneurship, and the global environment.

In addition, new cutting-edge topics examine the impact of social media on business, international business, green and socially responsible business, sustainability and diversity.

This edition of management for engineers, technologists and scientists is an introductory-level management textbook written specifically for those studying and working in an engineering discipline. It will be an invaluable tool for the existing or aspirant engineer and engineering manager. The text introduces the reader to management and related issues (for example law and economics), which are essential when dealing with customers, suppliers, contractors, accountants, lawyers, economists and managers, either inside or outside an organisation. This new edition has been substantially revised; it includes a new chapter on engineering ethics and professionalism as well as a workbook on CD.

Handbook of Public Relations is a South African text that offers academic and practical perspectives on public relations (PR) in the business and management environment.

The new edition provides current, relevant and topical PR developments in the industry using case studies on issues such as digital communication. It also aligns current international practice with local contexts to ensure a decolonised approach and relevant theories.

Economic and Management Research is a step-by-step guide to doing research.

It guides students systematically through the research process by helping them to plan a research project, execute the research by using the best methodology and report on the findings.

The book focuses on both quantitative and qualitative research methods, as well as mixed methods.

For over twenty-five years, leadership legend and personal mastery trailblazer Robin Sharma has mentored billionaires, business titans, professional sports superstars and entertainment royalty via a revolutionary methodology that has caused them to accomplish rare-air results. Now, in this groundbreaking book, he makes this transformational system available to anyone ready for undefeatable positivity, monumental productivity, deep spiritual freedom and a life of helpfulness to many.

In The Everyday Hero Manifesto you will discover:

• The hidden habits used by many of the world’s most creative and successful people to realize their visionary ambitions
• Original techniques to turn fear into fuel, problems into power and past troubles into triumphs
• A breakthrough blueprint to battle-proof yourself against distraction and procrastination so that you produce magic that dominates your domain
• Pioneering insights on installing world-class routines, including rising early, achieving superhuman fitness and becoming the most disciplined person you know
• Unusual wisdom knowledge to operate with far more simplicity, beauty and peace

Part memoir on a life richly lived life, part instruction manual for virtuoso-grade performance and part handbook for spiritual freedom in an age of high-velocity change, The Everyday Hero Manifesto will completely transform your life. Forever.

Why is the South African banking industry regarded as one of the best in the world? How is it structured? How did it avoid collapse during the global financial crisis of 2007-2009? Bank Management in South Africa: A risk-based perspective is the first textbook for the South African market to answer these questions. It provides a comprehensive overview of the way banks and their financial risks are managed. The book is divided into five parts: Part One introduces the business of banking by discussing the evolution of financial intermediation theory; Part Two deals with the structure, history, performance and regulatory environment of the South African banking industry; Part Three considers how banks report and measure their performance; Part Four focuses on how banks identify, quantify and manage financial risks; Part Five deals with the management of the asset book, liability book and, importantly, the capital adequacy requirements set by the Basel Committee on Banking Supervision.

Leadership in Health Services Management provides all healthcare professionals with the information necessary to lead with commitment and strive towards a clear vision of health for all. It guides readers through crucially important issues such as vision, strategic thinking, confidence, negotiation and knowledge management in health services. Now in its third edition, this book has been updated to contain original research on the topic of self-leadership, a theme that is interwoven throughout the text. In addition, there is a focus on the application of leadership theories for postgraduate readers studying for a Master's certificate in nursing management or tutored Master's degree according to the new guidelines of the SAQA qualifications for postgraduate studies. In all new South African curricula and programmes, the research component has been prioritised and therefore this edition features a chapter on research proposals. Recommended for: Nursing students undertaking the diploma or degree course. Post-basic /Honours students.

Business Management: Back to Basics, aims at enabling students to learn relevant skills and competencies to become critical thinkers, problem solvers and effective and efficient business managers during prosperous and challenging times.

These competencies are achieved through students’ ability to interpret and apply the managerial tasks within the functional areas of management in an efficient and effective manner.

In this regard, practical activities based on real business scenarios facilitate students’ critical thinking and problem-solving abilities.

The value chain is a major focus in today's business world, and many companies and managers allocate considerable resources to understanding and analysing their value chain. The main reason for doing this is either to eliminate activities that do not add value, or to improve on activities that do not add sufficient value. In order to ensure optimum customer satisfaction, businesses must integrate the activities of various departments and functions. This demands a sound understanding of the chain of activities and their interrelationship with other business activities.

The authors of Business management adopt the value chain as a framework in order to help business students to visualise how the value chain works. New ground is broken in that management is not dealt with merely from a functional perspective. While the goal is to introduce undergraduate learners to the concept of the value chain, it is not, however, to offer a comprehensive directory on the related literature. The book is divided into three parts.

Part A introduces the reader to business management, the value chain, the business environment, the entrepreneurial process, and the considerations that need to be taken into account when establishing a business. Part B examines the activities of the value chain, starting with general management and leadership, followed by the primary and support activities that constitute the value chain. In Part C, contemporary management issues are reviewed, including diversity management, business ethics, globalisation, creativity and innovation, environmental issues, corporate governance and black economic empowerment.

Business management - a value chain approach covers basic points of theory, but it also has a strong practical approach, and includes self-evaluation exercises, challenging experiential exercises, information about relevant websites, interesting discussion questions and case studies, as well as useful lists of key terms.

This revised second edition has been updated in respect of new legislation such as the Companies Act, the Co-operatives Act, the Consumer Protection Act and the National Credit Act. Statistics have also been aligned with Census 2011.

The fourth edition of Organization Theory & Design provides students with an understanding of the different approaches to designing and managing an organization.

Illustrated with many enlightening global examples drawn, this book combines classic ideas and contemporary theories to reflect the challenges faced by managers.

Developed for students in the UK, Europe, the Middle East and Africa, it provides an up-to-date, international perspective to Richard L. Daft's landmark text.

Change and the management of change have become some of the most urgently discussed topics of our time. Yet despite this, very few change management practices are premised on a thorough understanding of the change phenomenon and its costly impact.

Organisational change: theory and practice is based on the philosophy that a deeper understanding of change and its consequences is necessary to constructively manage change in organisations. The book recognises that change at the individual level is inextricable from change at the organisational level. The reader is encouraged to apply insights and principles gained from the book to both personal and work contexts.

The book has been developed around the why of change (change as a phenomenon), the what of change (a review of change paradigms; early and contemporary concepts of change; process perspectives; the experience and impact of change) and the how of change engagement and management. It sensitises the reader to the everyday implications of the multifaceted nature of change. In the final chapter, different perspectives on change and transformation are related to change levers and triggers, change management models, formulae and success factors, challenges of implementation, and guidelines for purposefully engaging with change in organisations.

Organisational change will be of great value to the advanced student, human resource practitioner, consultant or line manager who needs a deeper understanding of the change phenomenon and its impact, and to all who have to contend with significant change at work or home, or who are instrumental in bringing about change in a specific organisational or societal context.

Health and safety management is a key responsibility of organisations. This edition of Safety Management in the Workplace aims at highlighting certain aspects regarding health and safety in the workplace.

The book highlights: occupational health and safety from a global perspective, legislation and competency requirements, the difference between responsibility and accountability, occupational hygiene, first-aid, risk assessment, etc.

Master the process of management with Griffin’s “Management” 14th Edition. Focus on active planning, leading, organizing and controlling as you examine emerging management topics.

Explore the impact of technology, the importance of a green business environment, the need to adapt, ethical challenges, diversity, the growing impact of AI, emerging issues of hybrid work and conflict resolution. The text examines the impact of COVID-19 and its resulting economic turmoil. New cases and updated learning features help balance classic theory and contemporary practice.

Hundreds of examples highlight organizations such as Starbucks, Hilton Hotels, Rocket Mortgage and Honey Pot.

Managing Business Projects: The Essentials differs from many other project management textbooks. Foremost, it is about business projects as opposed to construction or engineering projects. Although many techniques, like schedule management, apply to both, they are usually applied differently. As its title conveys, the book explains the essential techniques and perspectives needed for business projects to be successful. The focus is on small- and medium-sized projects, up to $20 million, but often below $1 million. Some literature favors large and mega-projects, but for every mega-project, there are many thousands of smaller projects that are vital to the organization and could involve considerable complexity and risk. Nevertheless, the techniques outlined here also apply to mega-projects and their many subprojects; they even apply to some aspects of construction or engineering projects.

This book does not aim to cover all project management techniques. In real life there is simply no time for sophisticated ‘should-dos.' Rather, it covers the essentials that apply to almost all business projects; these are unlikely to change in the future even as technology and methodologies advance. The driving idea, which is stated repeatedly, is to do the essentials and to do them consistently and well.

Strong emphasis is placed on things that happen before, around, and after the project itself. So, while the basic disciplines like engaging with stakeholders, managing scope, schedules, costs, risks, issues, changes, and communication, are thoroughly explained, other important aspects are covered. These include: governance of a project and of a portfolio of projects, project selection with its financial and non-financial aspects, effective use of the business case through to benefits realization, procurement, outsourcing and partnership, and also the agile mindset that is valuable beyond Agile projects.

Besides project managers and sponsors, this book is intended for people who are working in business or government, at any level, or for MBA students. It offers perspectives that enable them to learn more from their everyday experience. It is not aimed at undergraduate students, although many would benefit from the contents.

With a pedigree going back over ten years, The Definitive Handbook of Business Continuity Management can rightly claim to be a classic guide to business risk management and contingency planning, with a style that makes it accessible to all business managers. Some of the original underlying principles remain the same -- but much has changed. This is reflected in this radically updated third edition, with exciting and helpful new content from new and innovative contributors and new case studies bringing the book right up to the minute. This book combines over 500 years of experience from leading Business Continuity experts of many countries. It is presented in an easy-to-follow format, explaining in detail the core BC activities incorporated in BS 25999, Business Continuity Guidelines, BS 25777 IT Disaster Recovery and other standards and in the body of knowledge common to the key business continuity institutes. Contributors from America, Asia Pacific, Europe, China, India and the Middle East provide a truly global perspective, bringing their own insights and approaches to the subject, sharing best practice from the four corners of the world. We explore and summarize the latest legislation, guidelines and standards impacting BC planning and management and explain their impact. The structured format, with many revealing case studies, examples and checklists, provides a clear roadmap, simplifying and de-mystifying business continuity processes for those new to its disciplines and providing a benchmark of current best practice for those more experienced practitioners. This book makes a massive contribution to the knowledge base of BC and risk management. It is essential reading for all business continuity, risk managers and auditors: none should be without it.

On one hand, Hunting The Dragon tells the story of the failure after failure of a brilliant but often frustrated South African entrepreneur who finally went on to hit the big time with a billion-rand company. But it is more than a memoir.

For three decades, Iain Buchan battled his competitors, his bosses, his partners and his own worst instincts as he launched one exciting but ultimately doomed business venture after another. Life was a roller coaster. The highs were addictive, the lows suicidal. With each failure, Iain’s confidence took a knock, until the doubts consumed him. Why couldn’t he crack it? Why was he constantly fighting the world? What was the fear that drove him, though never to sustainable success?

It was only after a profound personal transformation in his mid-40s that Iain could begin to work his way towards real and long-lasting success, in business and in life. Together with his three children and inspirational team, Iain has put personal growth at the front and centre of their business, The Unlimited. In doing so, they have developed a leadership system that drives one of the most successful and inspiring sales forces in the country, an empowered collection of young South Africans whose sales ability generates previously unimaginable revenues.

Hunting The Dragon isn’t just a memoir or business book. It is a truly eye-opening account of what it means to struggle and transform to achieve real success in life through leadership.