Walter Vieira – författare

The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. It is also an interesting, quick revision for senior sales managers who want to revisit the theory of sales management, in a painless, and perhaps, entertaining way.Covering the entire range of functions of a sales manager, the book has been thoroughly revised and includes plenty of illustrations, Real-life anecdotes and caselets to match the changes in the business environment.

Value is a most misunderstood and misused word. As it becomes fashionable to create value, more companies are rushing towards the creating value mantra. In so doing, they forget value starvation and value destruction. This book is about value starvation. Value starvation is what happens when you deny a customer very basic needs in doing business with you (and often this is done unwittingly or because companies are too busy “creating Value”). Value starvation occurs when a company posts an old address that is no longer valid, or fails to update a product spec, or does not allow you access to the right person for your solution. An example is an airline changing a flight timing and failing to inform you, or sending your bags to the wrong destination, or a hotelier denying you a hotel room that has been prepaid. Value destruction happens when, knowingly or unknowingly, companies destroy value. This book shows you how to recognize value starvation, how to avoid it and how to prevent it. This will make you and your companies more effective, more customer-centric, and more successful.

This is not a standard book on management. It does not attempt to take the reader through the process of planning, forecasting, organising, delegating, motivating, monitoring, controlling and communicating in a sequential order, as in Fayol′s wheel of managerial functions. Instead, it goes ′beneath the skin′ of management as it were, to discuss issues that are not normally dealt with either in speech or in writing.

Watch Walter Vieira talk about Manager to CEOManager to CEO is a guide to understanding and surviving in the corporate environment. Designed to give professionals a comprehensive overview of the modern workplace, this book covers a wide range of issues that managers face in organizations as they move up the corporate ladder.

The 5Gs of Family Business is an inspiring book for business-owning families—entrepreneurs, inheritors, promoters and family members with an urge to grow at 5G speed in this VUCA world! Running a successful family business is not about having a professional degree or capital; it is about a unified vision, common values, collective goals and aligned roles of the owner-families to fulflll a dream. This book is an amalgamation of management theories and practices, and anecdotes and stories encompassing five dimensions essential for the success and longevity of any family business: Genesis, Growth, Gen-next, Governance and Giving back.  Family business founders and successors must increase their cumulative knowledge and deepen their understanding of the complexities of managing a family business to enable their progress from SMEs to large enterprises, and for large enterprises to stay relevant and benefit not just the family but also the community and nation.