Random Quotes from New Books This June

Jacket art, The Accidental SalespersonThe Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve, Second Edition by Chris Lytle

“In the 1970s, I would get into my orange Gremlin and go see my prospects and customers. Today, I can do one webinar and talk with dozens or hundreds of people at a time. That’s a great way to leverage an hour. This is no windshield time to take away from selling. I can work, via Skype, with a web consultant in New Zealand. Granted, it’s not the same as looking a person in the eye or lunching at the club. But the ability to interact with more people in a day makes embracing Sales 2.0 a smart idea.” (page 66)

Jacket, How to Land a Top-Paying Federal JobHow to Land a Top-Paying Federal Job: Your Complete Guide to Opportunities, Internships, Resumes and Cover Letters, Networking, Interviews, Salaries, Promotions, and More!, Second Edition by Lily Whiteman

“If you are ultimately denied a security clearance, your target agency might only inform you of your denial with a vague explanation, such as, ‘We have determined that you would not be a good fit with our agency.’ If you are informed as such, ask for a specific reason for your denial. Also, request an opportunity to appeal your rejection and an opportunity to redo your polygraph, if you even suspect that your polygraph results were the deal breaker. Support your request by citing any factors that may mitigate your liabilities and reasons any problematic polygraph results may have produced false negatives (i.e., your answers were true, but registered as false).” (page 68)

Jacket, The Management Training Tool KitThe Management Training Tool Kit: 35 Exercises to Prepare Managers for the Challenges They Face Every Day byAlan Clardy, Ph.D.

“After a month or so of orientation and break-in, David Randle was regularly given assignments by his boss, Peter Gilmore. For example, one major assignment Peter gave to David involved proposed prices changes in Republic’s line of life insurance policies. These policies were a major income producer for Republic. Recent changes in the prices for similar products by the competition were beginning to put pressure on the profit margins of these products. Republic needed to maintain a strong and sound competitive posture in this sales area. This was a major, long-term study that would take about six or seven months to complete. During the period in which Peter was trying to hire a supervisor, he ‘babysat’ the project. Once David was hired, Peter was more than happy to turn over the project to him. ” (page 19)

Jacket, Recruiting, Interviewing, Selecting & Orienting New EmployeesRecruiting, Interviewing, Selecting & Orienting New Employees, Fifth Edition by Diane Arthur

“In addition, no matter how sophisticated a test may be, it does not always correctly identify all individuals who use drugs. Temporary abstinence, faked samples, and false negatives are all obstacles to accurately identifying drug abusers. Also, few tests are able to differentiate users from abusers–an important distinction. Hence, the relationship between testing positive for substance abuse and job performance is debatable.” (page 235)

Jacket image, The Small-Business Guide to Government ContractsThe Small-Business Guide to Government Contracts: How to Comply with the Key Rules and Regulations . . . and Avoid Terminated Agreements, Fines, or Worse by Steven J. Koprince

“Your small business cannot be awarded a government contract without a Taxpayer Identification Number (TIN). A TIN is used to identify your company for Internal Revenue Service purposes, including your tax returns. (Note that the FAR refers to the number as a TIN while the IRS calls it an Employer Identification Number or EIN.) Unless your company is brand-new, you probably already have a TIN. So why are we discussing the requirement here? Small government contractors sometimes form joint ventures as limited liability companies (LLC). Because an LLC is a new entity, you must obtain a TIN for your joing venture, even if both parters to the joint venture already have their own TINs. ” (page 204)

Want to sample other AMACOM books? Check out our Random Quotes from New Books series.

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