Nearly everyone within a company is involved in selling at one level or another. Yet, the majority of those people are not professional frontline salespeople - they have never received any training in selling or in dealing with customers. As a result, opportunities are missed and, worse, you may even have wrecked the relationship with the customer for the long term. Written in a quick-read and practical way, this book presents a set of simple, basic skills for selling, aimed exclusively at those people who have never been trained in the art of selling.
The new, completely revised, and updated edition of this classic text remains the definitive dictionary in epidemiology worldwide. In fact, with contributions from over 220 epidemiologists and other users of epidemiology from around the globe, it is more than a dictionary: it includes explanations and comments on both core epidemiologic terms and on other scientific terms relevant to all professionals in clinical medicine and public health, as well as to professionals in the other health, life, and social sciences.
This book provides a cutting edge introduction to market risk management for Hedge Funds, Hedge Funds of Funds, and the numerous new indices and clones launching coming to market on a near daily basis. It will present the fundamentals of quantitative risk measures by analysing the range of Value-at-Risk (VaR) models used today, addressing the robustness of each model, and looking at new risk measures available to more effectively manage risk in a hedge fund portfolio.
Flying in the face of current thinking, this book suggests that we do not need to ‘think outside the box’ in our quest for creativity, rather we should rethink the way we look ‘inside the box’. This idea will resonate only too well with those who have endeavoured to be creative by thinking outside that box, only to have their attempts scuppered by the constraints of bureaucracy and organizational politicsThe author suggests that creativity should be worked at within the constraints of the organizational box, but that space needs to be grown and allowed to be shaken up.
This book provides an as yet unavailable tool, the Stakeholder Balance Sheet, enabling managers within any organisation to unlock the DNA of the market place in which they operate and to measure their effectiveness in understanding their markets and all the key stakeholders operating within them. This simple tool provides self-testing checklists at the end of each chapter that enables managers to look at stakeholder-sensitive issues in the same way that they might scrutinise financial statements (hence it will not seem alien to most managers).
