Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for professional selling that connects the sales process to different philosophical models for understanding human interactions and contains much practical advice for selling in a tough economic environment. Action research is used across the professions as a powerful methodology for improving performance and outcomes and will enable sales practitioners to generate their practical theories of selling. The book answers calls for evidence-based practice in sales education, placing special emphasis on the strength of a values-based approach over the outmoded manipulative models of the past (many of which are still in evidence). It is essential to develop your understanding of what you are doing, and be able to explain it, and the book shows you how to do this through researching your practice in action. It focuses seriously on selling as a field of research offering an innovative, practical approach to selling, underpinned by strong theoretical and philosophical frameworks.

This book outlines the process of sustainable product design and development. It presents design guidelines that help prolong the life of a product and minimize its environmental impact. These guidelines specifically enable product design for end-of-life (EoL) objectives such as reuse, recycling and remanufacturing. Sustainable Product Design and Development also presents mathematical models that will help the designer determine the cost of designing sustainable products. This cost can be computed early during the design stage of a product. Sustainable Product Design and Development presents different ways and means by which a product can address all three pillars of sustainability-environmental conservation, social sustainability, and economic sustainability. Various case studies are incorporated in different chapters. Case studies on designing products for assembly, disassembly and remanufacturing have been presented in their respective chapters. The book also provides an overview of global environmental legislation to help the reader grasp the importance of waste management and sustainable product design. This book is aimed at professionals, engineering students, environmental scientists, and those in the business environment.

This fully revised and updated edition of Construction Contracts: Questions and Answers includes 300 questions and incorporates 42 new judicial decisions, the JCT 2016 updates and the RIBA Building Contracts and Professional Services Contracts 2018 updates. Construction professionals of all kinds frequently need legal advice that is straightforward as well as authoritative and legally rigorous. Building on the success of previous editions, David Chappell continues to provide answers to real-world FAQs from his experience as consultant and Specialist Advisor to the RIBA. Questions range in content from extensions of time, liquidated damages and loss and/or expense to issues of practical completion, defects, valuation, certificates and payment, architects' instructions, adjudication and fees. Every question included has been asked of David Chappell during his career and his answers are authoritative but written as briefly and simply as possible. Legal language is avoided but legal cases are given to enable anyone interested to read more deeply into the reasoning behind the answers. This is not only a useful reference for architects, project managers, quantity surveyors and lawyers, but also a useful student resource to stimulate interesting discussions about real-world construction contract issues.

With the constant evolution of change in healthcare from both a technology and governmental perspective, it is imperative to take a step back and view the big picture. Relying on hunches or beliefs is no longer sustainable, so avoid jumping to conclusions and making decisions without thoroughly understanding the statistics being analyzed. The triple aim of statistics is a conceptual model laying the foundation for improving healthcare outcomes through statistics. This foundation is: know your numbers; develop behavioral interventions; and set goals to drive change. With the availability of electronic data sources, the quantity and quality of data have grown exponentially to the point of information overload. Translating all this data into words that tell a meaningful story is overwhelming. This book takes the reader on a journey that navigates through this data to tell a story that everyone can understand and use to drive improvement. Readers will learn to tell a narrative story based on data, to develop creative, innovative and effective solutions to improve processes and outcomes utilizing the authors' tools. Topics include mortality and readmission, patient experience, patient safety survey, governmental initiatives, CMS Star Rating and Hospital Compare. Storytelling with Data in Healthcare combines methodology and statistics in the same course material, making it coherent and easier to put into practice. It uses storytelling as a tool for knowledge acquisition and retention and will be valuable for courses in nursing schools, medical schools, pharmacy schools or any healthcare profession that has a research design or statistics course offered to students. The book will be of interest to researchers, academics, healthcare professionals, and students in the fields of healthcare management and operations as well as statistics and data visualization.

This book is for the people who lead our companies. Our world suffered a staggering blow. We will recover. Many of our companies are still suffering. Some of them will not recover. We're in a time of disruption. A company's culture will play a big part in managing through this disruption. Senior leaders must establish a clear purpose, a strong set of core values, and a plan to translate strategy into action. Companies will be seeking to transform, to become more efficient and resilient. Most attempts to do so fail. They fail because we try to solve the wrong problem with the wrong system. We attempt to change the way people act. But to achieve sustained improvement, we must focus on changing the way they think. Over the last thirty years, we've experimented with Lean, Six Sigma, and other improvement initiatives. Each failed to move beyond average performance and sustain transformational improvement. Average then became a learned behavior. To move forward, we must unlearn some things. We must change our problem definition and our defined systems. And we can do this by framing the problem through the lens of Operational Excellence.

This book provides an extended overview and fundamental knowledge in industrial automation, while building the necessary knowledge level for further specialization in advanced concepts of industrial automation. It covers a number of central concepts of industrial automation, such as basic automation elements, hardware components for automation and process control, the latch principle, industrial automation synthesis, logical design for automation, electropneumatic automation, industrial networks, basic programming in PLC, and PID in the industry.

Profitable production planning is and will remain an eternal challenge to ensuring the prosperity and dignity of companies in a global market. Even though there are different approaches to achieving the target profitability through productivity in the production planning stage, these approaches do not guarantee consistent planning, creation, and sustenance of synchronous profitable operations for multiannual and annual target profit. In feedback to this predicament, Alin Posteuca develops a new system called speed-based target profit (SBTP). SBTP is the profitable production management and manufacturing improvement system that approaches production planning to achieve unit speed of target profit for target products through manufacturing cost improvement and bottleneck profitability control for maximum takt time. Managers and practitioners within manufacturing companies will discover a practical approach for cost down and cash up by applying a powerful operational profitable production planning formula to meet profitability expectations through productivity based on strong leadership with the help of a specific system for feedforward, concurrent, and feedback control. Therefore, the SBTP system in this book presents a holistic approach to profitability for target products and the development of its own mechanism since the acceptance of each order from customers to achieve continuous synchronization of all manufacturing processes to market requirements, profitability management, and profitable production planning. The uniqueness of the book is reinforced by a detailed presentation of the successful application of the SBTP system in two case studies, as a way of life and a unit speed of target profit improvement ethos at all hierarchical levels, in two multinational manufacturing companies operating in highly competitive markets in order to address the synchronous profitable operations for both the sales increase scenario and the sales decrease scenario. By adopting the SBTP system, your company will be able to consistently achieve unit speed of target profit in the bottleneck process for fulfilling annual and multiannual target profit as a unique and effective way through a new profitable production planning paradigm that operates according to its own production system.

The hospitality sector is facing increasing competition and complexity over recent decades in its development towards a global industry. The strategic response to this is still that hospitality companies try to grow outside their traditional territories and domestic markets, while the expansion patterns and M&A activities of international hotel and restaurant chains reflect this phenomenon. Yet, interestingly, the strategies, concepts, and methods of internationalization as well as the managerial and organizational challenges and impacts of globalizing the hospitality business are under-researched in this industry. While the mainstream research on international management offers an abundance of information and knowledge on topics, players, trends, concepts, frameworks, or methodologies, its ability to produce viable insights for the hospitality industry is limited, as the mainstream research is taking place outside of the service sector. Specific research directions and related cases like the international dimensions of strategy, organization, marketing, sales, staffing, control, culture, and others to the hospitality industry are rarely identifiable so far. The core rationale of this book is therefore to present newest insights from research and industry in the field of international hospitality, drawing together recent scientific knowledge and state-of-the-art expertise to suggest directions for future work. It is designed to raise awareness on the international factors influencing the strategy and performance of hospitality organizations, while analyzing and discussing the present and future challenges for hospitality firms going or being international. This book will provide a comprehensive overview and deeper understanding of trends and issues to researchers, practitioners, and students by showing how to master current and future challenges when entering and competing in the global hospitality industry.

Knowledge management is far-reaching. It can dramatically reduce costs such as costs of office work repetition, human resource retirement, information reuse, etc. Rather than "reinventing the wheel" and having it be a costly and inefficient activity, systematic reuse of knowledge can show substantial cost benefits immediately. This book shows how to develop process-oriented methodologies, covers both interorganizational and enterprises models, discusses how knowledge management can dramatically reduce costs and increase speed of response, presents a wide range of quantitative methods applied to various knowledge engineering problems, and offers several graphical presentations of models and processes. Academicians and practitioners in the area of knowledge management and engineering, especially managers in industries will fine this book useful. The material might also be useful in knowledge management graduate studies.

Never has the need for church planting been more acute or more necessary. The world around us is beset with problems of every kind-political, social, economic, racial, and moral. The list is endless, and the difficulties are systemic and entrenched. The best minds, institutions, and efforts are being marshaled to address these problems, but are we getting to the root issues? Could it be that the solutions lie elsewhere? Indeed, the greatest reformer to ever live told us the hope we need comes from the church. Yes, the church, as anemic and as irrelevant as it may seem to some (or many). Jesus said of the community He would birth, "You are the light of the world and the salt of the earth" (Matt. 5:13-14). The church, in all its forms, from small to big, whether found in the countryside or in megacities is God's redeeming force for society, for culture, and for the nations. The church is God's secret weapon and His change agent for the world. He's all in on the church. As such the church is God's organizational servant on the earth. It's to be an enterprise of the highest quality. It's to sparkle with kingdom power, love, and truth. As Ephesians 3:10 states, "[God's] intent was that now, through the church, the manifold wisdom of God should be made known to the rulers and authorities in the heavenly realms." For such a task, outstanding leaders are needed. Great leaders are not just for the arenas of business, politics, or the military. The church must also focus on recruiting, training, and deploying the best. As the leader goes, so goes the organization. This book assists in the great endeavor of planting churches. It gives church planters a biblical and conceptual framework so they can be armed with a map for how to go about establishing new works. This framework is rooted in the humble yet glorious, small yet significant, quiet yet powerful ways of Jesus.

• Describes machine learning in plain language to a non-technical audience • Explains how to manage machine learning projects to deliver value • Highlights important considerations when deploying machine learning systems in organisations

With the emergence of Artificial Intelligence (AI) in the business world, a new era of Business Intelligence (BI) has been ushered in to create real-world business solutions using analytics. BI developers and practitioners now have tools and technologies to create systems and solutions to guide effective decision making. Decisions can be made on the basis of more reliable and accurate information and intelligence, which can lead to valuable, actionable insights for business. Previously, BI professionals were stymied by bad or incomplete data, poorly architected solutions, or even just outright incapable systems or resources. With the advent of AI, BI has new possibilities for effectiveness. This is a long-awaited phase for practitioners and developers and, moreover, for executives and leaders relying on knowledgeable and intelligent decision making for their organizations. Beginning with an outline of the traditional methods for implementing BI in the enterprise and how BI has evolved into using self-service analytics, data discovery, and most recently AI, AI Meets BI first lays out the three typical architectures of the first, second, and third generations of BI. It then takes an in-depth look at various types of analytics and highlights how each of these can be implemented using AI-enabled algorithms and deep learning models. The crux of the book is four industry use cases. They describe how an enterprise can access, assess, and perform analytics on data by way of discovering data, defining key metrics that enable the same, defining governance rules, and activating metadata for AI/ML recommendations. Explaining the implementation specifics of each of these four use cases by way of using various AI-enabled machine learning and deep learning algorithms, this book provides complete code for each of the implementations, along with the output of the code, supplemented by visuals that aid in BI-enabled decision making. Concluding with a brief discussion of the cognitive computing aspects of AI, the book looks at future trends, including augmented analytics, automated and autonomous BI, and security and governance of AI-powered BI.

With the emergence of Artificial Intelligence (AI) in the business world, a new era of Business Intelligence (BI) has been ushered in to create real-world business solutions using analytics. BI developers and practitioners now have tools and technologies to create systems and solutions to guide effective decision making. Decisions can be made on the basis of more reliable and accurate information and intelligence, which can lead to valuable, actionable insights for business. Previously, BI professionals were stymied by bad or incomplete data, poorly architected solutions, or even just outright incapable systems or resources. With the advent of AI, BI has new possibilities for effectiveness. This is a long-awaited phase for practitioners and developers and, moreover, for executives and leaders relying on knowledgeable and intelligent decision making for their organizations. Beginning with an outline of the traditional methods for implementing BI in the enterprise and how BI has evolved into using self-service analytics, data discovery, and most recently AI, AI Meets BI first lays out the three typical architectures of the first, second, and third generations of BI. It then takes an in-depth look at various types of analytics and highlights how each of these can be implemented using AI-enabled algorithms and deep learning models. The crux of the book is four industry use cases. They describe how an enterprise can access, assess, and perform analytics on data by way of discovering data, defining key metrics that enable the same, defining governance rules, and activating metadata for AI/ML recommendations. Explaining the implementation specifics of each of these four use cases by way of using various AI-enabled machine learning and deep learning algorithms, this book provides complete code for each of the implementations, along with the output of the code, supplemented by visuals that aid in BI-enabled decision making. Concluding with a brief discussion of the cognitive computing aspects of AI, the book looks at future trends, including augmented analytics, automated and autonomous BI, and security and governance of AI-powered BI.

An easy-to-read and highly informative book on an extremely important subject.Provides a road map for establishing a system for the identification and elimination of poor-quality costs.Gives management at all levels an important tool for maximization of profit eliminating the concept of optimum operating quality-cost point.

The use of new information and communication technologies both inside the courts and in private online dispute resolution services is quickly changing everyday conflict management. However, the implications of the increasingly disruptive role of technology in dispute resolution remain largely undiscussed. In this book, assistant professor of law and digitalisation Riikka Koulu examines the multifaceted phenomenon of dispute resolution technology, focusing specifically on private enforcement, which modern technology enables on an unforeseen scale. The increase in private enforcement confounds legal structures and challenges the nation-state's monopoly on violence. And, in this respect, the author argues that the technology-driven privatisation of enforcement - from direct enforcement of e-commerce platforms to self-executing smart contracts in the blockchain - brings the ethics of law's coercive nature out into the open. This development constitutes a new, and dangerous, grey area of conflict management, which calls for transparency and public debate on the ethical implications of dispute resolution technology.

Sustainability enables the development of products with minimal environment impact coupled with economical and societal benefits. This book provides an understanding of theoretical and practical perspectives pertaining to Sustainable manufacturing. This book focuses on fundamentals, providing insights, concepts, tools, methods, case studies, and practical perspectives taken from research. The book will be of interest to students, researchers and industry practitioners.

Businesses today are faced with a highly competitive market and fast-changing technologies. In order to meet demanding customers' needs, they rely on high quality software. A new field of study, soft computing techniques, is needed to estimate the efforts invested in component-based software. Component-Based Systems: Estimating Efforts Using Soft Computing Techniques is an important resource that uses computer-based models for estimating efforts of software. It provides an overview of component-based software engineering, while addressing uncertainty involved in effort estimation and expert opinions. This book will also instruct the reader how to develop mathematical models. This book is an excellent source of information for students and researchers to learn soft computing models, their applications in software management, and will help software developers, managers, and those in the industry to apply soft computing techniques to estimate efforts.

Businesses today are faced with a highly competitive market and fast-changing technologies. In order to meet demanding customers' needs, they rely on high quality software. A new field of study, soft computing techniques, is needed to estimate the efforts invested in component-based software. Component-Based Systems: Estimating Efforts Using Soft Computing Techniques is an important resource that uses computer-based models for estimating efforts of software. It provides an overview of component-based software engineering, while addressing uncertainty involved in effort estimation and expert opinions. This book will also instruct the reader how to develop mathematical models. This book is an excellent source of information for students and researchers to learn soft computing models, their applications in software management, and will help software developers, managers, and those in the industry to apply soft computing techniques to estimate efforts.

With the constant evolution of change in healthcare from both a technology and governmental perspective, it is imperative to take a step back and view the big picture. Relying on hunches or beliefs is no longer sustainable, so avoid jumping to conclusions and making decisions without thoroughly understanding the statistics being analyzed. The triple aim of statistics is a conceptual model laying the foundation for improving healthcare outcomes through statistics. This foundation is: know your numbers; develop behavioral interventions; and set goals to drive change. With the availability of electronic data sources, the quantity and quality of data have grown exponentially to the point of information overload. Translating all this data into words that tell a meaningful story is overwhelming. This book takes the reader on a journey that navigates through this data to tell a story that everyone can understand and use to drive improvement. Readers will learn to tell a narrative story based on data, to develop creative, innovative and effective solutions to improve processes and outcomes utilizing the authors' tools. Topics include mortality and readmission, patient experience, patient safety survey, governmental initiatives, CMS Star Rating and Hospital Compare. Storytelling with Data in Healthcare combines methodology and statistics in the same course material, making it coherent and easier to put into practice. It uses storytelling as a tool for knowledge acquisition and retention and will be valuable for courses in nursing schools, medical schools, pharmacy schools or any healthcare profession that has a research design or statistics course offered to students. The book will be of interest to researchers, academics, healthcare professionals, and students in the fields of healthcare management and operations as well as statistics and data visualization.

This book presents some twenty case studies, showing how companies in different industry sectors and of different sizes make advances in Product Lifecycle Management (PLM). Like the author's previous volumes, this book provides a valuable resource for those wishing to learn about PLM and how to implement and apply it in their companies. Helping readers to * learn about implementing and benefiting from PLM; * learn about good PLM solutions and best practice; * improve their planning and decision-making abilities; * benefit from the lessons learned by the companies featured in the case studies; * proceed faster and further with PLM the book presents effective PLM solutions and best practices. At the same time, the case studies included demonstrate how different companies implement and benefit from PLM. Each case study is addressed in a separate chapter and details a different situation, enabling readers to put themselves in the situation and think through different actions and decisions. A valuable resource for PLM team managers and employees in engineering and manufacturing companies, the book is also of interest to researchers and students in industrial engineering fields.

Digitalization is on everyone's lips as new technology changes business landscapes and conventional companies are outperformed by younger digital and agile contestants. In this volatile environment it seems more relevant than ever before to understand the aspects and business logic behind the elusive phenomenon called "digitalization". Never before have there been such great opportunities to unleash the full potential of technology within organizations to create long-standing competitive advantage. This book explains the strategy and practice of how to lead and control the people side of digital change in a dynamic world of uncertainty and social complexity, and as such the book snares the elusive phenomena of digitalization Digitalization drives behavioral change and calls for a new way of thinking among senior executives. In practice, reaping the benefits of digital technology is not as easy as it first appears to be. This book provides a map to navigate in the volatile business landscape where change occurs continuously because of digital technology. It provides an historical frame of the evolution of digital technology, decodes digitalization's negative influence on the external aspects of customer satisfaction, discusses and explains the strategic and leadership consequences of different forms of digital change, and finally demonstrates how leading digital change can be put into practice. Illustrative case studies and examples are provided throughout as well as models and frameworks. This is a valuable resource for researchers, academics, and students in the fields of organizational studies, organizational change, technology and innovation management, and digitalization.

People do their best work when they are motivated. This may sound obvious, but while people managers instinctively agree with the centrality of motivation at work and its impact on employee engagement, their practices do not follow. With so much "real work" to do every day, how can managers also carve out time to learn, engage, build relationships, tap motivation, encourage development, and inspire? The problem is a false dichotomy between the world of business and that of people development. What if managers were able to systematically transform everyday business issues into meaningful, developmental coaching opportunities with employees at the same time? This proven coaching approach radically shifts conversations away from either-or propositions and uses an entirely different lens: transforming business challenges by connecting them directly to employee motivation to achieve the desired business result while dramatically increasing employee engagement. And all this comes none too soon as leaders must rethink the way they lead given the modern realities of organizational life. Among them: A rapidly changing workplace and increasing uncertainty that requires a fundamental shift in the leader's approach, including the distribution of authority and the expectation that employees take responsibility for their own learning Pervasive and persistent employee disengagement, characterized by employees who no longer accept the organization's priorities at the expense of their own, where organizations that continue to dictate terms will find ongoing challenges with costly employee turnover and lack of engagement During the past decade, the Developmental Coaching Model has been taught across the globe in nine languages and has been enthusiastically embraced by thousands of managers while dissolving the invisible barriers that block individual and organizational development and business success.

This book offers a fresh method of assessing and managing risks in SMEs, by adopting a multidisciplinary approach. In small and medium companies, the risk management process cannot be often formalised and procedures are usually integrated unconsciously into the decision-making process. Therefore, to enhance the flexibility of these companies, increase their market share and allow them to grow and manage risks more effectively, the first step is to improve the way decisions are made. Consequently, it is fundamental for those companies to improve the awareness about the way reasonable decisions are made, which can be achieved only through a proper knowledge and the definition of the Risk Appetite Framework. Therefore, by improving knowledge, the risk appetite and awareness in the decision making, companies will implicitly start developing a risk consciousness, which can be translated into a sound risk approach. SMEs need to understand the importance of an effective internal control system. Hence, the central point is the necessity to start reconsidering the company as a unique entity, by adopting a holistic approach. The book explores whether small and medium companies should adopt a formalised risk management process and, more importantly, the role that the development of an appropriate risk mindfulness and approach to expand existing functions plays in these entities. It suggests an appropriate way of thinking about risk, starting with the amalgamation of both past and present theories, and enabling SMEs to find a solution to improve the effectiveness of their risk management strategies.

The best organizations, and even the best departments within organizations, have a roadmap: a clear vision of where they would like to be and the means by which they will get there. This roadmap drives the everyday activity of the company as well as any change it makes both internally and externally. And it is what drives projects. In fact, it is arguable that success in business is almost wholly reliant on an ability to implement change effectively - whether it is a computer system that gives you the edge on your competitor, bringing a new product to market, adopting new ways of working, or completely redefining the approach your company takes. Success and survival in business relies on change and the way that business implements change is through projects. Therefore, if you work in the world of business, sooner or later the chances are that you will be involved in a project, as a stakeholder, advisor, sponsor or possibly running it - as the project manager. In The Everyday Project Manager, author and project management expert Jeremy Nicholls shares the key attributes and skills of successful project management and describes the practical skills that will enhance project delivery regardless of your level of experience. The skills and concepts detailed in this book can be easily understood and implemented. They are "everyday" (that is, commonplace) skills, but they are skills and the concepts that the best project managers use every day. Each chapter details the concepts, practices, and tools that readers will use to build their proficiency in every phase of delivering a project efficiently and effectively.

The PCP's Bicentennial Edition Remington: The Science and Practice of Pharmacy, Twenty Third Edition, offers a trusted, completely updated source of information for education, training, and development of pharmacists. Published for the first time with Elsevier, this edition includes coverage of biologics and biosimilars as uses of those therapeutics have increased substantially since the previous edition. Also discussed are formulations, drug delivery (including prodrugs, salts, polymorphism. With clear, detailed color illustrations, fundamental information on a range of pharmaceutical science areas, and information on new developments in industry, pharmaceutical industry scientists, especially those involved in drug discovery and development will find this edition of Remington an essential reference. Intellectual property professionals will also find this reference helpful to cite in patents and resulting litigations. Additional graduate and postgraduate students in Pharmacy and Pharmaceutical Sciences will refer to this book in courses dealing with medicinal chemistry and pharmaceutics.