Cost-Benefit Analysis and Water Resources Management

Book Description

`Water is not just H2O, but has a socioeconomic value for many use and non-use purposes. This volume contains a varied set of very interesting evaluation studies on water resources management. The editors have served the scientific community and relevant policy bodies with a balanced collection of operational contributions to a solid cost-benefit perspective on water management. This book is certainly an eye-opener for anyone interested in the significance of cost-benefit analysis for water policy issues.'
- Peter Nijkamp, Vrije Universiteit Amsterdam, The Netherlands

`The book chapters are written to accommodate readers of various disciplines, using a descriptive analysis of complicated issues to be easily comprehended by non-technical readers. The coverage of the issues is also phenomenal, including application of CBA to flood control, river restoration, river basin management, water quality, ground water, and water allocation, to mention only a few. The group of contributing experts is also very impressive, including authoritative practitioners and academicians, all of whom display a high level of expertise and experience. In a world where water becomes a contested scarce resource, the appropriate use of economic tools in a policy context is a very important goal. This book with its authoritative guidance does contribute to achieving it.'
- Ariel Dinar, World Bank and Johns Hopkins School of Advanced International Studies, US

`This book provides a solid foundation in the theory and methods of cost-benefit analysis of water resources, along with a wide range of case studies that illustrate the practical aspects of applying cost-benefit analysis. There is much an aspiring cost-benefit practitioner and water resources planner can learn from this volume to improve the economic efficiency of water resource management.'
- John Loomis, Colorado State University, US

`This book offers a unique and very coherent collection of ambitious CBA studies of water-related issues. It can be seen as a showcase of the potential, as well as a test on the limits, of cost-benefit analysis. Given the increasing importance of effective and efficient management of water - in response to water scarcity, water pollution and climate trends - the lessons from this book will be very useful to policymakers and social scientists alike.'
- Jeroen van den Bergh, Vrije Universiteit Amsterdam, The Netherlands

How are the economic values of water and water quality accounted for in policy and project appraisal? This important new book aims to give an overview of the state-of-the-art in Cost-Benefit Analysis (CBA) in water resources management throughout Europe and North America, along with an examination of current applications.

The distinguished authors highlight problems and challenges encountered in the use of CBA in 15 country-specific case studies. Based on these case studies, the value and limits of CBA in water resources management are assessed and special attention is paid to the institutional and policy context in which CBA is carried out.

Cost-Benefit Analysis and Water Resources Management is written for both academics and policymakers interested in the use and usefulness of CBA in water resources management.

Book Description

This book analyzes the case for cleaning the Ganga river system, using rigorous cost-benefit analysis. The first study of its kind, it evaluates user benefits and non-user benefits, incidence of costs, methods of appropriating part of the benefits for the financial sustainability of the
project, and income distribution benefits.

Cost-benefit analysis in the selection of efficient multipollutant strategies.(TECHNICAL PAPER) : An article from: Journal of the Air & Waste Management Association

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Cost-benefit analysis in the selection of efficient multipollutant strategies.(TECHNICAL PAPER) : An article from: Journal of the Air & Waste Management Association
Lauraine G. Chestnut , David M. Mills , and Daniel S. Cohan
Manufacturer: Thomson Gale
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Natural Resources | Economics | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Journal of the Air & Waste Management Association, published by Thomson Gale on April 1, 2006. The length of the article is 6369 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Cost-benefit analysis in the selection of efficient multipollutant strategies.(TECHNICAL PAPER)
Author: Lauraine G. Chestnut
Publication: Journal of the Air & Waste Management Association (Magazine/Journal)
Date: April 1, 2006
Publisher: Thomson Gale
Volume: 56 Issue: 4 Page: 530(7)

Distributed by Thomson Gale

How much is that doggy in the window? The inevitably unsatisfying duty to monetize.(response to article by Kip Viscusi in this issue p. 1003): An article from: Fordham Urban Law Journal

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How much is that doggy in the window? The inevitably unsatisfying duty to monetize.(response to article by Kip Viscusi in this issue p. 1003): An article from: Fordham Urban Law Journal
Adam F. Scales
Manufacturer: Thomson Gale
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Natural Resources | Economics | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Fordham Urban Law Journal, published by Thomson Gale on May 1, 2006. The length of the article is 10871 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: How much is that doggy in the window? The inevitably unsatisfying duty to monetize.(response to article by Kip Viscusi in this issue p. 1003)
Author: Adam F. Scales
Publication: Fordham Urban Law Journal (Magazine/Journal)
Date: May 1, 2006
Publisher: Thomson Gale
Volume: 33 Issue: 4 Page: 1045(25)

Distributed by Thomson Gale

Limiting environmental program contradictions: a demand systems application to fishery management.: An article from: American Journal of Agricultural Economics

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Limiting environmental program contradictions: a demand systems application to fishery management.: An article from: American Journal of Agricultural Economics
Frank A. Ward , Richard A. Cole , Robert A. Deitner , and Katherine A. Green-Hammond
Manufacturer: American Agricultural Economics Association
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Natural Resources | Economics | Business & Investing | Subjects | Books

Sports | Subjects | e-Docs | Formats | Books

Book Description

This digital document is an article from American Journal of Agricultural Economics, published by American Agricultural Economics Association on August 1, 1997. The length of the article is 6186 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the author: Key words: cost-benefit analysis, demand systems, environmental policy, fisheries management.

Citation Details
Title: Limiting environmental program contradictions: a demand systems application to fishery management.
Author: Frank A. Ward
Publication: American Journal of Agricultural Economics (Refereed)
Date: August 1, 1997
Publisher: American Agricultural Economics Association
Volume: v79 Issue: n3 Page: p803(11)

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Monetizing the benefits of risk and environmental regulation.: An article from: Fordham Urban Law Journal

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Monetizing the benefits of risk and environmental regulation.: An article from: Fordham Urban Law Journal
W. Kip Viscusi
Manufacturer: Thomson Gale
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Natural Resources | Economics | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Fordham Urban Law Journal, published by Thomson Gale on May 1, 2006. The length of the article is 17895 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Monetizing the benefits of risk and environmental regulation.
Author: W. Kip Viscusi
Publication: Fordham Urban Law Journal (Magazine/Journal)
Date: May 1, 2006
Publisher: Thomson Gale
Volume: 33 Issue: 4 Page: 1003(41)

Distributed by Thomson Gale

Mr. Bottomline. (Cover Story).(John D. Graham) : An article from: OnEarth

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Mr. Bottomline. (Cover Story).(John D. Graham) : An article from: OnEarth
Steve Weinberg
Manufacturer: Natural Resources Defense Council, Inc.
ProductGroup: Book
Binding: Digital

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Management | Management & Leadership | Business & Investing | Subjects | Books

Book Description

This digital document is an article from OnEarth, published by Natural Resources Defense Council, Inc. on March 22, 2003. The length of the article is 3391 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Mr. Bottomline. (Cover Story).(John D. Graham)
Author: Steve Weinberg
Publication: OnEarth (Magazine/Journal)
Date: March 22, 2003
Publisher: Natural Resources Defense Council, Inc.
Volume: 25 Issue: 1 Page: 32(6)

Distributed by Thomson Gale

Regulatory reform: the new Lochnerism?: An article from: Environmental Law

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Regulatory reform: the new Lochnerism?: An article from: Environmental Law
David M. Driesen
Manufacturer: Thomson Gale
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Environmental Law, published by Thomson Gale on June 22, 2006. The length of the article is 27998 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

From the author: This Article explores the question of whether contemporary regulatory reformers' attitudes toward government regulation have anything in common with those of the Lochner era Court. It finds that both groups tend to favor value neutral law guided by cost-benefit analysis over legislative value choices. Their skepticism toward redistributive legislation reflects shared beliefs that regulation often proves counterproductive in terms of its own objectives, fails demanding tests for rationality, and violates the natural order. This parallelism raises fresh questions about claims of neutrality and heightened rationality, which serve as important justifications modern regulatory reform.

Citation Details
Title: Regulatory reform: the new Lochnerism?
Author: David M. Driesen
Publication: Environmental Law (Magazine/Journal)
Date: June 22, 2006
Publisher: Thomson Gale
Volume: 36 Issue: 3 Page: 603(47)

Distributed by Thomson Gale

Using economic valuation techniques to inform water resources management: A survey and critical appraisal of available techniques and an application [An ... from: Science of the Total Environment, The]

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Using economic valuation techniques to inform water resources management: A survey and critical appraisal of available techniques and an application [An ... from: Science of the Total Environment, The]
E. Birol , K. Karousakis , and P. Koundouri
Manufacturer: Elsevier
ProductGroup: Book
Binding: Digital

General | Travel | Subjects | Books
ASIN: B000P6NUPQ

Book Description

This digital document is a journal article from Science of the Total Environment, The, published by Elsevier in 2006. The article is delivered in HTML format and is available in your Amazon.com Media Library immediately after purchase. You can view it with any web browser.

Description:
The need for economic analysis for the design and implementation of efficient water resources management policies is well documented in the economics literature. This need is also emphasised in the European Union's recent Water Framework Directive (2000/60/EC), and is relevant to the objectives of Euro-limpacs, an EU funded project which inter alia, aims to provide a decision-support system for valuing the effects of future global change on Europe's freshwater ecosystems. The purpose of this paper is to define the role of economic valuation techniques in assisting in the design of efficient, equitable and sustainable policies for water resources management in the face of environmental problems such as pollution, intensive land use in agriculture and climate change. The paper begins with a discussion of the conceptual economic framework that can be used to inform water policy-making. An inventory of the available economic valuation methods is presented and the scope and suitability of each for studying various aspects of water resources are critically discussed. Recent studies that apply these methods to water resources are reviewed. Finally, an application of one of the economic valuation methods, namely the contingent valuation method, is presented using a case study of the Cheimaditida wetland in Greece.

An analysis of the costs and benefits of the Everglades Agricultural Area (EAA) under present conditions and proposed management alternatives (with appended C & SFFCD rebuttals)

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An analysis of the costs and benefits of the Everglades Agricultural Area (EAA) under present conditions and proposed management alternatives (with appended C & SFFCD rebuttals)
Paul Roberts
ProductGroup: Book
Binding: Unknown Binding
ASIN: B00072F10A

Book Description

Explains the fundamentals of negotiable instruments—promissory notes, drafts, checks, and certificates of deposit. Provides an overview of Article 3's requisites of negotiability. Reviews contract liability, secondary liability conditions, and discharge liability. Covers instruments of property, including enforcement, transfer, and negotiation. Discusses warranty, restitution, claims, defenses to instruments, holder in due course, and check collection process. Examines the customer/payor bank relationship and risk allocation.

Book Description

Francois Godement argues that the Asian miracle has not come to an end, but rather the Asian economies have reached a crisis of maturity. He explains the reasons behind the recent financial crisis and provides a broad ranging survey of the region's economies since 1993, examining factors such as demography, Asian values, cronyism, industrial groupings and the wane of political authority.

Despite widespread pessimism, the main components of healthy commercial growth for the region remian intact. Godement makes it clear that improvised self-regulation and discipline within the financial sector will prove crucial if East Asia is to realize its full potential.

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The Downsizing of Asia
Francois Godement
ProductGroup: Book
Binding: Paperback
ASIN: B000OMU6WQ

Economic crisis, downsizing and "layoff survivor's syndrome".: An article from: Journal of Contemporary Asia

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Economic crisis, downsizing and "layoff survivor's syndrome".: An article from: Journal of Contemporary Asia
Wang-Bae Kim
Manufacturer: Journal of Contemporary Asia Publishers
ProductGroup: Book
Binding: Digital

Management | Management & Leadership | Business & Investing | Subjects | Books

Book Description

This digital document is an article from Journal of Contemporary Asia, published by Journal of Contemporary Asia Publishers on October 1, 2003. The length of the article is 7678 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Economic crisis, downsizing and "layoff survivor's syndrome".
Author: Wang-Bae Kim
Publication: Journal of Contemporary Asia (Refereed)
Date: October 1, 2003
Publisher: Journal of Contemporary Asia Publishers
Volume: 33 Issue: 4 Page: 449(16)

Distributed by Thomson Gale

Book Description

"When everybody zigs, zag," says author Marty Neumeier in this fresh view of brand strategy. ZAG follows the ultra-clear "whiteboard overview" style of Neumeier's first book, THE BRAND GAP, but drills deeper into the question of how brands can harness the power of differentiation. The author argues that in an extremely cluttered marketplace, traditional differentiation is no longer enough—today companies need “radical differentiation” to create lasting value for their shareholders and customers. In an entertaining 3-hour read you’ll learn:

- why me-too brands are doomed to fail
- how to "read" customer feedback on new products and messages
- the 17 steps for designing “difference” into your brand
- how to turn your brand’s “onliness” into a “trueline” to drive synergy
- the secrets of naming products, services, and companies
- the four deadly dangers faced by brand portfolios
- how to “stretch” your brand without breaking it
- how to succeed at all three stages of the competition cycle

For a quick peek inside ZAG, go to www.zagbook.com.

Customer Reviews:

Zag is Zagworthy.......2007-09-29

I purchased this book at the same time as the Brand Gap, being confident in the fact they'd both be helpful, well-written, yet densely packed tomes of information - and I was right!

Zag hones in on one element discussed in the Brand Gap - differentiation - and expands it into a 200-so page book. According to Neumeier, differentiation, or creating zag, is one of the most important elements of branding - and it needs to happen at every step of the way, from conception to naming to marketing.

The great thing about Zag is the way it presents the information - much like in the Brand Gap it follows a 'whiteboard', graphic-heavy, basic (but important) facts. This time around however, it pairs the basic format with a strong, easy-to-follow example through the faux development of an educational wine bar chain.

Neumeier then takes the reader through 17 steps (including some helpful exercises) you should take as a business owner, venture capitalist, or advertising professional when determining whether your product is zagworthy - or how to make it so it is.

In terms of why I gave the book 4 stars as opposed to 5...The last section of the book - once the 17 steps are completed and the wine bar is 'fully developed' - is a little bit dense/doesn't seem to flow as well as the rest of the book/series.

Also there is a decent amount of repetition between Zag and the Brand Gap, and I am hesitant in believing that people would pick up one without the other. Although it makes sense to reinforce the principles (and sell more books I'm sure) in some cases, it almost made it hard to differentiate some of the messages between the books, making me feel a bit cheated in that I paid money to read the same pages over.

I have a hunch Neumeier might take the 5 main principles found in The Brand gap and expand each of them into books like Zag did for differentiation - and I can't fault him for doing so. Zag is definitely an improvement on The Brand Gap in that it offers a focused "here's exactly what you can do" strategy, but it still remains general enough that virtually any level of professional (student, beginner, executive etc.) can sit down and walk away a couple of hours later feeling like they learned something.

Zag Zag Zigidy Zag de Zag.......2007-09-21

Knocked this one out in a single flight. Well written, easy to follow. Maybe a little too easy. Would have liked a little more meat. Consider this the Cliff's Notes to Differentiate or Die. Both great books, this is easier to digest. Neumeier is a brand genius, he gets it and he can present it well in a concise format.

A book that zags.......2007-08-23

Zagging is not a new concept. If you like business and performance management readings, probably you are familiar with it already, especially if you've read books by authors like Jim Collins (hedgehog concept), Chan Kim (blue ocean) or Seth Godin (purple cow).

This book provides a unique approach from a marketer's point of view to the concept of real differentiation in the marketplace. "When everybody zigs, zag". Stop being a follower, an imitator, and start being different, start zagging.

You can't stop reading this book, once you get started. It will take you one or two hours, which doesn't mean the author is not providing details and deep insights. In fact, he gives what it takes to make his points clear, captivating, and consistent.

David Aaker says in the back cover of this book: "The presentation alone is worth the price of the book". He is absolutely right. This book zags.

Best Branding Book Ever.......2007-08-22

This is the first review I've ever written on Amazon even though I'm an avid reader. I felt compelled to write this review as a sign of my appreciation for this top notch book. I've read several books on Branding, Identity, Marketing and none compare to this book. If you buy only one book on any of these categories, this should be the book.

Marty's illustrations alone are worth the price for the book. But it was his definition of Branding that brought everything into focus for me. I can't say enough about the book.

Grok branding like never before..........2007-08-15

So much has been written about branding... and so much of it is so dry, it's boring.

What Marty Neumeier has done is to make this essential discipline fun, exciting, practical, and reachable for us all.

If you only read one book on branding, this one will serve you well.

Average customer rating:

Ryan Hits Home - As Usual
Ryan hits a homerun!
High Performance Practicality
It's about time
great reading

High-Performance Interactive Marketing
Christopher Ryan
Manufacturer: Racom Communications
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Web Marketing | Business & Culture | Computers & Internet | Subjects | Books

E-Commerce | Business & Culture | Computers & Internet | Subjects | Books

General | Computers & Internet | Subjects | Books
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The Online Advertising Playbook: Proven Strategies and Tested Tactics from the Advertising Research Foundation
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Ogilvy on Advertising

ASIN: 0970451504

Book Description

In brief: "High-Performance Interactive Marketing" will give you the practical guidance to capitalize on all of the potential and avoid all of the problems of marketing with new interactive technologies. You'll get an insider's advice and insights into the kinds of tactics that will help you sell more products and services right now--today and tomorrow--as well as help you develop the strategic vision needed to build the lasting customer relationshps that will keep you successful long after your competitors have faded from the scene.

The business press of recent years has been filled with dramatic portrayals of interactive marketing succcess. But the landscape behind those exciting pictures is filled with the wreckage of the failures--those who couldn't handle the probles and challenges of this fast-paced, ever-changing world. This book gives you all the strategic and tactical tools, with chapters like: --Disintermediation and the Changing Role of Marketing and Sales
--Bridging the Gap between Marketing and Sales
--The Huge Impact of Infomediaries and Portals
--The New Communications Model
--E-Branding and Positioning
--Creating and Implementing Successful Web Events
--Heuristic Marketing Techniques
--Using Marketing Automation The author has distilled his two-plus decades of experience making practical use of marketing technology to write a new marketing rule book. With your copy at your side, you willbe able to rewrite the rule book for your organization as well.

Customer Reviews:

Ryan Hits Home - As Usual.......2001-04-16

First, read the last four paragraphs. Then read the book. Use a marker liberally. This is a person with strong opinions and he is usually right. He is a marketer's marketer who never strays far from the fact that we all have to sell something to survive. He complies a lot of current internet thinking and best practices with a substantial heaping of his own background. He adds a sprinkling of the future with an eye on what's working now. Worth the price of admisssion, but start with the end.

Ryan hits a homerun!.......2001-04-12

A must read for anyone who either makes or influences marketing decisions. Being a part of an organization that serves both small and medium sized businesses that need integrated marketing solutions, this book is the outline for success. As an avid reader, all too often I see either "Joe Bob's theory on marketing success" or somebody plagiarizing one of the Porter bibles; either way, they're not usable by the average guy. Ryan's book has concise, easy to implement solutions that can be scaled. In today's marketplace where most businesses have between 2 and 10 employee's and make well under a million a year in revenue, business owners need roadmaps that are easy to follow and implementable with the staff that is on hand. Ryan does this well.

Not only would I consider this a must read, I'd say it's one to pick up again and again.

High Performance Practicality.......2001-03-16

Christopher Ryan has hit a homerun with his book High Performance Interactive Marketing. His book provides the reader with a host of real-time, practical advice on how to improve the performance of your business.

I love the fact that Ryan provides the reader with a plethora of real-world examples that a company (such as mine or my client's) can utilize immediately.

In a book world that is so focused on nice-to-know theories, Ryan delivers on what all companies covet--practical advice that can be used the next day. I especially like his demonstrations of metrics, such as return on marketing investments, as this continues to be the holy grail that most companies seek, but very few find the right formula tied to their specific situation.

I will use this book regularly for my company and highly recommend it to my clients.

It's about time.......2001-03-14

What an important book for the contemporary marktplace! The author gives the reader incredibly canny insights into the confusing world of interactive marketing--both the "30,000-foot," strategic view and the hands-on, everyday tactics that get the job done. And all of this is presented in a friendly, easy-to-read style with a minimum of jargon and buzzwords. This book is worth many times the cover price. It's about time someone wrote this book.

great reading.......2001-02-28

A must for all new and veteran marketing professionals.

Building the High-Performance Sales Force

Average customer rating:

Older than you think
These techniques make good managers great!
These techniques make good managers great!

Building the High-Performance Sales Force
Joe Petrone
Manufacturer: Amacom Books
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Human Resources & Personnel Management | Industries & Professions | Business & Investing | Subjects | Books

Book Description

Sales managers are under pressure as never before. Pressure to squeeze out higher revenues with less support . . . to battle increased competition in shrinking markets . . . to consolidate districts and oversee larger sales teams . . . even to take on marketing functions in addition to a busy sales agenda. In this tough new world, old approaches to sales and sales management don't work anymore. What's needed is what you'll find in this book: strategies that address the rapidly changing roles and responsibilities of today's overworked sales professionals. As a working sales manager, the author knows your challenges firsthand. He understands the demands of the balancing act that requires short-term profits as well as long-term growth. He'll show you how to:. Maneuver in the new ear . . . deal with the trust gap caused by downsizing and job insecurities . . . handle layoffs . . . and become a "renaissance sales manager". Balance people and profits . . . create and maintain high morale . . . address work/family issues . . . monitor the company's financial picture . . . review sales compensation plans . . . and build loyalty in times of uncertainty. Introduce self-management . . . implement Progressive Goal Management (PGM), which links reps' goals to corporate performance . . . appraise their work according to PGM . . . and use it to improve your own performance. Take advantage of sales management tools . . . evaluate macro management tools such as prospect databases . . . get more out of micro management tools, from call reports to long-range sales forecasts . . . and automate to save time and money. Grow sales despite harsh competition . . . get a better handle on current customers . . . uncover new leads . . . and pinpoint and correct substandard performance. Implement Total Quality Selling . . . adopt Total Quality Management methods, such as benchmarking, to gain a competitive edge . . . and make every aspect of your organization less sales-driven and more customer-focused. The author also provides a precise blueprint - a 120-Day Improvement Plan - that demonstrates his high-performance concepts in action, step by step. Seasoned with real-life sales examples and anecdotes that are certain to hit home, Building the High-Performance Sales Force will help you master the demands of today's business environment. If you're like most sales pros - forced to do more with less, but determined to thrive nonetheless - this is one sales management book you can't afford to ignore.

Customer Reviews:

Older than you think.......2000-01-13

Amazon shows this as a Feb 99 title but inside jacket indicates 1994....and it shows. Has some good tactical systems but "introduces" lead tracking software as something up-and-coming....

I would recommend SPIN Selling in lieu of this title.

These techniques make good managers great!.......1999-03-29

I've seen the benefits of working Joe Petrone's systems in the field. This book was written from his hands-on-experience, and provides valuable techniques for every manager- whether in sales or any other business capacity These techniques make good managers great!

These techniques make good managers great!.......1999-03-29

High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace

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High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace
Darlene Coker , Ed Del Gaizo , Kathleen A. Murray , and Sandra L. Edwards
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

General | International | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

Book Description

"A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

Download Description

Hig Performance Sales Organizations defined the true nature of market-focused sales and service operations. This updated guide highlights the latest computer and communications technologies with all-new research, charts, and checklists that make it indispensable to today's sales manager.

High Performance Sales Organizations: Achieving Competitive Advantage in the Global Marketplace

Average customer rating:

Outstanding, research-based information.
A great summary of updated sales expectations
cool by association

High Performance Sales Organizations: Achieving Competitive Advantage in the Global Marketplace
Daniel B. Baitch , Kevin J. Corcoran , and Laura K. Petersen
Manufacturer: Irwin Professional Pub
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Book Description

High Performance Sales Organizations is filled with solid strategies, best practices, and provocative points of view that every organization can apply immediately. Companies will be able to compete more successfully by: focusing on the new expectations of today's more demanding customers; developing a strategy to differentiate personal sales organization from today's more determined competitors; using best practices to ensure the successful execution of your sales strategy; applying process management concepts to sales operations to develop a more successful strategy and a higher quality field execution; integrating training and coaching processes with sales strategy; creating market-focused sales and service operations.

Customer Reviews:

Outstanding, research-based information........1998-12-04

This book provides a VP of sales or sales manager with the behind the scenes research that went into Professional Selling Skills and other landmark training by Learning International. If anyone has a questions as to why this training vs. others - this answers the question! By the way, I would highly recommend their training also. The best consultative sales training on the market.

A great summary of updated sales expectations.......1997-05-05

This is a very clearly written book that puts definition to what you are likely already seeing as your new role as a sales person in the 90's. I found it very applicable for my sales position in aerospace sales. It gives an outline of how to assess your customers and meet their expectations. It further spells out what skills you need as a sales person today and what customers expect from you. It stresses the changing role to business consulant from order taker. Good reading

cool by association.......1997-04-11

Kevin J. Corcoran is my uncle, so I thought his book was down right cool. Maybe I think that all those related to me have that benefit. But seriously, this book presents some very significant business information with some flair. Check it out! I should be in sales... Brian A. Corcoran (brian@princeton.edu)

Firing on All Cylinders: The Service/Quality System for High-Powered Corporate Performance

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Firing on All Cylinders: The Service/Quality System for High-Powered Corporate Performance
Jim Clemmer , and Barry Sheehy
Manufacturer: Business One Irwin
ProductGroup: Book
Binding: Hardcover

Management | Management & Leadership | Business & Investing | Subjects | Books

Case Studies | Reference | Business & Investing | Subjects | Books
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ASIN: 1556237049

Book Description

At the heart of this book are twelve key service/quality improvement areas-or cylinders-that include: signaling commitment; listening to internal/external customers; education and awareness; hiring and orienting; improving processes, and more!

The 5 Best Practices of Highly Effective Sales Managers: A Guide to Leading High Performance Sales Teams

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The 5 Best Practices of Highly Effective Sales Managers: A Guide to Leading High Performance Sales Teams
Jerry, D. Elmore
Manufacturer: AuthorHouse
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

ASIN: 142083164X

Book Description

The Five Best Practices of Highly Effective Sales Managers is a book for new as well as experienced Sales Managers. It focuses on five best practices that result in highly effective and efficient sales team which achieve the desired levels of sales volume, profits and growth necessary for a successful organization. The single most important factor for improving a sales person's performance, as found by a major university study, is effective supervisory leadership. Filled with real-life sales management examples and anecdotes, the book shows sales managers how to use an effective supervisory leadership process to achieve high salesperson productivity. The book discusses the foundational attitude of highly effective sales managers then presents the five best practices that enable sales managers to answer the question, "How do I tap the full potential of each of my salespeople?"

High Performance Sales Management (60 Minute Success Skills Series)

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High Performance Sales Management (60 Minute Success Skills Series)
John Frazer Robinson
Manufacturer: David Grant
ProductGroup: Book
Binding: Paperback

General | Business & Investing | Subjects | Books

How to Make Teamwork Work: Targeting Team Members' Roles to Get the Best Results (Dartnell High-Performance Skill Builder)

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How to Make Teamwork Work: Targeting Team Members' Roles to Get the Best Results (Dartnell High-Performance Skill Builder)
Dartnell Publications , and Dartnell Corp
Manufacturer: Dartnell Corp.
ProductGroup: Book
Binding: Paperback

Workplace | Organizational Behavior | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Decision-Making & Problem Solving | Management & Leadership | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Teams | Management & Leadership | Business & Investing | Subjects | Books

Inside Secrets of Outstanding Salespeople: The Fast Track to High Performance Selling

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Inside Secrets of Outstanding Salespeople: The Fast Track to High Performance Selling
C. Conrad Elnes
Manufacturer: Prentice Hall Trade
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Assets and Liabilities of Finance Houses and Other Consumer Credit Companies (Business Monitors)
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Assets and Liabilities of Finance Houses and Other Consumer Credit Companies (Business Monitors)
Great Britain
Manufacturer: Stationery Office Books
ProductGroup: Book
Binding: Paperback

Credit Ratings & Repair | Personal Finance | Business & Investing | Subjects | Books
ASIN: 0115278613

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