Canadian Manager articles from March 1997

Canadian Manager archives from March 1997

Workers find ways to personalize their workspace.
March 22, 1997... According to a recent Steelcase Workplace Index survey, 85% of office workers can't resist customizing their work space with personal objects. Their tastes range from the predictable - photos of friends and family, radios or CD players - to the...

Maximizing employee performance through progressive discipline.
March 22, 1997... In the last issue we examined the legal considerations and pitfalls of progressive discipline. This issue outlines how effective discipline methods can help you get the most out of your staff. Joanne is a manager in a medium sized company who...

When talking makes things worse. (strategic communication)
March 22, 1997... This is the first of four excerpts based on the new book/audio book, When Talking Makes Things WORSE! Resolving Problems When Communication Fails (Whitehall & Nolton, 1997), available to CIM members at a 20% discount. To purchase the book, call...

Breaking the 'hand-to-mouth' sales cycle. (selling technique)
March 22, 1997... The Long-Term Strategy that Produces Short-Term Results The higher the priority for making sales, the more vulnerable the sales effort. The possibilities for reaching sales goals drop as the emphasis on sales quotas goes up. Stressing...

How to succeed in business by really trying. (importance of quality service)
March 22, 1997... What is the elusive quality that separates successful entrepreneurs from idle dreamers? Answer: Exceptional service. Successful executives apply it in developing loyal customers and in eliminating the cause of complaints fast and fairly,...

Russia's expanding consumer sector.
March 22, 1997... Small and medium sized business will have the potential to make the greatest gains as they make the transition to a full market economy in Russia. Mainly this expansion is taking place in the retail sector. Now that shops are selling vast...

A smart office. (Geoplex building in Toronto, Canada)
March 22, 1997... from the Knowledge Report, Fall '96, Steelcase Canada Ltd. We've all heard that because technology allows us to work anywhere and any time, the days of big, sprawling central office locations are numbered. So... will we just work from our cars...

Handling the dreaded price objection.
March 22, 1997... What's the number one sales objection in today's economy? The price objection, of course. We get it so often that you'd think we'd have developed an answer for it by now. Unfortunately, most salespeople don't take the time to prepare a proper...