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YOUVE GOT JUST 60 MINUTES TO WIN OR LOSE YOUR NEXT SALE - HOW WILL YOU MAKE THEM COUNT? If your job is to win new business, then youll know its important to make a strong first impression. But do you realise that the first 60 minutes are critical to your chances of success? High Performance Sales Strategies is bursting with highly effective ways to make that first critical hour deliver. Its a formula thats been proven to work by thousands of sales people and through its revolutionary approach youll discover how to: Plan and prepare properly - be fully prepared for the meeting Understand your customers - get to the bottom of your clients pains and challenges Make that sale - deliver a compelling value proposition that they cant resist Stay upbeat - maintain your focus and adopt a positive mindset Build better relationships - turn new business into long term partnerships. High Performance Sales Strategies will give you extraordinary skills to deliver exceptional sales results whatever your level.

Practical, concise and full of tips that every manager needs to know, The Financial Times Guide to Management provides a powerful guide for leaders at every level.Arianna Huffington, Chairman, President and Editor-in-Chief, The Huffington Post Media Group This is clear, encouraging and packed with good sense just like its author. A winner. Eleanor Mills, Editorial Director, The Sunday Times Amidst the myriad of books on leadership, this guide presents an unusually concrete, comprehensive and practical set of principles and learnings for managers at every level.John Pepper, Former CEO & Chairman P&G; Former Chairman Walt Disney From motivating a team and developing star talent to controlling budgets and fostering innovation, The Financial Times Guide to Management is your authoritative guide to becoming an effective manager. Full of practical tips and advice, this defi nitive handbook offerssolutions to the everyday challenges of: Managing yourself Developing communication skills and emotional intelligence Managing others Setting strategic direction Managing change Managing money, resources and technology There is also on-the-ground advice from the executive frontline,with insights from leaders including Paul Polman (CEO, Unilever),Steve Marshall (Chairman, Balfour Beatty) and Cilla Snowball(Chairman and CEO, AMV BBDO). Whether youre a new team leader or an experienced director,this book contains everything you need to know to become anoutstanding manager.

Struggling to motivate your staff? Looking for ways to make your meetings more effective? Battling to get a decision from colleagues? Every manager, every day, at every level takes on challenges and problems that can be tricky to solve. Youre busy and you want quick answers that are guaranteed to work. The Top 50 Management Dilemmas provides help on the most common hurdles that managers face. It will help you understand every situation better so you know exactly what to do, fast. Whatever your challenge an individual, your team, external clients, conflict, change or power youll discover how to: Get things done quicker, better and right quickly understand what you need to do to get the best results Develop stronger relationships get the best from others, manage your team better and transform your dealings with clients Build your problem-solving toolkit avoid getting stuck and develop a powerful set of skills Boost your reputation - be known as an adaptable, flexible and forward-thinking manager who always deliversThis incredibly handy book has been specially written to ensure you can get to the best solution, in the quickest time, whatever the scenario.

Karls knowledge makes his voice in this territory unique and hugely readable.Dave Lewis, President, Personal Care, Unilever Why are the most important conversations the most difficult to handle? You know you have to have them, but still you put them off. And you want them to go well but you dont know how to make sure they do. How do you prepare? What words should you use? How do you make your point without getting too nervous, tongue-tied or upset? And how are you going to solve the problem that needs addressing without upsetting someone? Say It and Solve it will coach you in the ten expert skills that peace negotiators, mediators and therapists use to take on even the most challenging situations and make every conversation count. Youll discover: Fascinating insights into how conversations really work: when to listen, when to talk and when to shut up! How to avoid the most common mistakes that everyone makes. The ten most powerful skills you need to tackle any conversation in any situation. Expert guidance on handling tricky conversations in real-world, workplace situations. Stop putting off those tricky conversations and start talking (and listening) your way to solutions and success.

Great managers do more than manage their teams. They coach their teams to top performance. They help everyone get better at what they do, improving productivity, boosting motivation and sharing knowledge and expertise. How to Coach is the essential book for all managers and leaders. It shows you how you can raise both your own performance and that of your team through well-structured, effective coaching that delivers impressive results. In How to Coach: Coaching Yourself and Your Team to Success youll discover how to: Get the best from your team by making them feel valued, motivated and focussed on success Get the best from yourself by always playing to your strengths Solve the day-to-day problems that all managers face Develop successful coaching discussions for yourself and your team Avoid the typical traps of traditional coaching Deal with other people, politics and your peers

101 Business Ideas That Will Change The Way You Work takes fascinating findings from world-class business research and shows you how to become cannier and more effective at work. Among other vital findings, discover: When you should trust your gut instincts Why being too agreeable could hold back your career progression How to tell when your CEO is lying This illuminating book not only tells you what you need to know to stay one step ahead, but why you need it and how to do it.

For courses in Technology Management, Engineering Management, or Introduction to Engineering Technology.Managing Engineering and Technology is designed to teach engineers, scientists, and other technologists the basic management skills they will need to be effective throughout their careers.Visit Morse & Babcock's EM Blog: A Blog for Engineering Management Educators for helpful resources: http://morseandbabcock.wordpress.com/

Schneiders tried and true text consistently praised by both students and instructors is designed for students with no prior computer programming experience. Now updated for Visual Basic 2012, Schneider focuses on teaching problem-solving skills and sustainable programming skills. A broad range of real-world examples, section-ending exercises, case studies, and programming projects gives students more hands-on experience than any other Visual Basic book on the market.NEW! This edition is available with MyProgrammingLab, an innovative online homework and assessment tool. Through the power of practice and immediate personalized feedback, MyProgrammingLab helps students fully grasp the logic, semantics, and syntax of programming.Note: If you are purchasing the standalone text or electronic version, MyProgrammingLab does not come automatically packaged with the text. To purchase MyProgrammingLab, please visit: myprogramminglab.com or you can purchase a package of the physical text MyProgrammingLab by searching the Pearson Higher Education web site. MyProgrammingLab is not a self-paced technology and should only be purchased when required by an instructor.

For courses in Electromagnetic Fields & Waves.Electromagnetic Waves continues the applied approach used in the authors' successful Engineering Electromagnetics. The second book is appropriate for a second course in Electromagnetics that covers the topic of waves and the application of Maxwell's equations to electromagnetic events.

Appropriate for all basic-to-intermediate level courses in Visual Basic 2012 programming.Created by world-renowned programming instructors Paul and Harvey Deitel, Visual Basic 2012 How to Program, Sixth Edition introduces all facets of the Visual Basic 2012 language through a hands-on approach with hundreds of working programs. This book has been thoroughly updated to reflect the major innovations Microsoft has incorporated in Visual Basic 2012; all discussions and sample code have been carefully audited against the newest Visual Basic language specification. The Sixth Edition is updated to Visual Studio 2012 and includes new chapters on Windows 8 UI app development, Windows 8 graphics/multimedia, Windows Phone 8 app development and Windows Azure. Students begin by getting comfortable with the free Visual Basic Express 2012 IDE and basic VB syntax. Next, they build their skills one step at a time, mastering control structures, classes, objects, methods, variables, arrays, and the core techniques of object-oriented programming. With this strong foundation in place, the Deitels introduce more sophisticated techniques, including inheritance, polymorphism, exception handling, strings, GUI's, data structures, generics, and collections. Throughout, the authors show developers how to make the most of Microsofts Visual Studio tools. A series of appendices provide essential programming reference material on various topics.

SELLING AND SALES MANAGEMENT IN ACTION The Sales Book picks out the top challenges that you are likely to face and shows you how to maximise your own performance and that of a sales team. Every challenge is broken down into user-friendly advice that follows a clear structure: # The objectives of each section# An overview of the main principles# What you need to do to achieve success# A speed-read checklist to help you remember key points Whether you're looking for practical sales techniques or advice on how to build a sales strategy, this easy to use guide is a must-have for those involved in sales at any level.

This jargon-busting book describes how the bond and money markets work and how they impact on everyday life. It assumes no specialised prior knowledge of finance theory and provides an authoritative and comprehensive run-down of the workings of the modern financial system. Its in the money markets where money, or the value of money, can be bought and sold. Its the place where Treasury bills, deposits, repurchase agreements, short-lived mortgages etc, can be traded. These are crucial to the global economy because they provide liquidity funding for the global financial system. Bond markets operate in the same way but are financial markets where participants can issue new debt or buy and sell existing debt known as bonds. As with money markets, bond markets are key because they provide money where no money previously existed (think of your mortgage). Using real world examples from media such as the Financial Times, bestselling author Glen Arnold gives an international perspective on these markets. Understand key bond and money market terms and banking products Explore the wide variety of types of markets and their functions eg. LIBOR, gilts, government debt Gain insight into the main factors influencing prices in the financial markets Learn how fluctuations in the money markets can affect you and your own money strategies

For undergraduate courses in Risk Management and Insurance. This Global Edition has been edited to include enhancements making it more relevant to students outside the United StatesComplete and current coverage of major risk management and insurance topics. Principles of Risk Management and Insurance is the market-leading text for this course, ideal for undergraduate courses and students from a mix of academic majors. Focusing primarily on the consumers of insurance, this text blends basic risk management and insurance principles with consumer considerations.

Simple yet effective advice for anyone who wants their money to work harder than they do. Most investment books offer a bewildering array of complex strategies for how best to invest your money. But often the chances of success are remote and the rules are impossible to follow in practice. Smarter Investing introduces you to a simple and powerful set of rules for successful investing, helping you to build an investment portfolio that suits your needs, stays the course when markets get rough and quietly gets on with the job of generating better results. In this updated and revised edition, Tim Hale gives you all the advice youll need and demonstrates that the key to successful investing is to do a few straightforward things exceptionally well. Smarter Investing will help you: Establish what you want your money to do for you Work out how much money you need to achieve your goals Avoid the mistakes that generations of investors have made Build a balanced portfolio thats right for you, using a simple set of understandable and accessible building blocks Select robust and transparent investment products easily and effectively

If you think that talking is easy, think again! Why? Because, whether at a meeting at work or a dinner party at home, what youre saying and how youre saying it matters. It can open doors - or close them; it can make you friends - or lose them; it can get you noticed - or forgotten. Wish you were a raconteur? Or a brilliant public speaker? Maybe you just want to be more confident, clever, persuasive or provocative in everyday conversations. Whatever you want, with some simple, fun and effective techniques Speak for Yourself will help you master: Your voice make an impact and be heard by changing how you breathe and speakYour words grab and hold attention with the power of storytelling and active listening Your style get the most from conversations, presentations and meetings Speak for Yourself is packed with winning ways to help you walk, talk and interact with others while exuding confidence and calm. Itll get you noticed and leave them wanting more.

Discover how to become an effective strategic thinker Some people seem to achieve the best results, again and again. Is it luck? Or is it strategy? How to Think Strategically equips you with the skills you need to make the best decisions and develop a powerful strategic mindset. This hands-on guide tackles both the thinking and the doing, helping you develop a robust strategic plan. It offers a six-step framework that addresses key questions, including: Which core challenges do I need to overcome? How do I manage uncertainty and risk? How do I execute my business strategy? Visit www.howtothinkstrategically.org for the accompanying app and the Strategic Thinking Manifesto.

You can eliminate anxiety, worry and negativity from your life - that's what The Promise is all about. It's powerful, inspiring and revolutionary program that will turn all your negative thoughts into feelings of positivity and wellbeing. It's a change you will feel in every part of your life and one your friends, family and colleagues will see. Soon you'll begin to live the life you've always wanted. That's The Promise.

The Project Management Book addresses the real-life scenarios and issues that anyone responsible for managing a project is likely to face on a day to day basis. It provides solutions to the everyday issues involved in managing projects, including: Defining your project Understanding your role as a project manager Dealing with external problems Learning from Lean and Six Sigma Delivering projects in times of change It also includes a handy glossay of project management jargon

89 management theories from the worlds best management thinkers the fast, focussed and express route to success. As a busy manager, you need solutions to everyday work problems fast. The Little Book of Big Management Theories gives you access to the very best theories and models that every manager should know and be able to use. Cutting through the waffle and hype, McGrath and Bates concentrate on the theories that really matter to managers day-to-day. Each theory is covered in two pages telling you what it is, how to use it and the questions you should be asking so you can immediately apply your new knowledge in the real world. The Little Book of Big Management Theories will ensure you can: Quickly resolve a wide range of practical management problems Be a better, more decisive manager who gets the job done Better motivate and influence your staff, colleagues and stakeholders Improve your standing and demonstrate that you are ready for promotion All you need to know and how to apply it in a nutshell. Ill make sure that every manager in our pharmacy outlets gets a copy of this book. Manjit Jhooty, Managing Director, Jhoots Pharmacy Every manager should read this book.Geoff Round, Chief Executive, Birmingham Civic Housing Association Ltd

Take control and lead the life you want to live. Do you say yes when you mean no?Do you avoid conflict and confrontation?Do you struggle to make decisions? What if you could confidently answer no to all of these questions? With How to be Assertive in Any Situation you can. Discover life-changing techniques to help you express your needs openly and calmly; set boundaries and deal with expectations, demands and criticism; make clear decisions without ever feeling anxious. Challenge your fears, grow self-confidence and steer your life in the direction you want to go. Practical, empowering and thought-provoking. Heather Buckley, Co-Founder and Director of Silicon Beach Training This book will help everyone understand that a few small changes can add up to big changes in our happiness and success.Vicki Saunders, serial entrepreneur & CEO, Zazengo

So, youve been asked to manage a project. Not sure where to start? Start here. This is your ultimate one-stop, easy-going and very friendly guide to delivering any project of any size. Even if youre a first time, never-done-it-before, newbie project manager, How to Manage a Great Project will get you from start to finish on budget, on target and on time. In just eight simple steps, youll learn to: Get things started: understand the what, why, where and who of your project Plan for success: co-ordinate what needs doing and who needs to do it Make it happen: get everything done in order and on time Keep on track: monitor your progress to stay in total control Wind things up: review, report and enjoy the well-earned results How to Manage a Great Project is your roadmap to project perfection first time, every time.

In a busy world of noise, how do you get your message across? Everyone knows how vital good communication is in any business. But whats the point if no-ones listening to you? How to Speak so People Listen shows you how to make sure that what youre saying is being listened to and making a difference. Using proven techniques from the worlds most successful communicators, debaters and conversationalists, youll discover how to: Always be heard by speaking in a compelling, persuasive and powerful way Seize attention, make an impact and leave a memorable first impression Think fast and quickly adapt your message to suit your audience Stand out at meetings, conferences, networking events and chance encounters Be confident at public speaking someone people really want to listen to Effective tools, strategies, tips and tricks will make sure youre able to command attention and know that, whenever you speak, people will want to hear what you have to say.

If you're worried that you're losing the power to concentrate The Distraction Trap can help. Learn how you can easily release your life from the steely grip of modern technology where you're always available and always connected. Discover how you can radically boost your productivity by keeping your whole brain and both eyes on the task in hand. You may think you can do ten things at once, with a scattered thinking approach and expect to do everything well and on time. Well, you can't. The Distraction Trap will empower you to focus and prioritise, switch off your email, say 'no' to social media ruling your life and help you rediscover your lost powers of concentration. Your campaign to reclaim your life starts here and now!

Business leaders the world over are hardwired to focus on success. But what if understanding failure is the real secret behind enduring performance? In Too Good To Fail?, Jan Filochowski turns his twenty years experience as a CEO and turnaround specialist into practical advice for business managers.

Tony Buzan knows more than a little about Mind Maps after all, he did invent them! Often referred to as the the Swiss-army knife for the brain, Mind Maps are a ground-breaking, note-taking and mind-organising technique that has already revolutionised the lives of many millions of people around the world and taken the educational world by storm. Now Tony Buzan is sharing the powerful techniques of mind mapping with the business world to help business professionals everywhere revolutionise the way they think and practise. Mind Maps for Business is the very first and only book on mind mapping that has been written by Tony Buzan specifically for a business audience. No matter how big or small the business you work in; no matter if youre an employer or an employee; no matter what your role is, youll find the benefits of using mind maps to help you think, organise, plan and control are vast: Accelerate your productivity to levels you never thought possible. Generate exciting new possibilities for growth and expansion. Make meetings, discussions and forums really productive and useful. Negotiate, talk and consult more constructively and effectively. Be more focussed, more organised and much smarter. Unleash your amazing creative capabilities. Whether youre writing marketing plans or strategy documents; looking for new ways to develop your business; planning a conference or event; restructuring your staff; or looking to improve your management and leadership skills discover today the amazing advantages that using Mind Maps for Business can bring.

One of the best books on stock market investing that Ive ever read. Christopher Gilchrist, Editor, The IRS Report Lucid and perceptive any intelligent person can follow this guide and be on equal terms or better with the best professional money managers.Dr Peter Johnson, Sad Business School, Oxford University Is your investment strategy right for you? Could you be making more money? The Financial Times Guide to Selecting Shares that Perform helps you identify the approach to buying and selling shares that is best suited to you. It will help you to align your strategy based on the time and money you have available, taking into account your overall objectives and your attitudes to risk and loss. In this thoroughly updated fifth edition of their bestselling investment classic, Richard Koch and Leo Gough explain 10 distinctive and proven investment techniques for you to choose from. They describe the different tactics needed to succeed in todays market conditions and show you how it can be fun and profitable to try to beat the stock market. The Financial Times Guide to Selecting Shares that Perform gives you: 10 proven approaches to selecting successful shares A quiz to help you identify what kind of investor you are and what strategy is right for you Practical advice to help you trade more confidently on the stock market Examples and explanations of successes and failures Convincing reasons why you should manage your own share portfolio

For courses in Financial and Managerial Accounting. Expanding on Proven Success with Horngren's AccountingHorngrens Accounting presents the core content of the accounting course in a fresh format designed to help todays learners succeed. The Eleventh Edition expands on the proven success of the significant revision to the Horngren franchise and uses what the authors have learned from focus groups, market feedback, and colleagues to create livelier classrooms, provide meaningful learning tools, and give professors resources to help students inside and outside the class. First, the authors ensured that content was clear, consistent, and above all, accurate. Every chapter is reviewed to ensure that students understand what they are reading and that there is consistency from chapter to chapter. The author team worked every single accounting problem and employed a team of accounting professors from across the nation to review for accuracy. This edition continues the focus on student success and provides resources for professors to create an active and engaging classroom. Through MyAccountingLab, students have the opportunity to watch author recorded solution videos, practice the accounting cycle using an interactive tutorial, and watch in-depth author-driven animated lectures that cover every learning objective. In addition, all instructor resources have been updated to accompany this edition of the book, including the PowerPoint presentations and Test Bank. MyAccountingLab not included. Students, if MyAccountingLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyAccountingLab should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information.MyAccountingLab is an online homework, tutorial, and assessment product designed to personalize learning and improve results. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts.

If you're a busy manager, looking for fast, focused guidance on how to make impact now then this book is for you. Discover vital, quick-fix, do-it-now ideas and techniques for instant impact and fast learning, as well as more detailed guidance for deeper knowledge. Your two-track way to get ahead.

For courses in human biology Explore Human Biology in Relation to Current Issues, in the Text and Online.Through his teaching, his textbook, and his online blog, award-winning teacher Michael D. Johnson sparks interest in human biology by connecting basic biology to real-world issues that are relevant to students lives. Using a storytelling approach and extensive online support, Human Biology: Concepts and Current Issues Eighth Edition not only demystifies how the human body works but also drives students to become a better, more discerning consumer of health and science information. Each chapter opens with Johnsons popular Current Issues essays, and within each chapter, BlogInFocus references direct readers to his frequently-updated blog for breaking human biology-related news. MasteringBiology is not included, If MasteringBiology is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MasteringBiology should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information. MasteringBiology is an online homework, tutorial, and assessment product designed to personalize learning and improve results. With a wide range of interactive, engaging, and assignable activities, students are encouraged to actively learn and retain tough course concepts.

For undergraduate Introductory Management Information Systems courses. Help Your Students Succeed in the Most Important Course They'll TakeAs technology continues to change the way organizations do business, knowledge of MIS is critical. Using MIS shows students how organizations use information systems to solve business problems every day. Illustrative cases, exercises, projects, and other aids ensure your students connect concepts to everyday life. Unique guides in each chapter highlight themes in ethics, security, and other timely topics. The 2026? feature hypothesizes how the concepts, technology, and systems will change over the next decade to help students anticipate changes in technology and think about how those affect business. Every year brings important new technology to organizations and the Ninth Edition reflects these trends, providing the latest MIS content available, keeping your students up to date and knowledgeable on how to apply emerging technologies to better achieve their organizations strategies. MyMISLab not included. Students, if MyMISLab is a recommended/mandatory component of the course, please ask your instructor for the correct ISBN and course ID. MyMISLab should only be purchased when required by an instructor. Instructors, contact your Pearson representative for more information.MyMISLab is an online homework, tutorial, and assessment program designed to work with this text to engage students and improve results. Within its structured environment, students practice what they learn, test their understanding, and pursue a personalized study plan that helps them better absorb course material and understand difficult concepts.