Who was who in Argentine railways, 1860-1960

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Greg Alexander, Aaron Bartels & Mike Drapeau

The essential tool kit to achieve breakthrough sales performance improvements.Numbers don’t lie: 40 percent of all salespeople miss their targets each year. How can sales managers ensure their teams are doing everything possible? The key lies in benchmarking, which is not new for finance or manufacturing but rarely gets applied to sales. Making the Number will teach executives to embrace data-driven decision making and rely less on gut instinct.Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. The authors take readers through their five-step methodology for sales benchmarking, showing how to select metrics; gather, compute, and compare internal and external data; and then actually use the data.Making the Number includes case studies of sales benchmarking in action. For example, find out how Discover Financial Services plays David to the Goliaths of MasterCard and Visa.Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.

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Francis Joseph Aguilar

"Since this comprehensive overview of general management was published, the business world has witnessed major changes: an accelerated drive toward global business operations among leading North American, Western European, and Pacific Rim firms, a proliferation of new strategic alliances, the continuing revolution in information and communications technologies, the diminished role of junk bonds, and a newfound emphasis on business ethics and corporate governance have all meant dramatic readjustment in the corporate world. The second edition of General Managers in Action addresses these changes and offers a wealth of new materials and choice case studies developed at the Harvard Business School focusing on industry and competitive analysis and the job of the general manager. Three new chapters discuss the growing need for general managers to strive for world-class competitive advantage in global business activities, the major concerns general managers face in deciding how to ensure sound financial policies and structure in the context of the firm's overall corporate strategy, and the often conflicting interests and responsibilities of general managers and boards of directors for U.S. publicly-owned corporations as they face large and sometimes unexpected changes in public expectations. Other chapters have been expanded to provide more extensive coverage of ethics, strategic alliances, Europe 1992, company capabilities and value chain analysis, and the management of change. An ideal text for management seminars and MBA courses, the second edition of General Managers in Action is also an invaluable reference for executives and for anyone who needs to understand general management and the challenges that top executives face."--BOOK JACKET.

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Karl M. Kapp

"Learning professionals are finding success applying game-based sensibilities to the development of instruction. This is the first book to show how to design online instruction that leverages the best elements of online games to increase learning, retention, and application. It explains how to match different game strategies to types of learning content for the right learning outcome and discusses how gamification techniques can be used in a variety of settings to improve learning, retention and application of knowledge. Supported by peer-reviewed studies and examples from corporations who have adopted game-based learning successfully, the book illustrates how combining instructional design thinking with game concepts can create engaged and interactive learning experiences across a variety of media, from online to face-to-face"--

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Jaap Paauwe

This is a thought-provoking book for HRM students, academics and practitioners alike. It adopts a broad perspective that takes into account not only the strategic dimension of HRM, but the professional & societal dimension, & combines academic research with a focus on practical conclusions & recommendations.