18 October 2008 
Practice Test #2, Chapters 7, 8, 10 & 11
Practice test click below to download file.
7, Understanding the Management Process
8. Creating a Flexible Organization
10. Attracting and Retaining the Best Employees
11. Motivating and Satisfying Employees and Teams
The Alert Student will “find a friend” and work with a study-buddy to compare answers to prepare for this examination.
14 October 2008
Sales Training Humor from IBM, Number Two
This is sales training and more from IBM. Number two.
Here we learn,
1. Sales as metaphor…or simile.
2. The importance of titles.
3. The visual impact of a full room.
4. What to do with your hands during a presentation, and your coat…and your shoes.
5. Heart-Breaking cold calling.
6. Art of War and selling (Kill What You Eat, maybe?)
7. Short messages can sell. If repeated.
11 October 2008
Humor in Sales
Mainframe: The Art of the Sale, Lesson One
This two minute video demonstrates,
1. The challenge of sales management
2. Market segmentation
3. Determining Price Points
4. Cold Calling
5. New product introduction
6. Giving a speech
7. Sales motivation
8. Asking probing questions
9. Sales lead generation
10. Features, Advantages, Benefits
All in two minutes, 15 seconds. From IBM. (Everyone thought IBM was humorless. Well, they’re not laughing now.)
Thank you to David Meerman Scott in The New Rules of Marketing and PR.
4 October 2008
5 Steps to Professional Management; 8 Oct, 2008
Solutions to Your Management Problems,
by Jack Yoest
Managers work to control events, instead of events controlling them.
They anticipate the future . . . adapt to the present. . . and learn from the past.
* * * The Managing Management Time™ class trains managers
how to apply this philosophy to their own leadership challenges * * *
Are you running out of time…while your staff runs out of work? If your management skills need to be sharpened, join us at the Northern Virginia Community College, Arlington.
Who: Managers who need to get in control of events or to better influence results
What: An introduction to Managing Management Time™
1. Vocational vs Management Time
2. Molecule of Management
3. Followership and Leadership
4. Management and Sales
5. Development of Direct Reports
When: Wednesday, October 8, 2008, 4:00 to 5:30pm
Where: NVCC, Rm 304, 4600 N Fairfax Dr, Arlington, VA, 22203
Behind Holiday Inn. See Map.
Why: Improve managerial effectiveness
Cost: No Charge. Registration is required. Parking is limited.
Since 1960, over one million people have been trained in our practice of management. The MMT class teaches you, the manager, to leverage your management time, and the time of your team, to get more done.
Harvard Business Review published Management Time: Who’s Got the Monkey? in 1974, by Bill Oncken, Jr.. The article, an edited excerpt of the MMT seminar, has gone on to become one of the two most requested reprints in the history of the Review. The training summarized in the article is sometimes called the “Monkey Management” seminar.
Jack Yoest, President of Management Training of DC, is a former Armored Cavalry Officer in Combat Arms. His military leadership training and experience guides his management philosophy at the core of Managing Management Time™. He has managed software, health care and international human resource management companies.
Jack also served in the Governor’s Office of the Commonwealth Virginia as Assistant Secretary for Health and Human Resources where he acted as the Chief Technology Officer for the secretariat. He was responsible for the successful Year 2000 (Y2K) conversion for the 16,000-employee unit. He was also a manager with a medical device start-up and helped move sales from zero to over $12 million, resulting in a buy-out by Johnson & Johnson. Jack has consulted in China and India.
Questions? www.Yoest.com, Jack@Yoest.org, or call Jack at 202.215.2434 to save your spot.
Class reading: