%{search_type} search results

• The 1% windfall
• I: The foundation of pricing: value-based pricing
• Capture value by thinking like a customer
• II: The strategy of pricing
• Pick-a-plan
• Versioning
• Differential pricing
• III: Implementation: use price to profit and grow
• Offensive pricing: create a pricing blossom strategy
• Defensive pricing: recession, inflation, and new competitors
• Create a culture of profit
• Make a pricing action plan.

In "The Art of Pricing", Rafi Mohammed gave readers advice on setting prices. In this essential follow up, he takes them to the next level, teaching them how to use price as a competitive strategy. A study of the Global 1200 found that if companies increased prices by just 1 percent, their average operating profits would increase by 11 percent. Using small incremental changes in price, Fortune 200 companies would see enormous growth in percentage of profit: Amazon, 40 percent; Aramark, 30 percent; Archer Daniels Midland, 19 percent; AMR, 68 percent; Boeing, 19 percent; Ingram Micro, 83 percent; McKesson, 82 percent; Wal Mart, 22 percent. Unfortunately, most companies have no clue how to capitalise on the direct link between pricing and profits. But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes "The 1% Windfall" addresses this fundamental question, offering guidelines any company-whether a multi-national conglomerate, a small business, or even a non-profit can follow to create a comprehensive pricing strategy for any product and service. In addition, these techniques and tools apply equally to offensive and defensive solutions whether a company wants to keep ahead of the competition, avert a slump in a recession, or offset the impact of inflation.
(source: Nielsen Book Data)

• Law 1. Create High Value
• Law 2. Decide on Your Market
• Law 3. Develop Customer Expertise in Your Selected Market
• Law 4. Build Relationships for Repeat Business
• Law 5. Start with a Leader's Perspective
• Law 6. Lead from within
• Law 7. Make it a Team Effort
• Law 8. Build Lasting Success
• Law 9. Drive Toward Exceptional Results
• Law 10. Manage Multiple Customer Priorities
• Closing Thoughts: Always Strive to Improve.

This book reveals the secrets behind the phenomenal success of today's top sales professionals. In "The 10 Immutable Laws of Power Selling", leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment. DeSena shows how the most exceptional performers in the sales arena are those who act like leaders - they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers. With the help of stories from "American Express", "Honeywell", "The Gap", and other top companies, DeSena teaches readers: the 10 key imperatives for becoming an exceptional performer in today's selling environment; how to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions - even in a recession; how to identify clients' needs and create solutions to fit those needs; and how to build strong relationships with customers and manage those relationships for long-term success.
(source: Nielsen Book Data)

• The first moment you meet an executive or other key business contact
• The first moment you meet the interviewer for your next job
• The moment you are offered a job
• The key moments in a performance review (including asking for a raise)
• The moment you meet your new team
• The moment you are fire
• The moment a challenge to your ethics, loyalty, or future arises
• The moment you resign from a job
• The moment conflict arises with a coworker or other businessperson
• The moment you are recognized for excellence
• Game plan for real life communication: six models for your future success.

"Identifies the ten most critical moments in a person's career when the right word can make a life-changing difference and provides communication strategies for navigating them with clarity and conviction"--Provided by publisher.

• 1. Starting and Exiting Excel
• 2. Examining the Excel Window
• 3. Using Excel's Toolbars
• 4. Getting Help
• 5. Entering Different Types of Data
• 6. Editing Entries
• 7. Creating and Saving Workbook Files
• 8. Opening and Closing Workbook Files
• 9. Working with Worksheets
• 10. Working with Ranges
• 11. Printing Your Workbook
• 12. Printing Large Worksheets
• 13. Inserting and Removing Cells, Rows, and Columns
• 14. Performing Calculations with Formulas
• 15. Copying Formulas and Recalculating
• 16. Performing Calculations with Functions
• 17. Changing How Numbers Look
• 18. Giving Your Text a New Look
• 19. Adding Cell Borders and Shading
• 20. Changing Column Width and Row Height
• 21. Excel and the Internet
• 22. Creating Charts
• 23. Enhancing Charts
• 24. More Ways to Enhance Charts
• 25. Working with a Database
• 26. Finding and Sorting Data in a Database
• 27. Adding Graphics and Other Objects to Worksheets.

The 10 Minute Guide to Excel 97 offers simple, practical help for busy people who need fast results. Through goal-oriented, 10-minute lessons, you'll learn all the essential tasks for creating powerful worksheets. 10 minutes is all you'll need to create and customize your own toolbar; enter different types of dat: numbers, dates, times, and more; create and save workbook files; add columns, rows, headers, and footers; perform calculations with formulas and functions; use styles to format cells; add cell borders and shading; and save Excel data in/on the Internet or an intranet.
(source: Nielsen Book Data)

• Survival
• Change
• Communication
• Mission
• Equity
• Performance
• Discovery
• Diversity
• Growth
• Renewal
• Planning for the Natural Forces.
• (source: Nielsen Book Data)

A 20-year veteran of change in corporate America, Peter Garber draws on his experience as a human resources professional and international consultant to help managers and leaders to anticipate and plan for the inevitable waves of change in their organizations. This text offers a wealth of new discoveries about how to build operational and personnel systems around the ten natural forces that are already a part of every organization: survival; change; communication; mission, equity; performance; discovery; diversity; growth; and renewal. Although each is powerful in its own right, the ten forces combined can create extraordinary results that are critical to the survival of organizations. Garger also includes sample dialogue to demonstrate varied approaches to workplace issues, specific advice on how to become a change agent, the six levels of effective communication and the 12-step path to becoming a true visionary. With a valuable reference chart at the end of every chapter, which details specific programmes and action steps for managing or influencing the effect of each natural force on employees and organizations, this text shows how to cut through misunderstandings, toxic relationships and workplace conflict to get to the root of the problem at hand.
(source: Nielsen Book Data)

• Foreword by Rob Walton.
• Acknowledgments.
• Introduction Set High Expectations for Everything You Do.
• Rule #1 COMMIT to Achieving Success and Always Be Passionate.
• Rule #2 SHARE SUCCESS with Those Who Have Helped You.
• Rule #3 MOTIVATE Yourself and Others to Achieve Your Dreams.
• Rule #4 COMMUNICATE with People and Show You Care.
• Rule #5 APPRECIATE and Recognize People for Their Efforts and Results.
• Rule #6 CELEBRATE Your Own and Other's Accomplishments.
• Rule #7 LISTEN to Others and Learn from Their Ideas.
• Rule #8 EXCEED EXPECTATIONS of Customers and Others.
• Rule #9 CONTROL EXPENSES and Save Your Way to Prosperity.
• Rule #10 SWIM UPSTREAM, Be Different, and Challenge the Status Quo.
• Conclusion Our People Make the Difference.
• About the Author.
• Index.
• (source: Nielsen Book Data)

Praise for The 10 Rules Of Sam Walton "The 10 Rules of Sam Walton is one of those books that should be read and regularly reread by ...everyone--business--people, students, teachers, parents, and children. It transcends the limits of a traditional book about lessons in business and makes it a book about life and about successful living!" --J. K. Knapp III, former Wal--Mart store manager, current manufacturer and supplier to Wal--Mart As founder of Wal--Mart and its many successful divisions, Sam Walton reinvented the retailing industry through his singularity of focus, high expectations, and never--say--die attitude. During his successful career, Sam Walton developed a list of what he considered the most important rules for entrepreneurial success. As far as he was concerned, there were ten key result areas that he considered pivotal to his own success. Now, in The 10 Rules of Sam Walton, author and former Wal--Mart employee Michael Bergdahl reveals these rules--and the stories behind them--to help you achieve success in both your professional and personal lives. Straightforward and to the point, this book offers valuable lessons that Walton himself followed, and taught, throughout his lifetime--from Rule #1: "Be passionately committed to achieving success" to Rule # 10: "Be different and challenge the status quo." Whether youa re an entrepreneur or an hourly paid employee, The 10 Rules of Sam Walton will provide you with a blueprint for success that has proven itself time and again.
(source: Nielsen Book Data)

• ""Front ""; ""Contents""; ""Itâ€?s a Daily Battle!""; ""Get Grounded!""; ""Think About It Before You Do It!""; ""Think Right!""; ""Prioritize Your Customers and Prospects!""; ""Stay on Top of the Flow!""; ""Clean Out the Gunk!""; ""Create Systems!""; ""Stick to an Effective Sales Process!""; ""Nurture Helpful Relationships!""; ""Stay Balanced!""; ""Index""; ""About the Author""

Practical insight and ideas -- hundreds of specific and effective time management tips from dozens of frontline salepeople.

• ""Front ""; ""Contents""; ""Itâ€?s a Daily Battle!""; ""Get Grounded!""; ""Think About It Before You Do It!""; ""Think Right!""; ""Prioritize Your Customers and Prospects!""; ""Stay on Top of the Flow!""; ""Clean Out the Gunk!""; ""Create Systems!""; ""Stick to an Effective Sales Process!""; ""Nurture Helpful Relationships!""; ""Stay Balanced!""; ""Index""; ""About the Author""

Practical insight and ideas -- hundreds of specific and effective time management tips from dozens of frontline salepeople.

Poor writing and communication skills directly impact organizational productivity. Veteran writing expert Jack Appleman offers simple strategies in digestible bits anyone can implement. From understanding the need to communicate clearly to the absolute necessity to edit and revise your work, the advice is straight-forward and practical. Dozens of relevant examples to point your way to success as new skills are developed and you increase your influence and credibility with each well-honed, clear e-mail, memo, or letter you write.
(source: Nielsen Book Data)

• Preface to the Second Edition Introduction
• 1. Prepare Yourself for the Coaching Role
• 2. Create Your Coaching Relationship
• 3. Facilitate Discovery
• 4. Agree on What You Want to Accomplish
• 5. Use the Power of Possibility
• 6. Partner to Enhance Growth Between Sessions
• 7. Realign When Things Go Bad
• 8. Maintain Positive Changes
• 9. Complete the Coaching Cycle
• 10. Prepare Your Organization for Coaching Conclusion References Index About the Author.
• (source: Nielsen Book Data)

Build Your Coaching Skills to Develop Others Coaching has the power to enhance individual, team, and organizational performance. Its interactive process helps individuals set and act upon goals, make better decisions, and produce results. 10 Steps to Successful Coaching offers meaningful advice to help you embrace and elevate your existing coaching skills, drawing upon your strengths as a leader, colleague, or employee to bring out the strengths of others. This book is an entry point for anyone who wants-or has been asked-to do some formal or informal coaching. It's also for anyone who wants to infuse day-to-day interactions in the workplace with a powerful new skill: development through coaching. With coaching skills quickly becoming essential for anyone who wants to help others develop in the workplace, use this book as your road map to being an effective coach who is ready to listen, encourage, and challenge others to greater achievement. Your coachees will enjoy greater job satisfaction and confidence, and your organization will benefit from this cost-effective way of developing employees and improving productivity. You, as a coach, will discover growth in your working relationships and gain a tremendous sense of accomplishment. This second edition addresses coaching in terms of the broader organization; creating a coaching culture; the impact of technology on the coaching relationship; and goal and accountability setting; overcoming obstacles to good listening; and ending the coaching process. You'll find a diverse array of tools to help you along the way. Examples include: a development plan to highlight existing coaching skills and areas of opportunity sample questions to ask during sessions forms to secure commitment to coaching an assessment to evaluate your organization's coaching culture.
(source: Nielsen Book Data)

• Ch. 1: Introduction
• Ch. 2: Step 1 - Coach, Prepare Yourself!
• Ch. 3: Step 2 - Remove Personal Barriers to Success
• Ch. 4: Step 3 - Create Your Coaching Relationship(s)
• Ch. 5: Step 4 - Get to Know Your 'Coachee'
• Ch. 6: Step 5 - Agree On What You Want to Accomplish
• Ch. 7: Step6 - Use the Power of Possibility
• Ch. 8: Step 7 - Partner to Enhance Growth between Sessions
• Ch. 9: Step8 - Realign When Things Go Bad
• Ch. 10: Step9 - Sustain Positive Changes
• Ch. 11: Step 10 - Complete the Coaching Cycle
• Resources/Index.
• (source: Nielsen Book Data)

Coaching skills are becoming critical management competencies as organizations prepare a new generation of leaders, using fewer financial, human, and training resources. Employees at all levels can derive value from personalized, skilled help delivered in a structured, safe, one-on-one situation. This book is for anyone who want to initiate a formal coaching process with their employees, and who wants to infuse his or her day-to-day interactions in the workplace with a powerful new skill - development through coaching. The book also is for readers who understand that applying these skills will help them in their broader lives.
(source: Nielsen Book Data)

• Introduction
• Ch. 1: Customer Service-A Vision for Higher Purpose
• Ch. 2: Excellence in Customer Service-Define it for Your Organization
• Ch. 3: Relationships-Understanding Social Dynamics as Applied to Customers
• Ch. 4: Listening Skills-Building Trust into Your Customer Relationships
• Ch. 5: Communication Skills-Being Positive Counts the Most
• Ch. 6: Problem Solving-Managing Customer Issues
• Ch 7: Mistakes-Recovering and Increasing Customer Loyalty
• Ch. 8: Customer Behaviors-Understanding and Engaging Appropriately
• Ch. 9: Difficult Customers-How to Overcome Conflict and Negotiate to Success
• Ch. 10: The Customer Service Representative-Maintaining 'Cool' and Balancing Life.
• (source: Nielsen Book Data)

This new title offers fresh insight for people considering or managing their careers in service organizations. Its focus is on customer service from a values and mission viewpoint and is designed for front-line customer service professionals and will help them implement key practices for engaging customer loyaly, improving results, and developing trust.
(source: Nielsen Book Data)

Whether you are leading a status meeting, a strategic planning session or a team kick off meeting ""10 Steps to Successful Meetings"" teaches you everything you need to conduct efficient and effective meeting. This book will help you to quickly identify the meeting goals and required participants, develop a detailed meeting agenda and lead meetings effectively accomplish the defined goals and objectives.
(source: Nielsen Book Data)

Whether you are leading a status meeting, a strategic planning session or a team kick off meeting ""10 Steps to Successful Meetings"" teaches you everything you need to conduct efficient and effective meeting. This book will help you to quickly identify the meeting goals and required participants, develop a detailed meeting agenda and lead meetings effectively accomplish the defined goals and objectives.
(source: Nielsen Book Data)

Overcome Your Fear of Presenting Are you afraid of public speaking? Do you feel anxious before presenting? Are you worried about making mistakes in front of others and being judged? If so, you are not alone--public speaking and presenting are among the things people fear the most. Conquer your phobia of public speaking with 10 Steps to Successful Presentations. In this second edition, the Association for Talent Development provides an updated 10-step guide to delivering first-rate presentations whether you have several months or just one day to prepare. Discover how to develop a dynamic, engaging presentation and deliver it flawlessly. Learn strategies to reduce stress and become a think-on-your-feet presenter. Master your openings and closings (including the question-and-answer session) and captivate your audience from start to finish. Updated tools offer guidance and reassurance along the way. New content covers: leading virtual presentations telling interesting stories and relatable examples using mindfulness to recover in the moment asking questions to involve the audience.