Bücher von Silvio Wilde

Seminar paper from the year 2009 in the subject Leadership and Human Resource Management - Miscellaneous, grade: 1,3, University of applied sciences, Neuss, language: English, abstract: 1. Introduction1.1 Focus of this scientific abstractToday¿s extremely competitive global market place requires a greater level of competences and skills of sales staff. Especially in times of financial crisis and a high degree of uncertainty, customers demand mutual trust and sales professionals. They expect to receive individualized solutions to their problems and not as 30 years ago a nice smile and a warm welcome. As this relies on all service industries, we defined the financial sector as the focus of our scientific abstract, in order to narrow the mass down and to create a comparable basis.The over 200 identified competencies in over 30 categories that are required for an efficient selling, explain the complexity of the selling process . Therefore, the need of implementing a human resource development program is quite obvious. The question of the right approach to this problem will be specified by the following hypothesis:Coaching - Efficiency enhancement and motivation? - Effects of coaching on sales staffIn the course of this scientific abstract we are going to examine this hypothesis by referring both to the theory and the practice, represented by Atradius AG and Commerzbank AG. Atradius is the second largest credit insurance company in the world, therefore mostly a global player. Commerzbank is the leading German universal bank with the focus on small and medium sized enterprises (SMEs) and private customers. Both are eminent organizations of the financial sector and highly dependent on the quality and profitability of their sales staff.1.2 General definition of coachingAlthough there is no single agreed upon the definition of the term ¿coaching¿, numerous [...]

Research Paper (undergraduate) from the year 2013 in the subject Leadership and Human Resources - Management Styles, grade: 1,7, University of applied sciences, Düsseldorf, language: English, abstract: Authentic leaders and authentic leadership have become more and more important in times of fierce competition. Against the background of the increasing economic importance of leadership, this assignment investigates what the facets of an authentic leader are. The target group of this assignment are leader who want make itself to a more authentic leader.Today, many companies are facing the problem of having a respected leader who can empower employees to achieve goals. With authentic leadership, a leader is able to make employees to followers, to increase the team performance and to have an open communication. This practice-oriented investigation therefore focuses on communication. Although the effects of communication between sender and receiver are known over the years, leaders often use simple responses rather than showing commitment to employee's needs.To sum up, authentic leadership includes both the 'doing' factor (the way how a leader is doing something) and the 'being' side (the inner attitude). At the end of the day, it is the individuals' behavior that plays a pivotal role in the work climate. The optimization of leadership style is therefore indispensable in our today's business environment.

This book presents the interrelationship between customer knowledge management, customer focus and soft skills. It also provides concrete advice on how the management of customer knowledge can be optimized.

This book focuses on theoretical and practical applications of Knowledge Management and Customer Relationship Management, including a case study that investigates knowledge management in both the administrative and the operational area of a concrete company.