Thomas A. Cook – författare

Mastering Global Business Development and Sales Management focuses on the importance of companies and executives recognizing that their organization is sales driven, and that there is a definite pronounced connection between sales and all other aspects of how a company operates. It details the sales manager''s role in developing sales personnel, delivering new business to the organization, and otherwise becoming a driving force for the overall prosperity of the company. This book differentiates itself by providing the essence of international sales management.

Driving Risk and Spend Out of the Global Supply Chain provides a complete picture of the various risks multinational firms face when they operateoverseas and engage in foreign purchasing and sales, import and export trade, and global logistics. Thomas A. Cook, a subject matter expert on global trade management, supplies readers with step-by-step guidance on how to develop an airtight global risk strategy. This second book in The Global Warrior Series presents a blueprint and operational strategy for executives to consider when charged with the responsibility of reducing risks and costs in their global supply chains. The book reviews a number of key factors, including:

The book examines all the areas where spend can be reduced and details a specific strategy to help readers reduce spend without compromising values. Providing the most comprehensive and up-to-date compilation of material and tactics currently available for international business professionals, the text supplies a clear understanding of the steps readers must take before taking any action to reduce risk and spend in their import, export, and domestic supply chain operations.

Much of your company’s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must know, but more importantly, it also describes how to use negotiation skills, leveraged options, and Incoterms to extract the maximum benefits from your supply chain.At the end of the day, landed costs determine pricing and profits. As such, the book clearly explains how landed cost modeling works and how you can use these business models to leverage supply chain options. Illustrating how Inco terms impact compliance and risk, it details options to help you reduce your exposure to risk as well as best practices to help you steer clear of compliance issues that can cause costly delays.Managing global supply chains is about constantly striving for efficiency, driving down costs, and increasing profits. With this book, you will not only learn how to negotiate better contracts, but you will also learn how to manage relationships with freight forwarders and customhouse brokers in a manner that will help you get the most value from your service agreements.The book establishes a very simple, yet comprehensive, roadmap that both the neophyte and the more experienced global supply chain executive can easily follow and master. By following the time-proven advice and roadmap detailed in these pages, you will learn that it is possible to engage in more deals and increase your returns, while reducing your overall risk exposure.Thisbook is part of The Global Warrior series.

If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives.

In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author’s 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume:

Change has become an absolute constant in the business world. That’s good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.

This book compares the basic skillset of domestic purchasing to that of global purchasing. It provides a very detailed blueprint and best practices guide for avoiding costly mistakes and improving purchasing effectiveness. It also details supply chain globalization impacts on freight, logistics, customs issues, managing foreign suppliers, risk mitigation, and profit potential improvement. It differentiates itself from other books as being more comprehensive, detailed, and broad reaching into every aspect of purchasing on an international scale.

Every company is recognizing the critical importance of protecting its customer base by raising the bar of its customer service prowess. Excellence in Managing Worldwide Customer Relationships identifies the risks companies face when expanding their business model in both domestic and overseas markets and offers solutions, strategies, and a structure to minimize obstacles when selling to domestic and foreign markets while satisfying customers and developing new business.

This fifth book in the Global Warrior Series looks at the obstacles in customer service management and provides a 10-step process for developing a best-practices approach that offers the best opportunity for excellence, world class initiatives, and high client satisfaction and retention levels. It focuses on technology, along with other measures and how it can be utilized in customer service relationships that will enhance the customers’ loyalty. As companies grow within their North American markets and internationally, the book will also look at customer service in home markets, as well as in global operations, cultural issues, and expanding into world markets.

This book focuses on the new challenges created for managers by the recent recession. Executives need to learn new skills and run companies delivering results under an entirely new set of conditions and working environments. This book analyzes these issues and provides step-by-step guidance on how to improve decision making. It provides readers with management tools that enhance the opportunity for positive growth and better results. The book maintains a focus on the changes in the new economy and how to manage successfully in this new environment.

In the past 30 years, more companies have begun to develop sourcing and purchasing initiatives in foreign markets. Additionally, U.S.-based export sales have grown to their highest levels. What this growth means is increased exposures. Tied into this increase is a general lack of experience for those executives engaged in global trade with understanding international and supply chain risks and providing cost-effective solutions to their companies benefit.

This book outlines all the critical issues in understanding global risk management and establishes a workable structure, outline, and action plan for corporate executives as a blueprint to follow.

The primary deliverables of the book are:

If you believe that the answer no is but a request for more information and understand that the best closing questions are rhetorical, you understand the basic art of sales. If you can teach that art to others, you have the makings of a good sales manager. But not all good sales managers are equal; some are forward thinking enough to be good leaders as well as managers. To be a leader you have to see failures as opportunities to learn and you have to understand the best way to respond to any challenge is to anticipate it before it arrives.

In The Art of Mastering Sales Management, Thomas Cook shares the proven practices and principles of good salesmanship that have made him a highly successful businessman and one of the most sought-after sales trainers in the world today. Written for those managers and executives who want to elevate the performance of their entire teams in this age of globalization and minimal margins, the book provides core lessons supported with cases studies garnered during the author’s 35 years of hands-on experience over a diversity of businesses. This engaging and timely volume:

Change has become an absolute constant in the business world. That’s good news for those who are prepared to respond rather than merely react. The Art of Mastering Sales Management, will helps become a creative problem-solver. Heed its advice and turn your sales people from common employees into contributing committed stakeholders.

Much of your company’s success in global trade will be determined by how well you manage contracts and agreements for sale or purchase. Mastering the Business of Global Trade: Negotiating Competitive Advantage Contractual Best Practices, Incoterms, and Leveraging Supply Chain Options explains the key elements any international business person must know, but more importantly, it also describes how to use negotiation skills, leveraged options, and Incoterms to extract the maximum benefits from your supply chain.At the end of the day, landed costs determine pricing and profits. As such, the book clearly explains how landed cost modeling works and how you can use these business models to leverage supply chain options. Illustrating how Inco terms impact compliance and risk, it details options to help you reduce your exposure to risk as well as best practices to help you steer clear of compliance issues that can cause costly delays.Managing global supply chains is about constantly striving for efficiency, driving down costs, and increasing profits. With this book, you will not only learn how to negotiate better contracts, but you will also learn how to manage relationships with freight forwarders and customhouse brokers in a manner that will help you get the most value from your service agreements.The book establishes a very simple, yet comprehensive, roadmap that both the neophyte and the more experienced global supply chain executive can easily follow and master. By following the time-proven advice and roadmap detailed in these pages, you will learn that it is possible to engage in more deals and increase your returns, while reducing your overall risk exposure.Thisbook is part of The Global Warrior series.

Driving Risk and Spend Out of the Global Supply Chain provides a complete picture of the various risks multinational firms face when they operateoverseas and engage in foreign purchasing and sales, import and export trade, and global logistics. Thomas A. Cook, a subject matter expert on global trade management, supplies readers with step-by-step guidance on how to develop an airtight global risk strategy. This second book in The Global Warrior Series presents a blueprint and operational strategy for executives to consider when charged with the responsibility of reducing risks and costs in their global supply chains. The book reviews a number of key factors, including:

The book examines all the areas where spend can be reduced and details a specific strategy to help readers reduce spend without compromising values. Providing the most comprehensive and up-to-date compilation of material and tactics currently available for international business professionals, the text supplies a clear understanding of the steps readers must take before taking any action to reduce risk and spend in their import, export, and domestic supply chain operations.

This book focuses on the new challenges created for managers by the recent recession. Executives need to learn new skills and run companies delivering results under an entirely new set of conditions and working environments. This book analyzes these issues and provides step-by-step guidance on how to improve decision making. It provides readers with management tools that enhance the opportunity for positive growth and better results. The book maintains a focus on the changes in the new economy and how to manage successfully in this new environment.

Every company is recognizing the critical importance of protecting its customer base by raising the bar of its customer service prowess. Excellence in Managing Worldwide Customer Relationships identifies the risks companies face when expanding their business model in both domestic and overseas markets and offers solutions, strategies, and a structure to minimize obstacles when selling to domestic and foreign markets while satisfying customers and developing new business.

This fifth book in the Global Warrior Series looks at the obstacles in customer service management and provides a 10-step process for developing a best-practices approach that offers the best opportunity for excellence, world class initiatives, and high client satisfaction and retention levels. It focuses on technology, along with other measures and how it can be utilized in customer service relationships that will enhance the customers’ loyalty. As companies grow within their North American markets and internationally, the book will also look at customer service in home markets, as well as in global operations, cultural issues, and expanding into world markets.

In the past 30 years, more companies have begun to develop sourcing and purchasing initiatives in foreign markets. Additionally, U.S.-based export sales have grown to their highest levels. What this growth means is increased exposures. Tied into this increase is a general lack of experience for those executives engaged in global trade with understanding international and supply chain risks and providing cost-effective solutions to their companies benefit.

This book outlines all the critical issues in understanding global risk management and establishes a workable structure, outline, and action plan for corporate executives as a blueprint to follow.

The primary deliverables of the book are: