Book Description

Inventory accuracy starts with an understanding of the conditions under which errors occur and ends with error-resistant processes, intelligent use of technology, a well-trained and highly motivated workforce, and an ongoing process of continuous improvement. In between, there’s cycle counting, root cause analysis, process evaluation, user interface design, procedures, employee training, accountability, control methods, process checks, audits, exception reporting, transaction techniques, measurement, counting methods, bar codes, RF systems, speech-based technology, light systems, and software.

Inventory Accuracy: People, Processes, & Technology covers all of these topics and more in a comprehensive treatment of the subject of inventory accuracy in distribution, fulfillment, and manufacturing environments. In addition to documenting the standard tools and techniques used to achieve accuracy, the author provides insights as to why many of the standard solutions don’t provide the best results and offers alternative methods. The focus on practical solutions that take into account the sometimes-conflicting priorities that affect accuracy, results in an approach that not only looks good on paper, but more importantly, works in the real world. ... Read more

Reviews (2)

Essential Warehouse Manager's Desk Reference
If you are responsible for the integrity of your company's inventory, then I strongly recommend that you read "Inventory Accuracy". Written in plain English, with an emphasis on the practical, this book contains a wealth of valuable tips and techniques for both the new and seasoned warehouse manager. While thoroughly addressing current technology, the book also emphasizes the importance of the human factor.

A good read and an invaluable tool...

Excellent book on what is still important ... Inventory!
I greatly enjoyed the new book, especially the detailed sections on measuring accuracy, cycle counting, combining count logic selections in creation of a count, the "bin locator" versus the "warehouse management" systems, and count variances.

The practical information continues even into warehouse personnel issues - such as shrinkage and the wide variety of people personalities that are involved in shrinkage.

Many effective and practical tips are provided for the technical AND non-technical operations professional. If you are a warehouse manager or supervisor - then you should get a copy of this book. ... Read more

Book Description

The best-selling textbook in purchasing and supply management through several editions, this book presents a practical framework for students to apply how firms actually manage the enterprise-wide functions of purchasing and supply in today’s business environment. This edition represents a complete and thorough revision of the book, now explaining purchasing and supply management in the context of the supply chain, which. has begun to dominate the literature in the field. World Class Supply ManagementSM: The Key to Supply Chain Management, Seventh Edition, reflects that change in focus, right down to the title (formerly called, more traditionally, Purchasing and Supply Management; now with the subtitle that specifically references the book’s increased focus on supply-chain issues).New chapters have been added to the beginning and end of the text, to frame the new discussion of supply chain issues.The book has also been thoroughly updated to reflect the realities of purchasing and supply management in the digital age. ... Read more

Reviews (4)

Good reference but outdated
My instructor at college who is on the Board of NAPM made this the class text. The book is obsolete from its discussion of technology in purchasing but otherwise is good. It emphasizes qualitative methods and is very soft on quantitative analysis of practical business problems. There is a shortage of case studies but overall this is a good book.Being useful to take the NAPM exam, NAPM has expanded some definitions in the book that are not commonly held in other college courses. For example, my instructor docked me 10 points on a question asking for the 4 elements of a contract,which are different from what commercial law and the UCC dictate. NAPM has redefined some terms so be wary.

Average, not great
At over $100 this is an expensive book. It has some good information, being useful for Modules 1& 2 of the National Association of Purchasing Managers (NAPM) exams but is quite repetitive in its jargon. Much of what is discussed is generally known by anyone with any significant work experience. More calculations and hard data might be helpful. The book itself is of rugged construction and well made and of convenient size for portable reading.

Thankyou MR. DOBLER
This book is very useful for our purchasing mamagers

The core Purchasing text that must be on your shelf.
This is the textbook that every Purchasing professional must have on the shelf. It is written by the gurus in the field that helped to define the profession and set standards by developing the professional certification requirements.

The book establishes common language to describe Purchasing core processes that are applicable across industry and organizational lines. Because of the common language it establishes it can be really helpfull for someone who has been in a single industry or organization for some time that wants to transition to another industry but only knows the terms from their previos field.

For example someone involved in government procurement wishing to transition to the private sector might find the book usefull. Furthermore, it is written in the same language as appears on the NAPM APP and CPM examinations.

I have used the book both in a Purchasing Masters Degree Program at St Marys College in California and also in a Purchasing Certificate Program offered by the University of Phoenix and the material and cases are always well received by the students. The cases in particular are good and provide a common ground for people who have used the book.

There are some other books out there and new gurus are emerging but for now this is still the best.

William J. Kohnen Instructor University of Phoenix ... Read more

Book Description

In today's environment of tight budgets and even tighter turnarounds, effective supply-chain management has become a core business requirement. Managing the Supply Chain adapts the number one supply-chain book on the college market to examine how professionals can consistently turn supply-chain strategy into a competitive advantage.

This results-based book examines the experiences of today's most accomplished companies to demonstrate supply-chain innovation at work in the marketplace.

Reviews (1)

Book review in American Shipper magazine
From "Know your supply chain variables" by Philip Damas, American Shipper, July 2004

While avoiding industry jargon and the hyperbole often used by logistics consultants, this book guides the reader with clarity and purpose through many supply chain aspects, from order fulfillment to logistics network optimization, through order forecasts and product design.

A common theme of this book is the need for global optimization across all corporate functions, all warehouses or locations, and across companies that share the same supply chains. ... Read more

Book Description

Purchasing is the culmination of discussions with top purchasing executives developed through an initiative known as the Global Procurement and Supply Chain Benchmarking Initiative at Michigan State University. The authors' experiences combine to create a managerial perspective of the core tasks and challenges required to effectively manage the purchasing function. This text is unique in that it is the first purchasing textbook to employ a truly strategic perspective. While prior books have dealt with many components of buying materials, the authors have sought to identify the contributions that purchasing can make to corporate and business strategies, through the development of integrated procurement and sourcing strategies. The book contains twenty cases that have been developed and used in the classroom. ... Read more

Reviews (2)

Great reference work
If you want one book explaining state-of-the-art thinking in procurement, this is the one. It has chapters on every important topic. It's not a book I would choose to read from beginning to end to learn about purchasing (unless I were a University student) but it's a good starting point for looking deeper into many topics.

Very good vision
One of the best of its type - good mix of strategic and tactical. could have been shorter ... Read more

Book Description

Investigate Your Options:Smart Strategies for Investors from the World's Leading Options Expert.

The volume of options trading on the Chicago Board Options Exchange (CBOE) has skyrocketed in recent years as investor sophistication has increased.But even the most sophisticated investors need instruction.And that's where options trading expert Anthony J. Saliba comes in, with his convenient book, The Options Workbook.

The second edition of his book The Options Workbook has been updated and reformatted, creating a larger, more convenient, and user friendly workbook style.The inclusion of interactive exercises, articles, and lessons which complement the curriculum on the ITI website also provide great value to investors who are just beginning to incorporate options into their investment strategies.

For more than 11 years, the International Trading Institute (ITI), founded by Anthony J. Saliba has trained professional options traders around the globe.ITI offers intensive hands on options workshops developed and taught by pit traders.As founder and chairman of ITI, Saliba is recognized as a pioneer in the derivatives market.He is a featured speaker at professional futures and options conferences and is often tapped for expert commentary by the financial media.Most recently, Saliba joint ventured with the Charles Schwab Corporation to form a screen based proprietary trading operation for trading options upstairs. ... Read more

Reviews (19)

One of the Best I've Come Across...
As a novice options trader, I have been searching for a book that not only clearly explains options but also does so in a practical "real-world" fashion. Saliba's book helped me to think like a trader. I highly recommend this book to anyone who wants to develop (or improve) his options trading game....

Excellent Book
"Clear, concise and practical. I learned more from this book about how to trade options than any other book I've come across. Tony Saliba and his staff at International Trading Institute are really first-rate educators"

Outstanding Value
This was the 3rd book I've read on Options.

It really helped solidify and ingrain the concepts/strategies into my brain.

Thank you to the authors.

The Perfect Place To Start
This book is just what I needed. I've been interested in options trading for a long time, but never found anything that could make sense out of how it works. This book did it for me. This guy, Tony Saliba, obviously knows his stuff - he didn't get profiled in "Market Wizards" for nothing. He earned his stripes through hard work and a proven plan that will work for anyone willing to learn and apply his fundamentals.

If you're interested in learning more about trading options, this is the place to start. Get the right info. from someone who has 'been there, done that' and take advantage of what he's learned along the way.

A Complete Insight Into The Options Workbook
If I had to use one word to describe this book, it would be "complete." With Market Wizard Tony Saliba as the author, I had very high expectations for the book, and yet, they were met. Compared to other options' books, such as McMillian's Options as a Strategic Investment or Natenberg's Option Volatility and Pricing, this relatively thin book packs more practical options trading information page for page than the two heavyweights above.

This book covers just about everything you'd like to know about options in an easy-to-understand and concise format. In this book, you'll find such basics as the definitions of short puts and calls and long puts and calls, to advanced options strategies, such as vertical spreads, butterflies, condors, ratio spreads and back spreads. There's also an informative final chapter on the evolution of the option trading industry. To help test your knowledge and understanding, and to prove that you weren't asleep, there are quizzes at the end of each chapter, along with a final examination at the end of the book. You can even have your exam results graded by Mr. Saliba's team.

Mr. Saliba has a a unique perspective of having traded professional for over 20 years. Unlike other well-known options traders, there is a mystique about Tony that makes this book unique. Tony is the only option trader who can say that actually earned over $100,000 every month for over six years. When all that you read in this book is framed in that context, you know the strategies you're learning are not just theoretical. They're real McCoy strategies that are being used everyday by Tony and his team of traders.

For traders that already know about options, the beginning of this book may seem somewhat obvious, as Mr. Saliba goes through a short introduction about the today's option trading environment. A rather lengthy glossary of options terminology follows, which I found somewhat awkward as glossaries are usually placed at the back of the book. I guess, though, this is a good thing for beginners.

Each option strategy from a long call to long butterfly is explained in an easy-to-comprehend manner. It almost feels as if you were at a seminar. He explicitly tells you the ideal market conditions for each strategy, why it used, what it accomplishes and then walks you through an example. He also explains important points such as the breakeven stock price of each strategy and maximum profit and loss characteristics.

My favorite part of the book was the section on the "Greeks," or option analytics. If you pick up any other options book and read through the section on the "Greeks," you'll most likely find complicated mathematical equations and hard-to-understand academic jargon. You won't find that in this book, as Mr. Saliba explains the "Greeks" from a real trader's point of view. He will clearly tell you how these factors affect the option's price and how it will affect your position.

If you read the book and do the quizzes, you can't help but to learn more about options. For the beginner in options, this book is more than a workbook; it's really a manual. For the intermediate or seasoned option trader, it provides a great review of fundamental concepts and strategies.

I believe that no other options books can convey the subtleties of real options trading for this reason. You may learn the mechanics elsewhere, but it's the practical application that I believe truly makes this book stand out of the crowd. ... Read more

Book Description

STRATEGIC OUTSOURCING Risk Management, Methods and Benefits Organizations are turning to external suppliers for everything from payroll processing to facilities management. The goal is better quality at lower costs, but too often the results are disappointing-to-dismal -- simply because many buyers lack a clear outsourcing methodology. Using the concepts in this book, managers responsible for outsourcing will learn to avoid typical pitfalls and ensure success. Readers learn how to:**determine core competencies that should be kept in-house rather than outsourced **align outsourcing with overall corporate strategy **use outsourcing to support transformation strategies such as restructuring and TQM **evaluate, compare, and select vendors **develop targeted RFPs (requests for proposals), negotiate win-win contracts, monitor how vendors perform, and evaluate financial savings **handle "recompetition" as contracts end. an especially hot topicMAURICE GREAVER (Washington, DC) is a former corporate CFO and CPA at Haskins & Sells. He now heads his own financial and management consulting firm and teaches the American Management Association's course on Strategic Outsourcing. ... Read more

Reviews (16)

Strategic Outsourcing
To Mr. Greaver: First at all my congratulations for your excellent book, Strategic Outsourcing,A Structured Approach to Outsourcing Decisions and Initiatives, which one has been recomended to my students of my course, Outsourcing in Finance, into the MBA program at IESA (Instituto de Estudios Superiores en Administración), the best institution to learn management in Venezuela, and specialist in fourth level education. Following your book, I have developed a summary that contains the essentials of the matter. As part of the course we have visited different firms that offer the outsourcing, and the students have verified that your methodolgy is an invaluable tool to learn and understand the outsourcing process. Thank you for your contribution and my best wishes for the next editorial ventures.

I strongly recomended this book.

The best book I have read on outsourcing...
Maurice Greaver has written a comprehensive and practical guide for any senior executive considering or currently undertaking an outsourcing initiative within their organization. The book clearly outlines and defines the issues to be considered when making outsourcing decisions along with the pitfalls to be avoided. Maurice Greaver has done this by developing a well defined process along with case studies, examples, and graphics to illustrate his process. These also make the book far more interesting to read than most other outsourcing books on the market. This book is a must read for every organization's senior management team or for anyone interested in contemporary business issues and solutions.

Outsourcing In My Case Was A Business Error
I work in an outsourced accounting department. I learned today that my company is giving kickbacks to various client individuals, in order to glean higher ratings from those individuals -- such that the client company will pay us more this year. However, the client company always finds a reason NOT to pay that extra amount, they always come up with some deficiency in our performance to avoid paying us more money. It's unsavory and dishonorable, and those of us who do all the real work pretty much just get defecated upon. Outsourcing is, in a word, bad -- and all honest, productive people should do their best to avoid any connection therewith.

For the Student and the Old Pro
I approached this book with some skepticism.
From experience I have seen too many CPA and consultant
types write books purely for the benefit of their career
and pocketbook. These books have often been academic or superficial. This book is full of what, after many years
and many deals, I know to be sound thinking. The book is
also quite thorough. It is not a quick read. It is easy
enough to read but there is a great deal of information contained. For the busy executive it should be acquired
for reference as you need it. Although you should try
to read all of Part One if you can. The beginner or the
student should read often and take notes.

One previous reviewer noted that the book provides
little guidance regarding employee reactions. This
is true. You will need another book in that area.
But what is here is very good.

Mr Greaver has done the business community a genuine service.

Strategic Outsourcing
I found the book to be well-written and easy to follow. The references are well-documented. Outsourcing is going to be a strategic weapon for the balance of this decade and into the next. This book delivers on the practical aspects to make such a transition successful. I would recommend this for both parties as a means of preparation.

Outsourcing is only a scary concept when you aren't prepared for it. This book helps everyone to know about the events and sequences which will take place.

Strategic Outsourcing should be mandatory reading for every manager. ... Read more

Book Description

The purchasing and supply function has emerged from the shadows. As senior management executives around the world recognize the importance of each expenditure, and its subsequent impact on every level of their organization,purchasing and supply has become a major source of increased profits for today's corporations. Recognizing this, numerous well-established companies--including IBM, Weyerhaeuser, Bristol-Myers Squibb, and others--have today established Chief Purchasing Officer (CPO) positions. For more than three decades, THE PURCHASING HANDBOOK has been a staple reference for purchasing and supply professionals around the world. Chapters written by over 100 top authorities provide in-depth, authoritative coverage of each topic, and allow professionals to make confident, informed decisions in virtually any area of purchasing and supply. This updated, expanded 6th Edition--with 20 new chapters--contains not only the basic information every manager needs to know but also the current information and research that every manager MUST know for procurement in the next century. A partial listing of topics covered includes: Globalization; Industry consolidation; Technological advancements; Supply chain synchronization; E-commerce and the Internet; Virtual value networks; Strategic versus tactical procurement; Supplier integration; Collaboration planning and execution; Supply strategy development; Ethics and responsibility; Supplier price and cost analysis; Purchasing and supply negotiations; Purchasing of raw materials and commodities; Marketplace intelligence; Re-engineering; Human resource management; Total cost of ownership; Inventory management; Legal aspects of purchasing; Investment recovery. The first decade of the 21st century promises to bring an explosion in the technologies, strategies, and nuts-and-bolts applications of purchasing and supply management. THE PURCHASING HANDBOOK, SIXTH EDITION takes an innovative look at these future trends and issues--while delivering today's most accurate, up-to-date purchasing and supply information and making existing principles easy to understand and apply. This combination of essential reference information and eye-opening research findings makes it unmatched as a professional resource--and essential for every purchasing manager's professional collection. ... Read more

Reviews (4)

Complete disappointment.
This book is unnecessarily verbose, incoherent, and nowhere close to what its title suggests.

This book is a collection of articles/chapters written by different authors. As a result of that, not only there is no connection and coherency among chapters but also topics covered in the seemingly related chapters are different and unrelated. The coherency and relationship among chapters are just limited to their names not what is inside them. For example, in "Part 5: Item and Industry Practice" there are separate chapters on "Raw Material", "MRO Materials", "Software and Intellectual Properties", "Capital Equipments" to name a few. I would imagine that each of these chapters will discuss purchasing process, nuances, and best practices for these items. But unfortuantely, all these chapters are independant and adderess totally different issues.

I guess, if you want to learn about purchasing, you would be better off searching on the web and reading different articles on purchasing then spending money on this book.

Excellent book
This book is the procurement bible for both purchasing beginners and professionals. It is necessary for anybody related to procurement, even for IT people. Well, I am into IT ! I strongly recommend this book.

Purchasing Handbook ** An All-In-One Guide
As a person who developes Purchasing/Inventory Software, this book has brought to my mind a deeper understanding of the process of Purchasing and how it relates to Inventory and Procurement methods, worldwide purchasing problems and methods. Things that, after many years in the business, I have never thought of or considered before.

The scope of this book is fantastic! A true bible of Purchasing...

This is a definite resource of anyone in the purchasing environment (or even programing environment)! A must Have!!!

This book is the guide for the new role of Purchasing today
The purchasing Handbook has allow me as a professional in this field to make confident, informed decisions everyday at work, the Handbook goes beyond to just informing the current trend in purchasing because it takes an innovative look at future trends and issues while delivering today's accurate purchasing and supply information, integrating the direction of today's business.

Thanks... ... Read more

Reviews (1)

A 21st century approach to a 100yr old problem
I found the approach to cost reduction to be far beyond a simple "puchasing" tactic. The authors proposed a 21st century approach that brings the entire enterprise together (engineering, manufacturing, finance, supply chain) in a systematic approach to achieving cost savings. Our company has struggled with global sourcing and outsourcing and this book provides the first alternative that still gets the required cost reduction, but allows us to keep our existing supply base and manufacturing in the US. ... Read more

Book Description

A Practical Guide to Transportation and Logistics is an introduction to the various aspects of freight transportation and business logistics from the perspective of the shipper. It covers such topics as domestic transportation, international transportation and trade, warehousing and inventory management, computers and logistics, and e-logistics. ... Read more

Reviews (3)

Essential Primer for Transportation and Logistics
Mr Stroh has written an essential primer on the subjects of transportation and logistics. The book is composed in an informal and informational style which makes the subject matter easily understood... In addition to having personally read and enjoyed Mr Stroh's books, I have purchased several copies for my employees on the Shipping Dock... Mr Stroh's books resides right next to our Company SOPs as an excellent Resource

Practical guide to Transportation and Logistics, by MB Stroh
This book is being defined as an introduction to Transportation and Logistics. Had I known the extremely simplistic tone and amount of information given here I would have not order this book. The book has only 184 pages. The last 84 were wasted with petty information. The appendices from page 131 to 184 have common information one can learn at work. The Chapter 4, page 101 to page 124, the book's space has been wasted with the pictures and history of the personal computer, from vacuum tubes and Altair 8800, on. Chapter 5, page 125-130 talks about the significance of the Web! These two chapters would have been great information in 1990! Who should buy the book? The rightful readership for this book: GED - forklift operator -who has the laudable drive to learn a few extra things his supervisor is hiding from him for fear of inside competition! Here is why, in the words of the author, in explaining how to input value in the four variables of the logistic function, the author says: "All right, this may be more math than some of you really want to contend with. I know it requires some mental gymnastics but the concept is important"! This book should be in the price range of $5.00 with a chosen delivery time of three-four weeks, so that the cost of ownership would not be over $8.00. Many authors violate the trust of readership by not specifying the level of readership to which the book is addressed. Mr. Stroh did just that!

Great intro to shipping
If you're a graduate student looking for a book on transportation and logistics theory, don't by this book. However if you are one of the many people that have responsibilities related to running a shipping/receiving department you'll find this book indispensable. This easy to read guide covers the various options in carriers, documentation requirements, freight classifications, terms, and other topics related to the day to day operation of a shipping department. Readers with no experience in transportation can quickly get up to speed on rate and discount negotiations, export documentation, and auditing of freight bills. ... Read more

Book Description

Purchasing and Supply Chain Management, 3e is a turnkey solution for providing current and thorough coverage for this critical area of the supply chain.This book is not only a text but a reference as well and is now established as one of the leading-edge strategy and purchasing books.Students gain contextual insights and knowledge into the strategies, processes, and practices of purchasing through use of the many cases and examples.Because of their relationships with executives and practitioners worldwide, the authors are able to present unique and up-to-date insights that lead to greater understanding of the purchasing process.Purchasing and Supply Chain Management provides a hands-on, applied approach that has been thoroughly tested with student audiences to ensure learning success. ... Read more

Book Description

How do some salespeople consistently outsell their competition?Why does closing work in small sales but fail in larger ones?How can salespeople dramatically increase their sales volume from major accounts?

Spin Selling has the answers.Developed from 12 years of research into thousands of sales calls, the SPIN strategy is already being used by many of the world's top sales forces.If you're in sales - or if you manage a sales force - you need these revolutionary, easy-to-apply techniques.

With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales.He shows how conventional selling methods are doomed to fail in major sales.And he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases.The methods are controversial, and they often go against the grain of conventional sales training,.But the powerful evidence Rackham presents will convince and convert you. ... Read more

Reviews (46)

Absolute must read
intially the Name "Spin Selling" came across to be as some cheesy and manipulative model being taught by the author.
after reading various books and attending seminars and workshops i was consistently referred to this book.
also i researched some of the high-performance Sales Professionals and most of them had training on SPIN Selling, so
i finally decided to read Rackham's book "SPIN Selling" and
i'm glad i did and yes this book i feel is the Foundation of all the Modern Sales Training out there.

His Training is backed with extensive proof and facts and every single advice is backed by extensive research conducted by huthwaite. very impressed.

"Situation - Problem - Implication and Need-Payoff", these are the four types of Questioning you will learn and the Value and relative importance of each and in what order to be used effectively.

the biggest lesson for me is the Difference of a "Implied Need" compared to "Explicit Need" and how it all boils down to uncovering "Explicit Needs" and to communicate with customers about "Benefits". this book also clears a very common mistake a lot of us do, to look at a product or solution's advantages and convey that as Benefit to customer. As per the author a "Benefit" is one that solves a Customer's "Explicit Need".

don't be discouraged by any review that writes off the book's style of writing to be research oriented, the book is around 190 Pages and it's worth the weight in gold.

A Book For The True Professional
A breath of fresh air. The profession of Sales is plagued with all sorts of nonsense, most of it annecdotal at best. Little actual research has been done to identify good processes for sales professionals and consequently we get idiotic advice ranging from "Always Be Closing" and endless manipulative closing techniques for doing so, to recommendations on how to sell "anything to anybody." Such sales tactics are precisely the reason salespeople have been saddled with negative stereotypes.

SPIN Selling is the result of extensive observation and analysis of sales calls by behavioral researcher Neil Rackham. His findings are both practical and useful, and are well presented in this book. As sellers, we might give some thought to how we would like to be treated as customers - something that should not be a revelation, but is. We should understand the customer's goals and objectives and help them be successful if we want to be successful. Forget your scripted sales pitch, leave your brochures in your briefcase, ask questions and listen to your customers to understand their needs BEFORE presenting your product. Surprisingly, this will actually shorten the selling cycle and will result in better long-term customer relationships. Rackham's concept of an "Advance" as an objective way to measure the progress of a sales call is, alone, worth the price of this book.

As a sales professional with many years' experience, and now as sales training manager for a division of a Fortune 500 company, I highly recommend this book and the methodology Rackham describes. There are other good books for salespeople - but if I could only recommend one, this would be it.

Great methodology
As a sales trainer, I found this book to present a wonderful methodology for both salespeople new to the business as well as seasoned salespeople. The SPIN principle (Situation, Problem, Implication, and Need-payoff) works in almost any sales environment whether you are selling big ticket items to large accounts or volumes of small ticket items.

Overall, I found "SPIN Selling" to be a great book for addressing the strategic and tactical aspects of selling. In addition to this book, I highly recommend the book "Cognitive Selling: Proven Fundamentals and Techniques of the World's Most Effective Salespeople" by Todd Bermont. "Cognitive Selling" is the perfect complement to "SPIN Selling" as it provides a methodology for maintaining a winning attitude and frame-of-mind which is essential to succeed in selling.

Neil Rackham gets it right
SPIN Selling was the first sales book I ever read, back in the days when I sold copiers. Ten years later, as the owner of a sales training company, I still utilize those very principals of questioning Rackham taught me way back when. The key to sales is to have a process, a process within a process. Rackham adheres to this very foundation. This book is guaranteed to make you money!

Todd Natenberg, Author of the book, "I just got a job in sales! Now what?" A Playbook for Skyrocketing Your Commissions (www.toddnatenberg.com) and President of TBN Sales Solutions

Definitly BUY THE BOOK ..Skip the audio
I love SPIN Selling, the book and workbook. Also Major Account Sales Strategy. When I bought the CD I was thinking I could add a tool to my audio library and have more constant exposure to the concepts. But no

This audio was worse than my grade school educational film series. The reader is dull, boring and almost put me to sleep in the car. This is GREAT material. Everyone that is considering any of the books I would heartily give them a 5 of 5 stars.

I fast forwarded through the entire first cd, hoping that I would start hearing the same "meat" I read about in SPIN. What Iheard was a lot of "pre-program" dialog.

If I could speak with Neil Rakham I would say, "Neil, this is an outstanding program. Please get a reader with more emotion". ... Read more

Book Description

There's too much work to be done. Your organization can't handle the load. That's when you begin to consider outsourcing some of your business functions. But how can you choose the right suppliers and ensure maximum results? In this book, Laseter--of the world-renowned consulting firm Booz?Allen & Hamilton--shows companies how to address that challenge through the dynamic pursuit of balanced sourcing.

"This will be a super book to provide to new purchasing people and to reinvigorate experienced purchasing professionals. It was great to see many of the concepts with which we have experimented logically explained. I wholeheartedly endorse it."--Jean Mayer, executive director, manufacturing procurement operations, Ford Motor Company

Laseter and Booz?Allen coined the term "balanced sourcing" to describe a model for ensuring competitive pricing from suppliers while simultaneously nurturing cooperative relationships. Drawing upon Booz?Allen's experiences with leading companies, Balanced Sourcing lays out the six organizational capabilities that make up the firm's field-tested strategy. Detailed case studies of four prominent corporations-Honda of America, Cisco Systems, SUPERVALU, and Florida Power & Light-show you the broad applicability of this model for companies in industries from manufacturing to services to high-tech.

"Too many 'best practice' guides present a one-size-fits-all solution, such as copying the so-called Japanese model of sole sourcing. In fact, the best Japanese companies do not treat all suppliers as sole-sourced partners and you should not either. Balanced Sourcing is full of practical tools and models that will help you think through appropriate strategies for each of your suppliers."-Dr. Jeffrey K. Liker, associate professor, industrial & operations engineering, and co-director, Japan Technology Management Program, University of Michigan

Get real-life lessons from around the world on: **Creating sourcing strategies **Building and sustaining supplier relationships **Leveraging supplier innovation?and much more! Make the most of your outsourcing with this one-of-a-kind best practices guide! ... Read more

Reviews (5)

Slanted charts?
Why are all the charts in this book slanted? Who edited this thing? Random.

Excellent Primer to Supply Chain Managment
Clearly laid out, well-written, and concise. Tim's model matched well with my experience, but afforded me an opportunity to organize my thinking on the subject. He should give lessons on writing for business.

A good introduction to new logistics concepts
Is a nice book, the concepts are very clear and easy to understand even if you are not and english speaking person. Is a good presentation of a sourcing model.

Great book ! Puts it all together in one place
Excellent reference on how to balance competition while still maintaining partnership status. Helps to explain how to take advantage of the entire scope of partnership relationships with suppliers while maintaining cost effectiveness.

SJL- VP National Association of Purchasing Management

An expert take on competition and cooperation
The title refers to a "model for ensuring competitivepricing from suppliers while simultaneously nurturing cooperativerelationships." The author brings his experience from the consulting firm Booz*Allen & Hamilton, and presents detailed case studies from Honda of America, Cisco Systems, SUPERVALU, and Florida Power & Light. Copyright 1998 by Michael Pellecchia. ... Read more

Book Description

Compiled by the United States Customs Service, this book is an essential source of information for anyone importing goods--commercial or personal property--into the United States.Topics covered in depth include:

• How the customs service works at ports of entry
• The entry process--and how to guarantee that your goals will pass entry examination
• How to prepare error-free invoices
• How to calculate duty payable and qualify for refunds of duty
• How transaction values are assessed and how currency conversion works
• Regulations on marking imported goods
• Understanding prohibitions, import restrictions, and quotas
• Laws governing civil and criminal fraud

Reviews (3)

A little vague, but it's a MUST HAVE
It is not a user-friendly book, but it supplies a lot of guidelines fot the beginning importer. I recommend you to buy it, but supplement it with specific info on the article(s) you intend to import (food, clothing, machinery, etc.).

A must-have reference book for international trade.
Wow! What a useful book it is! It is an essential reference that provides concise, accurate, and informative expertise especially on importing. If you are looking for a reliable resource about importing regulations and entry procedures, this is the one that you should consider!!!

a basic guide to importing
i found this book to be very helpful, because my husband and i are starting our own import and export business to his home country of morocco. i would recommend this book to anyone who is planning or already in the importing and exporting business ... Read more

Book Description

Many corporations are restructuring their business processes in order to become more competitive and cost effective. Once the decision has been made to outsource, a corporation must structure the deal. This book shows you how to request proposals and negotiate and close the agreement-creating the best outsourcing strategy for your business. ... Read more

Reviews (1)

It's the book I am looking for
The content of the book is related to my job and my MBA course ... Read more

Download Description

Supply Chain Redesign delivers practical guidance for every aspect of supply chain redesign: mapping existing supply chains; identifying changes that promise the best ROI; intelligently leveraging new technologies; strengthening relationships with key par ... Read more

Reviews (3)

Chief Procurement Officer
I bought this book this weekend and started reading it. It was in a nice display of "recommended" reading at the airport book store in Singapore. Having been in both IBM and E2open (Supply Chain software) and now Agere Systems.... no doubt in my mind - the value is clear. Implementation is complex with competing solutions and agendas. Issue is even in the same industry you have too many competing solutions. I noticed CAPS has been pushing the same themes. I liked the way you put it together and got it published.

I am currently focused on building a Supply Chain which is geographically located with the supply base. This is a huge advantage as Value Chains can not overcome the timezone - same day impact. The core advantages of key supplier relationship management are also local and can not be overcome by distance. If we can automate human behavior in these management sytstems the value chain will really gain speed.
Chief Procurement Officer
Global Procurement
Agere Systems

"Very good value": Book review from the "SCM Review"
The title is a bit misleading: the book is about a lot more than redesign. Specifically it looks at the many processes and technologies associated with supply chain management. The subject matters covered run the gamut from the basics of supply chain management to supplier relationships to the fast-changing B2B landscape. The premise of educators Handfield and Nichols is that the more effectively you integrate these activities the more value you create across the supply chain. . . . The bottom line is that the pluses far outweight the minuses. The authors have a knack for explaining a range of supply chain concepts and techniques clearly. Just as important, they reinforce the discussion with real-life examples. Every major topic is introduced by a case study that sets the context for the discussion to follow. One final observation: From a cost-benefit standpoint, Supply Chain Redesign represents a good value in today's market. Very few books these days present this much worthwhile supply chain information for such a relatively low price.

Review published in the Supply Chain Management Review, November-December 2002, p. 59.

Chief Procurement Office review
I bought this book this weekend and started reading it. It was in a nice display of "recommended" reading at the airport book store in Singapore. Having been in both IBM and E2open (Supply Chain software) and now Agere Systems.... no doubt in my mind - the value is clear. Implementation is complex with competing solutions and agendas. Issue is even in the same industry you have too many competing solutions. I noticed CAPS has been pushing the same themes. I liked the way you put it together and got it published.

I am currently focused on building a Supply Chain which is geographically located with the supply base. This is a huge advantage as Value Chains can not overcome the timezone - same day impact. The core advantages of key supplier relationship management are also local and can not be overcome by distance. If we can automate human behavior in these management sytstems the value chain will really gain speed.
Chief Procurement Officer
Global Procurement
Agere Systems ... Read more

Book Description

Business Leasing For Dummies covers the fundamentals of the leasing process, and objectively addresses the To buy or to lease?" question. This friendly guide describes -- in plain English -- the financial and legal ramifications of entering into a leasing agreement. It also explains how to evaluate leases for "unique" assets, such as: aircraft, software, railroad equipment, etc.And it provides negotiating tips and hints for those playing both sides of the game: the lessors and the lessees. The book highlights the financial advantages of leasing equipment, and relates those benefits to company costs and cashflow." ... Read more

Reviews (2)

Business Leasing for Dummies
This book is more about the benefits and features of leasing. It does not give the reader any information on structuring a lease. The only benefit that I saw in reading this book was that it did inform me about different lease types.

Excellent if niche book
For anyone in the leasing business, this is a wonderful book to own. It is a complete training course in equipment leasing. The author has the only good explanation I could ever find of concepts such as leveraged leases. This book is a _must_ for anyone in the equipment leasing industry.

I wish that the author had worked out a few examples with the reader on cash flows and pricing of leases. There is some math that is not very clear to the first time reader. I also wish that there was some more information about vendor leasing and lease origination.

Regardless, this is one heck of a training course in leasing for under 20 dollars. If you are in any way involved with leasing, this is money well spent. ... Read more

Book Description

Purchasing and Supply Management, 12th Edition, recognizes the major supply challenges facing all organizations and their purchasing and supply management implications. It also provides solid grounding in the basic tools and techniques along with opportunities to test comprehension through carefully crafted questions and cases. ... Read more

Reviews (1)

professional
I have read the the eleventh edition in chinese version. It describes the purchasing issues professinally. But unfortunately the writer can not give the analysising method for each case of each chapeter. ... Read more

Reviews (2)

Outdated and Old
How things used to be, not how they are today. Old processes, old way of doing things. Unfortunately, there's really nothing else out there to fill the gap - this may be the best available. Be warned, if you want to set up a proactive purchasing department, this is not how to do it.

A Must for New Purchasing Agents
This book provides the complete groundwork for setting policies and procedures in a purchasing department. As a new purchasing agent, I value this resource, which enabled me to develop a functional, effective purchasing department. ... Read more

Book Description

Determining the value of a small business can seem like an obscure and incomprehensible art form of interest only to potential buyers and sellers, and only when a business is about to change hands. The situation is complicated by the fact that there are a number of different ways to set a value on a given business.

The Small Business Valuation Book is an invaluable resource for business owners or buyers who need to make an accurate appraisal of a small business-offering easy-to-use techniques for determining a fair price, resolving disputes, and minimizing taxes.

In a clear and concise manner, author Lawrence Tuller outlines the major valuation methods, including:

Discounted cash flow
Excess earnings
Asset value
Income capitalization

He also describes 32 specific examples covering the entire range of potential valuation situations. ... Read more

Reviews (4)

More about managing that buying a business
This book wasn't bad, especially for the price, but there are better ones out there. ("The Upstart Guide to Buying, Valuing and Selling Your Business" for example.) About half the book is special situations or special types of companies, which is great if you happen to be one of those but not if you aren't. This book did cover the basics of business valuation, but I actually found it more useful for looking at the value of a business as a tool to improve its operations.

The Small Business Valuation Book
Recommended highly, but for persons with a strong background in Accounting, Business and Finance. Not for the beginner. A Harvard Education helps..

A decent book but
Provides a summary treatment of this subject, but a book I like better is "Unlocking the Value of Your Business", which seems to be more complete, but easy to use and understand.

A good reference book on valuations
I work as a business intermediary assisting clients in both selling and buying their business. I always recommend that first-time business buyers and sellers read this book so that they may acqaint themselves with the process. ... Read more

Book Description

When you invest millions on new systems you don't want yesterday's solutions. You need a global view of end-to-end material, information, and financial flows. Managers today have the same concerns managers had last year, 10 years ago, or 50 years ago: products, markets, people and skills operations, and finance. New supply chain management processes give managers a hierarchy to the tasks they must perform to deal with these issues.Containing hundreds of tips and insights, the Handbook of Supply Chain Management describes the evolution of supply chain management. It explores how the techniques now popular in strategic planning and operations improvement will find new applications in managing supply chains. The author emphasizes changing supply chains rather than merely maintaining them. He uses case studies to illustrate the application of these techniques. ... Read more

Reviews (5)

a daughter's love
hi dad. loved the book. it was very interesting and informative. keep up the good work!

Highly Recommended
There are a lot of books out there that say they can supply you with the "Know-how" of supply chain management, but the Handbook of Supply Chain Management truly describes the supply chain as a "System". It views all critical material as elements, which are efficient in building an essential strong company. This handbook lays a foundation for others to follow.

This manual is a valuable reference, which helps the reader to grasp an understanding of supply chain strategies using a how-to guide. The instructive chapters walk you through all the important aspects of successful management. Contains actual studies, which can be viewed as educational tools and how to apply them to achieve the best possible results.

Overall, I highly recommend this book and I have already applied it in the optimization of our processes.

Christopher Kutyla
Manager, Technical Operations Planning

Handbook of Supply Chain Management
My company is a contract manufacturer operating at multiple sites internationally producing consumer products for many different Customers. As a supply chain improvement team leader I found the Handbook extremely useful as a comprehensive resource for the latest techniques in supply chain management, particularly, the sections on strategy and how to use supply chains to improve a competitive position. This is a great book and I would highly recommend it to anyone undertaking a similar effort.

Supply Chain Strategy, Tactics, and Metrics in one reference
Executives who want to improve their supply chains from strategic, operational or profitability standpoints will find this Handbook to be an extremely valuable reference, coach and how-to guide. The mix of Supply Chain Management theory and practice combined with 15 case studies from various industries, gives the reader a robust framework for, and solid tips on executing a SCM improvement strategy.

As an executive with supply chain experience at Dell and in the global automotive industry, I was impressed with the comprehensive nature of this book. Especially insightful and helpful are the sections on designing supply chains for strategic advantage, the importance and impact of different financial costing methods, and a methodologies section which walks the reader through the supply chain improvement process from the prestudy/assessment phase through to implementation.

Overall, if a supply chain practitioner is looking for one book on Supply Chain Mangement, this is the one.

Quite Interesting
I thought the book was very comprehensive in covering the most important aspects of supply chain management. It has some interesting real-life cases to illustrate the concepts. However, depending on your background, I would recommend "Designing and Managing the Supply Chain: Concepts, Strategies, and Cases"... It gives some much needed quantitative analysis of SCM. If you are new to the field, these two books should give a head start... ... Read more