salesperson-customer analysis


recommended literature

Michael Hammer, „Agenda 21“, 1st edition, Prague, 2002

The book is considered basic literature for successful managers. The book is dealing with the key relations between enterprises and customers. Dr. Dr. Michael Hammer is one of the most important representatives of the world management, he´s the architect of the reengineering conception. He´s revealing the secret of the best and the most successful enterprises in the book.

John P. Kotter, „Leading change”, 1st edition, Prague, 2000

Addresses processes inside organizations and tries to find such a internal functioning which would orient the process towards the customer.

Philip Kotler, „Marketing management“, 1st edition, Prague, 1992

A basic marketing coursebook. Describes basic principles how does the marketing work. It is the most extended publication on marketing in the world. Prof. Philip Kotler is the most acknowledged world authority of the today´s marketing. The book is very interesting e.g. in the description of the competitor´s behaviour according to many factors. The competition can be leaded by many goals.

W.Chan Kim, Renée Mauborgne, „Blue Ocean Strategy“, 1st edition, Prague, 2006

The book is trying to show the ways how to cruise through blue oceans and how to avoid the red oceans. On the basis of an easy system it is thus trying to show different approach possibilities how to keep from the competition and how to be different.

Heribert Meffert, „Marketing Management“, 1st edition, Prague, 1996

C.K. Prahaland, Venkatram Ramaswamy, „The Future of Competition: Co-Creating Unique Value With Customers, 1st edition, 2005

Peter M. Senge, „The Fifth Discipline: The Art and Practice of the Learning Organization“, 1st edition, Prague, 2007

A very demanding book for highly educated and professionally very proficient managers. This bestseller describes how can the organizations get off “learning disabilities”. The solution is to acquire strategies enabling the team efforts and developing new ways of thinking. There are five disciplines that express the new skills of the learning organization: mental models, personal mastership, commonly shared visions, team learning and system thinking.

Robert S. Kaplan, David P. Norton, „Balanced Scorecard – Measures That Drive Performance“, 4th edition, 2005

The book shows a list of instruments the companies need for the evaluation of the enterprises.

Michael Armstrong, „Handbook of human resource management practice“, 8th edition, 2002

The book is the basic “coursebook” for top managers, because they are the real key personnel officers. It is the most known book in the area of human resources. Michael Armstrong used to be a personnel officer himself, originally in industries, later he held the position of personnel director in a publishing company.

Stephen P. Robbins, Mary Coulter, „Management“, 7th edition, Prague, 2004

Generally it can be said the book is in most of its chapter an introduction to particular issues and describes only basic connections.

Stefan F. Gross, „Intelligence in Relations“  3rd arranged edition, Prague, 2010

Stefan F. Gross is a highly accomplished expert in the field of communication with customers. The book brilliantly describes key importance in setting of relations. The book describes what is lately being found the most important: social communication among people.

Stephen R. Covey, “The Seven Habits of Highly Effective People”, 1989

Dr. Covey is a founder and president of the Covey Leadership Center, an international company with more than 250 employees. The Center cooperates with several thousands of organizations on implementation of the leadership based on principles. From this sentence the goal of the book is obvious. It concentrates on principles and routine every top manager needs to adopt. Such a manager is a real leader, his leadership is charismatic, based on charismatic behaviour, he is able to captivate people by his enthusiasm, he is competent in his taska, he is credible in relations, he is empathic, he can listen, he prefers the win/win principle and he uses synergies. Much like in the book „Intelligence in Relations“ the main idea of the book is: the ability to communicate is the most important art of life.


Comments are closed.