Social Work: A Profession of Many Faces
Author: Armando T Morales
This is one of the leading books in social work, a field that is fast growing. It is unique in its presentation of social work as a profession thatUs dedicated to serving the needs of diverse populations. Often used to study for the social work licensing exams, this book includes separate chapters on social work practice with many special populations including, women, gays and lesbians, the elderly, people with disabilities, and different ethnic groups including, Asian Americans, American Indians, Mexican Americans, etc. Readers will build an understanding of social work's purpose, history, professional orientation, career patterns, values, and practice activities. Newer social workers looking for a comprehensive reference to their field and those who are interested in pursuing this expanding career field.
Booknews
Presents an overview of social work, introducing terms, concepts, key people, and critical events that have shaped the profession, and emphasizing the relevance of social work to today's social issues. Part I traces historical development of the field, Part II focuses on career options and settings for social work, and Part III examines the ethical foundation of social work. Part IV consists of four sections on working with special populations, such as women, gays, rural and urban populations, and ethnic minorities. Part V offers an extended fictional case study of a drive-by shooting. For undergraduates. Annotation c. by Book News, Inc., Portland, Or.
Booknews
A textbook that presents an overview of social work, introducing many of the terms, concepts, key people, and critical events that have shaped the profession. This revised and updated edition (sixth was 1992) adds an original piece of illustrative practice material, a chapter that addresses "the social worker-in-action," which begins at the individual level and moves to the cultural level to address America's violent culture and obsession with firearms and other environmental factors. Annotation c. Book News, Inc., Portland, OR (booknews.com)
Go to: Le Manuel Jossey-de Basse de Leadership À but non lucratif et de Direction
Sales Management: Concepts and Cases
Author: Douglas J J Dalrympl
Through six editions, Sales Management has provided readers with a comprehensive, practical approach to sales management. Now the authors continue that tradition in a new edition that places special emphasis on current issues of managing strategic account relationships, team development, diversity in the work force, sales force automation, and ethical issues.
Booknews
A text on sales management for marketing students, focusing on the activities of first-line field sales managers. After material on how salespeople interact with customers and prospects, coverage includes developing the selling function, sales goals and structure, building a sales program, and leading the sales force. Special emphasis is placed on current issues of managing strategic account relationships, team development, workforce diversity, salesforce automation, and ethics. Learning aids include chapter summaries, key terms, review questions, problems, and brief and detailed case studies, plus boxed readings, in-class exercises, and discussions on getting a job in sales. The length of this sixth edition has been shortened to make it easier to use. Annotation c. by Book News, Inc., Portland, Or.
Table of Contents:
| Ch. 1 | Introduction to Selling and Sales Management | 1 |
| Ch. 2 | Strategic Planning and Budgeting | 30 |
| Ch. 3 | Personal Selling | 72 |
| Ch. 4 | Account Relationship Management | 123 |
| Ch. 5 | Territory Management | 169 |
| Ch. 6 | Sales Ethics | 218 |
| Ch. 7 | Estimating Potentials and Forecasting Sales | 251 |
| Ch. 8 | Organization | 282 |
| Ch. 9 | Recruiting and Selecting Personnel | 328 |
| Ch. 10 | Sales Training | 376 |
| Ch. 11 | Territory Design | 418 |
| Ch. 12 | Leadership | 444 |
| Ch. 13 | Motivating Salespeople | 481 |
| Ch. 14 | Compensating Salespeople | 529 |
| Ch. 15 | Evaluating Performance | 562 |
| Appendix A | Role Play Guidelines | A-1 |
| Appendix B | Getting a Job in Sales | A-2 |
| Key Term & Subject Index | I-1 | |
| Author Index | I-3 | |
| Company Index | I-6 | |
| Case Index | 1-8 |
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