Providing in-depth analysis, this book enables readers to understand the theoretical aspects of personal selling and explores the difficulties of selling services which are sensitive to cultural, age and gender differences, and to customers originating from diverse cultural zones. Agents and...

This book presents an overview of the main research findings and case studies concerning education and skills for inclusive growth, green jobs and the greening of economies. Focusing on India, Indonesia, Sri Lanka and Viet Nam, it discusses government and business sector responses to these...

This casebook demonstrates that the future of global business lies in how well the multinational landscape is charted and how the importance of Asian market leaders is deeply embedded in it. It offers international management students and researchers an extensive guide to the business history,...

This book from the Quintessence series offers essential know-how on the theory and practice of sales, the main turnover and value driver of any business. Sales can be seen as the “front line” where key business successes are prepared and put into practice. Sales managers and salespeople, but...

This book constitutes a valuable manual for young and seasoned business researchers alike, and provides a comprehensive summary for the whole research journey. It is a must-read for all researchers who need to understand the basics of business research, from identifying research topics, to...

Change is a necessary, though sometimes challenging part of staying relevant, being engaged and seeking ways to flourish in one’s life. Coaching helps individuals develop coherent strategies for their life and work and to tap into their strengths and inspiration. Often our clients find...

“Nuanced Account Management is a ‘how to’ book. Born out of insights gained over two decades in the B2B industry, the book presents a comprehensive and practical approach to delighting customers and driving profitability. Powerful thoughts expressed in a simple and easy to read style.” -...

This book puts forward a carefully crafted theoretical framework that makes a substantial contribution to the field of organizational resilience. It is a framework that goes far beyond the traditional crisis management perspective (accidents, scandals, etc) to an investigation of the...

This original book presents in-depth research into thirteen successful Chinese private enterprises through interviews with their founder-entrepreneurs. While Chinese economic growth has focused primarily on governmental policies and institutional factors, Leadership of Chinese Private...

Agile is the new black. Every business now has to be adaptive, nimble and ready to pivot - managers have to be comfortable with ambiguity and constantly ready for change. And yet… While agility is regarded as essential for competitive advantage, most organizations are still unthinkingly...