A guide for sales managers, presenting an integrative vision of the complex sales force system.

Along with scholarly research on leadership, The Parker Principles incorporates a unique leadership mosaic of personal experiences and learnings from a dynamic array of sources: West Point, U.S. Army Rangers, Combat and an array of the best organizations in the corporate world. The Parker Principles is about sharing great leadership lessons.

The critics who despair of the coming of imaginative, charismatic leaders to replace the so-called manipulative caretakers of American corporations don't tell us much about what leadership actually is, or, for that matter, what management is either. Now, John P. Kotter, who focused on why we have a leadership crisis in The Leadership Factor shows here, with compelling evidence, what leadership really means today, why it is rarely associated with larger-than-life charismatics, precisely how it is different from management, and yet why both good leadership and management are essential for business success, especially for complex organizations operating in changing environments. Leadership, Kotter clearly demonstrates, is for the most part not a god-like figure transforming subordinates into superhumans, but is in fact a process that creates change -- a process which often involves hundreds or even thousands of "little acts of leadership" orchestrated by people who have the profound insight to realize this. Building on his landmark study of 15 successful general managers, Kotter presents detailed accounts of how senior and middle managers in major corporations, in close concert with colleagues and subordinates, were able to create a leadership process that put into action hundreds of commonsense ideas and procedures that, in combination with competent management, produced extraordinary results. This leadership turned NCR from a loser to a big winner in automated teller machines, despite intense competition from IBM. The same process at American Express and SAS helped businesses grow dramatically despite the fact that they were "mature" and "commodity-like." Kotter also shows how leadership turned around operations at P&G and Kodak; produced huge business successes at PepsiCo, ARCO, and ConAgra; and made the impossible occasionally happen at Digital. Thousands of companies today are overmanaged and underled, John Kotter concludes, not because managers lack charisma, but because far too few executives have a clear understanding of what leadership is and what it can accomplish. Without such a vision, even the most capable people have great difficulty trying to lead effectively and to create the cultures which will help others to lead.

This book elucidates fundamental governance features and issues in contemporary China. While especially focusing on principal governance areas, it offers comprehensive coverage, capturing the dynamics of governance across vertical and horizontal connexions. The book is succinctly written and systematically addresses essential governance aspects that to date have only been dealt with separately and sporadically: state governance, the executive branch and administration, organization of production and approaches to production, and governance conventions and protocols. Further, it examines the evolution of governance practice in terms of both political and legal superstructure and economic base/infrastructure. Adopting a purely analytical approach and making no value judgments on the country’s social institutions and political systems, the book offers a vital resource to help readers grasp the complexities of governance in China.

This brilliant work heralds the new age of nanotechnology, which will give us thorough and inexpensive control of the structure of matter. Drexler examines the enormous implications of these developments for medicine, the economy, and the environment, and makes astounding yet well-founded projections for the future.