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By Peter Lawrence

In response to first-hand interviews with managers world wide, the e-book offers clever and considerate insights into the most important international developments and concerns influencing firms at the present time.

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The struggle for planning permission, granted or withheld by local authorities, breaks the same way, and is often the subject of black humour in the building industry.

Just one thing, it emerged, the proportion of potential customers seen by appointment. Again it makes good sense. An appointment system will tend to screen out the non-serious showroom visitor, those who just want to fantasize about the cars and enjoy the air-conditioning in the showroom. It is also a much more efficient way of using the salesperson’s time; avoid the peaks and troughs, be busy all the time, and with more serious sales prospects. But of course if your salespeople are working more efficiently, you need fewer of them.

Of course door-to-door selling has little future for insurance companies in the age of the Internet; Lloyds-TSB is the result of an earlier takeover so that some branch and personnel rationalization was always to be expected. Or the Heinz redundancies are to fall on its struggling tuna and pet food lines – Starkist tuna and 9-lives pet food – as the International Herald Tribune reported in March 2001. The other fascinating thing about de-manning is the way that it keeps popping up, not always intended, often as an effect of something else.

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