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Sales Management is a complete and practical handbook for all involved in the field of selling. It is an essential source book, a complete sales management course and a consultant's detailed plan in one volume. The sales manager needs all the skills and qualities of the salesperson in order to get things done by effective management of an often quite diverse team of people. The emphasis in his or her role is on planning, controlling, monitoring, managing and motivating their sales force. Step-by-step, the book provides detailed guidance to the practicalities of organization and management, including selection, training, motivation, communication and control. The author also gives in-depth analysis to such vital topics as forecasting and sales promotions, the use of planning and control forms and alternative sales distribution methods, such as franchising. It will be key reference and reading for every practising sales manager at area manager level and above in large corporations, and the field or local manager in smaller companies with less structured organizations.

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This successful title, previously known as 'Building the 21st Century Home' and now in its second edition, explores and explains the trends and issues that underlie the renaissance of UK towns and cities and describes the sustainable urban neighbourhood as a model for rebuilding urban areas.The book reviews the way that planning policies, architectural trends and economic forces have undermined the viability of urban areas in Britain since the Industrial Revolution. Now that much post-war planning philosophy is being discredited we are left with few urban models other than garden city inspired suburbia. Are these appropriate in the 21st century given environmental concerns, demographic change, social and economic pressures? The authors suggest that these trends point to a very different urban future.The authors argue that we must reform our towns and cities so that they become attractive, humane places where people will choose to live. The Sustainable Urban Neighbourhood is a model for such reform and the book describes what this would look like and how it might be brought about.

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While innovation in products and services continues apace, todays competitive strategy is equally based on innovation in the route to market. Tesco.com, Direct Line, First Direct and easyJet are just a few examples of innovative channel strategies as a key component of the value proposition. We find ourselves in a multi-channel world. This book is drawn from the experience of major companies such as IBM, First Direct, Taylor Woodrow and BT. Lessons are explained clearly: be Multi not multiple; channels as weapons; think combinations; design from the top, but think people and measure it. The key concepts are backed by carefully tested practical advice from making organisational change to understanding channel metrics. Based on work from Cranfield's world leading Customer Management Forum, this is the essential practical guide for senior management in key areas like marketing, sales, customer services and strategy.

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* Uses a novel clause-by-clause approach to explain the important JCT 2005 contract * Written by an experienced author, explaining in simple English the meaning and relevance of each clause to avoid common misunderstandings * Includes up-to-date legal cases that explain the development and interpretation of the contract  The Joint Contracts Tribunals suite of contracts (commonly known as JCT 2005) are the most commonly used in the UK to procure major building work. Understanding the contracts, and which to use, is vital knowledge for all students on construction-related HND or degree courses, but these clauses can contain convoluted language, leading to confusion. This easy-to-follow guide takes the reader through the JCT 2005 building contracts clause by clause, in an easy-to-follow format, in simple but effective language that eliminates misinterpretation.   Spilt into 3 sections, this book provides a summary of the current JCT Contracts, identifying which to use for what type of work, along with an analysis of their risk, liability, documentation, design responsibility and financial procedures, ensuring that JCT 2005 Building Contract: clause by clause is the vital, definitive reference for the aspiring construction professional.  Phil Griffiths is a lecturer at Nottingham Trent University with interests in contract administration, finance and project management. He graduated from Nottingham Trent Polytechnic in 1971 and worked as a quantity surveyor in local authority and a medium sized construction company. He also spent some time as a director of a small construction company and is a freelance estimator.

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Managing Legal and Ethical Principles Revised Edition

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Stuck for ideas, inspiration or just want to work differently? Management Extra brings all the best management thinking together in one package. The books are practical and well structured to provide an in depth treatment of these management topics. Titles in the series: * Business Environment * Change Management * Development for High Performance * Effective Communications * Financial Management * Information and Knowledge Management * Leadership and Management in Organisations * Leading Teams * Making Sense of Data and Information * Managing Markets and Customers * Managing for Results * Managing Health, Safety and Working Environment * Managing Legal and Ethical Principles * Managing Yourself * Positive Working Relationships * Project Management * Quality and Operations Management * Reaching Your Goals Through Innovation * Recruitment and Selection * Reputation Management The series fuses key theories and concepts with applied activities to help managers examine how they work in practice. The books are created with individuals in mind. They are designed to help you improve your management skills. Management Extra can also be used in conjunction with management programmes of study aligned to standards. Each of the books has case studies, self assessments and activities all underpinned by knowledge and understanding of the frameworks and techniques required to improve performance. Management Extra provides managers and trainers with a handbook for action and development. "You found it  what a find! A practical resource packed with all the relevant theory and suggested activities to support your professional development. An essential resource to have at your fingertips, jump in and enjoy."--Russell Jeans, Learning and Development Manager, ntl "All the essential concepts are here, presented in an easily digestible format with lots of up to date case studies and references  but, most importantly, with plenty of thought provoking activities and self-diagnostic exercises to make the learning personal and transferable."--Peter Manning, Head of Training & Development, News International Newspapers Ltd

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Product Marketing for Technology Companies

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The author compresses his twenty years of experience to take a step-by-step approach to the product life-cycle, and covers areas such as:* selecting target markets* creating a positioning statement* writing a financial paragraph* motivating othersthereby demonstrating how to act as a bridge between sales, development and finance.Successfully marketing products for technology companies requires the application of precision marketing techniques, and in this book the author teaches how to focus on the whole product and create real solutions that match the market needs.

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Butterworth-Heinemanns CIM Coursebooks have been designed to match the syllabus and learning outcomes of our new qualifications and should be useful aids in helping students understand the complexities of marketing. The discussion and practical application of theories and concepts, with relevant examples and case studies, should help readers make immediate use of their knowledge and skills gained from the qualifications.Professor Keith Fletcher, Director of Education, The Chartered Institute of MarketingHere in Dubai, we have used the Butterworth-Heinemann Coursebooks in their various forms since the very beginning and have found them most useful as a source of recommended reading material as well as examination preparation.Alun Epps, CIM Centre Co-ordinator, Dubai University College, United Arab EmiratesButterworth-Heinemanns official CIM Coursebooks are the definitive companions to the CIM professional marketing qualifications. The only study materials to be endorsed by The Chartered Institute of Marketing (CIM), all content is carefully structured to match the syllabus and is written in collaboration with the CIM faculty. Now in full colour and a new student friendly format, key information is easy to locate on each page. Each chapter is packed full of case studies, study tips and activities to test your learning and understanding as you go along. The coursebooks are the only study guide reviewed and approved by CIM (The Chartered Institute of Marketing). Each book is crammed with a range of learning objectives, cases, questions, activities, definitions, study tips and summaries to support and test your understanding of the theory. Past examination papers and examiners reports are available online to enable you to practise what has been learned and help prepare for the exam and pass first time. Extensive online materials support students and tutors at every stage. Based on an understanding of student and tutor needs gained in extensive research, brand new online materials have been designed specifically for CIM students and created exclusively for Butterworth-Heinemann. Check out exam dates on the Online Calendar, see syllabus links for each course, and access extra mini case studies to cement your understanding. Explore marketingonline.co.uk and access online versions of the coursebooks and further reading from Elsevier and Butterworth-Heinemann.INTERACTIVE, FLEXIBLE, ACCESSIBLE ANY TIME, ANY PLACEwww.marketingonline.co.uk

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Mike Tooleys accessible, activity-based approach introduces students to engineering and the pivotal role it plays in the modern world, as well as providing opportunities to develop engineering skills and acquire the knowledge needed for the latest GCSE schemes from Edexcel, OCR and AQA. This book builds on the success of Mike Tooleys GNVQ and BTEC National Engineering texts, which have helped thousands of students to gain their first engineering qualification.The text, case studies, activities and review questions included throughout this book are designed to encourage students to explore engineering for themselves through a variety of different learning experiences. The practical process of designing and making a product offers the chance to develop the skills of engineering drawing, basic electronics and workshop techniques. Case studies, and research work using the internet and other sources, introduce the wide variety of engineering sectors and employment, from the automotive industry to telecommunications.With the first three chapters matched to the assessed units of the GCSE programme, the second edition also includes an additional topic-based chapter introducing the essential maths and science required for the successful study of engineering. All examples relate directly to engineering applications, emphasising the use of maths and science in the understanding of fundamental engineering concepts. New topics include: units; formulae; measurement; data; linear and angular motion; force, mass and acceleration; and properties of engineering materials. Mike Tooley is formerly Director of Learning at Brooklands College, Surrey, and is the author of many best-selling engineering and electronics books.

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Arts Marketing focuses on a variety of sectors within the arts and addresses the way in which marketing principles are applied within these, outlining both the similarities and the differences that occur. Relating policy to practice, this contributed text demonstrates the most effective means of marketing in specific areas of the arts, with each chapter having been written by a specialist in the field. Although primarily focusing on the UK market, the subject has global relevance and appeal, and policy is evaluated on national, European and supranational levels. Specialist topics dealt with range from the marketing of the theatre, opera, and museums, through to the film industry and popular music.

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Finola Kerrigan, Peter Fraser, Mustafa Ozbilgin

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This clear and concise guide is the ideal introduction to contemporary housing design for students and professionals of architecture, urban design and planning. With the increasing commitment to sustainable design and with an ever-increasing demand for houses in urban areas, housing design has taken on a new and crucial role in urban planning. This guide introduces the reader to the key aspects of housing design, and outlines the discussion about form and planning of urban housing. Using chapter summaries and with many illustrations, it presents contemporary concerns such as energy efficient design and high density development in a clear and accessible way. It looks at practical design solutions to real urban problems and includes advice on reclamation and re-use of buildings. The guidance it presents is universally relevant. Part two of the book features current case studies that illustrate the best in high density, sustainable housing design providing the reader with design information, and design inspiration, for their own projects.

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Powerful self-awareness activities and real-life case studies make this new information fascinating, practical, and easy to apply to the workplace.Seeing the world through the eyes of a person from another group is a potent process for shifting perspective and gaining multicultural people skills. " . . . an informative, comprehensive, and practical book. It is easy to read and is a must for everyone who is seriously interested in learning about and working more effectively with diverse people. I highly recommend it." James P. Grey, Centre for Organization Effectiveness, Inc.Norma Carr-Ruffino is Professor of Management at San Francisco State University. Author of the bestselling book, The Promotable Woman, and a well-known lecturer, she has made presentations throughout the U.S., Europe, and Asia. She has facilitated seminars and courses in managing cultural and gender diversity since the 1970s. As an entrepreneur, she helped to found and expand a chain of food stores. Her research has focused on helping organizations successfully compete in local and global markets by utilizing the talents of a diverse range of people.

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Business experts, business economists, and organizational psychologists agree that a specific business strategy must be chosen for a corporation to excel. Beyond the strategy, companies must have a performance measurement system that ties every aspect of the organization - from the boardroom to the factory floor - to the strategy. In their book 'Corporate Performance Management', noted authors David Wade and Ron Recardo show companies how to craft a strategic focus and create sound business strategy by using a unique and pragmatic performance-measurement system. Concepts in the book are illustrated by 'real world' case studies. It provides tools and techniques to show how to apply the concepts within an organization.David Wade is the director of performance measurement for Aetna, Inc., and the author of several business-related books and articles.Ron Recardo is the founder and managing partner of The Catalyst Consulting Group, L.L.C. The author of several articles and books, he is a frequent speaker at meetings of professional associations, trade groups, and senior executives.

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Food Safety in the Hospitality Industry is a user-friendly guide to current food safety and hygiene legislation and is vital reading for all those involved in food handling and preparation. Using frequent practical examples, the text outlines and explains what you need to know about the following areas:  The key legislation and legal background in easy-to-follow terms - includes a comparison of the UK and European Union. Safe food handling in practice - an easy reference source for all areas of a catering operation, including food service and labelling, storage and temperature controls and health and safety.  The application of food safety policies in business - practical guidance on food hazard analysis, including planning, implementation, control and measurement. Ideal reading for the core food safety component of hospitality management and catering degrees, the text is also a useful reference for industry practitioners who need to be up to speed on the legal requirements and best practice for maintaining safety and hygiene in the workplace.

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Value-Based Human Resource Strategy demonstrates how HR strategy can be positioned and implemented to generate real shareholder value, using case studies from BT, Dyson, Marks and Spencer and others.The following topics are covered:* Scope, positioning, process* Strategy techniques* Links with managing for value* Project managing HR strategy* Specific HR strategy issues and breakthroughs* Being an HR strategy consultantMany HR managers are trying to become more of a consultant than an HR administrator and don't know how to - this book addresses that need. It is practical and contains visual tools to work through HR issues.

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Unleashing Intellectual Capital reveals breakthrough principles for structuring Knowledge Age organizations. It helps leaders and knowledge professionals better understand how human nature supports or undermines voluntary workplace collaboration and innovation-vital sources of competitive advantage in business. Integrating the latest insights from diverse scientific disciplines, the book reestablishes some very basic truths about human innate behavior that determine how people best work together and are managed, or in some cases "unmanaged." Using understandable and practical models, Unleashing Intellectual Capital explains human nature and offers readers a comprehensive framework they can use to generate sustained high levels of intellectual capital within their own organizations while at the same time reducing workplace violence.

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There are a number of distinctive features of this book that makes it different from other on Six Sigma. It recognizes that there are two diametrically opposing views expressed on Six Sigma, those that are strongly in favour, and those that are not, for various reasons. The book deals, head on, with the principle reasons for such hostility. It cuts through the hype associated with the brand name. It proposes simple remedies for certain defined frailties in the standard approach, particularly those related to the Sigma Measure that provides the brand name for the Six Sigma breakthrough strategy.The book is highly supportive of the Six Sigma continuous improvement process, provided it is tailored to the needs and expectations of a particular organization. The commitment and active participation of top management is emphasized, to ensure the necessary change in culture and priorities demanded, in most organizations. Practical guidance is given in the setting up, operating and developing the project by project approach across an organisation. The book also covers how to equip a critical mass of members in an organization with the core workforce competencies required to get the desired results.The book covers the realities of applying Six Sigma in a range of functions within an organization and also to various types of organizations from the manufacturing sector to commerce and public service. It demonstrates how statistical thinking, coupled with the application of technical and operational knowledge of processes and focus provided by Six Sigma, can considerably enhance quality, competitiveness, effectiveness and efficiency.Statistical process control is a tool, which enables both manufacturers and suppliers to achieve control of product quality by means of the application of statistical methods in the controlling process. This book gives the foundations of good quality management and process control, including an explanation of what quality is, and control of conformance and consistency during production. The text offers clear guidance and help to those unfamiliar with either quality control or statistical applications and coves all the necessary theory and techniques in a practical and non-mathematical manner. This book will be essential reading for anyone wishing to understand or implement modern statistical process control techniques.

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Marketing Communications Management: concepts and theories, cases and practice makes critical reflections on the prime issues in integrated marketing communications and is designed to encourage the reader to stop and think about key issues. The author takes a managerial approach to the subject and provides a set of frameworks that facilitate both learning and teaching. A wide range of pedagogical features is included such as sample exam questions, 'stop points', vignettes, and case studies, and a summary of key points concludes each chapter. Most organizations need some form of marketing or corporate communications and this text is designed to service both practitioners and students undertaking formal study. The author addresses strategic and critical issues that dovetail with the current interest in marketing communications as reflected in the media, with particular emphasis given to advertising and sponsorship.

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Workplace Strategies and Facilities Management

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This book provides comprehensive coverage of issues that facility managers in the property industry need to understand and apply in the pursuit of value for money over the life span of built facilities. The authors introduce the fast-growing discipline of facility management, examine the core competencies that facility managers should possess and study different contemporary drivers of change. The book emphasises the need to consider facilities management issues at the pre-design stage of the construction process, rather than only when the building is completed, in order to maximise value for money.

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Craig Langston, Gerard de Valence, Rick Best

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Brickwork allows the reader to develop their understanding of key subjects by completing the numerous exercises and tests, including multiple choice questions. In addition, each topic begins with a summary of key facts and figures, making this an ideal course text based round core information and assessments rather than reading an extended text. The coverage includes health and safety and basic calculations as well as the technical and practical aspects of brickwork. All students of bricklaying will find this a stimulating and useful revision aid.

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In the almost sixty years since the publication of the first edition of HVAC Engineer's Handbook, it has become widely known as a highly useful and definitive reference for HVAC engineers and technicians alike, and those working on domestic hot and cold water services, gas supply and steam services.The 11th edition continues in the tradition of previous editions, being easily transportable and therefore an integral part of the HVAC engineer or technician's daily tools. Newly updated data on natural ventilation, ventilation rates, free cooling and night-time cooling, make the 11th edition of the HVAC Engineer's Handbook a vital source of information.Fred Porges has worked in both the manufacturing and process industries, and became a partner in a building services consultancy in 1962. He has held senior positions with design contractors, and his experience covers every building service and type of building from schools to housing, factories to laboratories.