Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers-well-meaning though they usually are-lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.

How far can government be reinvented? What is the impact of globalization on the delivery of government services around the world? This comparative book debates new managerial and policy paradigms, with a sophisticated analysis of the potential effects of the marketizing of government services. Case studies explore The US Government's National Performance Review, the relocation of Britain's Inland Revenue IT services with a US multi-national, the impact of the Europeanization of government in the EU, the implausibility of reinventing government, and the applicability of new theories of analysis.

This new book focusses upon customer care in relation to Human Resource Management issues and strategic planning. It addresses the objective of customer loyalty and retention in relation to business success and shows how this can integrate a company's strategy with regard to Marketing, Human Resource Management, Quality and Management of Change. This is an innovative book in a topical area that draws upon case study material.

Build, implement and optimize your digital marketing campaigns, with this indispensable guide which covers everything from SEO, social media, paid search and display advertising. The Digital Marketing Handbook takes the reader step by step through the various components of B2B and B2C online marketing, making it an essential companion to every marketer's desk. Highly practical in approach, it features tips, platform recommendations and common pitfalls to watch out for, as well as examples from global brands including Google, Amazon and Nissan. Detailed guidance is provided for key areas such as creating content that excites, informs and converts, using marketing automation and analyzing your results to maximize performance. Written by recognized industry expert and bestselling author, Simon Kingsnorth, The Digital Marketing Handbook brings together reliable and actionable insights into one complete resource. Also covering how to manage affiliates and partnerships to deliver highly targeted leads and provide customer service that achieves high review scores and builds loyalty, it is accompanied by online templates and interactive tools to use in practice. This book is an essential blueprint for marketing professionals to deliver the best results from their digital marketing campaigns.

India is the largest provider of generic drugs globally. The Indian pharmaceutical sector supplies over 50 per cent of the global demand for various vaccines, and as a result, holds an important position in the global pharmaceutical sector. This book is a comprehensive study of pharmaceutical marketing management in the Indian context and similar growth markets. The book introduces the fast-paced and multi-faceted discipline of pharmaceutical marketing management through an in-depth discussion on the genesis and evolution of its marketing concept. Combining theory and practice, it offers a strategic approach to pharmaceutical marketing from an organisational and business perspective and explicates the practical applications of it. Richly supported by case studies, the book brings together fresh perspectives and approaches equally useful for students and professionals. This book will be of interest to academicians, advanced students, and practitioners of pharmaceutical marketing and pharmaceutical management. It will also be beneficial to those interested in business strategy, decision making, and international marketing.

Brands - corporate, products, service - today are collectively defined by their customers, deriving from personal experiences and word of mouth. This book acts as a forum for examining current and future trends in corporate branding, identity, image and reputation. Recognising the complexity and plurality at the heart of the corporate branding discipline, this book fills a gap in the literature by posing a number of original research questions on the intrinsic nature of corporate branding ideas from corporate (external) and organisation (internal) identity perspectives as they relate to brand management, corporate reputation, marketing communications, social media, smart technology, experiential and sensory marketing. It incorporates current thinking and developments by both multidisciplinary academics and practitioners, combining a comprehensive theoretical foundation with practical insights. The text will serve as an important resource for the marketing, identity and brand practitioners requiring more than anecdotal evidence on the structure and operation of stakeholders communication in different geographical areas. It determines current practices and researches in diverse areas, regions and commercial and non-commercial sectors across the world. The book provides scholars, researchers and postgraduate students in business and marketing with a comprehensive treatment of the nature of relationships between companies, brands and stakeholders in different areas and regions of the world.

This book compiles and explains technical terms in sustainable finance in an easy-to-navigate A-Z format. The interdisciplinary nature of sustainable finance means that those researching and working in the field often have to turn to a variety of different sources to look up various non-financial terms. Recognizing this issue, Ibrahim Sancak and Elisa Aracil have curated a comprehensive list of the key terms most commonly used in the field. Each entry maps out an important concept or idea and illustrates how it relates more broadly across this growing discipline, such as the changes and innovations required by the financial sector to meet the United Nation's Sustainable Development Goals. Overall, Essential Concepts of Sustainable Finance will enable readers to communicate more effectively about finance within the context of sustainability. With related terms and further reading included alongside the entries, this innovative and accessible volume will be of great interest to students, scholars and practitioners alike.

This book compiles and explains technical terms in sustainable finance in an easy-to-navigate A-Z format. The interdisciplinary nature of sustainable finance means that those researching and working in the field often have to turn to a variety of different sources to look up various non-financial terms. Recognizing this issue, Ibrahim Sancak and Elisa Aracil have curated a comprehensive list of the key terms most commonly used in the field. Each entry maps out an important concept or idea and illustrates how it relates more broadly across this growing discipline, such as the changes and innovations required by the financial sector to meet the United Nation's Sustainable Development Goals. Overall, Essential Concepts of Sustainable Finance will enable readers to communicate more effectively about finance within the context of sustainability. With related terms and further reading included alongside the entries, this innovative and accessible volume will be of great interest to students, scholars and practitioners alike.

Authentic Excellence for Organizations explores organizational culture from a values-based perspective and applies the psychological principles of values-based flourishing to organizations. Integrating the principles of Giving Voice to Values (GVV) and Authentic Excellence (AX), this book provides a process that details how organizations can harness their team's inherent wisdom to flourish through the relentless pace and pressure of today's world. Moving beyond team building strategies and programming, this book helps develop confidence in managing the tensions inherent in organizations. It explores: The difference between moral values and personal values; How both can be effectively expressed and managed in organizations; The possibilities of shifting from a fear-based culture of "Or" to an inclusive and values-centred culture of " and How to practically create flourishing "&" cultures using the Giving Voice to Values model. How do we create an organizational culture that effectively sustains "&s" like competitive & collaborative, productive & fulfilled, innovation & tradition? This book is intended for organizational leaders, members and HR managers looking to develop strong and thriving teams. It also aligns with required or recommended reading for secondary or undergraduate courses that explore values, leadership, organizational development and performance, decision making, ethics, and entrepreneurship.

Authentic Excellence for Organizations explores organizational culture from a values-based perspective and applies the psychological principles of values-based flourishing to organizations. Integrating the principles of Giving Voice to Values (GVV) and Authentic Excellence (AX), this book provides a process that details how organizations can harness their team's inherent wisdom to flourish through the relentless pace and pressure of today's world. Moving beyond team building strategies and programming, this book helps develop confidence in managing the tensions inherent in organizations. It explores: The difference between moral values and personal values; How both can be effectively expressed and managed in organizations; The possibilities of shifting from a fear-based culture of "Or" to an inclusive and values-centred culture of " and How to practically create flourishing "&" cultures using the Giving Voice to Values model. How do we create an organizational culture that effectively sustains "&s" like competitive & collaborative, productive & fulfilled, innovation & tradition? This book is intended for organizational leaders, members and HR managers looking to develop strong and thriving teams. It also aligns with required or recommended reading for secondary or undergraduate courses that explore values, leadership, organizational development and performance, decision making, ethics, and entrepreneurship.

Covers how product development, advancement, and international promotion are best accomplished through the practice of industrial engineering Illustrates how industrial engineering has a proven track record of aiding the survival of industry Discusses how new industries are more vulnerable to the adverse global developments in the global supply chain Includes “real world” case examples of managing products, services, and results Offers a range of industrial engineering tools for managing industry Presents templates for operational excellence in industry

Within the developed world, airlines have responded to the advice of advocates for corporate social and environmental responsibility (CSER) to use the intertwined dimensions of economics, society and environment to guide their business activities. However, disingenuously, the advocates and regulators frequently pay insufficient attention to the economics which are critical to airlines' sustainability and profits. This omission pushes airlines into the unprofitable domain of CSERplus. The author identifies alleged market inefficiencies and failures, examines CSERplus impacts on international competition and assesses the unintended consequences of the regulations. She also provides innovative ideas for future-proofing airlines. Clipped Wings is a treatise for business professionals featuring academic research as well as industry anecdotes. It is written for airlines (including their owners, employees, passengers and suppliers), airports, trade associations, policy makers, educators, students, consultants, CSERplus specialists and anyone who is concerned about the future of competitive airlines.

This book is one of the few contemporary works to begin to reinterpret marketing thought from a marketing exchange perspective. The book consists of sixteen newly authored chapters solicited for this reinterpretation.

The discussion begins with a description of the marketing taxonomy, identifying and distinguishing between marketing behavior and other non-marketing, need-satisfying behavior pertinent to marketers. The controversy surrounding such a taxonomy as well as alternative classifications of specific need-satisfying behaviors are examined in depth as well. Other topics specific to marketing behavior are examined from an exchange perspective by authors who have done specialized work in the field. The discussions include the temporal and spatial aspects of exchange; internal markets; evaluation processes; the attributes of channel exchange in contrast to final exchange; the captive consumer; externalities and legal dimensions as they relate to the exchange process; with a special emphasis on the exchange media and its role in the exchange process. This book is important to marketing teachers and writers who are attempting to conform to the American Marketing Association's description of marketing. The topics examined in this book are likely to serve as the basis for the next generation of introductory and strategy marketing course textbooks.

This book illustrates two approaches for firms to shape successful circular strategies, namely, the Circular Economy and Circular Districts. The former considers firms' challenges when turning theoretical circular models into practice. Thus, it discusses the opportunities and difficulties in reshaping corporate strategies by reflecting on circular economy principles. The latter approach plays a new role within the new economy systems and this book conceptualizes and operationalizes its definition. The circular district can represent an effective way to accelerate the energy transition process by developing industrial collaborations and exploiting technology synergies to enhance circularity and achieve economic, environmental, and social targets. The book highlights how firms should adjust their strategic thinking, redesign their network of relationships, and reconsider the value creation process when the circular economy is a concrete option. Furthermore, it examines the evolution from circular economy to circular districts by revealing the motivations that push firms and supply chains to redesign their strategies by considering the perspective of a circular district. The book ends by analyzing business experiences in these two areas and proposes advancements for both the scientific community and the business world. The book offers a blend of theoretical frameworks and practical applications and will be of particular interest to scholars in the fields of sustainable operations, closed-loop supply chain, green supply chain management, and circular supply chains. Also, the operationalization of the concept of circular districts, offers a genuine and original theoretical contribution, thus targeting students from Executive programs, MBA programs, and PhD programs. The book will also attract managers, practitioners and professionals interested in real-world cases and experiences as well as practical developments in the domain.

The first book to look at how energy companies can develop brands as they move to more sustainable energy solutions. The world is facing climate crisis, and never before has the world been looking at the energy industry to solve the delivery of power in ways that do not damage the planet. Includes insights from energy business leaders and is therefore more than an academic thesis, but a practical guide to resolving these branding and sustainability challenges.

While international negotiations to reduce greenhouse gas (GHG) emissions have been less than satisfactory, there is a presumption that a significant level of multi-lateral commitment will be realized at some point. International air and marine travel have been left to one side in past talks because the pursuit of agreement proceeds on the basis of commitment by sovereign nations and the effects of these specific commercial activities are, by their nature, difficult to corral and assign to specific national jurisdictions. However, air travel is increasing and, unless something is done, emissions from this segment of our world economy will form a progressively larger percentage of the total, especially as emissions fall in other activities. This book focuses on fuel. The aim is to provide background in technical and policy terms, from the broadest reliable sources of information available, for the necessary discourse on society's reaction to the evolving aviation emissions profile. It considers what policy has been, why and how commercial air travel is committed to its current liquid fuel, how that fuel can be made without using fossil-source materials, and the barriers to change. It also advances some elements of policy remedies that make sense in providing an environmentally and economically sound way forward in a context that comprehends a more complete vision of sustainability than 'renewable fuels' traditionally have. The goal of Will Sustainability Fly? is to broaden and contextualize the knowledge resource available to academics, policy makers, air industry leaders and stakeholders, and interested members of the public.

This book explores the complex legal, cultural, economic and human rights issues associated with development-induced displacement and resettlement (DIDR) in Vietnam. As in many parts of the world, urban expansion and large-scale infrastructure projects in Vietnam often rely on forced land acquisition, which can result in the involuntary resettlement of households and entire communities. This book examines the adequacy of monetary and in-kind compensation and the support that resettlees need for successful integration into host communities and for sustainable livelihoods and improved well-being. It presents new paradigms and practices that place affected households at the centre of project planning and implementation to fully address the needs of the most vulnerable. This includes women, the elderly, and ethnic minority groups. Bringing together research evidence, practical experience, and insights of distinguished researchers, this book is the first to systematically examine DIDR in Vietnam, a single-party state seeking to balance state interests with the demands of investors and civil society for human rights and participation by affected people. Combining the latest evidence and research findings on development-induced displacement and resettlement in Vietnam with practical experiences in project implementation, this book will be a useful guide for researchers across development, migration, and Southeast Asian Studies, as well as practitioners and policy makers. Its lessons will also be relevant to other countries facing rapid development.

Compared to 20 years ago, the jobs many people do today are increasingly characterised by low pay and insecurity, while countless others cope with workplace stress and ill-health. At the same time the consequences of our current model of economic activity are creating dangerous and critical changes in the planet's climate. Until recently debates around these two issues have had little contact with each other. This book demonstrates that there are definite and complex connections between degraded jobs and a degraded environment, that neither the dominant economic model nor the rate at which we exploit the planet's resources are sustainable and that the limits for both may be reached sooner rather than later. By bringing together insights from critical thinkers in a range of disciplines, the book discusses the requirements and characteristics for work to be at the same time economically, socially and environmentally sustainable and examines the potential for alternative routes to sustainable work in policies and actions that support both the natural environment and worker well-being. The book will be of interest to researchers, academics and students in the fields of HRM, labour studies, employment relations, sociology, environmental studies and sustainability. It is particularly relevant for those focusing on the link between labour and climate change. It is also highly relevant to policymakers, trade unions and NGOs looking at decent work and sustainability.

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal. Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal. In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer--along with your company's growth, profits, and market valuation. In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator. In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN. You'll learn: Seven Immutable Rules of Sales Negotiation Why "Win-Win" Usually Means "You-Lose" The One Rule of Sales Negotiation You Must Never Break How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles Seven Principles of Effective Sales Negotiation Communication How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table How to Protect Yourself from the Psychological Games that Buyers Play With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve. INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer. You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

Corporate governance and corporate reporting are closely linked to each other, and their respective evolutionary patterns are mutually influencing. Along with the recent expansion of company disclosure, a growing attention is being paid to corporate governance determinants and mechanisms underpinning the decision to voluntarily adopt non-financial disclosure formats, such as integrated reporting. At institutional level, several national corporate governance codes have been changed towards the recognition and inclusion of this innovative, non-financial language. In academic research, the influence of corporate governance variables vis-a-vis the choice to embrace such reporting practices has been subject to a long scrutiny. However, only a little inquiry has so far analysed the influence of corporate governance factors on integrated reporting adoption, quality, and credibility. Accordingly, the aim of the book is to investigate if, and to what extent, corporate board composition and characteristics can affect, at the same time, the decision to voluntarily adopt integrated reporting by companies as well as their financial performance. The study carries out an empirical analysis of the professional features of board members at the time of their decision to implement integrated reporting as a new form of company accountability. The work provides innovative insights into the articulated relationships between the quantitative and qualitative composition of corporate boards and the latter's choice to uptake this advanced form of reporting to represent the wider value creation processes of their organisations.

* Designed as a core textbook for a broad range of essential Marketing courses and modules, with textbook pedagogy included throughout to aid understanding and cement learning. * Uniquely practical and applied in its approach with an emphasis on employability, with a 25,000-word running case study embedded within each chapter, which enables students to 'progress' through a 'marketing career' by applying their newly learned knowledge into realistic and modern context. * Unlike the competition in the area, this is a concise textbook, which is user-friendly for a wide, international readership.

* Designed as a core textbook for a broad range of essential Marketing courses and modules, with textbook pedagogy included throughout to aid understanding and cement learning. * Uniquely practical and applied in its approach with an emphasis on employability, with a 25,000-word running case study embedded within each chapter, which enables students to 'progress' through a 'marketing career' by applying their newly learned knowledge into realistic and modern context. * Unlike the competition in the area, this is a concise textbook, which is user-friendly for a wide, international readership.

* Essay-based format weaves together technical details and case studies to cut through complexity * Provides a strong background in business situations that companies face, to ensure that data analytics efforts are productively directed and organized * Appropriate for both business and engineering students who need to understand the data analytics lifecycle