What for do I write books? In order to share my practical exploratory studies, which were stored during the years of my activity in organizational consulting, trainings and coaching sessions. In the process of books writing I systemize and structure my experience. I would like to give to my readers tool set for conducting negotiations, organizing sales, motivating staff, setting goals, taking decisions and many other procedures, necessary in business.
My books are a hybrid of a manual, collection of cases and author’s analysis of theory and practice for the topic and subject of examination. Books work in connection with my trainings. If somebody does not have a possibility to come to my training, he could buy a book. Besides, if somebody visited my training, a book can provide prolongation of this effect.
Philosophy of a modern business is a philosophy of a negotiating process. The idea, which lies inside this approach, is quite simple and utilitarian: competitive advantage of any company is a sum of qualitative incoming resources, used tools and technologies, professionalism of the managing team, of operatives and salesmen.
«Motivation of trading teams» – is combination of 20% of profitable theory and 80% of actual practice. The author analysis the meaning of the basic motivation terms, as well as connection between motivation and corporate culture, type of management and business structure. Models and mechanisms of motivations are disclosed in the form of cases from practice of trading enterprises, working on Russian market B2B.