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This revolutionary new book for the sales and marketing profession shows how to apply the successful principles of process and quality improvement to the entire sales process - from marketing to sales to customer service - in a way that is fun and easy to understand. Sales Process Engineering is an outstanding guide to better equip sales professionals to work more effectively with external customers while engineering personal success. Written as a unique, three-person narrative, you'll feel as if you are participating in a lively and insightful three-day workshop. This entertaining style is straightforward, practical, and introduces 12 well-tested process problem-solving tools and a variety of relevant principles. Concepts such as TQM, behavioral psychology, continuous improvement, just-in-time, and the Theory of Constraints are directly applies to the sales and marketing arena. The author also shares his recent interview with Dr. J. M. Juran. An extremely valuable, comprehensive book, Sales Process Engineering is a magnificent introduction to ideas and principles that might otherwise take years to learn.

• Sales Rank: #1509118 in Books
• Brand: Brand: Amer Society for Quality
• Published on: 1996-11
• Original language: English
• Number of items: 1
• Dimensions: 8.25" h x 9.50" w x 1.25" l, .0 pounds
• Binding: Hardcover
• 310 pages

Features

• Used Book in Good Condition

Review
As usual, Dr. Selden's material is comprehensive. It is always a pleasure to read his material. It opens new avenues of how we can change the way our salespeople sell, the way our company sells to its customers, and serves as a checkup as to how our entire sales process works. -- Alan Rowley, Sales Operations Manager, Shepherd's McGraw-Hill, October, 1996

Companies that attempt to apply principles of quality engineering and process improvement often have a problem because most of the literature emphasizes manufacturing problems and doesn't cover sales and marketing. With Sales Process Engineering, that gap has been remedied. -- John Deming, Principal, Deming Consulting, December 1996

Having worked both inside a Fortune 500 company and now as owner of my own business. I can say that the principles Paul Selden has put together are just as applicable for the small company, or the individual, as they are for large firms. Sales Process Engineering ties together ties together a lot of conceptual and factual information in an easy-to-digest form. -- Rick Kehr, General Manager, Pres Kool Chevrolet, September 1996

In my job I am always looking for ways to improve the sales process. Paul Selden is a pioneer in evaluating sales as a process. I recommend Sales Process Engineering to anyone who wants to improve their sales process, whether they be in sales, marketing, or customer service. -- Sean Mohan, Project Leader, Watlow Electric Manufacturing Company, November 1996

My research has taken me in search of the most effective sales principles all over the globe. This is one of the nicest collections of sales process improvement tools I've seen. -- Derwin Fox, Senior VP, Learning International, December 1996

Sales Process Engineering launches a whole new way of looking at the sales process. This is the first book I've seen to connect the sales and marketing professional with modern schools of thought in process engineering - translated into their own languages. -- Rick Newhauser, Chairman, Richard Allan Medical, October, 1996

From the Publisher
Paul H. Selden, Ph.D., CQE, has worked in sales process improvement and automation since the mid-eighties, implementing systems with Ford Motor Company, Lederle Laboratories, Frito-Lay, Nalco Chemical, Helene Curtis, Pharmacia & Upjohn, Gordon Foods, Ortho Pharmaceutical, Kemper, and many others. Paul regularly speaks and trains at national conferences, and often helps companies, such as GE Capital, update their current sales training programs to take into account the latest advancements in process improvement and technology. His company is a three time recipient of Ford Motor Company's Marketing Excellence Award.

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• Sales Rank: #7097848 in Books
• Published on: 1990-10
• Format: Box set
• Original language: English
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[P427.Ebook] Free Ebook The Five Roles of a Master Herder: A Revolutionary Model for Socially Intelligent Leadership, by Linda Kohanov

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Across several bestselling books, author and teacher Linda Kohanov has explored “the way of the horse,” an experiential wisdom gained by studying the nonpredatory power of horses. In The Five Roles of a Master Herder, she adapts these horse-inspired insights into useful tools for developing collaborative leadership and managing change.

Over thousands of years, Kohanov writes, “master herders” of nomadic herding cultures developed a multifaceted, socially intelligent form of leadership combining the five roles of Dominant, Leader, Sentinel, Nurturer / Companion, and Predator. The fluid interplay of these roles allowed interspecies communities to move across vast landscapes, dealing with predators and changing climates, protecting and nurturing the herd while keeping massive, gregarious, often aggressive animals together — without the benefit of fences and with very little reliance on restraints.

She includes an innovative assessment tool that will help you determine which roles you currently overemphasize and which roles you may be ignoring — or even actively avoiding. Through this powerful, at times surprising and moving book, Kohanov will show you how to recognize, cultivate, and utilize all five roles in the modern tribes of your workplace, family, and other social organizations.

• Sales Rank: #61385 in Books
• Published on: 2016-06-14
• Original language: English
• Number of items: 1
• Dimensions: 9.10" h x 1.00" w x 6.20" l, .0 pounds
• Binding: Hardcover
• 248 pages

Review
“An innovative and practical nature-based approach to leadership — and life. This book is not just for corporate executives. Parents, teachers, community organizers, film directors, and especially politicians would all benefit from learning these skills.”
— William Shatner, actor, director, and author of Leonard and Up Till Now

“As a trauma specialist, I help people recover from abuse and criminal acts. Over the years, I’ve learned that empowered families are crucial to protecting their loved ones to begin with, for helping survivors of extreme experiences heal, and for leading the kind of cultural change that prevents violence. The Five Roles of a Master Herder provides a template for all adults to reclaim their power and use it wisely, at work and, perhaps more importantly, at home.”
— Rebecca Bailey, PhD, psychologist and author of Safe Kids, Smart Parents

“Linda Kohanov presents an intriguing model for human organizations adapted from those found among animals. This beautifully written book is an important addition to the literature on self-actualization, leadership, and natural horsemanship.”
— Rick Lamb, PhD, author of Human to Horseman

“When Rick Lamb and I coauthored our 2005 book, The Revolution in Horsemanship, I didn’t fully appreciate our subtitle (And What It Means to Mankind), especially as it pertains to the corporate business world. This book, however, made me aware of how an understanding of interspecies animal behavior can powerfully affect our lives today.”
— Robert Miller, DVM, veterinarian, teacher, and coauthor of The Revolution in Horsemanship

“A seminal masterpiece, Linda Kohanov’s The Five Roles of a Master Herder is a treasure of enlightened insights on how the nature of horse sense can help us find our balance between the lion and the lamb. Far beyond mere feel-good metaphors and self-help clich�s, Kohanov clearly defines how nonpredatory power can lead to an evolved level of emotional heroism and the genuinely empathetic emotional intelligence needed to heal a world suffering a crisis of predatory leaders. A must-read for anyone looking to light the way forward in a darkening, increasingly out-of-control world.”
— Chris Irwin, author of Horses Don’t Lie and Dancing with Your Dark Horse

About the Author
The author of the bestseller The Tao of Equus, Linda Kohanov speaks and teaches internationally. She established Eponaquest Worldwide to explore the healing potential of working with horses and offer programs on everything from emotional and social intelligence, leadership, stress reduction, and parenting to consensus building and mindfulness. She lives near Tucson, Arizona.

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0 of 0 people found the following review helpful.
Life's lessons
By Katherine E.Ryan
Linda has proven once again that she has researched her subject well and utilized the five roles to enhance any business or apply these roles to personal relationships. This is a well written practical guide for horse lovers, business owners and regular folks. Katie Ryan author of: Horse Wisdom Alchemy

0 of 0 people found the following review helpful.
Four Stars
By carolina lockwood
very interesting, although I find it is more related to humans than horses. aqm still enjoying it a lot

10 of 10 people found the following review helpful.
The Five Roles of a Master Herder is another great book authored by Linda Kohanov in the field of ...
By L. Vette
The Five Roles of a Master Herder is another great book authored by Linda Kohanov in the field of equine facilitated learning. Regardless of one's level of interest in horses, this work has much to offer.

The power of the information contained herein cannot be overstated, and I have found applications in my leadership with both humans and horses. For anyone interested in mastering the Five Roles, the journey of learning is a fascinating process of self discovery that also develops wisdom, courage, self awareness, awareness of others, innovation, openness, and confidence; as well as increases productivity and motivation. In my experience the Five Roles continue to unfold over time, and I continue to reach new levels of awareness and mastery as I continue to explore and expand my ability to interact with them.

My three areas of greatest interest for the roles are in the context of: working with horses (horsemanship); working with lawyers who desire to be change makers in the legal system; and in my own development as a leader, facilitator, and coach. I have had been fortunate enough to be exposed to this work, and the five roles for the past few years, and prior to Ms. Kohanov's book being published.

In the context of horsemanship, I have spent a great deal of time applying the five roles to my work with horses. They provide an excellent framework for working with horses for anyone seeking a relationship based approach to developing willing partnerships with horses. There are many methodologies and systems for training horses, and horsemanship. Most of the systems of which I am aware rely on some form of dominance and submission, and emphasize the horse as animal of prey, and the human as predator. The focus, in varying degrees, is on how to bend the horse to doing the will of the human.

During my 45+ years with horses, my range of horse experience went from being little girl running around bareback and half wild with a herd of ponies to eventually competing in the upper levels of 3 - Day eventing. As an adult, I was looking for ways to be with horses like I was in my early years - being together at liberty, choosing each other's company for the simple joy of what we brought to each other, while still finding ways to come together and mutually enjoy performance. In addition, as I got into my career as an attorney representing victims of domestic violence, I found myself less and less willing to use traditional horsemanship methods because I could see with new eyes the reliance on dominance and submission. I became very interested in finding another way to be with horses. I found another way in the nature based wisdom found within Linda Kohanov's work.

The Five Roles (mostly using the 4 non-predatory roles) provide a framework for awareness that allowed me to listen to horses, and myself, and create a way of working with them that builds on their social natures, and desire to connect with humans. Instead of relying on dominance and submission, the idea of the Master Herder, and learning to balance these roles within myself, translates into becoming a person around whom horses feel safe, protected, willing, able to be calm and manage themselves. I was able to take what I know after a lifetime with horses, and enhance this technical knowledge with the skills, awareness, focused intention, clarity, and self management that come from developing the five roles within myself. This is an ongoing process, well defined in the book, and also with a self assessment tool for those who like to 'test' these things.

In addition to applying this work directly to working with horses, in a more human realm, it has great potential to support my second passion, which is to bring positive change to the legal system. Research shows us that lawyers are some of the most depressed, unhappy, substance abusing professionals. We attract perfectionist pessimists and then develop these attributes further in law school. This makes for good lawyers, but not always such great human beings. I believe the Five Roles of the Master Herder provides a framework for attorneys interested in their own well-being and the well-being of the profession, to become GREAT LAWYERS, problem solvers and change makers in the field. By adopting the five roles, learning when to use each of them and how, this will dramatically increase the range and scope of an attorney's ability to respond to conflict, the emotional demands placed on us by our clients, and the situations we are called on to resolve.

There are many additional applications for this work. Negotiation, mediation, teams, families. The process of learning the roles, the goal of becoming a "Master Herder" can be applied to almost any field or area of technical knowledge. The focus of improving oneself and one's ability to communicate with others found in this book is highly effective, useful.

The book itself is beautifully written, well researched, and provides something new and innovative in the realm of leadership, and horsemanship. Linda Kohanov's gifts are many, and include the ability to constantly see the world around her with curious eyes, embracing the outliers and then asking the great questions. This leads to creativity, and the ability to connect her ideas to the world with clarity, insight, and inspiration. This book calls on us to look at things differently, be better than we were before we read it, and also to explore the possibility of a world where individuals and organizations embrace a world without fences, where relationships, well-being, and working together as highly functioning herds are the norm.

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Based upon the LEAD NOW! Leadership Development Model, created from interviews, coaching, training, research, and feedback from more than 20,000 leaders worldwide over a period of more than three decades, the Award-winning Stewart Leadership Series is a tool kit for the time starved leader.

LEAD NOW! is a practical, QUICK and easy-to-use RESULTS-BASED handbook for immediate help in every day leadership challenges. This handbook contains HUNDREDS OF EFFECTIVE TIPS AND TOOLS in 21 common leadership dimensions such as Communicating, Delegating, Team Building, Time Management, Strategic Thinking, Customer Focus, and many more all tied into a Personalized Coaching Plan.

• Sales Rank: #433997 in eBooks
• Published on: 2012-08-08
• Released on: 2012-08-08
• Format: Kindle eBook

Review
"Based upon their coaching of tens of thousands of leaders over multiple decades, Stewart Leadership has masterfully summarized the solutions you need to be a successful leader. The Stewart Leadership Series will take your team to the next level of performance! Enjoy it. Use it. Profit from it!" - Lewis L. Bird III, CEO, Garden Ridge, Former Nike Group President
"The Stewart Leadership Series provides the answers that leaders are seeking for today's challenges. Stewart Leadership's training taught us how to manage the complex shuttle preparation process at half the cost - saving hundreds of millions a year! They are the best that I have encountered in developing leaders!" - Jay F. Honeycutt, Former Center Director (CEO), Kennedy Space Center - NASA
"This book demands reflection and thoughtful introspection but will reward the reader with a wealth of knowledge, insight and growth that typically takes years to develop. Keep this book close to you, visit it often and give it the time and reflection it deserves, if you truly want to develop your leadership skills." - Portland Book Review
"Fortunately for busy executives strapped for reading time, this book replaces blocks of text with short, punchy, numbered tips written in plain English, allowing harried executives to stop reading at any point and pick up later where they left off." - Kirkus Book Review

Most helpful customer reviews

2 of 2 people found the following review helpful.
Leadership Winner
By Florence M. Aaron
First, I would like to qualify myself as an expert regarding “leadership”. After 4 years with Booz.Allen, I created my own Corporation. Over a 30 year period, I have interviewed thousands of business and military leaders and have placed the top Presidents, CEOs, COO, CFOs, and senior executives of fortune 1000 companies worldwide. My company has performed leadership training and seminars globally using top scientists and engineers, i.e., the inventor of the Laser, as an instructor. We are asked by leaders of well-known Corporations to vet Boards of Directors.

I was introduced to Stewart Leadership, the authors of “Lead Now” John Parker Stewart and Daniel Stewart, last year and had the opportunity to read “Lead Now” which had just won a first place national award for leadership training. I was amazed, and could not put the book down. It is so easy to understand, and rings many familiar chords that we have all been exposed to. The book integrates changes based on modern technology and global interface. The world has changed so very much in 30 years and is in a dark period now where good leadership is crucial. “Lead Now” is a gem. The other books in the series are equally as powerful. I read them as well and encourage all students of leadership to benefit from 52 Leadership Gems and 52 Leadership Lessons. These two books are masterfully written for anyone who wants to polish leadership skills by learning the key principles taken from nature, history, and relationships.

Business focuses on two things, the bottom line and its people. People make the bottom line. John and Daniel understand the difference between people who just go to work and hate every minute vs. people who love their work, their boss, and their team mates. “Lead Now” helps you to be a successful leader!!

Florence M. Aaron, President
Training Dynamics Institute, Inc.

1 of 1 people found the following review helpful.
Exceptionally well put together leadership development resource that's more than just a book. Great for time-starved leaders!
By Craig
LEAD NOW! has finally done it. For years I have worked as a leadership development consultant and coach, hoping to find one resource that "pulls it all together." LEAD NOW! combines an effective leadership development model with content from the best development experts in the world. The self-assessments, further reading references, notes sections, and action plan templates make this the most comprehensive and easy-to-use leadership development book on the market. Each chapter contains one of the twenty-one leadership dimensions, making each chapter easy to digest on its own. This is great news for leaders who don't have time to read an entire book, but still wish to develop specific leadership competencies quickly and effectively.

The book is also full of great content. I have worked in numerous management roles throughout my career, and had the honor of serving as a Company Commander in the U.S. Army. Whether you're a leader in sales, healthcare, government, finance, education, or another career field, I'm confident you'll find that the 21 leadership dimensions can relate to your current role.

There is one more note worth mentioning. The book was written along with a series, which includes 52 Leadership Lessons and 52 Leadership Gems. I own all three and find the complete system to be well worth the investment. The digital versions also make for great reading while traveling by air or on the train.

Great work!

0 of 0 people found the following review helpful.
The wonderful feature of “Lead Now” is that it is NOT ...
By James C. Adamson
The wonderful feature of “Lead Now” is that it is NOT an academic text book of lengthy “Leadership Principles” or a synthesis of complex theories. Rather it is aimed at being a quickly consumed and useful handbook for real leaders. Busy excec's will find this book to be a treasure. It's small enough to carry around and can be consumed in small bites. It illuminates the subject by creating mental images that are each a little stand-alone epiphany on leadership. They are assimilated quickly, understood at a visceral level, and retained.

I have spent over 40 years leading organizations from military units to small companies to billion dollar corporations. I can tell you that real in situ leaders don't have time to sit in classrooms and study leadership or read long volumes which synthesize theories. John Parker Stewart and his son Daniel know that from over 3 decades of experience leading leaders in some of the worlds most effective companies and management teams. They know the value of time and what leaders need most. “Lead Now” illustrates the dimensions of leadership in a way that elicits a gut level understanding of the very natural human interactions that must be orchestrated to create a high performance team.

If you want a degree in leadership go to school. If you want to improve your leadership effectiveness read this book.

James C. Adamson
Astronaut, US Army Col. (ret)
Former COO, CEO, President
Independant Corp. Director

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[O753.Ebook] Get Free Ebook Der zehnte Heilige: Thriller (Sarah Weston Abenteuer 1) (German Edition), by Daphne Niko

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Gold-Gewinner der Florida Book Awards!
Zehntausende begeisterte Leser!

*** Jetzt zum kleinen Preis. Nur f�r kurze Zeit. ***
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DER ZEHNTE HEILIGE erz�hlt von der gef�hrlichen Reise der Arch�ologin Sarah Weston aus der schroffen �thiopischen W�ste auf die Stra�en von Paris, London und Texas. Sie riskiert alles auf ihrer Suche nach der Entzifferung einer l�ngst vergessenen Prophezeiung, die den Planeten vor einer brutalen, drohenden Katastrophe retten kann. Doch ist die Wahrheit den Preis wert, den sie zahlen muss?

Cambridge Arch�ologin Sarah Weston macht eine ungew�hnliche Entdeckung in den Bergen des alten �thiopischen K�nigreiches von Aksum: ein versiegeltes Grab mit Inschriften in einem obskuren Dialekt. Sie versucht die Inschrift zu entziffern und die Identit�t des Mannes zu ermitteln, der dort beigesetzt wurde, dabei entdecken sie und ihr Kollege, der amerikanische Anthropologe Daniel Madigan, ein t�dliches Geheimnis.
Hinweise f�hren Sarah und Daniel nach Addis Abeba und die Kl�ster von Lalibela. In einer unterirdischen Bibliothek entschl�sseln sie Prophezeiungen �ber die letzten Stunden der Erde von einem Mann, den die koptischen Mystiker als "Zehnten Heiligen" verehren. Ein Brief aus dem 14. Jahrhundert beschreibt die katastrophalen Ereignisse, die zum Untergang der Welt f�hren sollen, und leiten Sarah nach Paris, wo sie ein weiteres Teil des alten Puzzles findet.
Mit ihren Entdeckungen kommt Sarah einer weltweiten Verschw�rung auf die Schliche und riskiert ihr eigenes Leben auf der Suche nach der ganzen Wahrheit.

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�Dieser Thriller ist etwas Besonderes. Unbedingte Kaufempfehlung!� [Amazon Leser]

�Der Leser wird in eine wirklich spannende Welt entf�hrt.� [Amazon Leser]

�Die Geschichte hat gehalten was das sch�ne Cover versprochen hat : eine atemberaubende Reise ins alte �thiopischen K�nigreich von Aksum.� [Amazon Leser]

• Sales Rank: #1184468 in eBooks
• Published on: 2016-08-10
• Released on: 2016-08-10
• Format: Kindle eBook

Most helpful customer reviews

0 of 0 people found the following review helpful.
Three Stars
By Vasileios Taipliadis
Gut geschrieben, eine gute geschichte

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