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Author : Richard McMunn
Publisher : How2Become Ltd
ISBN 13 : 1907558748
Total Pages : 161 pages
Book Rating : 4.9/5 (75 download)
Download or read book Interview Questions and Answers written by Richard McMunn and published by How2Become Ltd. This book was released on 2013-05 with total page 161 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Geoff Smart
Publisher : Ballantine Books
ISBN 13 : 0345504194
Total Pages : 210 pages
Book Rating : 4.3/5 (455 download)
Download or read book Who written by Geoff Smart and published by Ballantine Books. This book was released on 2008-09-30 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this instant New York Times Bestseller, Geoff Smart and Randy Street provide a simple, practical, and effective solution to what The Economist calls “the single biggest problem in business today”: unsuccessful hiring. The average hiring mistake costs a company $1.5 million or more a year and countless wasted hours. This statistic becomes even more startling when you consider that the typical hiring success rate of managers is only 50 percent. The silver lining is that “who” problems are easily preventable. Based on more than 1,300 hours of interviews with more than 20 billionaires and 300 CEOs, Who presents Smart and Street’s A Method for Hiring. Refined through the largest research study of its kind ever undertaken, the A Method stresses fundamental elements that anyone can implement–and it has a 90 percent success rate. Whether you’re a member of a board of directors looking for a new CEO, the owner of a small business searching for the right people to make your company grow, or a parent in need of a new babysitter, it’s all about Who. Inside you’ll learn how to • avoid common “voodoo hiring” methods • define the outcomes you seek • generate a flow of A Players to your team–by implementing the #1 tactic used by successful businesspeople • ask the right interview questions to dramatically improve your ability to quickly distinguish an A Player from a B or C candidate • attract the person you want to hire, by emphasizing the points the candidate cares about most In business, you are who you hire. In Who, Geoff Smart and Randy Street offer simple, easy-to-follow steps that will put the right people in place for optimal success.
Author : MUHAMMAD ZAIN
Publisher : Zain Academy
ISBN 13 :
Total Pages : 392 pages
Book Rating : 4./5 ( download)
Download or read book Certified Internal Auditor (CIA) Part 3 Test Bank Questions 2020 written by MUHAMMAD ZAIN and published by Zain Academy. This book was released on 2019-12-15 with total page 392 pages. Available in PDF, EPUB and Kindle. Book excerpt: Let me present you the collection of Certified Internal Auditor (CIA) Part 3 Test Bank Questions 2020 Book. The CIA test bank contains the 650 multiple choice questions. The best part of this CIA training material is that it contains explanation to the correct as well as incorrect choices so that candidates can highlight their strength and weaknesses and take necessary corrective courses of action. The candidates will be confident in CIA exams conducted by Institute of Internal Auditors (IIA).
Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)
Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)
Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author : Nancy Martini
Publisher : John Wiley & Sons
ISBN 13 : 1118239601
Total Pages : 199 pages
Book Rating : 4.1/5 (182 download)
Download or read book Scientific Selling written by Nancy Martini and published by John Wiley & Sons. This book was released on 2012-03-22 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
Author : Rakesh Sharma
Publisher : Kavya Publications
ISBN 13 : 9390229766
Total Pages : 306 pages
Book Rating : 4.3/5 (92 download)
Download or read book Sales Hiring Made Easy written by Rakesh Sharma and published by Kavya Publications. This book was released on with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: Unlock the secrets to building a champion sales team with 'Sales Hiring Made Easy.' This comprehensive guide takes you step by step, through the entire hiring process, from sourcing top talent to onboarding your new sales champions. With expert strategies, interview techniques, and practical templates, you'll be equipped to find and hire the best salespeople for your business. Whether you are a seasoned HR professional or a small business owner, this book is your ultimate resource for creating a winning sales team that drives success.
Author : Tim Connor
Publisher : Crown
ISBN 13 : 0307589560
Total Pages : 338 pages
Book Rating : 4.3/5 (75 download)
Download or read book Your First Year in Sales, 2nd Edition written by Tim Connor and published by Crown. This book was released on 2010-03-02 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Real Solutions and Advice from the Sales Trenches Why did you choose sales as a career? In a word, money! Your new profession has the potential to be both financially rewarding and personally satisfying. But let's face it: Your first year in sales will likely be your most challenging. So, is it possible to enjoy your new career and be a successful salesperson from day one? The answer is yes. In this revised and updated edition of Your First Year in Sales, professional speaker and sales veteran Tim Connor offers simple, proven strategies to overcome those first-year obstacles and position yourself for lifelong success. You'll find savvy, step-by-step techniques for learning how your skills and talents—your motivation, strengths, willingness to sacrifice, and expectations—can put you on the fast track to being a sales leader. Be your best from your first sales call by knowing how to: - Adopt an attitude for sales success and present yourself as wise beyond your years. - Achieve financial results—immediately. - Use new technology and social networking to your best possible advantage. NEW! - Set—and reach—important career goals. - Overcome adversity, especially during tight economic times. NEW! - Create and maintain professional sales relationships. - Obtain an early balance between your life and your career. - And so much more! With quizzes, strategies, and resources, and more, this informative, inspirational, and motivational book is your personal mentor, guiding you toward a rewarding sales career. “Tim Connor is a mater salesman—no one is more qualified to share wisdom on selling.” —Charlie “Tremendous” Jones, full-time speaker, trainer, and bestselling author
Author : Alison Green
Publisher : Ballantine Books
ISBN 13 : 0399181822
Total Pages : 306 pages
Book Rating : 4.3/5 (991 download)
Download or read book Ask a Manager written by Alison Green and published by Ballantine Books. This book was released on 2018-05-01 with total page 306 pages. Available in PDF, EPUB and Kindle. Book excerpt: From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together
Author : Thomas N. Ingram
Publisher : Routledge
ISBN 13 : 1317511638
Total Pages : 403 pages
Book Rating : 4.3/5 (175 download)
Download or read book Sales Management written by Thomas N. Ingram and published by Routledge. This book was released on 2015-03-27 with total page 403 pages. Available in PDF, EPUB and Kindle. Book excerpt: The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.
Author : Warren Kurzrock
Publisher : John Wiley & Sons
ISBN 13 : 1119575850
Total Pages : 205 pages
Book Rating : 4.1/5 (195 download)
Download or read book Sales Management Success written by Warren Kurzrock and published by John Wiley & Sons. This book was released on 2019-10-15 with total page 205 pages. Available in PDF, EPUB and Kindle. Book excerpt: The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Performance to Build a Powerful Sales Team contains a leading-edge training program that is filled with state-of-the-art approaches specifically designed for sales managers. Drawing on the author’s experience as the CEO of Porter Henry & Co. (the oldest sales-force training company in the world), Warren Kurzrock details the 8 most critical abilities and strategies in the sales manager's job. The Porter Henry process has proven to routinely help teams and individuals multiply their bottom-line results. While all major companies provide basic orientations for new sales managers, these sessions are usually focused on policy, procedure, product, and marketing information. Most companies spend huge amounts of money on sales training new employees but do little for sales manager development. Written for sales executives in an appealing, upbeat tone, the book is well-grounded in research and real-world experience, as well as proven ideas and tools. The 8 strategies are supported with illustrative examples and quotes from successful sales executives. This must-have book: Contains the most up-to-date strategies for sales executives Offers compelling real-world examples Includes the ideas and tools that can be put into action immediately Draws on the experience of the CEO of Porter Henry & Co. Reinforces the immediate application and learning with assessments, exercises, professional toolbox Sales Management Success: Optimizing Performance to Build a Powerful Sales Team offers a well-organized, real-world process for today's sales leader to meet the challenge of a most challenging, chaotic job.
Author : Patricia Pulliam Phillips
Publisher : Association for Talent Development
ISBN 13 : 1607285231
Total Pages : 242 pages
Book Rating : 4.6/5 (72 download)
Download or read book Measuring the Success of Sales Training written by Patricia Pulliam Phillips and published by Association for Talent Development. This book was released on 2013-02-28 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly Measuring the Success of Sales Training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs. These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves—a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year. Sponsors need a credible, conservative approach to measuring ROI—one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.
Author : James L. Moseley
Publisher : John Wiley & Sons
ISBN 13 : 0470190671
Total Pages : 448 pages
Book Rating : 4.4/5 (71 download)
Download or read book Handbook of Improving Performance in the Workplace, Measurement and Evaluation written by James L. Moseley and published by John Wiley & Sons. This book was released on 2009-12-09 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: HANDBOOK of IMPROVING PERFORMANCE IN THE WORKPLACE Volume 3: Measurement and Evaluation Volume Three of the Handbook of Improving Performance in the Workplace focuses on Measurement and Evaluation and represents an invaluable addition to the literature that supports the field and practice of Instructional Systems Design. With contributions from leading national scholars and practitioners, this volume is filled with information on time-tested theories, leading-edge research, developments, and applications and provides a comprehensive review of the most pertinent information available on critical topics, including: Measuring and Evaluating Learning and Performance, Designing Evaluation, Qualitative and Quantitative Performance Measurements, Evidence-based Performance Measurements, Analyzing Data, Planning Performance Measurement and Evaluation, Strategies for Implementation, Business Evaluation Strategy, Measurement and Evaluation in Non-Profit Sectors, among many others. It also contains illustrative case studies and performance support tools. Sponsored by International Society for Performance Improvement (ISPI), the Handbook of Improving Performance in the Workplace, three-volume reference, covers three core areas of interest including Instructional Design and Training Delivery, Selecting and Implementing Performance Interventions, and Measurement and Evaluation.
Author : River Forest
Publisher : Lulu.com
ISBN 13 : 0359294510
Total Pages : 194 pages
Book Rating : 4.3/5 (592 download)
Download or read book Assessing Talent written by River Forest and published by Lulu.com. This book was released on 2018-12-15 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Simple, Easy to Use Book of Talent Assessments. Standardized Exercises handpicked by our team of experts for attracting and retaining talent from across talent sources, including job boards, universities, career fairs, direct recruitments, walk in candidates, referral sources. Includes specific experiential/gamified learning to evaluate advanced skills and competencies in areas like Leadership, Communication, Team Working, Problem Solving, Creative Thinking, Strategic Purpose, Conflict Management and, Aligning with Common Purpose. This Book is truly about TALENT ASSESSMENTS.
Author : Neal Schmitt
Publisher : Oxford University Press
ISBN 13 : 0199366314
Total Pages : 992 pages
Book Rating : 4.1/5 (993 download)
Download or read book The Oxford Handbook of Personnel Assessment and Selection written by Neal Schmitt and published by Oxford University Press. This book was released on 2013-12-15 with total page 992 pages. Available in PDF, EPUB and Kindle. Book excerpt: Employee selection has long stood at the practical forefront of industrial/organizational psychology. Today's social, business, and economic climates require ongoing adaptations by those who select organizations' personnel, and research on the topic helps gauge the impact of these adaptations and their implications for human performance and potential. The Oxford Handbook of Personnel Assessment and Selection codifies the wealth of new research surrounding employee selection (web-based assessments, social networking, globalization of organizations), situating them alongside more traditional practices to establish the best and most relevant research for both professionals and academics. Comprising chapters from authors in both the private sector and academia, this volume is organized into seven parts: (1) historical and social context of the field of assessment and selection; (2) research strategies; (3) individual difference constructs that underlie effective performance; (4) measures of predictor constructs; (5) employee performance and outcome assessment; (6) societal and organizational constraints on selection practice; and (7) implementation and sustainability of selection systems. While providing a comprehensive review of current research and practice, the purpose of this handbook is to provide an up-to-date profile of each of the areas addressed and highlight current questions that deserve additional attention from researchers and practitioners. This compendium is essential reading for industrial/organizational psychologists and human resource managers.
Author : Ronald R. Sims
Publisher : IAP
ISBN 13 : 1607525674
Total Pages : 350 pages
Book Rating : 4.6/5 (75 download)
Download or read book Human Resource Development Today and Tomorrow written by Ronald R. Sims and published by IAP. This book was released on 2006-02-01 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book is written with the belief that HRD professionals will continue to learn, change and find ways to reinvent themselves and the profession individually and collectively as we move further into the 21st century. A major point of this book is that HRD will continue to become more and more important to organizational success. And, that in as calls for accountability and bottom line impact continue to rise, HRD professionals will be proactive in demonstrating their value to the organization. The primary audience for this book is practicing HRM and HRD professionals, and other organizational leaders. The book provides tested and proven ideas important to demonstrating the value of HRD. From a practical viewpoint, it is based on actual experience, a strong research base, and accepted practices presented in an easy to read form. A second target audience is students of HRD and HRM who are preparing for careers in this important field. This book will help them develop a solid foundation to the study of HRD practices that are key to HRD success regardless of the type of organization. A third target audience is managers or leaders at all levels of an organization who are increasingly expected to take on HRD responsibilities while also partnering with HRD professionals. It offers these individuals a firsthand look at what they should expect of their HRD functions or areas and how they can encourage HRD professionals in their organizations to be accountable’ strategic partners in helping the organization achieve its success by getting the most out of its human capital.
Author :
Publisher :
ISBN 13 :
Total Pages : 416 pages
Book Rating : 4.:/5 (3 download)
Download or read book Resources in Education written by and published by . This book was released on 1998 with total page 416 pages. Available in PDF, EPUB and Kindle. Book excerpt:
