For the sales professional with more energy than experience and more ambition than knowledge, the fast lane to success can be riddled with potholes. But the last thing these go-getters want to do is get bogged down with some huge book of sales techniques.The Instant Sales Pro offers instead a quick yet comprehensive guide to the basics of successful selling: prospecting, getting on the customer’s wavelength, dealing with objections, negotiation, closing the sale, and more. Readers will learn every step of the sales process, starting with sales letters and cold calls, as well as how to sell to different personalities, use technology, troubleshoot problems, and plan and manage a territory.

The Instant Sales Pro is designed for easy access, with all the information presented in short chapters and bullet points. There’s no complicated theory, no magic formula. There are just hundreds of great tips for turning any sales rep into a sales professional — instantly.

The Landlord’s Financial Tool Kit will show readers how to truly maximize the profit on their real estate investments. Featuring dozens of ready-to-use forms, worksheets, tables, and checklists, the book helps readers:* pick properties with financial issues in mind* understand concepts such as cash flow and depreciation* set up effective bookkeeping and record-management systems* avoid common mistakes in income reporting* shelter income and reduce income taxes* comply with tax laws and regulations* take advantage of write-offs and loopholesPacked with useful, practical information on tax rules and creating cash flow, The Landlord’s Financial Tool Kit simplifies everything there is to know about managing real estate and being a successful landlord

The Travels of a T-Shirt in the Global Economy takes the reader on a fascinating, around-the-world journey to reveal the economic and political lessons from the life story of a simple t-shirt. Over five years, business professor Pietra Rivoli traveled from a Texas cotton field to a Chinese factory to a used clothing market in Africa, to investigate compelling questions about the politics, economics, ethics, and history of modern business and globalization. Using the story of the t-shirt to illustrate the major issues of the globalization debate, this uniquely entertaining business book offers a surprising, enlightening, and balanced look at one of the major topics of our time.

Trusted advice on successful consulting from the authors of the bestselling Guerrilla Marketing series
Consulting is entering the era of the guerrilla client-buyers with a glut of information at their fingertips and doubts about the value consultants add. Guerrilla Marketing for Consultants is the first book to reveal how guerrilla marketing can transform today’s challenges into golden opportunities for winning profitable work from the new breed of consulting clients. Packed with information, this step-by-step guide details the 12 marketing secrets every consultant should know, the anatomy of a marketing plan, Web sites, sources of free publicity, direct-mail marketing, winning proposals, and more.
Jay Conrad Levinson (San Rafael, CA) is the Chairman of the Board of Guerrilla Marketing International and the author or coauthor of more than 30 books, including the bestselling Guerrilla Marketing series. Michael W. McLaughlin (Mill Valley, CA) has been a partner with Deloitte Consulting since 1994.

Read, interpret, and analyze governmental financial statements!Governmental Accounting Made Easy is a complete and easy-to-use guide to a broad range of governmental accounting topics that fall under the new Governmental Accounting Standards Board 34 (GASB 34) financial reporting model.

The GASB 34 reporting model has resulted in a radical change in the way governmental financial statements are presented. For professionals in a diverse range of fields, Governmental Accounting Made Easy is the much-needed tool for making sense of what these new financial statements are trying to communicate.

Informed by theories that have transformed the practice of organizational leadership, this book sheds new light on the traditional fiduciary and strategic work of the board and introduces a critical third dimension of effective trusteeship: generative governance. It serves boards as both a resource of fresh approaches to familiar territory and a lucid guide to important new territory, and provides a road map that leads nonprofit trustees and executives to governance as leadership.

Danziger, who owns a marketing research and consulting company, dismisses people who worry that too much personal spending imperils individual financial security and crowds out public spending; she even cites the World Trade Center attacks to argue that overshopping is a patriotic duty. Right-thinking Americans, according to the author, encourage people to buy things they don’t need by focusing on the shopping and ownership experience rather than on the good or service itself. This “sell the sizzle, not the steak” advice is not original, but this book elaborates on it by defining five types of consumers using 14 different “justifiers” to make unnecessary purchases; some of these are illustrated by a company that exploits the niche. The bulk of the book consists of statistical summaries of 37 different product areas. The sales approach is one-dimensional and described only in sketches, though the marketing text covers the theoretical ideas with more depth and balance. The book appears to be aimed at marketing consultants who need to brainstorm ideas in different product categories, and for this audience the author provides the enthusiasm to inspire proposals and enough data for the first draft.

Reynolds talks about many aspects of running your own commercial website. She discusses what type of servers you might need and how to configure these using RAID to maximise uptime while preserving data against hardware failure. Also mentioned is what type of net connections might be suitable and affordable. Along with how to implement security against various types of fraud attempts.

For promoting your website, email newsletters are suggested as being very economical. Though beware of email ad campaigns that can get you labelled as a spammer. Search Engine Optimisation gets a good exposition as a cheap way to promote your site in an engine’s rankings.

The “Complete” in the title is slightly misleading. The book does not get into the nitty gritty of technical details about making a database, for example. Or writing webpages. Rather, it’s at a higher level of design and management of these issues.

Each section features an interview with a leading ethicist, and every activity provides step-by-step instructions. Also, discussion prompts and suggestions for variations enable the trainer or leader to expand each exercise’s application. These exercises will push organizations to challenge the climate of questionable or unexamined ethics and recommit themselves to responsible business methods.

It’s a book of staggering blandness, but in fairness, no more than thousands like it: the CEO’s management manual,” notes The Register in a review of the book. (…) “A title to send anyone to sleep.”.

It goes on to say, “The CEO may become expert at pattern recognition, but staring at the patterns doesn’t help with the predictive instincts that often go into making a hit product. That’s the essential risk of entrepreneurship, and it’s a wildly unpredictable factor. The technocratic management culture of the modern MBA school tries to minimize that risk, and so we have remedies such as “Information Alignment”, which tell us nothing. Hurd is very much a product of his time.”

We couldn’t disagree more. Information leads to knowledge and to insights that allows one to have the “predictive instincts”. Data warehousing and data mining can uncover true gold since information and not data is the basis of any wisdom - from personal life to corporate life.