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Recommended Reading

A selection of books suggested by our trainers

 
 

Following the training, delegates may wish to further research the subject, see below for books that have been recommended by our trainers in the different subject areas to enhance learning:

Choose a category to skip down to the recommended books:

Sales & Negotiation / Management & Leadership / Assertiveness / Customer Care / Key Account Management/
Presentation Skills / Marketing / Personal Development
/ Managing Successful Change

SPIN Selling - Neil Rackham
True or False? In selling high-value products or services: "closing" increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; and open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales.

Rackham went on to introduce his SPIN-selling method, where SPIN describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN-selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance.

 

Everything is Negotiable: How to get best deal every time - Gavin Kennedy
Whether you need to ask for a raise at work, request a better hotel room while you're on holiday, or even debate with your stubborn teenager at home, you can learn effective and powerful negotiation skills to help you get the best deal every time.

In this fully revised and updated fourth edition of the worldwide success "Everything is Negotiable", expert negotiator Gavin Kennedy walks you through all the techniques and tricks you need to get the best deal in any situation. With chapters on such subjects as making your offer count, dealing with intimidation and getting it in writing, as well as self-assessment tests to help chart your progress, "Everything is Negotiable" is a one-stop shop for anyone who wants to improve their negotiation skills. Superbly practical and insightful, this essential guide will make sure you come out top in any negotiation.

 

Getting to Yes: Negotiating an Agreement Without Giving In - Roger Fisher & William Ury
Negotiation is a way of life for the majority of us. Whether we're at work, at home or simply going out, we want to participate in the decisions that affect us. Nowadays, hardly anyone gets through the day without a single negotiation, yet few of us are armed with the effective, powerful negotiating skills that prevent stubborn haggling and ensure mutual problem-solving.

Fisher and Ury cut through the jargon to present a few easily remembered principles that will guide you to success, no matter what the other side does or whatever dirty tricks they resort to. They include: Don't bargain over positions; Separate people from the problem; Insist on objective criteria; What if they won't play?

 

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FT Essential Guide to Leading Your Team: How to Set Goals, Measure Performance and Reward Talent (The FT Guides) - Graham Yemm
The task-focused, results-oriented guide to leading a team. The Financial Times Essential Guide to Leading Your Team:

  • Explains how teams develop and why your role is crucial Provides a detailed plan to help you lead with confidence
  • Shows you how to put a team together and how to help them achieve better results
  • Gives you clear benchmarks: how to set goals; monitor and improve performance; motivate and develop the team
  • Includes checklists and a personal action plan to help you assess your own development needs

With advice that is instantly applicable, for any manager or leader at every level and across all sizes of organisation, this is the one guide you can’t do without.

 

Essence of Managing People - Hank Williams
Brief, concise and analytical, this book helps managers at all levels to get the best out of the people they manage, to conduct effective appraisals and to be an effective coach. It includes easy to use structures for planning specific appraisals and a strategy for people development.

 

John Adair's 100 Greatest Ideas for Effective Leadership & Management
Successful management and leadership has never been a greater challenge. Time is stretched, your people are highly motivated but can be highly demanding and business is competitive. Whether you are a first–time manager or experienced leader, straightforward, practical advice on best practice can be hard to find.

John Adair's 100 Greatest Ideas for Leadership and Management will help you find the answers and inspiration you need. The book provides accessible advice from one of the world's best–known and most sought after authorities on leadership and management – advice you can put into practice immediately.

 

Team Roles at Work - R Meredith Belbin
This book is about the establishment of roles within a team where the assumption of duties and responsibilities depends on a measure of self-discovery combined with a perception of the needs of the team as a whole. Belbin's de-construction of the team into nine team roles will be a familiar concept for managers and management trainers across the world and understanding how the different team-roles work together, to optimise efficiency and effectiveness, is something many managers will have been tasked with in these financially constrained times.

"Team Roles at Work" offers managers a practical guide to improving their teams within the workplace to deliver significantly better results for their company, reflecting well on them as a manager, whilst also saving them time and energy, by using each team member to their best advantage to achieve overall team goals. With complete descriptions of the Belbin Team Roles providing an understanding of how to analyse teams and then maximise output by using each team member's strengths.

 

The Management of Teams: Why They Succeed Or Fail - R Meredith Belbin
Every manager needs to be able to get the most from their teams for projects to be cost and time effective, but in today's world staff turnover is high and employees move between companies often, so they need to be able to get up to speed in a new team efficiently. However, too often corporations are preoccupied with qualifications and experience and practical traits are neglected because it is impossible to find the 'perfect' employee who possesses all the traits deemed to be necessary. Meredith Belbin's work on teams has become part of everyday language for managers around the world because it addresses these issues with the nine Team Roles method.

"The Management of Teams", is a practical introduction to the Team Role method, written with the manager in mind to help them understand why this method could improve the effectiveness of their teams based on a rigorous, academically sound framework for today's business. With succinct, practical information which demonstrates how to apply management theory learned into practical action to make a real difference in the workplace. Numerous real world case studies show how to apply the theory to real situations. It includes companion material offering further practical advice on applying the method including the Self-Perception Inventory to find out the role you play within your team.

 

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Assertiveness At Work: A Practical Guide to Handling Awkward Situations - Ken & Kate Back
Assertiveness at Work tackles the realities of modern business life, the uncomfortable situations that can arise with flatter structures, tough workloads, demanding hours, and the need to exert influence across traditional boundaries. In these situations, successful people need assertiveness in order to achieve their goals.

Whether you are a line manager, project leader, specialist, or key member of a team, this book gives practical guidance for developing your own natural assertiveness to benefit both yourself and your organisation.

 

Assertiveness Pocketbook - Max A Eggert
Assertiveness is the ability to maintain the right balance between your own needs and other people's needs. It empowers those who use it. In The Assertiveness Pocketbook author Max Eggert looks at the reasons for non-assertive behaviour and the differences between assertive, aggressive and passive behaviour. Packed full of good advice on how to overcome self-defeating beliefs, and deal with often-occurring problem situations, the pocketbook also includes activities to help develop assertiveness. Max Eggert is a management psychologist specialising in assisting individuals reach their maximum potential. He is an academic, lecturer and writer whose many books have been translated into 12 languages and in some cases adopted as recommended reading at top universities worldwide. In the pocketbooks series he has written on absence management, appraisals, motivation and resolving conflict.

 

Body Language at Work: Read the Signs and Make the Right Moves - Peter Clayton
In Body Language at Work, Peter Clayton helps the reader dramatically improve performance in many workplace situations by learning to read and manipulate non-verbal language. From the initial handshake to closing a deal, this book shows how to read the signs and make the right moves. Whether you want to learn how to deal with difficult people, spot buying signals or read changes in tactics during negotiations, Body Language at Work will make sure you read the signs and make the right moves!

 

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In Search Of Excellence - Robert Waterman & Thomas Peters
The "Greatest Business Book of All Time" (Bloomsbury UK), In Search of Excellence has long been a must-have for the boardroom, business school, and bedside table. Based on a study of forty-three of America's best-run companies from a diverse array of business sectors, In Search of Excellence describes eight basic principles of management -- action-stimulating, people-oriented, profit-maximizing practices -- that made these organizations successful. This phenomenal bestseller features a new Authors' Note, and reintroduces these vital principles in an accessible and practical way for today's management reader.

 

Successful Customer Care in a Week - John Wellemin
The ability to look after your customers is crucial to anyone who wants to advance their career. Written by a leading expert on customer care, this book quickly teaches you the insider secrets you need to know to in order to keep your customers happy and coming back. The highly motivational 'in a week' structure of the book provides seven straightforward chapters explaining the key points, and at the end there are optional questions to ensure you have taken it all in. There are also cartoons and diagrams throughout, to help make this book a more enjoyable and effective learning experience. So what are you waiting for? Let this book put you on the fast track to success!

 

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Key Account Management: Tools and Techniques for Achieving Profitable Key Supplier Status - Peter Cheverton
An organization's key accounts are its lifeblood. Key account management focuses on the long-term investment of resources in customers that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones that are most financially secure? Or are they the ones that shout the loudest? Key Account Management puts forward a straightforward and effective planning methodology.

This fully updated 6th edition of Key Account Management takes a long-term, team-selling strategic view of the whole process, from defining the customer, to managing the relationship and achieving key supplier status. With coverage of latest best practice including IT's role in account management, plus new case studies, online supporting resources and a new section comparing how different industries/markets approach key account management, it stands alone as the premier book on managing key customers.

 

The Key Account Manager's Pocketbook (Management Pocketbook) - Roger Jones & Richard Ilsley
The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.

 

 

The Definitive Book of Body Language: How to Read Others' Attitudes by Their Gestures - Allan & Barbara Pease
What people say is often very different to what they think or feel. Now, with The Definitive Book of Body Language, you can learn to read other people's thoughts by their gestures. It sounds implausible, but body language is easy to pick up and fun to use. Find out:

  • How to tell if someone is lying
  • How to make yourself likeable
  • How to get co-operation from other people
  • How to interview and negotiate successfully
  • How to choose a partner
  • Learn the secrets of body language

 

The Actor Speaks - Patsy Rodenburg
Beginning with what every first-year acting student faces in class and ending with what leading professional actors must achieve every night on the three stages of the Royal National Theatre, Patsy Rodenburg's celebrated work as one of the world's foremost voice and acting coaches is fully revealed in this thoughtful and inspirational book about the process of acting.

Through a seven-step process, she takes the actor through an intensive voice and speech workshop tackling the vexing problems faced in rehearsal and on stage: breathing and relaxation; vocal range and power, communication with other actors and the audience; integrating movement, singing and speaking; deciphering and animating a text; adjusting voice to different size stages and auditoria; working in mediums beyond the stage; sustaining a performance through an entire evening and a long run and identifying and overcoming the countless potential problems that face every performer who works in front of an audience.

 

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Principles of Marketing - Philip Kotler (Sixth Edition)
Principles of Marketing is the highly successful European adaptation of Kotler and Armstrong, one of the world's leading and most authoritative marketing textbooks. The text takes a practical and managerial approach to marketing. It is rich in topical examples and applications that show the major decisions that marketing managers face in their efforts to balance an organisation’s objectives and resources against needs and opportunities in the global marketplace.

The goal of every marketer is to create more value for customers. The authors of this new European Edition have aimed to create more value for you by building on a classic marketing text with its well-established customer-value framework and complimenting it with an emphasis throughout the book on sustainable marketing, measuring and managing return on marketing, marketing technologies and marketing around the world. To help bring marketing to life this book is filled with interesting examples and stories about real companies, such as Amazon, Google, ASOS and Lego and their marketing practices. This is the place to go for the freshest and most authoritative insights into the increasingly fascinating world of marketing.

 

The Marketing Imagination - Theodore Levitt
A unique approach to the marketing/management concept discusses product and marketing objectives, the relationship between client and supplier, the industrialisation of service, and other facets of effective marketing strategies. This book is for anyone who is in business or interested in concepts of business and marketing.

The Marketing Imagination is a discussion of important business topics and issues. It is not a statement of "this is how it's done", it is a discussion of "how could this be done, and why". The examples are revealing and illustrate the issues Levitt is raising perfectly. The Marketing Imagination is a book which develops marketing thought, rather than lists theory.

New Expanded Edition: Since its publication in 1983, The Marketing Imagination has been widely praised as the classic, all-inclusive "Levitt on Marketing" Now Theodore Levitt - renowned as the Harvard Business School's "guru of marketing" - has newly expanded his original work to recap the developing globalization debate and to respond to his critics. He has also added his famed McKinsey Award-winning essay "Marketing Myopia" and included detailed accounts of how to maximize the product life cycle and achieve the delicate balance between innovation and imitation. As before, this new edition of The Marketing Imagination shows Levitt at his best - sharp, knowledgeable, erudite, and, yes, as imaginative as ever.

 

 

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7 Habits of Highly Effective People - Stephen R Covey
The 7 Habits of Highly Effective People is recognised as one of the most influential books ever written. In this seminal work, Stephen R. Covey presents a holistic, integrated, principle-centred approach for solving personal and professional problems.

With penetrating insights and pointed anecdotes, Covey reveals a step-by-step pathway for living with fairness, integrity, honesty and human dignity - principles that give us the security to adapt to change, and the wisdom and power to take advantage of the opportunities that change creates. Translated into thirty-four languages and with phenomenal sales, The 7 Habits of Highly Effective People has been the key to the success of legions of business leaders and individuals the world over.

 

Resolving Conflict: How to Manage Disagreements & Develop Trust & Understanding - Shay & Margaret McConnon
Resolving Conflict helps the reader to understand and be able to deal with conflict and the behaviours of people with a totally proactive approach to dealing with situations before they become a problem. The book uses examples and exercises throughout that make it easier to relate to your own situation.

 

Problem People: And How to Manage Them - Peter Honey
In every workplace there are problem people causing people problems: authoritarians, boasters and coasters, manipulators, martyrs and meddlers. In this text, leading occupational psychologist Peter Honey gives help with the commonest types of office menace. Always start by looking at yourself - you may be making a fuss about nothing, mis-labelling someone a "worrier" rather than "conscientious and caring", or accidentally triggering and "rewarding" other people's bad behaviour. Once you realize what you are contributing to the problem, it becomes far easier to persuade or encourage the person to change.

 

Gifts Differing: Understanding Personality Type - Isabel Briggs Myers
Written by the creator of the Myers-Briggs Type Indicator inventory, this text distinguishes four categories of personality styles and shows how these qualities determine the way people perceive the world and come to conclusions about what they've seen.

 

 

Leading Change - John P. Kotter
John Kotter's now-legendary eight-step process for managing change with positive results has become the foundation for leaders and organizations across the globe. By outlining the process every organization must go through to achieve its goals, and by identifying where and how even top performers derail during the change process, Kotter provides a practical resource for leaders and managers charged with making change initiatives work. Leading Change is widely recognized as his seminal work and is an important precursor to his newer ideas on acceleration published in Harvard Business Review. Needed more today than at any time in the past, this bestselling business book serves as both visionary guide and practical toolkit on how to approach the difficult yet crucial work of leading change in any type of organization. Reading this highly personal book is like spending a day with the world's foremost expert on business leadership. You're sure to walk away inspired--and armed with the tools you need to inspire others.

Millions worldwide have read and embraced John Kotter's ideas on change management and leadership. From the ill-fated dot-com bubble to unprecedented M&A activity to scandal, greed, and ultimately, recession--we've learned that widespread and difficult change is no longer the exception. It's the rule. Now with a new preface, this refreshed edition of the global bestseller Leading Change is more relevant than ever.

 

Who Moved My Cheese - Spencer Johnson
It is the amusing and enlightening story of four characters who live in a maze and look for cheese to nourish them and make them happy. Cheese is a metaphor for what you want to have in life, for example a good job, a loving relationship, money or possessions, health or spiritual peace of mind. The maze is where you look for what you want, perhaps the organisation you work in, or the family or community you live in. The problem is that the cheese keeps moving. In the story, the characters are faced with unexpected change in their search for the cheese. One of them eventually deals with change successfully and writes what he has learned on the maze walls for you to discover. You'll learn how to anticipate, adapt to and enjoy change and be ready to change quickly whenever you need to. Discover the secret of the writing on the wall for yourself and enjoy less stress and more success in your work and life. Written for all ages, this story takes less than an hour to read, but its unique insights will last a lifetime.

 


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