Important! You must be associated with the University of Iowa and have a Hawk ID in order to read the following e-books. The titles are available from Books24×7. To find a book on the site, search by “Titles”.
91 Mistakes Smart Salespeople Make: How to Turn Any Mistake Into a Successful Sale
by Tim Connor
Sourcebooks © 2006 (296 pages)
ISBN: 9781402208126
Whether you are a seasoned sales professional or new to the field, this book provides smart, straightforward, no-holds-barred advice that will help you avoid expensive blunders and sell more in less time with less rejection and disappointment.
Award-Winning Customer Service: 101 Ways to Guarantee Great Performance
by Renée Evenson
AMACOM © 2007 (250 pages)
ISBN: 9780814474549
Containing 101 effective tips, unique “When this happens, try this” sections, and encouraging quotes, this essential reference is full of practical advice on planning and goal setting, follow-up, leadership, feedback, and more.
Being the Shopper: Understanding the Buyer’s Choice
by Philip Lempert
John Wiley & Sons © 2002 (256 pages)
ISBN: 9780471151357
Revealing the subtle and important things that motivate consumers to buy, this book analyzes influential techniques such as in-store sampling, packaging, and shelf positioning to give readers access to the inner thoughts of today’s shoppers.
Black Belt Negotiating: Become a Master Negotiator Using Powerful Lessons from the Martial Arts
by Michael Soon Lee and Sensei Grant Tabuchi
AMACOM © 2007 (256 pages)
ISBN: 9780814474617
Packed with quizzes, scripts, checklists, and even a Negotiating Rating Sheet for continual self-assessment, this book uses the principles of martial arts to guide readers step-by-step through the negotiation process.
Brand From the Inside: Eight Essentials to Emotionally Connect Your Employees to Your Business
by Libby Sartain and Mark Schumann
Jossey-Bass © 2006 (272 pages)
ISBN: 9780787981891
Filled with illustrative examples and down-to-earth case histories, this book gives leaders step-by-step instruction on how to motivate employees to consistently deliver the experience the customer brand promises.
Breakthrough Thinking in Total Quality Management
by Glen D. Hoffherr, John W. Moran and Gerald Nadler
Electronic & Database Publishing, Inc. © 1994 (448 pages)
ISBN: 9780132908832
Showing how the principles of Breakthrough Thinking can significantly enhance the results achieved through TQM, this book provides a full perspective on how to establish a TQM program and how to follow through on any TQM project or activity.
Business Inside Out: Capturing Millions of Brand Loyal Gay Consumers
by Robert Witeck and Wesley Combs
Kaplan Professional © 2006 (202 pages)
ISBN: 9781419505201
From building a strong business case and developing winning strategies, to designing the right media mix and measuring results, this book gives you the knowledge needed to capture the loyalty and wallets of customers in this powerful niche market.
Business the Richard Branson Way: 10 Secrets of the World’s Greatest Brand Builder, Third Edition
by Des Dearlove
Capstone Publishing © 2007 (188 pages)
ISBN: 9781841127644
Revealing the secrets of Richard Branson’s remarkable success, this book draws out the universal lessons and identifies strategies that can be applied to any business or career.
Capitalize on Your Success: The Ultimate Guide to Getting the Money, Growing the Business, and Doing the Deal
by Julie Garella
Kaplan Professional © 2007 (224 pages)
ISBN: 9781419583308
Offering straightforward advice in place of business jargon and lofty financial theories, this definitive guide takes key concepts of funding, growing, and selling a company and distills them into practical knowledge every business owner can use.
Chief Customer Officer: Getting Past Lip Service to Passionate Action
by Jeanne Bliss
Jossey-Bass © 2006 (316 pages)
ISBN: 9780787980948
Including diagnostics to determine if a company’s core strengths, metrics, and systems improve or harm customer relationships, this book provides the tools needed to overcome organizational inertia and deliver a meaningful customer experience.
COMPEL: How to Get Others in Your Organization to Think and Act Differently
by Robert D. Gilbreath
John Wiley & Sons © 2007 (224 pages)
ISBN: 9780470051450
Giving you the simple, effective guidance and training you need to gain organizational power, this book shows you how to grab someone’s complete attention and deliver a truly compelling argument that will lead to the result you want.
The Complete Guide to Direct Marketing: Creating Breakthrough Programs that Really Work
by Chet Meisner
Kaplan Professional © 2006 (278 pages)
ISBN: 9781419526930
With actual case studies from well-known companies and more than 50 charts, illustrations, tables and other graphics, this valuable guide provides a step-by-step overview of direct marketing from strategic approach to execution.
Covert Persuasion: Psychological Tactics and Tricks to Win the Game
by Kevin Hogan and James Speakman
John Wiley & Sons © 2006 (223 pages)
ISBN: 9780470051412
Sythesizing the latest research in psychology, linguistics, sales tactics, and human communication, this reliable resource reveals the most effective methods for consistently and effectively persuading others.
Creating a Culture Of Collaboration: The International Association of Facilitators Handbook
by Sandy Schuman (ed)
Jossey-Bass © 2006 (534 pages)
ISBN: 9780787981167
With contributions from an international group of practitioners and researchers from around the world, this book provides proven approaches to creating a culture of collaboration within and among groups, organizations, communities, and societies.
Creating Rainmakers: The Manager’s Guide to Training Professionals to Attract New Clients
by Ford Harding
John Wiley & Sons © 2006 (288 pages)
ISBN: 9780471920731
Based on more than 100 interviews with the principals of professional firms, including many of today’s preeminent rainmakers, this valuable guide outlines all the steps you should take to turn your professional staff into a powerful team of sales winners.
Economics and the Environment: A Signalling and Incentives Approach, 2nd Edition
by Ian Wills
Allen & Unwin © 2006 (402 pages)
ISBN: 9781741145762
Introducing an economic way of thinking about environmental issues, without assuming a background in economics, this informative book offers a coherent framework for understanding our major environmental problems.
Econospinning: How to Read Between the Lines When the Media Manipulate the Numbers
by Gene Epstein
John Wiley & Sons © 2006 (246 pages)
ISBN: 9780471735137
From the disputes over Social Security to misinterpretations of the unemployment rate, this book points out the unfortunate lack of integrity that pervades mainstream economic reporting.
Emotional Intelligence for Project Managers: The People Skills You Need to Achieve Outstanding Results
by Anthony C. Mersino
AMACOM © 2007 (272 pages)
ISBN: 9780814474167
Packed with checklists, self-assessments, real-world examples, guidance, and step-by-step techniques, this indispensable book will help you learn to use interpersonal skills to get more out of your people and achieve greater results with less effort.
Finding Our Way: Leadership for an Uncertain Time
by Margaret J. Wheatley
Berrett-Koehler Publishers © 2005 (312 pages)
ISBN: 9781576753170
Provocative, challenging, at times poetic, and often deeply moving, this book is a comprehensive summing up of the thoughts of one of the most original and creative organizational thinkers of our time.
The First-Time Manager’s Guide to Performance Appraisals
by Diane Arthur
AMACOM © 2008 (176 pages)
ISBN: 9780814474402
Filled with ready-to-use tools including sample dialogues, phrases, and documents, and plenty of useful tips, this book gives you the skills, confidence, and guidance you need to get the most from the performance appraisal process and from your people.
Giving Notice: Why the Best and Brightest Leave the Workplace and How You Can Help Them Stay, First Edition
by Freada Kapor Klein
Jossey-Bass © 2008 (240 pages)
ISBN: 9780787998097
An examination of the causes and dynamics of bias in the workplace, this book is filled with sensible approaches for solving the current imbalance and challenges us to rethink unconscious ideas about stereotypes and commonly accepted business practices.
(Great) Employees Only: How Gifted Bosses Hire and De-Hire Their Way to Success
by Dale Dauten
John Wiley & Sons © 2006 (200 pages)
ISBN: 9780470007884
Revealing forty-eight insights developed from research into America’s most effective leaders, this lively and entertaining guide will show you how to do staffing right, letting you minimize your day-to-day managing and focus on the big issues of business.
The Group Trainer’s Handbook: Designing and Delivering Training for Groups, 3rd Edition
by David Leigh
Kogan Page © 2006 (208 pages)
ISBN: 9780749447441
Containing the latest thinking in group training methods, this practical guide breaks down the stages of designing and developing a successful training course and all the key skills needed to deliver effective group training.
A Handbook of Logistics and Distribution Management, 3rd Edition
by Alan Rushton, Phil Croucher and Peter Baker
Kogan Page © 2006 (640 pages)
ISBN: 9780749446697
An invaluable guide for distribution, logistics and supply-chain managers, this definitive text explains the nuts and bolts of the modern logistics and distribution world in plain language.
Handbook Of Project Management: A Complete Guide For Beginners To Professionals
by Colin Dobie
Allen & Unwin © 2007 (412 pages)
ISBN: 9781741141252
Extensively illustrated with examples, templates, exercises and checklists, this practical and comprehensive book is an indispensable guide for anyone who wants to develop their skills in project management.
Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
by Steve W. Martin
John Wiley & Sons © 2006 (272 pages)
ISBN: 9780470052310
With insight from some of the world’s heaviest hitters of all time—from Sun Tzu to George S. Patton, Jesus Christ to Siddhartha Gautama, this practical resource serves up strategy and tactics for those who want to plan and win the big sales battles.
Hiring Secrets of the NFL: How Your Company Can Select Talent Like a Champion
by Isaac Cheifetz
Davies-Black Publishing © 2007 (134 pages)
ISBN: 9780891062196
For every manager and human resource professional searching for today’s best and brightest, this entertaining new rule book can help improve the efficiency, speed, and results of corporate hiring to recruit and retain talent like a Super Bowl winner.
Hope: How Triumphant Leaders Create the Future
by Andrew Razeghi
Jossey-Bass © 2006 (272 pages)
ISBN: 9780787981266
Demonstrating how hope can be nurtured and developed as tool for competitive advantage, this book outlines a proven strategy for honing leadership skills and shows how to apply this strategy to individuals, teams, and organizations.
How: Why How We Do Anything Means Everything…in Business (and in Life)
by Dov Seidman
John Wiley & Sons © 2007 (352 pages)
ISBN: 9780471751229
Through entertaining anecdotes, surprising case studies, cutting-edge research, and revealing interviews, this unique book will help you bring excellence and significance to your business endeavors - and your life.
Human Sigma: Creating Value at the Employee-Customer Encounter
by John H. Fleming and Jim Asplund
Gallup Press © 2007 (350 pages)
ISBN: 9781595620163
In the face of widespread perceptions of abysmal customer service and disengaged employees — and declining profit margins, this book offers exciting new methods for managing customer-employee relations to increase both productivity and profitability.
Idea Mapping: How to Access Your Hidden Brain Power, Learn Faster, Remember More, and Achieve Success in Business
by Jamie Nast
John Wiley & Sons © 2006 (288 pages)
ISBN: 9780471788621
Whether you’re an overwhelmed businessperson, an overworked entrepreneur, or someone who just wants to solve problems better and faster, this revolutionary book is the ultimate tool for achieving more in business and in life.
Igniting Gen B and Gen V: The New Rules of Engagement for Boomers, Veterans, and Other Long-Termers on the Job
by Nancy S. Ahlrichs
Davies-Black Publishing © 2007 (126 pages)
ISBN: 9780891062264
Incorporating checklists, tips, techniques, and tools, this book’s five-step program offers how-tos for assessing demographics, redefining retirement and the job, providing flexibility, mandating performance, and making engagement part of the culture.
International Business Strategy in Emerging Country Markets: The Institutional Network Approach
by Hans Jansson
Edward Elgar Publishing © 2007 (310 pages)
ISBN: 9781845427887
Based on a stakeholder perspective where multinational corporations are part of society, this book shows how emerging country markets have become increasingly important arenas for the business activities of multinational corporations (MNCs).
Leadership Divided: What Emerging Leaders Need and What You Might Be Missing
by Ron A. Carucci
Jossey-Bass © 2006 (222 pages)
ISBN: 9780787985899
With both compelling storytelling and hard-hitting research, this thought-provoking book tells the fictional suspense story of a corporation whose leaders are challenged to chart a course to a global future, navigating relational land mines along the way.
Lean Production Simplified: A Plain-Language Guide to the World’s Most Powerful Production System, 2nd Edition
by Pascal Dennis
Productivity Press © 2007 (192 pages)
ISBN: 9781563273568
Delivering a comprehensive insider’s view of lean manufacturing, this accessible book helps readers grasp the system as a whole and the factors that animate it.
Marketing to the Social Web: How Digital Customer Communities Build Your Business
by Larry Weber
John Wiley & Sons © 2007 (230 pages)
ISBN: 9780470124178
Today, marketing is exploding with possibilities and complexities as it reaches out into new forms, media, and models. This valuable book explains how to use these new tools and models to reach new markets, even in today’s fragmented media environment.
Mastering Business Negotiation: A Working Guide to Making Deals and Resolving Conflict
by Roy J. Lewicki and Alexander Hiam
Jossey-Bass © 2006 (314 pages)
ISBN: 9780787980993
Offering down-to-earth advice and practical strategies and ideas, this accessible handbook is a great resource for busy executives who need to prepare for everyday negotiations as well as for more demanding and complex negotiation situations.
The One-Page Project Manager: Communicate and Manage Any Project With a Single Sheet of Paper
by Clark A. Campbell
John Wiley & Sons © 2007 (160 pages)
ISBN: 9780470052372
An ultimate tool for beleaguered project managers who understand the value of simplicity, this guide shows how to reduce any project into a simple, one-page document perfect for communicating essential details to upper management, and tracking progress.
Patent Savvy for Managers, 1st Edition
by Kirk Teska
Nolo © 2007 (304 pages)
ISBN: 9781413306941
Loaded with fascinating case studies, this book offers the ideal blend of legal information, practical insights and real-world examples for anyone entrusted with protecting a company’s products or processes.
The Performance Power Grid: The Proven Method to Create and Sustain Superior Organizational Performance
by David F. Giannetto and Anthony Zecca
John Wiley & Sons © 2007 (208 pages)
ISBN: 9780470051443
Blending a practical methodology and today’s latest enterprise performance management technology, this innovative book paints a clear picture of performance at all levels of the organization, and promises to change the very nature of business management.
Resolving Conflicts on the Job, Second Edition
by Bill Withers and Jerry Wisinski
AMACOM © 2007 (112 pages)
ISBN: 9780814474136
Presenting succinct and clear guidelines for dealing with conflict on both interpersonal and organizational levels, this timeless guide will enable managers to lead their teams without starting an argument.
The Rise of the Project Workforce: Managing People and Projects in a Flat World
by Rudolf Melik
John Wiley & Sons © 2007 (368 pages)
ISBN: 9780470124307
Exploring the disciplines, technology, and tools needed to execute projects and initiatives in today’s business climate, this practical book offers a blueprint for combining project management and workforce management concepts with traditional functions.
Sales and Marketing the Six Sigma Way
by Michael J. Webb and Tom Gorman
Kaplan Professional © 2006 (316 pages)
ISBN: 9781419521508
Walking readers through several Six Sigma sales and marketing projects from start to finish, this indispensable guide shows how to blend marketing and sales efforts with cutting-edge methods of Six Sigma to boost their bottom lines.
Sales Scripts that Sell, Second Edition
by Teri Gamble and Michael Gamble
AMACOM © 2007 (191 pages)
ISBN: 9780814474211
Complete with new scripts for e-mail and voicemail, as well as motivational introductions, warm-up exercises, and memory joggers, this invaluable reference guide provides you with the language and tips you need to talk your way to success.
Supply Chain Excellence: A Handbook for Dramatic Improvement Using the SCOR Model, Second Edition
by Peter Bolstorff and Robert Rosenbaum
AMACOM © 2007 (368 pages)
ISBN: 9780814409268
A complete handbook for achieving total supply chain success, this concise, practical instruction manual gives you all the tools you need, whether you’re trying to improve the performance of an existing supply chain system or implement a new one.
The Taboos of Leadership: The 10 Secrets No One Will Tell You About Leaders and What They Really Think
by Anthony F. Smith
Jossey-Bass © 2007 (192 pages)
ISBN: 9780787995829
Disclosing guarded secrets that leaders can’t discuss, even with their closest constituents, this revelatory book will help both leaders and followers co-create a two-way street culture of openness, trust, and improved performance in their organizations.
The Talent Powered Organization: Strategies for Globalization, Talent Management and High Performance
by Peter Cheese, Robert J. Thomas and Elizabeth Craig
Kogan Page © 2008 (288 pages)
ISBN: 9780749449902
Containing case studies, international research findings, and practical tools, this book will empower you to understand the forces affecting recruitment and retention and harness them for the long term good of your organization and customers.
Using Individual Assessments in the Workplace: A Practical Guide for HR Professionals, Trainers, and Managers
by Leonard D. Goodstein and Erich P. Prien
Pfeiffer © 2006 (240 pages)
ISBN: 9780787982560
Written by leading experts in the field of workplace assessment, this easy-to-read and easy-to-apply manual leads readers through the often complex processes of job analysis, test selection, test administration and interpretation, and decision making.
Winning New Business: Essential Selling Skills for Non-sales People
by Richard Denny
Kogan Page © 2007 (160 pages)
ISBN: 9780749450090
Bursting with industry insight and drawing on examples from TV’s Top Gear to Muhammad Ali, this book gives you the techniques and tactics you need to help you maximize your sales performance, whatever your role in the company.
Your Inner CEO: Unleash the Executive Within
by Allan Cox
Career Press © 2007 (240 pages)
ISBN: 9781564149558
With numerous case studies, war stories, practical tools, and exercises, this book turns a new philosophy of leadership into a practical, applied program that can help anyone become a world-class leader.
Your Money or Your Life: Strong Medicine for America’s Health Care System
by David M. Cutler
Oxford University Press © 2004 (175 pages)
ISBN: 9780195160420
Written by one of the nation’s leading experts on the subject, this lively and compelling book offers a realistic yet rigorous economic approach to reforming health care–one that promises to break through the stalemate of failed reform.
