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The CEO's Boss
"This sharply focused book fills a very important gap in board-rooms and the literature on corporate governance. William M. Klepper is a highly skilled researcher."---Ram Charan, business consultant and best-selling author --
Key Account Management and Planning
The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First,...
Mentoring At-Risk Students through the Hidden Curriculum of Higher Education
Mentoring At-Risk Students through the Hidden Curriculum of Higher Education reveals how the institutional culture and social networks of universities influence the academic success of underrepresented students. This book is based on a qualitative study that integrates a sociological and higher education theoretical framework to examine the impact of mentoring programs on students’ acquisition of institutional cultural capital and social capital during their college experience. This book offers an innovative mentoring model that illuminates how students can navigate the hidden curriculum of higher education. In addition, the book provides practical strategies on how to avoid academic mine ...
Contemporary Sales Force Management
Analyzes current trends in the marketplace for sales managers seeking to align resources and strategic effort. Unites theoretical perspectives with examples and case studies of practical techniques for utilizing automation, updating crisis management policies, and raising sales through the use of customer advisory groups, video conferencing, database management, and industry software. Other subjects include TQM, international sales, and globalization. Includes chapter summaries and discussion questions. For managers, entrepreneurs, and business professionals and students. Paper edition (unseen), $29.95. Annotation copyrighted by Book News, Inc., Portland, OR
Customer Advisory Boards
Learn why customer advisory boards are so successful—and how to create one for any business! From a leading authority in business management comes a book to give your company the winning edge. Customer Advisory Boards: A Strategic Tool for Customer Relationship Building examines the customer advisory board (CAB)—one of the most effective competitive tools for building and maintaining customer satisfaction. This business guide shows how to create and make use of an effective CAB, and how doing so can give your company a marketing advantage and improve vital aspects of business, including customer responsiveness, trust-building, and customer satisfaction. Customer Advisory Boards focuses o...
The Professional School Dean: Meeting the Leadership Challenges
Although the role of college and university presidents has received considerable attention over the past several decades, very little attention has been given to the role of deans. This is particularly apparent with respect to deans of professional schools. This volume of New Directions for Higher Education begins to fill the void by focusing on the demanding leadership roles assumed by deans of social work, law, engineering, nursing, and divinity. Although the case illustrations draw primarily on the experiences of deans of social work, the contributors to this volume confirm that their deanship experiences are similar to those found in other professional schools. This is the 98th issue of New Directions for Higher Education. For more on the series, please see the Journals and Periodicals page.
Annual Catalogue
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The Reciprocity Advantage
A powerful new kind of competitive advantage is now possible thanks to technological and social disruptions that are already occurring. These disruptions revolutionize how companies can partner to create new growth. The Reciprocity Advantage shares a model for creating that growth: define your right-of-way (the underutilized resources you already own that you can share with others), partner to do what you can’t do alone, experiment to learn, and scale the new business at low risk. Reciprocity and advantage are words that are not normally seen together, but reciprocity—giving now to get later—will become a normal part of winning in the future. The Reciprocity Advantage shows you how to ...
