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| The Manager's Toolbox | |
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| The Meaning of Management | |
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| What Makes a Good Manager? | |
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| The Professional Manager | |
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| The Five Business Principles Every Manager Must Know | |
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| Value: What Customers Pay For | |
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| Let's Get Organized | |
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| Competitive Advantage: The Winner's Edge | |
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| Control Means Never Having to Say You Lost It | |
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| Profitability: You Gotta Have It | |
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| Remember The Big Five | |
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| The Least You Need to Know | |
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| The Seven Skills of Management | |
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| Proper Planning Prevents Poor Performance | |
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| Goal-Setting: Where To? | |
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| A Professional Decision-Making Process | |
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| Delegate All You Can | |
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| Support Your People | |
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| Communication: Important Beyond Words | |
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| Controlling to Plan | |
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| The Least You Need to Know | |
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| Anatomy of a Business | |
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| The Parts of a Business | |
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| Finance Controls the Money | |
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| Accounting Counts the Money | |
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| Operations Makes What the Company Sells | |
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| Marketing Sells to Groups | |
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| Sales Brings in the Money | |
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| Management Information Keeps Everyone Informed | |
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| Support Functions Do the Rest | |
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| Putting It All Together: The Org Chart | |
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| What About Small Companies? | |
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| The Least You Need to Know | |
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| Managing People Effectively | |
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| What Does Human Resources Do? | |
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| Hiring the Right Person for the Job | |
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| Advertising the Position | |
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| Interviewing Candidates | |
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| Checking References | |
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| Extending the Offer | |
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| Getting New Employees Oriented | |
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| Dealing With Problem Employees | |
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| Take Performance Appraisals Seriously | |
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| When It's Time to Go: Firing an Employee | |
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| Ensuring Fairness and Employee Safety | |
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| Employee Grievances | |
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| Employee Assistance Programs | |
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| Job Postings | |
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| Promotions, Raises, and Career Advancement | |
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| The Least You Need to Know | |
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| Managing Yourself on the Job | |
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| Beyond Job Knowledge | |
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| Time Is Not on Your Side | |
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| Quick Time Management | |
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| Now Where Did I Put That? | |
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| Phone Power | |
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| Incoming Calls | |
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| Outgoing Calls | |
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| Powerful Presentations | |
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| Prepare Your Material | |
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| Visual Aids | |
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| Prepare Yourself | |
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| Prepare the Room and Equipment | |
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| All About Meetings | |
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| The Least You Need to Know | |
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| How It All Operates | |
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| It's the Economy | |
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| Our National Economy: As Easy as C + I + G | |
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| What Happened to Gross National Product? | |
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| Imports and Exports: Easy Come, Easy Go | |
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| Can Exports Move an Economy? | |
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| Growth Is Good | |
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| GDP: It's All Connected | |
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| What Goes Up, Must Come Down | |
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| Tracking the Business Cycle | |
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| Vicious and Virtuous Cycles | |
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| The Government's Role | |
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| What Does the Government Want? | |
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| The Inflation-Unemployment Trade-Off | |
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| Economic Policy | |
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| Fiscal Policy: Taxing and Spending | |
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| Monetary Policy: Money Makes the World Go 'Round | |
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| The Role of the Fed | |
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| Moving Rates to Get Things Moving | |
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| Buy! Sell! | |
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| When the Fed Talks | |
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| The Least You Need to Know | |
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| Going by the Numbers: Economic Indicators | |
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| What Are the Key Indicators? | |
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| The Biggest Indicator: Economic Growth Rate | |
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| Buying Power: Prices and Inflation | |
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| The Cost of Money: Interest Rates | |
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| Out of Work: Unemployment | |
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| Safety and Security: Consumer Confidence | |
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| Settling Down: Housing Starts and Sales | |
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| Shop 'Til You Drop: Retail Sales and New Car Sales | |
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| Watching Wall Street: The Stock Market | |
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| What to Watch for When You Watch | |
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| The Least You Need to Know | |
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| Getting Down to Business: Operations Management | |
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| Managing Your Resources | |
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| Cost-Benefit Analysis: What's It Worth? | |
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| Too Much of a Good Thing: The Law of Diminishing Returns | |
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| Counting Costs: Fixed and Variable Costs | |
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| Size Matters: Economies of Scale | |
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| Come Together, Go Apart: Centralization and Decentralization | |
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| How Much Centralization Is Good? | |
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| You'll See These Concepts, If You Look | |
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| The Least You Need to Know | |
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| Decisions, Decisions: Analytical Tools for Operations | |
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| The Manager's Toolbox | |
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| Break-Even Analysis | |
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| Finding the Break-Even Point | |
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| Cross-Over Analysis | |
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| Planning and Scheduling Tools | |
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| The Critical Path to Project Management | |
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| Getting the Picture | |
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| Getting PERT | |
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| Decision Trees: More Visual Aids | |
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| Use as Many as You Can | |
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| The Least You Need to Know | |
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| All About Money | |
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| Meet Your Balance Sheet | |
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| Assets, Liabilities, and Owners' Equity: You Need 'Em All | |
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| Meet the Balance Sheet | |
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| A Sample Balance Sheet | |
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| A Tour of the Assets | |
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| Cash | |
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| Marketable Securities | |
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| Accounts Receivable and Bad Debt | |
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| Inventories | |
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| Property, Plant, and Equipment | |
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| Land | |
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| Prepayments and Deferred Charges | |
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| Intangibles | |
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| The Major Liabilities | |
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| Accounts Payable | |
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| Notes Payable | |
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| Accrued Expenses Payable | |
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| Federal Income and Other Taxes Payable | |
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| Current Portion of Long-Term Debt | |
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| Long-Term Debt | |
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| Owner's Equity | |
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| Stock | |
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| Preferred Stock | |
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| Common Stock | |
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| Additional Paid-in Capital | |
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| Retained Earnings | |
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| The Least You Need to Know | |
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| Making a Statement: Income and Cash Flow | |
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| Introducing the Income Statement | |
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| A Tour Through the Income Statement | |
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| Sales | |
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| Cost of Goods Sold | |
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| Gross Income | |
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| Selling, General, and Administrative Expense (SGandA) | |
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| Depreciation Expense | |
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| Operating Income | |
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| Other Expenses | |
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| Interest Expense | |
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| Other Income | |
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| Income Before Taxes | |
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| Provision for Income Taxes | |
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| Net Income (Loss) | |
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| Get Insights Into Income | |
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| How Are Your Employees Doing? | |
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| The Cash Flow Statement | |
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| Easy Come, Easy Go: Cash Flow | |
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| A Sample Cash Flow Statement | |
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| Getting Reconciled | |
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| Go With the Cash Flow | |
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| The Least You Need to Know | |
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| The Big Picture: Financial Analysis | |
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| Let's Get Analytical: Financial Ratios | |
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| Liquidity Ratios | |
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| Working Capital | |
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| Current Ratio | |
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| Quick Ratio | |
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| Accounts Receivable Turnover | |
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| Collection Period | |
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| Inventory Turnover | |
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| Days' Sales on Hand | |
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| Solvency Ratios | |
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| Debt-to-Equity Ratio | |
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| Debt Ratio | |
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| Times Interest Earned | |
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| Profitability Ratios | |
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| Gross Margin | |
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| Operating Margin | |
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| Net Margin | |
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| Asset Turnover | |
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| Return on Assets | |
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| Return on Investment | |
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| Keep Your Pencils--and Eyes--Sharp | |
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| The Least You Need to Know | |
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| Look at the Books: Accounting Systems | |
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| The Major Ledgers | |
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| The Double-Entry System | |
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| What About the Financial Statements? | |
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| The Accountant's Opinion | |
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| Accounting Treatment of Assets | |
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| Accounting for Inventory | |
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| FIFO and LIFO | |
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| FIFO Effects | |
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| LIFO Effects | |
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| Which Method Should You Use? | |
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| Accounting for Depreciation | |
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| Straight-Line Depreciation | |
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| Double Declining Balance | |
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| Sum of the Years' Digits | |
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| Comparing the Three Methods of Depreciation | |
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| Matching Depreciation to Productive Life | |
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| The Least You Need to Know | |
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| Making Investment Decisions | |
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| Time Is Money | |
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| A Present Value Table | |
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| Major Business Investment Decisions | |
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| Investment in Plant and Equipment | |
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| Acquisition of a Company | |
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| GIGO, Once Again | |
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| |
| Three Ways to Analyze Investments | |
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| |
| Net Present Value | |
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| Calculating NPV | |
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| |
| Seeing the Time Value of Money | |
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| |
| Internal Rate of Return | |
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| |
| Figuring the Internal Rate of Return | |
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| |
| Payback Period | |
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| |
| Pick a Rate, but Not Just Any Rate | |
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| |
| Using the Opportunity Cost | |
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| |
| Using the Cost of Capital | |
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| |
| What's the Cost of Equity? | |
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| |
| Calculate the Cost of Capital | |
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| |
| Beyond the Numbers | |
| |
| |
| The Lease-Versus-Buy Decision | |
| |
| |
| Crunch Those Numbers With a Spreadsheet | |
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| |
| The Least You Need to Know | |
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| |
| Budget Basics | |
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| |
| What Are Budgets and Why Do You Need Them? | |
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| |
| How Budgets Really Work | |
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| |
| Sales Budgets and Variance Reports | |
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| |
| A Sample Sales Budget and Variance Report | |
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| How to Read a Sales Variance Report | |
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| Year-Over-Year Variances | |
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| Expense Budgets and Variance Reports | |
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| |
| How to Read an Expense Variance Report | |
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| |
| Cost Control | |
| |
| |
| Radical Surgery | |
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| |
| Take Credit Management Seriously | |
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| How to Manage Credit Aggressively | |
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| |
| The Credit Approval Process | |
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| |
| When Things Go Wrong, Collections Gets Tough | |
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| |
| Getting Very Serious | |
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| |
| Stay on Top of Your Finances | |
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| The Least You Need to Know | |
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| To Market, to Market, to Sell and Sell Big | |
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| Ready, Aim, Sell | |
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| |
| Marketing, Sales--What's the Difference? | |
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| |
| Commercial Versus Consumer Sales | |
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| |
| Marketing Strategy Basics | |
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| Sales Tactics, Summarized | |
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| Translating Sales Goals Into Marketing Plans | |
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| Increase Your Prices | |
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| Sell More Existing Products to Current Customers | |
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| Sell New Products to Current Customers | |
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| Sell Existing Products to New Customers | |
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| |
| Sell New Products to New Customers | |
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| |
| Product Differentiation | |
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| |
| Improved Performance | |
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| |
| Improved Appearance | |
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| |
| Improved Image | |
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| |
| Marketing Basics | |
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| Who Drives Your Company? | |
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| The Product Adoption Curve | |
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| The Product Life Cycle | |
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| The Least You Need to Know | |
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| Who Are Your Customers, Anyway? | |
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| What Is a Market? | |
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| |
| Divide and Conquer: Market Segmentation Strategies | |
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| |
| Why Do Market Research? | |
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| |
| Who Needs Market Research? | |
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| |
| The Two Types of Market Research | |
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| Creating a Market Research Study | |
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| Define Your Goal | |
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| Design the Study | |
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| Develop the Questionnaire | |
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| |
| Dos and Don'ts of Questionnaire Design | |
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| Fielding the Questionnaire | |
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| Analysis and Presentation of Results | |
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| |
| Powerful Presentations Pack a Punch | |
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| |
| The Least You Need to Know | |
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| |
| The Five Ps of Marketing | |
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| The Marketing Mix Made Easy | |
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| Product Is Paramount | |
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| Pricing Problems | |
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| Pricing Strategies | |
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| Mix Pricing Strategies | |
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| |
| Packaging Presents Your Products | |
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| |
| A Proper Place Produces Profits | |
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| Promotion Boosts Purchases | |
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| Proper Positioning Prevents Poor Performance | |
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| The Least You Need to Know | |
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| You Can Understand Advertising (and That's a Promise!) | |
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| |
| What Is Advertising and What Does It Do? | |
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| |
| Components of Advertising | |
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| Ad Messages: Say What? | |
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| Hot Copy | |
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| |
| A Few Words on Copywriting | |
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| Money: Your Advertising Budget | |
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| |
| Media: Who's Watching? | |
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| |
| Consider the Demographics | |
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| Other Media Characteristics | |
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| Promotional Tools | |
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| Public Relations Programs | |
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| The Least You Need to Know | |
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| Selling to Customers and Keeping Them Happy | |
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| |
| Types of Sales | |
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| The Sales Process | |
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| Prospecting: On the Hunt | |
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| Problem-Solving and Presenting: Show and Ask | |
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| Persuasion: Overcoming Objections | |
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| Organizing a Sales Force | |
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| Sales Force Size: When Is Bigger Better? | |
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| Sales Force Alignment: Three Choices | |
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| |
| Compensating and Motivating Your Sales Force | |
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| Supporting a Sales Force | |
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| Customer Service | |
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| A Few Words on Sales Training | |
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| The Least You Need to Know | |
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| Product Development: Pioneers at Work | |
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| The Value of Cross-Functional Teams | |
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| The Product Development Process | |
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| |
| Get a Good Idea | |
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| |
| Listen to Your Customers | |
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| |
| Ask Your Salespeople | |
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| Watch Your Competitors | |
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| Test the Concept | |
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| Design the Prototype and Product | |
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| Test the Product | |
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| Do a Market Test | |
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| Launch the Product | |
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| Know When to Stop | |
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| |
| Extending Your Line | |
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| |
| What About RandD? | |
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| |
| Do It Now! | |
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| |
| What's New? | |
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| The Least You Need to Know | |
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| |
| Steering the Business Into the Future | |
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| |
| Charting a Course With Strategic Planning | |
| |
| |
| What Is Strategic Planning? | |
| |
| |
| Define the Company's Goals | |
| |
| |
| Define Your Business Broadly | |
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| |
| How Will You Know You've Arrived? | |
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| |
| Consider the Sales-Growth Strategies | |
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| |
| Analyze the Company's Environment | |
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| |
| Customers and Prospects | |
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| |
| Competitors | |
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| Suppliers | |
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| |
| Regulatory and Social Change | |
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| |
| Economic Trends | |
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| |
| Add It Up | |
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| |
| Consider the Company's Resources | |
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| |
| Profitability and Growth | |
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| |
| People Are the Company | |
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| |
| Productive Capacity | |
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| |
| Other Resources | |
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| |
| Develop Action Steps | |
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| |
| Implement the Steps | |
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| |
| Strategic Planning Guidelines | |
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| |
| Set a Timeframe | |
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| |
| Get Everyone Involved | |
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| |
| Who Needs a Plan? | |
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| |
| The Least You Need to Know | |
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| |
| |
| Information Please | |
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| |
| Why Information Has Become a Strategic Resource | |
| |
| |
| What Exactly Is the Information Age? | |
| |
| |
| The Intelligence Pyramid | |
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| |
| Using Information to Gain Competitive Advantage | |
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| |
| Financial Information: Where's the Money? | |
| |
| |
| Marketing Information: What Do Customers Want? | |
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| |
| Information Flows | |
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| |
| Securing Corporate Knowledge | |
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| |
| Exploiting Corporate Knowledge | |
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| |
| Apply Corporate Knowledge to New Products | |
| |
| |
| Apply Corporate Knowledge to Your Processes | |
| |
| |
| Use Templates to Stop Reinventing the Wheel | |
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| |
| Leverage Your Information | |
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| |
| Be Your Own Best Competitor | |
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| |
| The Role of MIS | |
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| |
| The Least You Need to Know | |
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| |
| |
| Mind Your Ps and Qs: Productivity and Quality | |
| |
| |
| What Is Productivity? | |
| |
| |
| Measuring Productivity | |
| |
| |
| Calculating Worker Productivity | |
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| |
| Calculating Machine Productivity | |
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| |
| More, More! Faster, Faster! | |
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| |
| Boosting Employee Skills and Motivation | |
| |
| |
| Paying for Production | |
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| |
| What's the Motivation? | |
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| |
| Improving Equipment | |
| |
| |
| Give Them Better Methods | |
| |
| |
| What Is Quality Anyway? | |
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| |
| Quality Assurance | |
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| |
| How to Control Quality | |
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| |
| Developing Quality Standards | |
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| |
| What About Zero Defects? | |
| |
| |
| What Are Quality Standards? | |
| |
| |
| Applying Quality Standards | |
| |
| |
| Creating a Corporate "Culture of Quality" | |
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| |
| Tools for Quality Control | |
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| |
| Supplier Programs | |
| |
| |
| Quality Circles | |
| |
| |
| Control Charts | |
| |
| |
| Best Practices and Benchmarking | |
| |
| |
| The Challenge of Global Competition | |
| |
| |
| The Least You Need to Know | |
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| |
| |
| Doing Well by Doing Good | |
| |
| |
| Society, Business, and the Law | |
| |
| |
| Business Law | |
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| |
| Anti-Trust | |
| |
| |
| Consumer Protection | |
| |
| |
| Product Liability | |
| |
| |
| Bankruptcy | |
| |
| |
| Business Organization | |
| |
| |
| Contracts | |
| |
| |
| Real Estate and Insurance | |
| |
| |
| Employment | |
| |
| |
| Intellectual Property | |
| |
| |
| Securities Regulation | |
| |
| |
| Uniform Commercial Code | |
| |
| |
| Taxation | |
| |
| |
| Rules and Regulations | |
| |
| |
| What Does This Mean to Managers? | |
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| About Business Ethics | |
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| Hot Legal and Ethical Topics | |
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| Do the Right Thing | |
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| The Least You Need to Know | |
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| Career Management in a Changing World | |
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| What Is the Goal of Career Management? | |
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| Take Care of Yourself | |
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| Plan Ahead and Have a Plan "B" | |
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| Know the Environment | |
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| Meanwhile, Out in the Real World | |
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| Be Promotable--and Employable | |
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| Crank Up Your Performance and Gain Visibility | |
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| Work Hard | |
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| Learn the Business | |
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| Project a Positive, Problem-Solving Image | |
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| Exhibit Solid Personal Habits | |
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| Ways to Increase Your Visibility | |
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| The Job Search | |
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| Constant Readiness | |
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| All-Out Effort | |
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| Flexible Approaches | |
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| Emotional Supports | |
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| Should You Get an MBA? | |
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| The Least You Need to Know | |
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| Management and Business Organizations | |
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| Banking | |
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| Career | |
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| Finance and Accounting | |
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| General Management | |
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| Human Resources Management | |
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| Manufacturing and Operations Management | |
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| Marketing and Sales | |
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| MIS and Information | |
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| Strategic Planning | |
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| MBA Lingo | |
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| Index | |