Kategoria BISAC: Business & Economics >> Business Communication - General

"Successful Cold Call Selling gives you powerful, proven techniques to perform at your best when introducing yourself to new prospects. Whether in person or by phone, the book shows you how to gain an audience that has top-level buying authority. You will learn how to:

Gain confidence and conquer the fear of making cold calls

Eliminate reluctance on the part of the buyer

Design a cold-calling strategy for getting new business

Avoid commonly used, ineffective words and phrases

Find prospects from a variety of often overlooked sources...

"This AMACOM classic problem solver will help first-line managers meet the growing demands of their work. It provides comprehensive answers, practical advice, proven procedures, and workable programs that can make supervising easier, more effective, and rewarding. Readers will learn how to:

* make the transition from worker to supervisor *

hire good people * work with subordinates *

improve communication skills * set up appraisal

and disciplinary procedures * manage personal

time and stress"

Electronic mail, personal organizers, voice mail, all were introduced as time-saving devices designed to promote an easier and more efficient workplace. Yet many professionals find that making effective use of these new forms of communication technology can become a time-consuming task. In this handbook written for the office of the 21st century, Barbara Etzel and Peter J. Thomas provide guidance for those struggling to manage the growing volume of mail, memos, e-mail messages, and electronic documents that arrives daily.

Personal Information Management details the skills...

Electronic mail, personal organizers, voice mail, all were introduced as time-saving devices designed to promote an easier and more efficient workplace. Yet many professionals find that making effective use of these new forms of communication technology can become a time-consuming task. In this handbook written for the office of the 21st century, Barbara Etzel and Peter J. Thomas provide guidance for those struggling to manage the growing volume of mail, memos, e-mail messages, and electronic documents that arrives daily.

Personal Information Management details the skills...

Much of the literature on corporate reputation examines the topic from a narrow perspective--for example, from a marketing or public relations point of view. However, reputation is really a topic that spans multiple fields of endeavor--economics, finance, management, marketing, and public relations, among others. Clearly an interdisciplinary approach is needed and is provided by this volume written by two university professors and a public relations specialist. Shaping the Corporate Image discusses how a corporate reputation is acquired, maintained, and nurtured. The authors conclude that...

Airline deregulation is a failure, conclude Professors Dempsey and Goetz. They assault the conventional wisdom in this provocative book, finding that the Airline Deregulation Act of 1978, championed by a profound political movement which also advocated the deregulation of the bus, trucking, rail, and pipeline industries, failed to achieve the promises of its proponents. Only now is the full impact of deregulation being felt. Airline deregulation has resulted in unprecedented industry concentration, miserable service, a deterioration in labor-management relations, a narrower margin of...

This unique book examines conceptual, empirical, and practical issues associated with corporate reputation. Emphasizing the importance of the roles of corporate social disclosure and organizational effectiveness, the authors emphasize the need for an integrative framework in explaining the nature of corporate reputation. Utilizing valuable data provided by Fortune magazine, the book provides both a historical evaluation of reputational rankings of Fortune 500 firms for the period 1987-1991 and insights as to the market reaction to disclosure of these rankings. These can be utilized by...

Government is the source of the largest cost of doing business. Corporations and business associations must, therefore, manage the business-government relationship with uncommon skill and vigor. Charles Mack, drawing upon his long, successful experience as a practitioner and teacher, asks other corporate and association executives to rethink their current government relations programs and implement them in new, more cost-effective and technologically proficient ways. A highly readable and practical guide to lobbying in all its forms, Mack's book emphasizes managing, and shows how to apply...

Internal and external advocacy is a complex communication process, with many interwoven purposes, methods, and expected (or unexpected) outcomes. Judith Hoover and her contributors show what the advocacy processes are, using a fascinating set of case histories, and then analyze and evaluate them by means of rhetorical, cultural, critical, and argumentation theories. In doing so they blend organizational communication and classical rhetorical theory, and thus extend the concept of corporate advocacy into new areas of study. An important resource for teachers and students of communication...

With the fast pace of communications and change in today's global marketplace, investing in equities has become increasingly complex. Communicating a clear, concise, meaningful message to investors is critical. Dr. Higgins and his contributing authors provide a broad set of perspectives, lessons learned, and best practices in global investor relations. They examine the fundamentals of investor relations from a theoretical and practical perspective. They explore individual company strategies and challenges for investor relations in unique and meaningful situations--all from their own...

The modern marketing concept, with its focus on creating consumer satisfaction, makes marketing seem beyond reproach. Instead of its successes and failures, Rotfeld focuses on the uses, and frequent abuses, of marketing analysis. His book--a collection of clearly observed and forceful case studies drawn from his personal research and study--deals with the pragmatic realities of marketing and its limitations. He argues that marketing can only serve consumer predispositions. It cannot guarantee satisfaction. When marketers lose sight of this, they actually ignore their market. Rotfeld takes...

Truly effective crisis management is--or should be--proactive. Burnett uses this guiding concept to offer managers in organizations of all types and sizes a system for handling crises more soundly, and with greater dexterity. He puts crises on a continuum, with minor events at one end and catastrophes at the other, creating a universal matrix that can be overlaid onto businesses of any kind.

Burnett's methods of crisis management are already well recognized and are analogous to other types of management processes. This book focuses on managing crises proactively, but also includes the...