Making sense of business : a no-nonsense guide to business skills for managers and entrepreneurs / Alison Branagan.

by Branagan, Alison [author.]Looking glass.

Publisher: London, England : Kogan Page, 2009.Description: [x], 182 pages : illustrations (black and white) ; 24 cm.ISBN: 9780749454869; 0749454865.Subject(s): EntrepreneurshipLooking glass | New business enterprises -- ManagementLooking glass | ManagementLooking glassNote: Includes bibliographical references.
Item type Home library Collection Class number Status Date due Barcode Item reservations
Short loan London College of Fashion
Main collection
Printed books 658.11 BRA (Browse shelf (Opens below)) Available 54209538
Total reservations: 0

Enhanced descriptions from Syndetics:

Enterprising individuals and business managers often feel that they need to acquire new skills and brush up on existing ones in order to achieve targets, make money and avoid making elementary mistakes.

Making Sense of Business, with a foreword by Sir James Dyson, will help you to do just that, with expert guidance on key skills such as selling, presentation and negotiation and advice on developing your self-confidence and learning to work creatively. There is no advantage in devising an imaginative sales pitch if no one has the confidence to carry it off. There is equally no benefit in having good interpersonal skills if after striking a deal, the contract is signed without a thorough understanding of its contents, only to discover later that the agreement is a bad one, full of loopholes and liabilities.

With illustrated mind maps and creative exercises, Making Sense of Business encourages fresh ways of thinking, helping you to learn new skills and achieve success.

Includes bibliographical references.

Table of contents provided by Syndetics

  • About the author (p. viii)
  • Foreword (p. ix)
  • Acknowledgements (p. x)
  • Introduction (p. 1)
  • 1 What is enterprise? (p. 4)
  • Business knowledge versus enterprise skills (p. 5)
  • What are enterprise skills? (p. 7)
  • 2 Understanding risk (p. 10)
  • Judging risk (p. 11)
  • How to analyse risk (p. 12)
  • 3 Managing enterprising minds (p. 18)
  • Managing a team-enterprise (p. 19)
  • Team-enterprise and risk management (p. 20)
  • Minimizing the risk of failure (p. 21)
  • 4 How to focus (p. 25)
  • How do you gain focus? (p. 26)
  • Vision (p. 29)
  • Goals (p. 31)
  • Achieving team goals (p. 34)
  • 5 The importance of networking (p. 38)
  • Why network? (p. 40)
  • Social networks (p. 42)
  • Beyond the comfort zone (p. 46)
  • How to network (p. 48)
  • 6 Knowing your customer (p. 55)
  • Who is your customer? (p. 56)
  • Develop an inquiring mind (p. 57)
  • Understanding the mind of customers (p. 60)
  • Value to the customer (p. 62)
  • 7 How to sell (p. 67)
  • The sales process (p. 67)
  • How to structure a sales pitch (p. 69)
  • Practical things to think about (p. 71)
  • Customer not happy? (p. 73)
  • 8 Managing time wisely (p. 79)
  • How time is used (p. 81)
  • Valuing time (p. 82)
  • The business cake theory (p. 83)
  • Seven segments of business time (p. 87)
  • 9 Legal and ethical matters (p. 94)
  • Crime (p. 96)
  • Ethics (p. 97)
  • Risks and insurance (p. 99)
  • Intellectual and industrial property (p. 100)
  • Contracts (p. 104)
  • Other important laws (p. 105)
  • Tax (p. 107)
  • 10 How to present yourself (p. 111)
  • Seven steps to successful presentation (p. 111)
  • Improving daily communication (p. 121)
  • 11 Negotiation (p. 125)
  • Preparation (p. 127)
  • Principles (p. 128)
  • Tactics (p. 131)
  • Presentation (p. 134)
  • Seven steps to successful negotiation (p. 136)
  • 12 Keeping positive (p. 145)
  • Mindset (p. 145)
  • Environment (p. 146)
  • Dealing with rejection (p. 149)
  • Cultivating a positive mindset (p. 149)
  • 13 Creative thinking (p. 155)
  • Why is it needed? (p. 155)
  • How is it cultivated? (p. 156)
  • Being resourceful (p. 159)
  • Creative problem solving (p. 159)
  • Publicity stunts (p. 163)
  • 14 Planning your next move (p. 168)
  • Goals and vision (p. 169)
  • Importance of innovation and technology (p. 170)
  • Managing growth (p. 171)
  • In conclusion (p. 174)
  • Glossary (p. 177)
  • Further reading (p. 180)

Author notes provided by Syndetics

Alison Branagan is a business consultant with a particular interest in creative fields, in which she is an experienced business adviser and lecturer. She has established courses at a number of London universities and conducts master classes for the Association of Illustrators. She has also devised and facilitated many community enterprise projects for business and third-sector organizations. Many professional bodies have commissioned her to write web-based guides, speak at seminars and develop enterprise programmes for their members.

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