LEADER 01645cam0-2200529---450- 001 990000054040203316 005 20090107153724.0 010 $a88-204-8661-X 035 $a0005404 035 $aUSA010005404 035 $a(ALEPH)000005404USA01 035 $a0005404 100 $a20000914d1995----|||y0itay0103----ba 101 1 $aita 102 $ait 105 $aa---||||001yy 200 1 $aProject management$ela gestione di progetti e programmi complessi$fRussell D. Archibald$gintroduzione di Sandro Mascia 210 $aMilano$cF. Angeli$d1995 215 $a446 p.$d22 cm. 225 2 $aAzienda moderna$h186 300 $aTit. orig.: Managing high-technology programs and projects 410 0$a12001$aAzienda moderna 610 $aAziende$aGestione 676 $a658.4 700 1$aARCHIBALD,$bRussell D.$0106808 801 $aIT$bSALBC$gISBD 912 $a990000054040203316 951 $a658.4 ARC 2 (IRA 6 358)$b14079 Ing.$cIRA 6$d00009896 959 $aBK 979 $c20000914$lUSA01$h1724 979 $c20000919$lUSA01$h1047 979 $c20000919$lUSA01$h1520 979 $c20001019$lUSA01$h1055 979 $c20001019$lUSA01$h1452 979 $c20001019$lUSA01$h1500 979 $c20001019$lUSA01$h1537 979 $c20001024$lUSA01$h1513 979 $c20001027$lUSA01$h1518 979 $c20001027$lUSA01$h1522 979 $c20001110$lUSA01$h1709 979 $c20001124$lUSA01$h1206 979 $c20020403$lUSA01$h1613 979 $aPATRY$b90$c20040406$lUSA01$h1605 979 $aRSIAV3$b90$c20090107$lUSA01$h1537 996 $aProject management$964897 997 $aUNISA bas $agiu LEADER 04375nam 2200625 450 001 9910828344703321 005 20200520144314.0 010 $a1-281-12647-0 010 $a9786611126476 010 $a0-8144-2939-4 035 $a(CKB)1000000000366056 035 $a(EBL)1638692 035 $a(OCoLC)871224383 035 $a(SSID)ssj0000075012 035 $a(PQKBManifestationID)11115794 035 $a(PQKBTitleCode)TC0000075012 035 $a(PQKBWorkID)10126934 035 $a(PQKB)10003791 035 $a(Au-PeEL)EBL1638692 035 $a(CaPaEBR)ebr10843698 035 $a(CaONFJC)MIL112647 035 $a(CaSebORM)9780814408735 035 $a(MiAaPQ)EBC1638692 035 $a(EXLCZ)991000000000366056 100 $a20050809h20062006 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aFundamentals of sales management for the newly appointed sales manager /$fMatthew Schwartz 205 $a1st edition 210 1$aNew York :$cAMACOM,$d[2006] 210 4$dİ2006 215 $a1 online resource (225 p.) 300 $aIncludes index. 311 $a0-8144-0873-7 327 $aCover; Title Page; Copyright Page; Table of Contents; Acknowledgments; Chapter 1. Transitioning to Sales Management: New Responsibilities and Expectations; Going from ''Selling'' to ''Managing''; Understanding the Current Sales Culture; Understanding who is on the Current Team; The Challenges of Being on Two Teams at Once; Embracing Change; The Big Picture-Short- and Long-Term; What's Next?; Chapter 2. It's All About Communication; Listening Skills; The Theory Behind Communication Styles; The Origins of DISC Theory; The Four-Quadrant System; How Roles and Situations Affect your Style 327 $aWorking with People with Different StylesStrategies for Improving Communications; Running an Effective Meeting; Presentation Skills; Chapter 3. Sales Planning: Setting the Direction for the Sales Team; Aligning the Corporate Strategy with the Sales Team; Where Sales Fits in the Corporate Structure; The Customer-Centric Organization; Marketing's Relationship to Sales; Creating a Plan; Characteristics of a Good Plan; Continuous Planning; Assessing the Business; Chapter 4. Time Management, Territory Planning, and Sales Forecasting; Time Management; The Art of Delegating; Sales Territory Planning 327 $aChapter 5. Recruiting, Interviewing, and Hiring the Very BestEnhancing your Current Team; Developing Specific Criteria for the Selection Process; Optimal Sources for Recruiting; The Number one Rule in Recruiting: Constantly Recruit; Ensuring a Positive Interview Process; The Written Offer; Firing is Inevitable; Chapter 6. Building the Environment for Motivation: Compensation Plans, Recognition, and Rewards; Classical Motivation Theory; Sales Compensation and Incentives Planning; Benefits and the Total Compensation Package; Nonfinancial Incentives-Rewards and Recognition 327 $aChapter 7. Training, Coaching, and Counseling: When and how to Apply EachMethods of Training Based on Learning Styles; The Core Concepts of Reinforcement; The Development of Winners; Coaching and Counseling; Goal-Setting Sessions; Chapter 8.Stepping up to be a True Leader; The Characteristics of a Team; Matching your Team with your Customer's Team; The Evolution of a Team; Time to Lead; Index 330 $aEasy-to-understand and filled with realistic examples and immediately usable strategies, Fundamentals of Sales Management for the Newly Appointed Sales Manager helps you understand what it takes to be a great sales manager, allowing you to avoid many of the common first-time sales management mistakes, and be successful right out of the gate. Dispensing with dry theory, the book helps you understand your new role in the organization, and how to thrive simultaneously as both a member of the management team, and as a team leader. 606 $aSales management 606 $aManagement 615 0$aSales management. 615 0$aManagement. 676 $a658.8/1 700 $aSchwartz$b Matthew$f1969-$01661720 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910828344703321 996 $aFundamentals of sales management for the newly appointed sales manager$94017834 997 $aUNINA LEADER 05108nam 2200625Ia 450 001 9910830678103321 005 20230721032628.0 010 $a1-281-32006-4 010 $a9786611320065 010 $a0-470-98766-9 010 $a0-470-98765-0 035 $a(CKB)1000000000536070 035 $a(EBL)351664 035 $a(OCoLC)437218872 035 $a(SSID)ssj0000269638 035 $a(PQKBManifestationID)11213155 035 $a(PQKBTitleCode)TC0000269638 035 $a(PQKBWorkID)10247832 035 $a(PQKB)10635859 035 $a(MiAaPQ)EBC351664 035 $a(EXLCZ)991000000000536070 100 $a20080221d2008 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aWearable robots$b[electronic resource] $ebiomechatronic exoskeletons /$fedited by Jose? L. Pons 210 $aChichester, England ;$aHoboken, NJ $cWiley$dc2008 215 $a1 online resource (360 p.) 300 $aDescription based upon print version of record. 311 $a0-470-51294-6 320 $aIncludes bibliographical references and index. 327 $aWearable Robots; Contents; Foreword; Preface; List of Contributors; 1 Introduction to wearable robotics; 1.1 Wearable robots and exoskeletons; 1.1.1 Dual human-robot interaction in wearable robotics; 1.1.2 A historical note; 1.1.3 Exoskeletons: an instance of wearable robots; 1.2 The role of bioinspiration and biomechatronics in wearable robots; 1.2.1 Bioinspiration in the design of biomechatronic wearable robots; 1.2.2 Biomechatronic systems in close interaction with biological systems; 1.2.3 Biologically inspired design and optimization procedures 327 $a1.3 Technologies involved in robotic exoskeletons1.4 A classification of wearable exoskeletons: application domains; 1.5 Scope of the book; References; 2 Basis for bioinspiration and biomimetism in wearable robots; 2.1 Introduction; 2.2 General principles in biological design; 2.2.1 Optimization of objective functions: energy consumption; 2.2.2 Multifunctionality and adaptability; 2.2.3 Evolution; 2.3 Development of biologically inspired designs; 2.3.1 Biological models; 2.3.2 Neuromotor control structures and mechanisms as models; 2.3.3 Muscular physiology as a model 327 $a2.3.4 Sensorimotor mechanisms as a model2.3.5 Biomechanics of human limbs as a model; 2.3.6 Recursive interaction: engineering models explain biological systems; 2.4 Levels of biological inspiration in engineering design; 2.4.1 Biomimetism: replication of observable behaviour and structures; 2.4.2 Bioimitation: replication of dynamics and control structures; 2.5 Case Study: limit-cycle biped walking robots to imitate human gait and to inspire the design of wearable exoskeletons; 2.5.1 Introduction; 2.5.2 Why is human walking efficient and stable? 327 $a2.5.3 Robot solutions for efficiency and stability2.5.4 Conclusion; Acknowledgements; 2.6 Case Study: MANUS-HAND, mimicking neuromotor control of grasping; 2.6.1 Introduction; 2.6.2 Design of the prosthesis; 2.6.3 MANUS-HAND control architecture; 2.7 Case Study: internal models, CPGs and reflexes to control bipedal walking robots and exoskeletons: the ESBiRRo project; 2.7.1 Introduction; 2.7.2 Motivation for the design of LC bipeds and current limitations; 2.7.3 Biomimetic control for an LC biped walking robot; 2.7.4 Conclusions and future developments; References 327 $a3 Kinematics and dynamics of wearable robots3.1 Introduction; 3.2 Robot mechanics: motion equations; 3.2.1 Kinematic analysis; 3.2.2 Dynamic analysis; 3.3 Human biomechanics; 3.3.1 Medical description of human movements; 3.3.2 Arm kinematics; 3.3.3 Leg kinematics; 3.3.4 Kinematic models of the limbs; 3.3.5 Dynamic modelling of the human limbs; 3.4 Kinematic redundancy in exoskeleton systems; 3.4.1 Introduction to kinematic redundancies; 3.4.2 Redundancies in human-exoskeleton systems; 3.5 Case Study: a biomimetic, kinematically compliant knee joint modelled by a four-bar linkage 327 $a3.5.1 Introduction 330 $aA wearable robot is a mechatronic system that is designed around the shape and function of the human body, with segments and joints corresponding to those of the person it is externally coupled with. Teleoperation and power amplification were the first applications, but after recent technological advances the range of application fields has widened. Increasing recognition from the scientific community means that this technology is now employed in telemanipulation, man-amplification, neuromotor control research and rehabilitation, and to assist with impaired human motor control. Logical in st 606 $aRobotics in medicine 606 $aProsthesis 615 0$aRobotics in medicine. 615 0$aProsthesis. 676 $a617.9 676 $a617/.9 676 $a629.892 701 $aPons$b Jose? L$0858489 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910830678103321 996 $aWearable robots$94020368 997 $aUNINA