With the technology of the new millennium continuing to advance, there has been an increased interest in participatory forms of science fiction, fantasy, and horror entertainment such as role-playing and computer games, websites, and virtual reality settings. People seem to have a desire to go beyond the ordinary and well into the fantastic. This work is a compilation of new essays (all but one never before published) written by experts in both electronic and non-electronic game genres, covering computer games, web pages, Internet role-playing, interactive movies, table-top games, live-action role-playing, ghost hunts, action figures and amusement park rides. They cover a variety of viewpoints as to how and why people become so engrossed with virtual reality–type activities.
Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.
Lawyers involved in international commercial transactions know well that unforeseen events affecting the performance of a party often arise. Not surprisingly, exemptions for non-performance are dealt with in a significant number of arbitral awards. This very useful book thoroughly analyzes contemporary approaches, particularly as manifested in case law, to the scope and content of the principles of exemption for non-performance which are commonly referred to as 'force majeure' and 'hardship.' The author shows that the 'general principles of law' approach addresses this concern most effectively. Generally accepted and understood by the business world at large, this approach encompasses principles of international commercial contracts derived from a variety of legal systems. It's most important 'restatements' are found in the 1980 United Nations Convention on Contracts for the International Sale of Goods (CISG) and the UNIDROIT Principles of International Commercial Contracts (UPICC). Establishing specific standards and "case groups" for the exemptions under review, the analysis treats such recurring elements as the following: contractual risk allocations; unforeseeability of an impediment; impediments beyond the typical sphere of risk and control of the obligor; responsibility for third parties (subcontractors, suppliers); legal impediments (acts of public authority) and effect of mandatory rules; involvement of states or state enterprises; interpretation of force majeure and hardship clauses; hardship threshold test; frustration of purpose; irreconcilable differences; comparison with exemptions under domestic legal systems (impossibility of performance, frustration of contract, impracticability) The book is a major contribution to the development of the use of general principles of law in international commercial arbitration. It may be used as a comprehensive commentary on the force majeure and hardship provisions of the UPICC, as well as on Art. 79 of the CISG. In addition, as an insightful investigation into the fundamental question of the limits of the principle of sanctity of contracts, this book is sure to capture the attention of business lawyers and interested academics everywhere.
This resource serves to educate lawyers and business professionals on how to draft the many types of "boilerplate" provisions, a legal term that refers to the standardized, one-size-fits-all provisions of a contract. Each chapter tackles one of 20 provisions and analyzes why it is important, the key legal and business issues raised, and how to draft the provision to suit a particular transaction. Such analysis not only helps readers better understand how to draft these provisions in their contracts, but also helps them better understand the other party's process.
Designing an incentive plan to turn sales reps into sales superstars! If you're like most sales leaders, your incentive program is a constant challenge, as you try to jumpstart sales, energize a geographically dispersed and autonomous workforce, and motivate salespeople to achieve ambitious revenue goals. And sometimes it seems like you just don't know what works; your products and markets are changing, the incentive program that was so successful last year no longer produces the desired results, or perhaps the generous incentive program you created has yielded a corps of highly paid salespeople who spend most of their time on existing clients and minimal time generating new business -- and threaten to walk away with your customer base if you scale back paychecks! Incentive programs are seductively powerful but complicated instruments. Without careful planning and implementation, they can be too stingy to motivate, too complex to understand, too quick to reward mediocre results, and too difficult to implement. But a well-designed and implemented incentive program is an essential tool for building a motivated, highly effective sales force that delivers the results you need. The Complete Guide to Sales Force Incentive Compensation is a practical, accessible, detailed roadmap to building a compensation system that gets it right by creating motivating incentives that produce positive outcomes. Packed with hundreds of real-life examples of what works and what doesn't, this important guide helps you: Understand the value of building an incentive plan that is aligned with your company's goals and culture. Avoid the common trap of overusing incentives to solve too many sales management problems. Measure the effectiveness of your current incentive program, employing easy-to-use tools and metrics for pinpointing its weak spots. Design a compensation plan that attracts and retains successful salespeople, including guidelines for determining the correct pay level, the best salary incentive mix, the proper performance measures, and the right performance payout relationship. Select an incentive compensation plan that works for your organization -- then test the plan before it is launched. Set territory-level goals that are fair and realistic, and avoid overpaying the sales force because goals are too easy, or demoralizing salespeople by having goals that are too difficult or not fairly assigned. Create and manage sales contests, SPIFFs (Special Performance Incentive for Field Force), and recognition programs that consistently deliver the intended results. Manage a successful transition to a new compensation plan and build efficient administration systems to support your plan. Every year, corporations spend $200 billion compensating their sales forces, with extremely mixed results. Make sure every dollar you spend is helping to achieve your goal of creating an empowered, effective sales force that drives your company's success. Packed with ready-to-use formulas and assessment tools and a wealth of insights from frontline sales managers and executives, The Complete Guide to Sales Force Incentive Compensation is your hands-on, easy-to-read playbook for crucially important decisions.
This updated edition includes an examination of force majeure in French law, the drafting of force majeure clauses, its usage in shipbuilding contracts, and the application of commercial impracticality under article 2-165 of the Uniform Commercial Code.
Since the UK Border Force was separated from the UK Border Agency, it has met some important objectives such as reducing queuing times. To provide value for money, however, it needs to perform effectively and in a sustained way across the full range of its activities. Border Force officers reported that staff shortages and the requirement to prioritize full passenger checks while managing queue times often prevented their performing other important duties, such as checking freight. In addition, during the first months of 2012-13, the Border Force's performance in some of its activities, such as seizures of cigarettes and counterfeit goods, entry refusals and detecting forgeries, was below target. The Home Office's internal auditors confirmed that the 2012 Olympics and wider resourcing issues had an effect on the Border Force's ability consistently to resource customs controls. The Border Force's workforce lacks organizational identity. The Border Force consists largely of officers who previously worked in separate customs and immigrations agencies, who typically still identify themselves as 'ex-customs' or 'ex-immigration'. To meet the demands the Border Force is recruiting more staff. Despite this, there are continuing staff shortages at the border. The Border Force has not established whether it has the resources it needs to deliver all its objectives. It needs to deploy staff flexibly to respond to its competing demands, but is prevented from doing this as efficiently as possible because almost a fifth of its workforce is employed under terms and conditions that restrict working hours to fixed periods during the week
One of the most significant post-Cold War issues is the future of the U.S. Army's reserve components. Although National Guard and Army Reserve units fought well in the first Persian Gulf war, Jeffrey Jacobs warns that Americans should not be sanguine about their ability to perform effectively in future conflicts. Having served in the active Army as well as both the Guard and the Reserve, Jacobs offers a unique perspective on the current missions, structure, and policies of the Army and the impact of the reserve system on its readiness for combat. From both active and reserve points of view, Jacobs describes the current limitations and deficiencies inherent in the separate structures of the Army's three disparate components. He finds the roots of many of the reserves' problems in their strong ties to traditions and politics. The solutions he proposes focus on integrating the three components into a true Total Army -- in fact as well as in rhetoric. Such reforms will affect several sacred cows, including state control of the National Guard, the weekend drill system, and the geography-based reserve system. Much has been written about the reserves, but few recent writers have proposed such far-reaching reforms. Jacobs's controversial proposals will interest those who make, influence, and study military policy. Here is a stimulating and thought-provoking consideration of a vital aspect of America's defense posture.
Focuses on the changing school population, changing expectations for the elementary school, and the changing view of how children learn. Primarily designed to be used as a road map for the school team of teachers, parents, and administrators, this report points the way for elementary education reform to help bring a "rich and rigorous education to all students." One of the most significant statements on the reform and restructuring of elementary education in the U.S. Award-Winner! Over 100,000 copies sold! Illustrated.
"Functional Testing in Human Performance" offers a unique and comprehensive reference of functional testing for assessment of physical activities in sport, recreation, work, and daily living.
Designed to meet the unique needs of physical therapist assistants, Fundamental Orthopedic Management for the Physical Therapist Assistant, 3rd Edition focuses on critical thinking and helps you apply fundamental orthopedic principles in physical therapy interventions. Clear explanations cover basic concepts such as the PTA's role in physical assessment of flexibility, strength, endurance, and balance, along with the specifics of tissue healing; medications; gait and joint mobilization; and an introduction to biomechanics. It also describes the application of therapeutic interventions for many orthopedic conditions by region and affliction. Edited by two experienced clinicians, Gary A. Shankman and Robert C. Manske, and written by contributors who are experts in their respective fields, this is your one-stop source for PTA practice in orthopedics.
This is a print on demand edition of a hard to find publication. Contents: (1) Introduction; (2) Background: Proposed 313-Ship Fleet; FY 2010 Shipbuilding Request; (3) Oversight Issues for Congress: Adequacy of Proposed 313-Ship Fleet: Adequacy of Shipbuilding Plan for Maintaining 313 Ships; Shortfalls Relative to 313-Ship Goals; Affordability of Shipbuilding Plan; (4) Legislative Activity for FY 2010: FY 2010 Defense Authorization Act; FY 2010 DoD Appropriations Act; Resolution Directing Submission of FY 2010 30-Year Shipbuilding Plan; Legislation on Individual Shipbuilding Programs. Appendixes: (A) December 2009 Press Reports About Draft FY 2011 30-Year Shipbuilding Plan; (B) Adequacy of Planned 313-Ship Fleet; (C) Size of the Navy and Navy Shipbuilding Rate. Charts and tables.
As sales managers are encouraged to manage increasingly global territories, the art of selling becomes complicated and the rules of negotiation more diverse. This absorbing book considers the many facets of cross-cultural sales management, to provide salespeople and managers with a guide to making the most of the global sales force. Topics covered include: * cross-cultural negotiations * hiring, training, motivating and evaluating the international sales force * Customer Relationship Management (CRM) * sales territory design and management. Included in the book are ten international case studies designed to give sales students, salespeople and their managers an explanation of diverse cultures and the dilemmas, situations and opportunities that arise when selling across borders. The experienced international authors have brought together the most up-to-date information on the global marketplace - a subject neglected by many other texts. While still tackling sales from a managerial perspective, its cross-cultural approach makes it essential reading for those wishing to succeed in global sales.