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The Sales Manager's Guide to Greatness
2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your managemen...
Domestic and International Banking
This text provides a modern statement of the theory and practice of domestic and international banking and finance. Today, banks are no longer limited to retail deposit-taking and lending operations; they engage in wholesale banking activities, off-balance sheet business, and activities beyond domestic markets. The principles of all these types of bank services are lucidly discussed. Separate chapters provide general background on payments systems, Eurocurrency markets, bank safety and depositor protection. The authors' conception is unique in providing a comparative study in a geographical sense (they deal with banking in the U.S., Britain, and Australia) and in an institutional sense, trac...
Defending the Damned
Award-winning journalist Davis spent a year in Chicago's Cook County Public Defender's office for this look into the American justice system. More than 300,000 cases go through this office--some involving the death penalty--with approximately 600 public defenders to work them.
The Brain Defense
Called “the best kind of nonfiction” by Michael Connelly, this riveting new book combines true crime, brain science, and courtroom drama. In 1991, the police were called to East 72nd St. in Manhattan, where a woman's body had fallen from a twelfth-story window. The woman’s husband, Herbert Weinstein, soon confessed to having hit and strangled his wife after an argument, then dropping her body out of their apartment window to make it look like a suicide. The 65-year-old Weinstein, a quiet, unassuming retired advertising executive, had no criminal record, no history of violent behavior—not even a short temper. How, then, to explain this horrific act? Journalist Kevin Davis uses the per...
Shattered Blood
Eugene law student and intern at a local law firm, Haddie discovers more about herself and her dad than she was ready to delve into, while investigating bizarre murders.
Slow Down, Sell Faster!
Faster sales pitches won’t lead to faster sales. The key to speeding up the sales process is to actually slow down and get in sync with your customer’s buying process. The biggest mistake salespeople make in their careers is equating a faster pitch with a faster close. Sales guru Kevin Davis shows you how to slow down and focus on the customer buying process, so they can identify and quantify customers’ real needs--and adapt their sales pitches accordingly. In Slow Down, Sell Faster!, you’ll learn how to: Match your sales behaviors to your customers’ needs throughout the buying process Get more appointments by using a problem-focused approach Combat your most lethal competitor: cus...
Legacies of Empire
This book reveals how the structures and practices of past empires interact with and shape contemporary 'national' ones.
The Business of Higher Education
Originally published in 1995, The Business of Higher Education focuses on innovation in student financial services. It looks at the area of banking function as a tool for colleges and universities, and how this can be used to meet the market demand for new services. It also addresses how this can be used to balance the financial aid budget. The book documents just how much each colleges and universities have changed over the last decade and how each has changed given that market forces increasingly shape institutional aspirations.
The First Great Financial Crisis of the 21st Century
"Although there have been numerous studies of the causes and consequences of the Great Financial Crisis of 2007–2010 in the US and abroad, many of these were undertaken only for a small number of countries and before the financial and economic effects were fully realized and before various governmental policy responses were decided upon and actually implemented. This book aims to fill these voids by providing a more thorough assessment now that the worst events and the regulatory reforms are sufficiently behind us and much more information about these developments is available. It reviews and analyzes the causes and consequences of and the regulatory responses to the Great Financial Crisis, particularly from a public policy viewpoint. In the process, it explores such intriguing questions as: What caused the crisis? How did the crisis differ across countries? What is the outlook for another crisis, and when? This is a must read for those who are trying to find answers to these questions."--$cProvided by publisher.
Getting Into Your Customer's Head
This unique guide puts sales people, deal makers, & service professionals inside the customer's head, so they can understand how & why buying decisions are made.
