Developing masterful management skills for international business

著者

• Cook, Thomas A.

書誌事項

Developing masterful management skills for international business

Thomas A. Cook

（The global warrior series / series editor, Thomas A. Cook）

CRC Press, c2019

• : hardback

注記

Includes index

内容説明・目次

内容説明

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.

目次

Contents Foreword .............................................................................................xvii Preface ..................................................................................................xix Acknowledgments ...............................................................................xxi Author ............................................................................................... xxiii Chapter 1 Understanding and Executing Successful Leadership and Management ............................................ 1 Defining Leadership and Management .....................................2 Innate or Learned? ........................................................................5 Quality Leadership Skills ............................................................7 These Traits Can Be Both Represented or Argued as Positives and Negatives ..............................................................10 They Are All Positive and Negative to an Extent ...................10 Where Do We Stand as Individuals in All These Traits? ......11 And How Do We Know Where We Really Stand? ................11 Chapter 2 Business Management Skill Sets ..................................... 13 Business Management 101 .........................................................13 Finance .........................................................................................14 Communication ..........................................................................14 Be a Student Always...............................................................15 Be Articulate ...........................................................................16 Be Interesting..........................................................................16 Be Direct, No Nonsense ........................................................17 Utilize Storytelling ................................................................18 Create Feedback .....................................................................19 Be Timely ................................................................................19 Make Sure Your Points Are Understood by Keeping It as Simple as Possible ...............................................................19 Do Not Waste People's Time ............................................... 20 Learn to Speak to Groups, Publicly, and to Utilize PowerPoint ............................................................................. 20 Create a "Communication Style" .........................................21 Project Management ..................................................................21 Problem Resolution ....................................................................24 Stop the Bleeding ...................................................................25 Assessment ..............................................................................25 Strategy ....................................................................................26 Action ......................................................................................26 Reassessment ..........................................................................27 Revision ...................................................................................27 Outreach ................................................................................. 28 Mitigation .............................................................................. 28 Closure.....................................................................................29 Negotiation ................................................................................. 30 Time Management .....................................................................31 Delegating .............................................................................. 34 Time Management and Communicating ................................35 People Skills .................................................................................36 Business Development ...............................................................37 Growth Strategies .......................................................................38 Raising the Bar of Sales Management .................................38 In Organic Sales ................................................................38 Creating a Viable Sales Strategy ..........................................39 Hiring Quality Business Development and Sales Personnel .................................................................................41 Building a Sales Pipeline of Opportunity .......................... 43 Creating an Inventory of Prospects .................................... 44 Closing More Deals .............................................................. 46 Price ........................................................................................ 46 Customer Service ...................................................................47 Specific Sales Strategy .......................................................... 48 Concluding Remarks ............................................................ 48 Operations ...................................................................................49 Strategic Planning as an Operational Responsibility ............52 Strategic Planning Considerations ......................................52 Mantra ................................................................................52 Goals and Deliverables .....................................................53 Specific .....................................................................................53 Measurable ..............................................................................53 Attainable ................................................................................53 Contents * xi Relevant .................................................................................. 54 Time Frame............................................................................ 54 Collaboration ......................................................................... 54 Chapter 3 Financial Considerations ................................................. 57 Financial Controls ......................................................................57 Controlling Spend through Procurement Management .......61 Senior Management's Role in Procurement .......................61 Overview ............................................................................61 Sourcing ..............................................................................63 Purchasing..........................................................................63 Vendor Management ............................................................ 66 The RFP Tool in Managing the Purchasing Function ......67 Risk Management in Procurement .................................... 68 Summary .....................................................................................70 Chapter 4 Going Global-The Business Case to Go Global: Foreign Purchasing and Export Sales ............................. 71 The "Case" to Go Global ............................................................72 Export Sales ............................................................................73 Choice of INCO Terms .....................................................75 Utilization of Freight Forwarders ...................................76 Landed Costs .....................................................................77 Competitive Pressures ......................................................77 Trade Compliance Issues .................................................77 Use of Distributors and Agents .......................................78 Global Expansion ..............................................................78 Global Sourcing ......................................................................79 Foreign Asset Expansion ......................................................79 Developing the Skill Sets of Global Business ..........................79 Understanding Foreign Cultures ........................................ 80 Understanding Import and Export Operations, Regulations, and Procedures ............................................... 80 Global Supply Chain..............................................................81 International Legal, Accounting, and Finance Issues ......82 International Marketing, Sales, and Customer Service ..... 82 Technology on a Global Scale ..............................................85 International Purchasing ..................................................... 86 Benefits to Americans and the World ................................ 88 Foreign Purchasing ................................................................... 88 Sourcing Globally: Senior Managements Guide to "Twelve Key Best Practices" ................................................ 88 Trade Compliance and Regulatory Responsibilities..............92 Buying Internationally: Import Supply Chain ..................93 Duties and Fees .................................................................94 Harmonized Tariff Classification ...................................94 Country of Origin Marking ............................................95 Trade Compliance with Customs .................................. 96 Reasonable Care Standard .............................................. 96 Customhouse Brokers ................................................... 100 Internal Supervision and Control .................................103 Supply Chain Security ....................................................104 Invoice Requirements .....................................................106 Bonds ................................................................................107 Record Retention .............................................................108 Selling Internationally: The Export Supply Chain ..........109 Government Agencies Responsible for Exports .........109 International Traffic in Arms Regulations ..................110 Export Administration Regulations.............................110 Commerce Control List ..................................................111 Electronic Export Information .....................................112 U.S. Principal Party in Interest .....................................112 Schedule B Number/Harmonized Tariff Number ......113 Valuation ..........................................................................113 Recordkeeping Requirements .......................................114 Denied Party Screening .................................................114 Embargoed Country Screening ....................................114 Consularization and Legalization ................................115 Solid Wood Packing Material Certificates ..................115 Preshipment Inspections ................................................116 Free Trade Affirmations .................................................116 Getting Paid .....................................................................116 Customs-Trade Partnership against Terrorism Benefits .....117 Background ...............................................................................118 Contents * xiii Customs-Trade Partnership against Terrorism Approach and Guiding Principles ......................................... 120 External Factors ....................................................................... 122 Customs-Trade Partnership against Terrorism for Exporters ................................................................................... 122 Additional Consideration: Drawback, Free Trade Agreements, Foreign Trade Zones, and Bonded Warehouses ............................................................................... 123 Chapter 5 Mastering Business Development ................................. 125 Developing an International Business Strategy ...................125 Understanding the Cultures of the World ........................... 126 Business Culture ..................................................................127 Considering Cultural Factors .............................................127 Twelve Steps to Building a Successful International Business Model .....................................................................132 E-Commerce in Global Trade ................................................ 134 Creating an E-Commerce Website Globally .........................148 Step 1-Select a Domain Name .........................................148 Using Country-Level Domain Codes ...........................148 Internationalizing Your Domain Name ......................148 Step 2-Register with Search Engines ..............................149 Step 3-Choose a Web Host ...............................................149 Step 4-Website Content: Localize and Internationalize ....................................................................150 Step 5-Execute Orders ......................................................151 Policy-Advice ...................................................................152 Chapter 6 Decision Management ................................................... 155 Better Decision Making: Qualitative versus Quantitative ......................................................................... 155 Understand the Decision ....................................................161 Mine .......................................................................................161 Build a Team .........................................................................163 Establish Preliminary Findings .........................................163 Build a Metrics and Quantitative Model ..........................164 Evaluate Qualitative Criteria ..............................................164 Complete the Analysis ........................................................164 Make the Decision and Implement ...................................165 Follow-Up and Tweak .........................................................165 Emotional Intelligence ........................................................165 Chapter 7 Delivering Successful Negotiations .............................. 171 Defining What We Want to Accomplish in Negotiation and Developing a Strategic Plan .............................................172 Goal Setting ..........................................................................172 Assessment ............................................................................173 Mining ...................................................................................173 Planning ................................................................................173 Action ....................................................................................174 Tweaking ...............................................................................174 Closure...................................................................................174 Negotiating Globally ................................................................174 The Essence of Compromise ...................................................175 Trust Is the Critical Asset ........................................................176 Chapter 8 Building the Sustainable Business Model ..................... 189 Overview of the Sustainable Business Model .......................189 The Ten Steps of Sustainable Business .................................. 190 Integrative Management ..........................................................191 Developing and Managing Team Initiatives.........................194 Team Building ......................................................................194 Collaboration ...................................................................194 Camaraderie ....................................................................194 Effective Delegation ........................................................195 Mentoring Effectiveness .................................................195 Crossing Company Silos ................................................196 Better Results ...................................................................196 Choosing Team Members ...................................................196 Managing the Team .............................................................197 Commercial Example ...............................................................197 Cyber Security Issues in Global Trade ..................................199 Avoiding Costly Mistakes ...................................................199 Overview of Cyber Security .............................................. 200 Cyber Security Impacts ...................................................... 200 Application Security ...................................................... 200 Information Security ..................................................... 200 Network Security ............................................................201 Disaster Recovery and Continuity Planning ............. 202 Operational Security...................................................... 202 Technology Bullying ...................................................... 202 End-User Education and Training .............................. 202 Cyber Security Cases .......................................................... 203 Best Practices in "Mitigating" Potential Security Issues ...................................................................................203 Assessment ...................................................................... 204 Professional Support ...................................................... 204 Mindset ... Cyber Security Is a Very Real Threat! ...... 204 Establish Cyber Security Initiative .............................. 204 Train and Educate Staff ................................................. 205 Personnel Issues in Cyber Security .................................. 205 Additional International Cyber Concerns ...................... 205 Appendix ............................................................................................ 207 Index .................................................................................................... 323

「Nielsen BookData」 より

詳細情報

• NII書誌ID(NCID): BD05716286
• ISBN:
  • 9781482226102
• LCCN: 2018004043
• 出版国コード: us
• タイトル言語コード: eng
• 本文言語コード: eng
• 出版地: Boca Raton
• ページ数/冊数: xxiv, 331 p.
• 大きさ: 25 cm
• 分類:
  • LCC : HD62.4
  • DC23 : 658/.049
• 件名:
  • LCSH : International business enterprises -- Management
• 親書誌ID:
  • BB15786749