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performance appraisal 52–3 recruitment 34–52, 178
performance indicators 147 advertisements 38–9, 40–1, 42
personal objectives 27–9 internal applicants 40–1
personal strategy 30 interviews 39, 45–51
personality types 65–7 job experience 48
personnel departments 178 job performance 36–7, 40
PEST+ analysis 20–2, 105, 240 job purpose 35–7, 40
poaching employees from a competitor job standards 38, 40
major accomplishments 36–7, 40
42–3 need to recruit 35
political analysis 20 pay and conditions 43
Porter, Michael 244 poaching from a competitor 42–3
positioning 240 psychometric tests 44–5, 60
posture 181 references 51
power xv, xvii, 69, 97–8 screening applicants 44
Power of Influence xxix using recruitment specialists 41–2
pragmatic leaders 93–4
Prahalad, Chris xi, xviii, xxiii references 51
price earnings ratio 240 referent power 98
pricing strategy 146, 240–1 Reichheld, Frederick 141
problem solving 114–24, 126 relationship marketing 241
repeat purchases 241
and creativity 121–3 research and development 241–2
involvement of others 120 resources xvii, 242
morphological analysis 118–19 return on capital employed 136
reverse engineering 118–19 return on total assets 136
productivity growth 199 reverse engineering 118–19
products reward power 98
balanced offering 231 reward systems xvii, 43
branding 232 right person for the right job 26–7
life cycles 119, 149 rights of employees 37
loss leaders 239 risk taking 85–6, 105–7
positioning 240 Robson, Ian 202
product lines 148–9 rough change concept 198
star products 242 rust out 35
tertiary brands 243
profit margins 136 salaries xix, 43
profits and losses 6, 130, 134–5, 241 sales forces 242
promotion prospects 84, 94–8 sales plans 146
promotions and marketing 146, 148 sales reporting 147
psychometric tests 44–5, 60, 64 sales skills 176–86
public domain software 241
influence psychology 183–6
quality circles 204–5 obstacle handling questions 183
question marks 241 presenting ideas/products 185–6
questioning techniques xxviii–xxix, questioning techniques 180–3
sanction power 98
180–1 screening job applicants 44
quick ratio 135 semi-closed questions 181–2
Seward and Gers learning transfer
rat psychology 74–5
ratio analysis 135–6 study 201
share capital 242
price earnings ratio 240 Shenson, Howard 6, 149
reach of advertising 153
Index 251
