Saturday, January 10, 2009

Social Work or Sales Management

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. 1Introduction to Selling and Sales Management1
Ch. 2Strategic Planning and Budgeting30
Ch. 3Personal Selling72
Ch. 4Account Relationship Management123
Ch. 5Territory Management169
Ch. 6Sales Ethics218
Ch. 7Estimating Potentials and Forecasting Sales251
Ch. 8Organization282
Ch. 9Recruiting and Selecting Personnel328
Ch. 10Sales Training376
Ch. 11Territory Design418
Ch. 12Leadership444
Ch. 13Motivating Salespeople481
Ch. 14Compensating Salespeople529
Ch. 15Evaluating Performance562
Appendix ARole Play GuidelinesA-1
Appendix BGetting a Job in SalesA-2
Key Term & Subject IndexI-1
Author IndexI-3
Company IndexI-6
Case Index1-8

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