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Business & ManagementMarketing & Public RelationsHRM & TrainingTransport & LogisticsCareers & TestingConsumer Reference

Kogan Page

www.kogan-page.co.uk

October 2004 – March 2005

New Books & Bestselling Titles

MARKETING, PUBLIC RELATIONS & SALES 3

BUSINESS & MANAGEMENT 10

HUMAN RESOURCE MANAGEMENT & TRAINING 18

INTERNATIONAL BUSINESS 20

TRANSPORT, LOGISTICS & DRIVING 22

CAREERS, TESTING & EDUCATIONAL REFERENCE 24

PERSONAL FINANCE & CONSUMER REFERENCE 30

TITLE INDEX 34

AUTHOR INDEX 35

AGENTS & REPRESENTATIVES 36

CONTENTS

KOGAN PAGE120 Pentonville Road London N1 9JN UK tel: +44 (0) 20 7278 0433 fax: +44 (0) 20 7837 6348email: [email protected] website: www.kogan-page.co.uk

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3MARKETING, PUBLIC RELATIONS & SALES

$58.95 Hardback 0 7494 4257 3 320 pages + 16 page colour plates section 234x156mm October 2004 £18.99 Hardback 0 7494 4259 X 352 pages 234x153mm November 2004

BRAND ROYALTYHow the World's Top 100 Brands Thrive and SurviveMatt Haig

• 100 global case studies with 'lessons learned'• Entertaining, lively and practical • Packed with interviews with key industry players• Full colour plate section

Brand Royalty is more than simply the mostcomprehensive collection of brand success stories ever.It will help businesses and students to easily identify thefactors behind these successes, and to place them into abroader business and social context.

Brand Royalty is entertaining, lively and practical, withcommentary from consumers, psychologists, advertisingexecutives, sociologists, marketing academics, brandmanagers, historical figures and business owners. Itargues, controversially, that consumers and businessesshare equal responsibility for the brands whichsurround us.

The cases are grouped as:

• Innovation brands • Pioneer brands • Distraction brands• Streamlined brands • Muscle brands • Distinctionbrands • Status brands • People brands • Responsibilitybrands • Broad brands • Emotion brands • Designbrands • Consistent brands • Advertiser brands• Distribution brands • Speed brands • Evolution brands

Matt Haig is an independent consultant advisingorganizations on creating integrated marketing andbranding solutions. He is also the author of BrandFailures, Mobile Marketing, E-PR: The Essential Guideto Public Relations on the Internet, The Sunday TimesGuide to E-Business Essentials and E-Mail Essentials (allpublished by Kogan Page).

"Matt Haig's pen portraits of the world's 100elite brands are well researched, pithy andinsightful. Brand Royalty is an essential who'swho for anyone seeking to do business with thebest managed brands, or anyone who wants tocompete with them" —Terry Hunt, Chairman,EHSBrann & co-author of Scoring Points

TALESPINPublic Relations Disasters — Inside Stories & Lessons LearnedGerry McCusker

• An eye-opening exposé of real-life PR disasters fromaround the world

• Packed with case studies with ‘lessons learned’• Powerful stories from the worlds of politics, sports,

music, business media and big brands• Entertaining, candid, compelling and shocking • Expert advice on damage limitation

From the top celebrities who have publicly slated theirsponsor's products to corporate photocalls that were adisaster waiting to happen, Talespin entertaininglyexposes some of the world's most infamous and alsounreported PR disasters, showing how crisis managementhelped or hindered. Essential for PR professionals,consultants, directors of communication and students ofPR, for the rest of us, it’s just a great read.

Cases include:

• Martha Stewart's insider trading scandal • Starbucksand 9/11 • Coca-Cola and Pepsi — pollution in India• Nestle and Ethiopia's debt • the unsafe Ford Explorer• Berlosconi and his Nazi jibe • David Beckham v. AlexFerguson • Vodafone and the streakers • Esso Australia• McDonald's McLibel case • Wan Dan and the ChinaNews Agency • Tony Blair and the David Kelly affair• South Africa's Nando's • Proctor & Gamble andSatanism • Microsoft's Windows XP • Abercrombie &Fitch's thongs

Gerry McCusker has over 20 years' experience ofworking at a senior level in PR and advertising. Based inAustralia, he runs his own consultancy, CordCommunications, and is the media training director ofpublic speaking consultancy Kissing-With-Confidence.

Previously announced.

"The media’s obsession with 'infotainment'forces PR people to dress up or ‘sex-up’information in order to secure media coverage.All over the world we see catastrophic errors ofjudgement leading to the continual twinning ofthe terms ‘PR’ and ‘disaster’. Talespin takes acandid look at how these errors have occurredand how they could have been avoided."—Gerry McCusker

4 MARKETING, PUBLIC RELATIONS & SALES

$82.95 Paperback 0 7494 4298 0 400 pages + CD ROM 246x189mm October 2004

KEY MARKETING SKILLSStrategies, Tools and Techniques for Marketing Success2nd EditionPeter Cheverton

• Fully updated, extensively revised and expanded new edition• New international case studies• New sections on Key Account Management, Direct Marketing and Budgeting• Free CD ROM and access to a self-audit process, as well as updated case studies

Not just another 'introduction to marketing', Key Marketing Skills is a complete action kit for turningstrategy into reality. Taking you through the entire planning process, it shows you how to:

• conduct a market audit • build your marketing strategy • prepare a robust marketing plan • developan unique value proposition • build alignment throughout the supply chain • implement your plan

Extensively revised and updated, this new edition has been expanded to include brand new internationalcase studies and planning models. Together with sections on brand management, how to brief anagency and how to conduct a self-assessment health check, this book provides all the necessary toolsand guidance to make marketing happen.

"All marketing lecturers find this bookmost useful . . . it is replacing Mr Kotleron both the strategic and tactical partsof our course." —Mats Engström,IHM Business School, Sweden

KEY ACCOUNT MANAGEMENTIN FINANCIAL SERVICESTools and Techniques for Building StrongRelationships with Major ClientsPeter Cheverton, Bryan Foss, Tim Hughesand Merlin Stone

• First book devoted exclusively to this subject• Uses specific, tailored examples and case studies from the global

financial services sector• Shows how to identify, attract and keep major customers• Free CD ROM providing KAM analysis software and planning tools

Peter Cheverton's Key Account Management has established itself asthe leading book on the subject. This new book was prompted by thehuge up-take for his KAM Masterclass seminars and workshops fromfinancial services companies worldwide. It offers specific advice onmarketing and selling financial products, with real-world examples andinternational case studies.

Compiled from original in-depth research and interviews, this book takesthe reader through the process of understanding, analysis, planning,implementation and performance monitoring.

This is an essential resource for sales and marketing staff in the financialservices sector, financial service trade organizations and studentsstudying marketing and finance.

$199.95 Hardback 0 7494 4187 9 352 pages + CD ROM246x189mm November 2004

FROM IDEA TO PROFITHow to Market Innovative Productsand ServicesConsultant Editors:Adam Jolly & Jeremy PhilpottPublished in association with the DTI, the PatentOffice, the Design Council & Cap Gemini

• Invaluable advice from the leading exponents ofinnovation in business

• Practical strategies for bringing new ideas andproducts to market

• Contributors include Cap Gemini's Innovation Centre,Euro RSCG, Saatchi & Saatchi, Interbrand, theInnovators' Club and Science Ventures

The literature of innovation is full of calls to become morecreative: but it has less to say on the reality of turningideas into profit. The beneficiaries of innovations are oftennot the inventors, but those better able to exploit anidea's potential.

This book will help innovators gain full value from theircreativity. It combines the experience of innovativecompanies with the expertise of academics and advisors,bringing together the best of current thinking and practice ininnovation, strategy, marketing, design, intellectual propertyand finance.

Adam Jolly is a business writer and editor. He is currentlyworking on projects with the DTI, the Institute of Directorsand the Design Council. Jeremy Philpott works in thePatent Office's marketing and information division.


$54.95 Paperback 0 7494 4219 0 208 pages234x153mm January 2005

Peter Cheverton is Director of Insight Marketing and People Ltd, a leading international marketing training consultancy working in more than 30 countries throughout Europe,the Far East and the US whose clients include some of the world's major blue chip companies such as ICI, Zeneca, Guinness, Roche, BMW and Dulux. He is also the authorof Key Account Management (3rd edition, 2004), also published by Kogan Page.

CONSUMER INSIGHTHow to Use Data and Market Research toGet Closer to Your CustomerMerlin Stone, Alison Bond and Bryan FossPart of the Market Research in Practice seriesPublished in association with the MRS, IBM& Ogilvy One

• Explains how to use customer data for bettermarket research

• Packed with the latest research, models and tools• Written by leading experts on data marketing,

customer service and CRM

Consumer Insight provides market researchers withknowledge of database marketing and CustomerRelationship Marketing techniques. It comprehensivelycovers the classic areas that marketers focus on: knowingwho and where your customers are, what they do, whatthey buy and what they would like to buy. It also exploreshow customers' thoughts, feelings, objectives andstrategies influence their behaviour.

Consumer Insight will help market researchers to gain anunderstanding of what customer management actually is,what information is used, and how this information needsto be planned to support customer management.

Merlin Stone is IBM Professor of Relationship Marketingat Bristol Business School. Alison Bond is a director ofABA Research Ltd. Bryan Foss is with IBM GlobalFinancial Services.

$59.95 Paperback 0 7494 4292 1 304 pages234x153mm October 2004

THE ADVERTISED MINDNew Insights into How our BrainsRespond to AdvertisingErik du PlessisPublished in association with Millward Brown

• A unique synthesis of theories of memory andlearning, as developed by neurologists andpsychologists, with the practice of advertising

• Based on an extensive survey of audience responsesto a database of over 20,000 ads

Advertising research organizations have been trying foryears to measure the effectiveness of advertising.

Recent research by Erik du Plessis and his colleagues atAdtrack South Africa, and subsequently at MillwardBrown, shows that the strongest factor predicting successis not the scheduling rate, but how much anadvertisement is liked.

In this book, Erik du Plessis draws on information aboutthe working of the human brain from psychologists,neurologists and artificial intelligence specialists to suggestwhy 'ad-liking' is such an important factor in establishing afirm memory of an advertisement and predisposingconsumers to buy. He explores what 'ad-liking' reallymeans, and suggests how use of this paradigm couldlead to a new phase in the ongoing effort to obtainmaximum return from advertising spend.

Erik du Plessis is a former advertising agency mediadirector. He is the President of Johannesburg researchagency Impact Information, with its Adtrack system ofmonitoring the memorability of television advertising.Millward Brown is one of the world’s leading marketresearch companies.

EFFECTIVE INTERNALCOMMUNICATIONLyn SmithPart of the Public Relations in Practice seriesPublished in association with the Institute ofPublic Relations

• Covers an area of growth in the current PR climate• Packed with practical examples and advice• Topical case studies bring the issues to life

In a practical and jargon-free style, this book looks at howinternal communication is conducted across the differentsectors and in organizations of differing sizes.

Topics covered include:

• what makes up internal communication • the businessrationale for IC • the audience for IC • theories intopractice • managing IC in-house • outsourcing the ICfunction • how IC differs across sectors • how the legalframework fits in • the channels used • benchmarkingand measurement of results • the effects of technology

Lyn Smith has worked as a professional communicatorfor over 30 years, in newspaper journalism and inconsultancy, and for a wide range of not-for-profitorganizations. She also lectures on public relations.

$61.95 Paperback 0 7494 4366 9 256 pages234x156mm March 2005

$48.95 Paperback 0 7494 3948 3 192 pages234x156mm February 2005

5MARKETING, PUBLIC RELATIONS & SALES

QUESTIONNAIREDESIGNHow to Plan, Structure andWrite Survey Material forEffective Market ResearchIan Brace

$59.95 Paperback + CD ROM0 7494 4181 X 304 pages234x156mm 2004

THE EFFECTIVE USE OFMARKET RESEARCHHow to Drive & Focus BetterBusiness Decisions4th EditionRobin J Birn

"A practical introduction to everythingfrom first research to identifyingcustomer attitudes." —Observer

$59.95 Paperback 0 7494 4200 X240 pages 234x156mm 2004

MARKETINTELLIGENCEHow and Why Organizationsuse Market ResearchMartin Callingham

$59.95 Paperback 0 7494 4201 8240 pages 234x156mm 2004

MARKET RESEARCHIN PRACTICEA Guide to the BasicsPaul Hague & Nick Hague


Already available inthe Market Research inPractice Series

6 MARKETING, PUBLIC RELATIONS & SALES

HOW COME YOUR BRAND ISN'TWORKING HARD ENOUGH?The Essential Guide to Brand ManagementPeter Cheverton

• A direct, practical guide for anyone charged withbuilding and defining an existing or new brand

• Gives a realistic understanding of what effectivebrand management can do for your business

• Shows how a brand can become one of your mostvaluable assets

"An invaluable addition to any office bookcase - but mayalso have a measurable impact on your company'sfortunes." —Business in Scotland

This practical book unravels good brand management,usually viewed as a complex business issue, to provide aclear understanding of such key concepts and issues as:

• where brands came from• the brand as an emotional charge• the brand as a personality• the brand as a mark of loyalty• brand architecture• the importance of a name• whether to advertise• how much it costs

HOW COME YOUR MARKETING PLANSAREN'T WORKING?The Essential Guide to Marketing PlanningMalcolm McDonald

• A hands-on explanation of key principles • Shows how to produce a working marketing plan

"Deliberately short on theory and high on applicable,practical information." —Marketing Business

"A very comprehensive survey of all the key ideas."—Argent: the Journal of the Financial Services Forum

A company's marketing plans must be relevant, realistic,usable and achievable. This book demonstrates thebenefits of rigorous marketing planning, such as:

• less conflict about 'where the company should be going'• effective co-ordination of various marketing activities • a useful framework for a continuing review of progress • matching resources to opportunities • improvedcommunication about market-related issues • know wheresales and profits are coming from

Professor Malcolm McDonald enjoys a global reputationas a leading authority on marketing. Chairman of sixcompanies, he is also Professor of Marketing and DeputyDirector at Cranfield School of Management, UK.


$24.99 Paperback 0 7494 3726 X 160 pages216x170mm March 2005

HOW COME YOU CAN'T IDENTIFYYOUR KEY CUSTOMERS?The Essential Guide to KeyAccount SelectionPeter Cheverton• A 10-step process for selecting your key accounts

"Thank heavens for a book firmly grounded in the reality ofbusiness practicalities. This really is the essential guide toidentifying and selecting your key accounts — one of themost important investment decisions your business has tomake." —Professor Malcolm McDonald, CranfieldSchool of Management

If you are involved in the business of key accountmanagement, perhaps it concerns you that the way youidentify these customers is not clear, not shared, not agreedor just plain wrong. Or maybe there is no process at all . . .If you can't identify them, how can you manage them?

Find out how to:

define your objectives • assemble the selection team• create the marketing plan • segment the market • definecustomer attractiveness • rate, weight and rank customers• make the selection • communicate with customers

HOW COME YOU DON'T HAVEAN E-STRATEGY?The Essential Guide to Online BusinessMatt Haig

• A guide to the essential steps to using the Internet asa tool for competitive advantage and growth

• Cuts through the rhetoric and technical jargon• Real-life case studies and candid comment from

businesspeople around the world• A glossary of key terms

"This slim yet succinct tome guides you through the stepsyou need to launch your internet operation on anunsuspecting world." —Internet Works

Despite all the media hype about ill-fated Internet ventures,more business is being conducted via the Web than ever.

Whatever your business, whatever its size, ignoring theInternet is no longer possible. You need an e-strategy.This book tells you everything you need to know.

Matt Haig writes regularly for the national and businesspress on all aspects of online business, and is also theauthor of several best-selling guides to the subject.


$24.99 Paperback 0 7494 3727 8 160 pages 216x170mm March 2005

Peter Cheverton is a director of Insight Marketing and People, an international training and consultancy firmspecializing in marketing and key account management, whose clients include both blue-chip multinationals andsmall owner-managed businesses. The author of the acclaimed guides Key Account Management and KeyMarketing Skills, he is also the Consultant Editor for this series.

see page 13 for details

HOW COME YOU DON'TUNDERSTAND YOUR ACCOUNTANT? The Essential Guide to Financial Management$24.99 Paperback 0 7494 3725 1 160 pages 216x170mm March 2005

Also available:

7MARKETING, PUBLIC RELATIONS & SALES | RE-ISSUES AT REDUCED PRICES

INTEGRATED BRANDINGBecoming Brand-driven throughCompany-wide ActionLynn M Parker & F Joseph LePla

"This book distils the essential issues into adigestible form and should be essentialreading." —Journal of Brand Management

$68.95 $44.95 Paperback 0 7494 3720 0300 pages 234x153mm 2002

THE INTERNATIONALDICTIONARY OF MARKETINGOver 2,000 Professional Terms & TechniquesDaniel Yadin

• Definitions of everyday marketing termsand jargon, plus in-depth explanations ofmarketing practices and procedures

$91.95 $44.95 Hardback 0 7494 3532 1448 pages 234x153mm 2002

INTERNATIONAL MARKETINGStrategy Planning, Market Entryand Implementation3rd EditionJim Blythe & Roger Bennett

"An easily-read introduction . . . which willappeal to students and practioners."—Journal of Marketing Management

$71.95 $52.95 0 7494 3808 8384 pages 234x153mm 2002

MARKET RESEARCHA Guide to Planning, Methodologyand Evaluation3rd Edition Peter Jackson & Paul Hague

• Practical and clear guidance on all theessential topics

$76.95 $52.95 Paperback with CD ROM 0 7494 3730 8 278 pages 246x189mm 2002

MARKETING AUDIT HANDBOOKTools, Techniques and Checklists toExploit Your Marketing ResourcesAubrey Wilson

"Aubrey Wilson is the United Kingdom's 'fatherof industrial marketing' . . . he turns ourattention to the requirements for winning."—Professor Philip Kotler

$76.95 $44.95 Paperback with CD ROM0 7494 3735 9 306 pages 246x189mm 2002

MARKETING ON ATIGHT BUDGETAn Action Guide to Low-CostBusiness GrowthPatrick Forsyth

"Full of advice and inexpensive ideas. . . .Excellent value." —Business Franchise


REINVENTING THE BRANDCan Top Brands Survive the NewMarket Realities?Jean-Noël Kapferer

"The best book on brands yet. It is aninvaluable reference for designers, marketingand brand managers." —Design Magazine


SUCCESSFUL CUSTOMERRELATIONSHIP MARKETINGNew thinking, New Strategies,New Tools for Getting Closer toYour CustomersMerlin Stone & Bryan Foss

"The most detailed analysis of CRM I haveencountered. . . . This text points to the futureof marketing and we ignore it at our peril."—The Journal of Brand Management


VALUE FOR MONEYMARKETINGA Guide to MeasuringMarketing PerformanceRoddy MullinPublished in association withMarketing Magazine

"An invaluable resource for all marketers, clearlysetting out the need for value for moneymarketing, and detailing the practical stepsrequired to achieve it." —Marketing Business

$48.95 $29.95 Paperback 0 7494 3553 4 288 pages 234x153mm 2001

THE BRANDMANAGEMENT CHECKLISTProven Tools & Techniques forCreating Winning BrandsBrad Van Auken

• A FREE CD ROM with worksheets,interactive checklists, and online links

"Terrific . . . head and shoulders above mostbranding books." —Journal of Brand Management

$52.95 Paperback + CD ROM 0 7494 4263 8336 pages 246x189mm 2004Not USA/Canada

8 MARKETING, PUBLIC RELATIONS & SALES | RECENTLY PUBLISHED HIGHLIGHTS

BRAND LANDS, HOT SPOTS &COOL SPACESWelcome to the Third Place and theTotal Marketing ExperienceChristian Mikunda

"The best marketing book of the past 20 years."—Dr H Maise, Director,Vienna International Airport

$74.95 Hardback 0 7494 4256 5240 pages + 16-page colour plate section234x156mm 2004

BRANDchildRemarkable Insights into the Mindsof Today's Global Kids& their Relationships with BrandsRevised EditionMartin Lindstrom & Patricia B Seybold

• Now in Paperback!

"An amazing story." —Financial Times

"Lindstrom — the world's brand guru."—The Observer

$51.95 Paperback 0 7494 4284 0 352 pages234x153mm 2004

MARKETING COMMUNICATIONS An Integrated Approach4th EditionP R Smith & Jonathan Taylor

"A valuable blend of . . . wide-ranging, up-to-date client experience, and the ability to deliverteaching and learning that is fun and insightful."—Paul Simons, Chairman & Chief Executive,Ogilvy & Mather, UK

$99.95 Paperback 0 7494 4265 4 712 pages + 24-page colour plate section246x189mm 2004

MEDIA MONOLITHSHow Great Media Brands Thriveand SurviveMark Tungate

• The first in-depth analysis of 20 of theworld's most famous media brands

• First-hand interviews capture the verveand dynamism of the key players behindthe brands

"An excellent job of selecting and analysing 20of the world’s most popular media brands."—Gulf Business

$59.95 Hardback 0 7494 4108 9272 pages + 8-page colour plate section234x156mm 2004

THE PHILOSOPHYOF BRANDINGGreat Philosophers Think BrandsThom Braun

"An original and witty reminder that the mostsuccessful brands are driven by talentedthinkers." —Simon Clift, President,Marketing, Unilever Home & Personal Care

$31.95 Hardback 0 7494 4193 3 192 pages189x120mm 2004

ETHICS IN PUBLIC RELATIONSA Practical Guide to Best PracticePatricia J Parsons

"Long overdue. Thoughtful yet thoroughlypractical, it will help public relationsprofessionals tussling with ethical dilemmas."—Mike Granatt, FIPR, Partner, LutherPendragon; former Director General of theGovernment Information andCommunications Service (GICS), Canada

$61.95 Paperback 0 7494 4276 X 208 pages 234x156mm 2004

HITTING THE HEADLINESIN EUROPEA Country-by-Country Guide toEffective Media RelationsCathie Burton & Alun Drake

"Not only a good read, it's a must-havereference book for everyone who hopes tosucceed in the media-relations andcommunications business." —Helen Fisher,Media Relations Manager, OECD


The Institute of Public Relations& The Global Alliance

The Institute of Public Relations (IPR) is the UK's leading professional bodyfor the public relations industry. It is a member of the European PRfederation CERP (Confédération Européenne des Relations Publiques) and afounding member of the Global Alliance for Public Relations andCommunications Management. The Institute represents and serves theinterests of PR professionals in the UK and worldwide.

The Global Alliance is an international framework for collaboration betweenthe public relations profession and its practitioners, taking into accountunique cultural aspects of each territory where its members operate —throughout Europe, North & South America, Asia & Australasia, the MiddleEast and Africa.

9MARKETING, PUBLIC RELATIONS & SALES | BESTSELLERS

BRAND FAILURESThe Truth About the 100 BiggestBranding Mistakes of All TimeMatt Haig

"Read it, enjoy it, learn from it."—Patrick Barwise, Professor of Business,London Business School


COMMONSENSEDIRECT MARKETING4th Edition Drayton Bird

"If you read no other book on direct marketingyou should find the time to read this one."—Direct Marketing International


HOW TO WRITE AMARKETING PLAN2nd Edition John WestwoodPublished in association with The SundayTimes

• The essential steps to formulating asuccessful plan


MARKETING STRIPPED BAREAn Insider’s Guideto the Secret RulesPatrick Forsyth

"Don’t be fooled by Patrick Forsyth. His book isfunny and concise, but its message is deadserious and will last forever — that marketingmatters, and, if you follow his excellent advice,has a 3M result: Much More Money."—Robert Heller, author of Roads to Success


THE NEW STRATEGICBRAND MANAGEMENTCreating and Sustaining BrandEquity Long TermJean-Noel Kapferer

"After reading Kapferer's book, you'll neveragain think of a brand as just a name." —Professor Philip Kotler


THE NEW STRATEGIC SELLING3rd EditionMiller Heiman

"Efficient, professional . . . the finest high-leveltraining programme I have ever seen . . . amini-MBA in how to sell national accounts." —Henry Cockerill, former VP, Coca-Cola Company

$56.95 Paperback 0 7494 4130 5 320 pages234x153mm 2003Not USA/Canada

PLANNING AND MANAGINGPUBLIC RELATIONSCAMPAIGNS2nd Edition Anne GregoryPublished in association withthe Institute of Public Relations

"Practical and easy to read."—Scottish Industry & Commerce


SCORING POINTSHow Tesco is WinningCustomer LoyaltyClive Humby & Terry Hunt withTim Phillips

"If you're in marketing and you don't know theTesco story, you're using antiquated techniquesand approaches. This is the future of marketing.Read it and profit." —Don Schultz, Professorof Integrated Marketing Communications,Northwestern University, USA

$74.95 Hardback 0 7494 3578 X 272 pages +8-page colour plate section 234x153mm 2003

TOTAL INTEGRATEDMARKETINGBreaking the Bounds of the FunctionJames Mac Hulbert, Noel Capon& Nigel F Piercy

"Inspiring examples and practical suggestionswill help create corporate winners."—Sir C K Chow, CEO, Brambles Industries

$69.95 Hardback 0 7494 4018 X 368 pages234x156mm 2003 Not USA/Canada/Philippines

10 BUSINESS & MANAGEMENT

$49.95 Hardback 0 7494 4311 1 192 Pages 216x135mm November 2004

HOW I MADE IT40 Successful Entrepreneurs Reveal AllRachel BridgePublished in association with The Sunday Times

• Top entrepreneurs share the secrets oftheir success

• Based on the popular Sunday Times column

The How I Made It column appears every week in theBusiness section of The Sunday Times and attracts ahuge amount of interest and comment. Each piece takesthe form of an interview with a successful entrepreneur.

This fascinating new book consists of 40 of theseinterviews, in which the individual entrepreneurs reveal thesecrets of their success and what makes them tick.

The entrepreneurs are chosen from a wide variety ofindustries and backgrounds, but in each case the focus ison ordinary people that readers can relate to and learnfrom. They explain how their dreams became reality, whathurdles and setbacks they had to overcome and whatlessons they have learnt along the way.

This inspiring book highlights the common themes linkingeach of the entrepreneurs, and assesses the factors thathave led to their success. It debunks entrepreneurialmyths and its message is that anyone can be anentrepreneur — at any age.

Rachel Bridge is the Enterprise Editor of The SundayTimes. She writes the How I Made It column each weekfor the paper as well as regular features aboutentrepreneurs and small and growing businesses. Anexperienced journalist, she formerly worked for The Timesand the Evening Standard.

"Rachel Bridge's inspiring book has perfectlysummed up the passion, the commitment and thesheer excitement of being an entrepreneur andwill help encourage many others to do the same."—Richard Branson

START UP AND RUN YOUROWN BUSINESS 3rd EditionJonathan Reuvid

• Comprehensive advice on all aspects of running asmall business — from business plans to marketingproducts and services

• The latest information on taxation and legal issues• With a directory of useful addresses and websites

"Valuable information for those starting up and also forthose who want to expand their existing business." —Commerce & Industry

Setting up a business has never been more popular, but itis vital to be well informed. The new edition of thisauthoritative guide covers all the latest developments in theworld of self-employment and new business.

Topics covered include:

• defining your business • funding and finance • marketing• sales and customer relations • purchasing • processmanagement • transportation • financial management• bookkeeping • IT considerations • taxation• employment issues • asset management

Neatly combining information on basic business practicewith advice on business expansion, this guide is essentialfor anyone looking to establish themselves in business.

Jonathan Reuvid is the author of several business books,including Working for Yourself and Working Abroad (bothpublished by Kogan Page).

$39.95 Paperback 0 7494 4266 2 304 pages216x135mm October 2004

INVESTING IN CORPORATESOCIAL RESPONSIBILITYA Guide to Best Practice, Business Planning& the UK's Leading CompaniesConsultant Editor: John HancockPublished in association with FTSE4Good

• Includes a directory of the FTSE4Good 300companies, performance data and case studies

• Contributors include: FTSE, EIRIS and Business inthe Community and corporations including Diageo,PricewaterhouseCoopers and National Grid Transco

This important book explains the issues and the benefitsof corporate social responsibility in the context of ananalysis of the 300 quoted UK companies currently listedon the prestigious FTSE4Good index.

The book covers recent corporate ethics issues, and thedamage that revelations of unethical practice can do tostock markets. It explains how businesses can avoidthese problems, and outlines the criteria wherebycompanies are seen to be 'socially responsible'. It looks atthe performance of the FTSE4Good index and comparesthe sector to the general market.


AN INVESTOR'S GUIDE TOETHICAL FUNDSA Unique Analysis of UK-based FundsConsultant Editor: John HancockPublished in association with Standard & Poor'sand EIRIS

• The ideal guide for investors, analysts and IFAs• Includes a directory of fund management houses and

ethical funds• Contributors include: Standard & Poor's, EIRIS,

UKSIF, Friends Provident, the Association ofIndependent Financial Advisors, the EthicalInvestment Association, and Business inthe Community

This book helps professionals to understand the ethicaldimension in investment. It explains the sector in detail,looking at how funds and individual companies are seento be ethical, and comparing the performance of suchfunds to the general market. It shows how to analyze theclient's ethical concerns, and to translate these concernsinto investment considerations.


$169.95 Paperback 0 7494 4147 X 352 pages240x170mm December 2004

$169.95 Hardback 0 7494 4146 1 320 pages240x170mm January 2005

11BUSINESS & MANAGEMENT

$119.95 Hardback 0 7494 4220 4 400 pages 240x170mm January 2005

THE SUSTAINABLE ENTERPRISEConsultant Editor: Chris BrownRecommended by the Institute of Directors

• A practical guide to the strategic and operatingchallenges in becoming a sustainable enterprise

Perceptions of a business's sustainability can have a realimpact on the bottom line. The rewards for responsibility,accountability and transparency can be high, but failure tolive up to a commitment to sustainability canfundamentally undermine prospects for future growth.

Drawing on the experience and expertise of leadingprofessionals and practitioners, this book reviews thespecific challenges that sustainability can involve: fromenergy use to employment rights; from emissions tradingto corporate governance; and from environmentaltechnology to stakeholder relationships.

Contents include:

sustainable value • a new framework for business• business standards • marketing & consumption• waste & recycling • emissions & contaminants• land use • energy use • transport • health & safety• employment • external relationships • process efficiency• funding & investment • making it happen

Contributors include:

The Environment Agency; Simmons & Simmons,ManPower; British Standards Institute; CIPS, TheFairtrade Foundation; London Energy; CSR Network;Futerra; The Cat's Pyjamas; Entrust; Climate Care; theCharities Aid Foundation


John Hancock is a freelance financial journalist with over 20 years experience. He was Ethical InvestmentJournalist of the Year in 1999.

12 BUSINESS & MANAGEMENT

MANAGING BUSINESSSUPPORT SERVICES3rd editionConsultant editors:Jonathan Reuvid & Elias MazzawiRecommended by the Institute of Directorsand Cap Gemini

• Up-to-date strategies for successful outsourcing ofbusiness services

• Practical guidance from Cap Gemini, one of theworld's leading business service companies

• Latest management 'best practice' advice, set in aninternational context

• How to contract suppliers, manage the process andensure good governance

• Recent high-profile international case studies• Relevant for managers of IT, CRM, finance, HR,

logistics, etc., in both the private and public sectors

The effective outsourcing and management of peripheralsupport services can provide companies with a crucialcompetitive edge. However, knowing what to outsourceand what to keep in-house, making the right choice ofprovider and ensuring the right management proceduresare applied requires specialist knowledge.

This authoritative guide provides CEOs and seniormanagers in growing SMEs and larger organizations withall the information they need. It makes specialist issuesintelligible to non-specialists, helping them to get the mostfrom their suppliers and their professional advisors.

Cases studies include: Britannic Assurance • CESPA• Coal Authority • Corus • Dara • Hydro One • GM Europe• Mercedes-Benz • Ontario Power • Prudential • Sprint

$91.95 Paperback 1 9050 5011 9 208 pages240x170mm November 2004

MANAGING BUSINESS RISKA Practical Guide to ProtectingYour Business2nd EditionConsultant Editor: Jonathan ReuvidRecommended by the Institute of Directors

• Fully updated edition of this practical guide• Ideal for directors of both large and small companies• Best practice advice from established organizations

and risk management specialists• Contributors include: Ernst & Young, the Patent Office,

Zurich Risk Services, the British Standards Institute,the Chartered Institute of Purchasing and Supply,Synstar, Patsystems and CIGMA Healthcare

Companies now realize that, while financial integrity andbusiness continuity are still of primary importance, theymust be considered alongside the effective managementof practical business risks.

Packed with the latest thinking and techniques formanaging risk in a structured and integrated way, thisessential guide covers such subjects as:

reputational risk • change and continuity • risks in thesupply chain • service interruptions • corporategovernance • environmental and ethical disclosure• corporate social responsibility • anti-competitivepractices • commercial and professional indemnity• directors' liabilities • controlling financial risk • fraud• intellectual property • information security • health andsafety • employment practices • catastrophe and loss


$154.95 Hardback 0 7494 4228 X 256 pages240x170mm January 2005$76.95 Hardback 0 7494 4300 6 240 pages 134x156mm December 2004

CHAIRING THE BOARDA Practical Guide to Activities & ResponsibilitiesRevised EditionJohn HarperRecommended by the Institute of Directors

• A comprehensive, practical guide to the role andresponsibilities of a company chairman from anacknowledged expert

• The perfect resource for company chairmen, aspiringchairmen and company directors

"Useful for both inexperienced chairmen and the moreexperienced ones." —Supply Management

"All the essential elements are spelt out clearly andconcisely." —Ambassador

Chairing a board competently is a proactive undertaking,and the range of activities and responsibilities that achairman must perform is huge. There are many issues tobe considered and skills to be mastered.

Drawing on contributions from chairmen from both thecommercial and non-commercial sectors, this book coversevery possible topic including: the board's proper role,focusing on strategic issues, monitoring the enterprise,

shareholders and stakeholders, board composition,managing the board's business, managing boardrelationships, and assessing and improving effectiveness.

Fully revised and updated, this new edition is requiredreading for anyone chairing a board who wants to examinethe range of their activities, and achieve improved levels ofcompetence in the role.

John Harper is an accomplished company director, havingsat on the boards of some 30 companies in the roles ofchairman, chief executive, executive director, and non-executive director. He is also an experienced course tutorat the Institute of Directors, where he leads courses on theroles of chairman, non-executive director and companydirector, and on good board practice.

"I expect it to become the definitive handbook onthe subject." —George Cox, Director General,Institute of Directors

"An excellent, easy read that should be requiredreading for every prospective director orchairman." —Winning Business

13

A HANDBOOK OF INTELLECTUALPROPERTY MANAGEMENTProtecting, Developing and ExploitingYour IP AssetsConsultant Editor: Adam JollyPublished in association with the Patent Office

• A practical reference source for both creators andusers of intellectual property

• Best practice advice on building and developing acost-effective portfolio of rights

• Contributors include top patent & trade markattorneys such as Fitzpatricks and RGC Jenkins, andIP commercialization specialists such as BTG

Organizations need to find ways of keeping ahead of theirrivals, and the process of defining and protectingintellectual property (IP) is becoming a mainstream activitywith as much future impact as finance or marketing.

This useful, practical guide for senior executives,managers and entrepreneurs in all businesses that create,possess or use IP covers everything you need to knowabout protecting your intellectual property.

The Patent Office is the UK's principal authority onintellectual property with responsibility for granting patents,copyrights, design rights and trademarks. Adam Jolly is abusiness writer and editor. He is currently working onprojects with the DTI, the Institute of Directors and theDesign Council.


$91.95 Hardback 0 7494 4223 9 256 pages 234x156mm October 2004

HOW COME YOU DON'TUNDERSTAND YOUR ACCOUNTANT? The Essential Guide toFinancial ManagementRobert Cinnamon & Brian Helweg-Larsen

• A practical, effective crash course in the variousstages of business growth

• Written by businessmen, not accountants!• Based on an unique business simulation used by

Harvard Business School

"Straightforward and easy to follow." —Eric Leenders,Natwest Business Banking

"A good grounding in everything from reading a profit-and-loss sheet to writing a budget." —Management Today

This book doesn't aim to turn you into a financial expert:but, armed with an understanding of the basics and justenough of the detail, it will ensure that you can at lastunderstand your accountant. It covers the key financialprinciples and procedures, explaining:

• what management accounts reveal (and hide)• the difference between cash and profit • how to usefinancial ratios to measure business performance • theprinciples of market dynamics • financial measures forimproving business performance • how to set budgets

Robert Cinnamon is a director of INSIGHT Marketing andPeople, an international training and consultancy firm.Brian Helweg-Larsen is a global educator and director ofProfitability Business Solutions.

See page 6 for other titles in this series.

$24.95 Paperback 0 7494 3725 1 160 pages216x170mm March 2005 $76.95 Hardback 0 7494 4222 0 ISSN: 1468-6958 448 pages 240x170mm October 2004

THE GROWING BUSINESS HANDBOOKInspirational Advice from Successful Entrepreneursand Fast-growing UK Companies7th EditionConsultant Editor: Adam JollyRecommended by the Institute of Directors

• Invaluable advice from experienced entrepreneurs• Fully revised and updated edition• Includes recent case studies from many of the UK's

fastest-growing businesses • Best practice advice from established businesses

and organizations, such as KPMG, Royal &SunAlliance, and The Institute of Customer Services

This practical guide for executives as they confrontdecisive points in setting up or running high-growthventures presents a range of strategies for managinggrowth and fulfilling business potential.

Aimed at senior managers in middle-market and SMEcompanies, and based on the experience of the UK'smost dynamic entrepreneurs, it focuses on issues such asfunding, ownership structure, developing managementcapability, acquisition, innovation, and global expansion.

Adam Jolly is a business writer and editor. He is currentlyworking on projects with the DTI, the Institute of Directorsand the Design Council.


"Good advice on how to make a successfulsmall business into a larger one." —The Times

BUSINESS & MANAGEMENT

14 BUSINESS & MANAGEMENT | RE-ISSUES AT REDUCED PRICES

BUILDING TOMORROW'SCOMPANYA Guide to SustainableBusiness SuccessPhilip SadlerEndorsed by Tomorrow's Company

"This elegantly written book provides moreanswers than any yet published."—IoD Director magazine


BUSINESS FINANCE FORMANAGERSAn Essential Guide to Planning,Control and Decision Making3rd EditionRay Fitzgerald Published in association with TheAssociation of MBAs (AMBA)

"A well-researched, businesslike and thoroughlyprofessional read." —Accountancy Age


A GUIDE TO MANAGEMENTDEVELOPMENT TECHNIQUESWhat to Use WhenKenneth Fee

• Covers every technique from the traditionalto the digital, from coaching andteambuilding to psychometrics ande-learning


HACKED, ATTACKED & ABUSEDDigital Crime ExposedPeter Lilley

"Simple and to the point, the book gives a well-researched account of threats to business,such as viruses and hackers, with advice onhow to avoid them." —Zero Downtime

$52.95 $29.95 0 7494 3874 6 304 pages234x153mm 2002

HARD-CORE MANAGEMENT What You Won’t Learn from theBusiness GurusJo Owen

"Jo Owen has mined a rich seam of valuableand pragmatic insight to bring some real senseto the complexities of our modern businesses."—Peter Dixon, Director of Strategy,Deloitte Touche Tohmatsu

$46.95 $29.95 Paperback 0 7494 3924 6 288pages 234x153mm 2003

THE INSTANT MANAGERTools and Ideas for PracticalProblem SolvingRevised EditionCy Charney

"Loaded with practical hints." —Business Life

$39.95 $26.95 Paperback 0 7494 3601 8272 pages 216x135mm 2001UK, Europe & Commonwealth (exc. S. Africa,India, Pakistan, Sri Lanka, Nepal, Bhutan& Bangladesh)

MANAGEMENT STRIPPED BARE What They Don’t Teach You atBusiness SchoolJo Owen

"A brave and entertaining assault on the sacredcows of management . . . a provocative andentertaining look at how poorly we run ourbusinesses and how to manage them better."—Professor Philip Kotler, author ofMarketing Management


SUCCESSFUL MARKETINGFOR THE SMALL BUSINESS5th Edition Dave Patten

"A solid and practical guide to marketing."—Marketing


YOUR INSTANT ADVISORThe A-Z of Getting Aheadin the WorkplaceCy Charney

"Cutting-edge wisdom on a huge array ofsubjects, each critical to high performance andongoing success. Buy two — one for homeand one for work!" —Chip R. Bell, author ofManagers as Mentors


15BUSINESS & MANAGEMENT | RECENTLY PUBLISHED HIGHLIGHTS

THE 18 IMMUTABLE LAWS OFCORPORATE REPUTATION Creating, Protecting & Repairing YourMost Valuable AssetRon Alsop

"Illuminating examples and practical advice." —YvesCouette, President and CEO, Ben & Jerry's

$56.95 Hardback 0 7494 4255 7 320 pages234x156mm 2004Not for sale in USA, Canada and the Philippines

GOAL DIRECTEDPROJECT MANAGEMENTEffective Techniques and Strategies3rd EditionErling S Andersen, Kristoffer V Grude& Tor Haug

"Well argued and authoritative." —The Industrial Society

$69.95 Paperback 0 7494 4186 0 256 pages 234x156mm 2004

PROJECT RISK MANAGEMENTAn Essential Tool for Managing& Controlling ProjectsD van Well-Stam, F Lindenaar,S van Kinderen & B P van den Bunt


ADVANCED PROJECT MANAGEMENTA Complete Guide to the Key Processes,Models and TechniquesAlan D Orr

"Written to help project managers to revise andadvance their skills . . . takes readers through all thekey skills that readers will need to ensure that theydeliver projects successfully." —Management Services

$78.95 Hardback + CD ROM 0 7494 4094 5 208 pages 234x156mm 2004

HAVING THEIR CAKE . . .How Big Bosses & the City are ConsumingUK BusinessDon Young & Pat Scott

"Addresses a highly significant and topical issue in a readable style." —Philip Sadler, former Principalof Ashridge Business School


RAISING FINANCEA Practical Guide for Starting, Expanding& Selling Your BusinessPaul BarrowPublished in association with The Sunday TimesRecommended by the Institute of Directors


BRIDGING THE CULTURE GAPA Practical Guide to InternationalBusiness CommunicationPenny Carte & Chris FoxPublished in association with Canning

"A practical guide for communicating and influencingacross cultures." —Gary Kuusisto, Director, EuropeanLearning & Development, The Gillette Company


HOW TO CHOOSE A FRANCHISE 2nd EditionIain MurrayPublished in association with The Daily Express

$29.95 Paperback 0 7494 4195 X 208 pages216x135mm 2004

THE HEALTHY ORGANIZATIONA Revolutionary Approach toPeople & Management2nd EditionBrian Dive

"Readable, coherent and articulate."—Times Higher Education Supplement


CONSULTANTS & ADVISERSA Best Practice Guide to Choosing,Using & Getting Good ValueHarold LewisRecommended by the Institute of Directors

"Worry no more, help is at hand . . . a wealth ofinformation and advice not generally available." —Liverpool Daily Post


LAW FOR THE SMALL BUSINESSAn Essential Guide to all the Legaland Financial Requirements11th Edition Patricia ClaytonPublished in association with The Sunday TimesRecommended by the Institute of Directors


TRANSFORMING THE COMPANY Manage Change, Compete & Win2nd EditionColin Coulson-Thomas

"A business classic." —The Times

"This positive and thought-provoking book will uplift,inspire and enlighten." —Manager magazine


16 BUSINESS & MANAGEMENT | BESTSELLERS

ACCOUNTINGFOR NON-ACCOUNTANTSA Manual for Managers and Students5th EditionGraham Mott

"A very user-friendly introduction . . . recommended forthose who need a non-technical overview."—Professional Manager


DIRTY DEALINGThe Untold Truth about Global MoneyLaundering & International Crime2nd EditionPeter Lilley

"An alarming picture of the power and scale of today’scrooked and corrupt financial world." —The IoD’sDirector magazine’s Choice of the Month


HOW TO PREPARE ABUSINESS PLAN Revised 4th EditionEdward BlackwellPublished in association with The Sunday TimesRecommended by the Institute of Directors

"Ideal for entrepreneurs and decision-makers in SMEs.Highly recommended." —George Cox, DirectorGeneral, Institute of Directors


THE BUSINESSPLAN WORKBOOK4th EditionRobert Brown, Colin Barrow & Paul BarrowPublished in association with The Sunday TimesRecommended by the Institute of Directors


THE FIRST-TIME MANAGER The First Steps to a BrilliantManagement CareerRevised 2nd EditionMichael J Morris

"An accessible guide to dealing with difficulties thatmanagers will face in their new role."—Business Executive


HOW TO SUCCEED AS ANINDEPENDENT CONSULTANT Work with Your Clientsand Promote Your BusinessTimothy R V Foster Endorsed by the Institute of Directors

"A highly readable book that will help the independentconsultant succeed." —Professional Manager


THE COMPANYSECRETARY’S HANDBOOKA Guide to Duties and Responsibilities3rd EditionHelen AshtonPublished in association with The Sunday TimesRecommended by the Institute of Directors

"Concise, straightforward and jargon-free."—Business Executive


THE HANDBOOK OFPROJECT MANAGEMENTA Practical Guide to Effective Policiesand Procedures2nd EditionTrevor L Young

"A practical, comprehensive guide to be usedfrequently." —Euronet

$76.95 Paperback + CD-ROM 0 7494 3965 3 304 pages 235x154mm 2003

THE INSTANT MANAGERTools and Ideas for PracticalProblem SolvingRevised EditionCy Charney

"Loaded with practical hints." —Business Life

$26.95 Paperback 0 7494 3601 8 272 pages216x135mm 2001UK, Europe & Commonwealth (exc. S. Africa, India,Pakistan, Sri Lanka, Nepal, Bhutan & Bangladesh)

CREATIVE BUSINESSPRESENTATIONS Inventive Ideas for Making anInstant ImpactEleri Sampson

"Chock-full of illustrations, tables, anecdotes andexamples spanning presentation essentials."—Business Plus


HOW TO BE AN EVENBETTER MANAGER A Complete A–Z of Proven Techniques& Essential Skills6th EditionMichael Armstrong

"A practical and straightforward guide."—Business Executive

$38.95 Paperback with flaps 0 7494 4262 X352 pages 216x135mm 2004

THE LEADER'S GUIDE TOLATERAL THINKING SKILLSPowerful Problem-solving Techniquesto Ignite your Team's Potential Paul Sloane

"Sloane delivers rocket fuel for the business brain." —Bill Penn, CEO, Sparx Group


17BUSINESS & MANAGEMENT | BESTSELLERS | CREATING SUCCESS SERIES

MAKING SENSE OFCHANGE MANAGEMENTA Complete Guide to the Models, Tools andTechniques of Organizational ChangeEsther Cameron & Mike Green

"An essential read for any professional."—Dr Jeff Watkins, University of Bristol


SHUT UP AND LISTEN!The Truth about How to Communicateat WorkTheo Theobald & Cary Cooper

"Concise and practical, it offers plenty of nuggets ofadvice from the people interviewed, in addition to manycase studies and the authors’ own stories."—Commerce and Industry


STARTING A SUCCESSFULBUSINESS4th EditionMichael J MorrisPublished in association with The Sunday TimesRecommended by the Institute of Directors


THE ULTIMATE BUSINESSPRESENTATIONS BOOKMake a Great Impression Every TimeMartin Yate & Peter Sander

• Clear, expert guidance on how to make the perfectbusiness presentation

$36.95 Paperback 0 7494 4005 8 224 pages246x189mm 2003Only to: UK, Europe, South Africa, Australia, NewZealand and India

The Sunday Times Creating Success Series

• Recommended by the Institute of Directors

A major series covering the very latest thinking on all aspects of management, business and personal skills.

"Creating Success is a series I would recommend . . . small, reasonably-priced books tackling aspects of business,management and personal skills." —Tiffany Holt, Manager, The Stationery Office

BE YOUR OWN BOSS3rd Edition David McMullan$24.95 Paperback 0 7494 3884 3 160 pages216x135mm 2002

BETTER BUSINESS WRITINGTimothy R V Foster $24.95 Paperback 0 7494 3801 0 176 pages216x135mm 2002

THE EFFECTIVE LEADER Rupert Eales-White$24.95 Paperback 0 7494 3913 0 144 pages216x135mm 2003

HOW TO MANAGE MEETINGSAlan Barker $24.95 Paperback 0 7494 3806 1 160 pages216x135mm 2002

HOW TO MOTIVATE PEOPLEPatrick Forsyth $24.95 Paperback 0 7494 3255 1 144 pages216x135mm 2000

HOW TO WRITE ABUSINESS PLAN Brian Finch $24.95 Paperback 0 7494 3590 9 192 pages216x135mm 2001

LEARNING MAPS& MEMORY SKILLSRevised 2nd EditionIngemar Svantesson$24.95 Paperback 0 7494 4128 3 112 pages216x135mm 2003

POWERFUL REPORTSAND PROPOSALSPatrick Forsyth$24.95 Paperback 0 7494 4001 5 128 pages 216x135mm 2003

SUCCESSFUL PROJECTMANAGEMENTTrevor L Young$24.95 Paperback 0 7494 3307 8 160 pages216x135mm 2000

SUCCESSFUL TIMEMANAGEMENT Patrick Forsyth$24.95 Paperback 0 7494 4032 5 144 pages216x135mm 2003

TAKING MINUTESOF MEETINGSJoanna Gutmann$24.95 Paperback 0 7494 3564 X 160 pages216x135mm 2001

WRITE THAT LETTER!2nd EditionIain Maitland $24.95 Paperback 0 7494 3253 5 192 pages216x135mm 2000

18 HUMAN RESOURCE MANAGEMENT & TRAINING

$84.95 Paperback 0 7494 4343 X 448 pages 246x189mm January 2005

A HANDBOOK OF EMPLOYEE REWARDMANAGEMENT AND PRACTICEMichael Armstrong & Tina Stephens

• Advice for HR students on how to pass HR andemployee reward exams from CIPD Chief ExaminerTina Stephens

• Included brand new case studies• Practical guidance for practitioners and those

concerned with developing and managing pay andreward systems

A practical handbook designed to provide guidance onthe approaches that can be adopted in developing andmanaging reward strategies, policies and processes.

This book is an essential aid for students and lecturers aswell as a practical guide for those concerned withdeveloping and managing reward systems. Written in ahighly readable style, it contains many useful checklists,diagrams and summaries.

Contents include:

• The fundamentals of reward management• The conceptual framework• Establishing job values and relativities• Grade and pay structures• Rewarding individual and team contributions,

organisational performance• Performance management• Employee benefits, allowances and pension schemes• Reward management for special groups• Managing and developing reward management

procedures, strategy and processes• Reward case studies

A CD ROM providing screens of key points is available forlecturers adopting the book.

$116.95 Hardback 0 7494 3984 X 704 pages 234x153 mm October 2004

• Comprehensive and highly practical• Radically updated with substantially revised chapters

on pensions schemes and tax considerations

Ideal for HR professionals, this fifth edition has beenthoroughly revised and updated to bring it in line with thelatest thinking. Taking a strategic approach to the subject, itaddresses the wide gap that exists between theory andpractice, focussing on the implications for practitioners.Crammed with essential information, this highly practicalbook shows that reward management is about performance— of individuals, teams and the whole organization.

Michael Armstrong is a Fellow of and former Chief Examiner (Employee Reward) for the Chartered Institute ofPersonnel and Development. An independent management consultant with extensive experience in the aerospaceand food industries and in publishing, he is the author of many bestselling titles published by Kogan Page.

Helen Murlis, CIPD, is a director of Hay Management Consultants and Head of Government and AgencyConsulting. She has spent some 25 years working on reward strategy and performance improvement issuesacross public and private sectors.

Tina Stephens is Chief Examiner (Employee Reward) for the Chartered Institute of Personnel and Development.

REWARD MANAGEMENTA Handbook of Remuneration Strategy and PracticeFifth EditionMichael Armstrong & Helen MurlisPublished in association with Hay Management Consultants

New chapters include:

• Reward Strategy• Total reward and engaged performance• Types of grade and pay structure• Implementing new structures• Individual contingent pay• Recognition schemes• Flexible benefits• Trends in reward management

"The undisputed Bible on the topic."—Administrative Management

"Topical and professional . . . a first-class reference book."—Personnel Management (now People Management)

$61.95 Paperback 0 7494 4047 3 224 pages 234x153mm July 2004

THE NVQ ASSESSOR AND VERIFIER HANDBOOKA Practical Guide to Units A1, A2 and V13rd EditionJenny Tucker with Ros Ollin

• THE essential book for all NVQ assessors• Now fully up to date, following the recent complete

overhaul of the assessment process• Formerly published as The NVQ and GNVQ Assessor

Handbook

This highly regarded and popular book provides all theinformation, practical advice and background knowledgeessential to anyone wishing to become an NVQ assessoror internal verifier. It is written in a jargon-free user-friendlystyle and offers clear guidelines on how to performefficiently as an assessor.

Complete with case studies, a sample portfolio and aglossary of terms, this is essential for all assessors.

Contents include:

overview of key changes • requirements for vocationaland observational assessors • understanding yourcentre's procedures • assessment and internal verificationin practice • being an assessor • being an internal verifieryour portfolio of evidence • tips for stress-free certification

Jenny Tucker was a Senior Lecturer in Training andDevelopment at the Sheffield College and is now anindependent consultant. Ros Ollin is a Senior Lecturer inEducation and Training at the University of Huddersfield.

"Demystifies NVQs . . . offers some veryuseful advice . . . essential reading."—Jobhunters Guide

"Easy to understand layout and coherent textgets right to the heart of the matter . . . highlyrecommended reading."—Automedia Syndications

THE COMPLETE FACILITATOR'S HANDBOOKJohn Heron

• A comprehensive guide to making a success of facilitation• Enables facilitators to build their skills and develop a personal style to their work• Strong theoretical content on the fundamental thinking underlying facilitation

combined with a wide repertoire for practical action


A HANDBOOK OF HUMAN RESOURCEMANAGEMENT PRACTICE9th EditionMichael Armstrong

• Fully updated to reflect current thinking and best practice• Packed with all the essential information on HRM theory • Clear practical advice on how to maximize the effectiveness of the HRM function


19HUMAN RESOURCE MANAGEMENT & TRAINING | BESTSELLERS

LEADING THE PROFESSIONALSHow to Inspire & Motivate Professional Service TeamsGeoff Smith

"A wealth of guidance on how to manage resources and tasks in a fast-moving environment." —Peter McArthur, consultant to Granada Media Group

"Essential guidance on the critical issues of leadership and team working."—Bill Braddick, DG, European Foundation for Management Development

$59.95 Paperback 0 7494 3996 3 272 pages 234x156mm January 2004

A MANAGER’S GUIDE TO HEALTH & SAFETY AT WORK7th EditionJeremy StranksRecommended by the Institute of Directors

"The definitive book on the topic . . . a must for all health and safety managers."—Your Business

"Clear, informative and readable." —Health and Safety at Work


20 INTERNATIONAL BUSINESS FROM GMB PUBLISHING

INVESTORS’ GUIDE TO THE UNITED KINGDOMConsultant Editor: Jonathan ReuvidPublished in association with UK Trade & Investment

• An authoritative guide to the technical aspects of investing in the UK • Essential reading for entrepreneurs, businesses, multi-nationals and private investors• Comprehensive coverage of each major UK region• Detailed sector profiles• A comprehensive guide to taxation, legal regimes, financial services, risk, IP, company formation,

employment and corporate governance

"An excellent introduction to the full range of commercial considerations that investors face." —Ian Gavin, Head, Research and Publications, UK Trade & Investment

Contributors include: the London Stock Exchange; AIM; HSBC; Wilder Coe; Artaius and Davenport Lyons

$199.95 Hardback 0 7494 4224 7 608 pages 234x153mm October 2004Previously announced.

DOING BUSINESS WITH RUSSIA 4th EditionConsultant Editor: Marat Terterov

• With over 145 million people, Russia has a huge potential consumer market• According to a recent FDI Confidence Index survey, Russia ranks in 8th place among the most attractive

countries for FDI• Russia is set to join the WTO within the next 2 years• Areas of opportunity include the energy sector, IT, manufacturing, and telecommunications

"A valuable reference for students and practitioners of international trade, foreign investment, and developingeconomies." —Choice

"The required resource for every individual or organisation seriously interested in exploring the Russian market." —Business Monthly

Contributors include: Deloitte & Touche; CMS Cameron McKenna; the American Chamber of Commerce; Standard & Poor's; Allen &Overy; Branan; Raiffesen Bank and PricewaterhouseCoopers.

$244.95 Hardback 1 9050 5001 1 400 pages 234x156mm November 2004Previously announced.

DOING BUSINESS WITH UKRAINE3rd EditionConsultant Editor: Marat Terterov

• Ukraine is the largest of the ex-Soviet states with a population of 48.5 million• Strategically placed between Russia and Europe, EU membership is a prime goal• Government reforms are providing a stable base for economic recovery• An exciting business opportunity for companies wishing to take advantage of the country's wealth of

natural resources and prospering technology industries

Contributors include: PricewaterhouseCoopers; International Finance Corporation; Raiffeisen Bank, BC Toms & Co and the American Chamber of Commerce in Ukraine.

$244.95 Hardback 1 9050 5000 3 304 pages 234x156mm November 2004Previously announced.

THE GLOBAL MARKET BRIEFINGS SERIES

Global Market Briefings is a unique country-by-country resource for professional investors andcompanies engaged in international commerce. Not only does it provide current information on keybusiness developments, critically it also gives authoritative advice on the actions necessary forsuccessful business engagement, from leading practitioners with current 'on-the-ground' experience.

Books in the series provide an up-to-date appraisal of the current economic and investment climate,a review of market potential in key sectors, in-depth profiles of leading local enterprises and latest'best practice' advice on all aspects of commercial engagement in these countries.

Contributors include: Alhi United Bank, AoN, Bank Austria, CMS Cameron Mckenna, Coface, Deloitte& Touche, Denton Wilde Sapte, Ernst & Young, HSBC, KPMG, PricewaterhouseCoopers, RaiffeisenBank, Standard & Poor's, the US Chamber of Commerce (BISNIS), UK Trade & Investment, andmany local government agencies and trade bodies.

Each volume comprehensively covers:

• The business and economic environment• Background to the market and market

potential• The climate for foreign inward investment• Privatisation and sector reform programmes• Mergers and acquisitions • The banking and financial services

• Key industry and business sectors• Accountancy and taxation• The legal structure and business regulations• Business development issues• Residential regulations and living conditions• Investment and start-up considerations

The series is ideal for:

professional investors and analysts • business development, marketing and finance managers ininternational companies • consultants • law firms • banks • accountants • business academics andpost-graduate business students

DOING BUSINESS WITH UNITED ARAB EMIRATES2nd editionAnthony Shoult

• Published in association with the Abu Dhabi and the Arab-British Chambers of Commerce • Investment and commercial opportunities in the seven Emirates• Detailed review of the regulatory, financial and tax regimes • Profiles of the UAE's industry sectors and some of its most dynamic companies

Contributors include: Ahli United Bank, Al Masaood Group, Ernst & Young, Emirates IndustrialBank, BAe Systems, Hay Management Consultants, Cluttons, UAE's Ministry of Planning

£79.50 Hardback 1 9050 5005 4 400 pages 234x156mm February 2005

DOING BUSINESS WITH BAHRAIN2nd editionAnthony Shoult & Marat Terterov

• Endorsed by Bahrain Economic Development Board and UK Trade and Investment• Investment opportunities in one of the world's pivotal financial centres• Profiles of Bahrain's industry sectors and some of its most dynamic companies

Contributors include: Abu Ghazaleh, Al Mahmood & Zu'bi, ALBA, Arab Bank, Bahrain Monetary Agency, Bahrain Stock Exchange, Bank of Bahrain & Kuwait, Cluttons, Gulf International Bank, InCite, KPMG, Mellon Global Investments, Trowers & Hamlins

$249.95 Hardback 1 9050 5002 X 340 pages 234x156mm December 2004

DOING BUSINESS WITH SAUDI ARABIA3rd editionAnthony Shoult & Marat Terterov

• Endorsed by Saudi-Arabian General Investment Authority and Arab-BritishChamber of Commerce

• Foreword from Saudi Ambassador to the UK• Trade and investment opportunities in the Middle East's largest economy• Latest on the regulatory and tax regime and the rules of business engagement• Profiles of Saudi Arabia's most dynamic companies

Contributors include: Ahli United Bank, British Offset Programme, Ernst & Young, DTZ Middle East,Hay Management Consultants, Cluttons, Saudi British Bank

$249.95 Hardback 1 9050 5006 2 400 pages 234x156mm March 2005

DOING BUSINESS WITH CROATIA3rd editionMarat Terterov

• Endorsed by the Ministry of the Economy, Republic of Croatia• Foreword from the Prime Minister of the Republic of Croatia• Definitive guide to Croatia's privatization and economic reform programme• Profiles of industry sectors and leading Croatian companies

Contributors include: Croatia's Ministry for the Economy, Ministry for European Integration, andMinistry for SMEs, CMS Cameron McKenna, Deloitte & Touche, EBRD and Raiffeisen Bank

$249.95 Hardback 1 9050 5003 8 360 pages 234x156mm January 2005

DOING BUSINESS WITHTHE REPUBLIC OF CYPRUS$154.95 Hardback 0 7494 4140 2 320 pages234x156mm 2004

DOING BUSINESS WITHTHE CZECH REPUBLIC4th EditionPublished in association with CzechInvest$154.95 Hardback 0 7494 3838 X 448 pages 234x153mm 2002

DOING BUSINESS WITH ESTONIA$154.95 Hardback 0 7494 3841 X 240 pages 234x153mm 2003

DOING BUSINESS WITH HUNGARY3rd Edition$154.95 Hardback 0 7494 3514 3 304 pages 234x153mm 2002

DOING BUSINESS WITH LATVIA$154.95 Hardback 0 7494 3842 8 256 pages 234x153mm 2003

DOING BUSINESS WITH LITHUANIA$154.95 Hardback 0 7494 3843 6 352 pages 234x153mm 2003

DOING BUSINESS WITH MALTA$154.95 Hardback 0 7494 3993 9 288 pages 234x153mm 2003

DOING BUSINESS WITH POLAND4th Edition$154.95 Hardback 0 7494 3840 1 464 pages 234x153mm 2002

DOING BUSINESS WITH SLOVAKIA$154.95 Hardback 0 7494 4073 2 288 pages 234x153mm 2003

DOING BUSINESS WITH SLOVENIA$154.95 Hardback 0 7494 4074 0 224 pages 234x153mm 2003

DOING BUSINESS WITH CHINA5th EditionConsultant Editors: Jonathan Reuvid & Li YongPublished in association with China’s Ministry forCommerce (formerly MOFTEC), HSBC andCable and Wireless$430.00 Hardback 1 9050 5008 9 800 pages305x215mm 2004

DOING BUSINESS WITH JORDANConsultant Editor: Philip DewPublished in association withUK Trade and InvestmentForeword by His Majesty King Abdullah II$154.95 Hardback 0 7494 4141 0 488 pages234x153mm 2004

DOING BUSINESS WITH KAZAKHSTAN3rd EditionConsultant Editor: Marat TerterovPublished in association with DTI, UK Trade &Investment and the Kazakhstan Ministry ofForeign Affairs$244.95 Hardback 0 7494 3990 4 320 pages234x156mm 2004

DOING BUSINESS WITH KUWAIT 2nd EditionPaul Kennedy$244.95 Hardback 0 7494 3906 8 372 pages 234x153mm 2004

DOING BUSINESS WITH LIBYA2nd EditionConsultant Editors: Jonathan Wallace& Bill WilkinsonPublished in association with UK Trade & Investment,CWC Associates and the Libyan Academy ofGraduate Studies$154.95 Hardback 0 7494 3992 0 256 pages 234x153mm 2004

DOING BUSINESS WITH RUSSIA’SELECTRICAL ENERGY SECTORConsultant Editor: Marat Terterov$154.95 Paperback 0 7494 4202 6 304 pages 234x153mm 2004

DOING BUSINESS WITHSERBIA & MONTENEGROConsultant Editor: Marat Terterov$244.95 Hardback 0 7494 4142 9 448 pages 234x153mm 2004

21INTERNATIONAL BUSINESS FROM GMB PUBLISHING

DOING BUSINESS WITHTHE EU ACCESSION STATESConsultant Editors: Marat Terterov,Jonathan Reuvid & Philip Dew

Set of 10 books: £375.00 0 7494 4282 4These titles are all also available asindividual volumes, priced at £50.00 each

ALSO AVAILABLE IN THE GLOBAL MARKET BRIEFINGS SERIES

22 TRANSPORT, LOGISTICS & DRIVING

"It's become the operator/transportmanager's bible . . . I can't imagine anyonecarrying on his business without David Lowe'ssplendid guide at his side." —Roadlaw

"This is the most comprehensive book aboutall aspects of road transport. A must for alltransport managers and small fleet operators."—Cargo Today

$144.95 Paperback 0 7494 4337 5 752 pages 246x189mm December 2004

$82.95 Paperback 0 7494 4304 9 448 pages234x156mm July 2004

$38.95 Paperback 0 7494 4335 9 144 pages210x105mm September 2004

TRANSPORT MANAGER'S AND OPERATOR'S HANDBOOK 200535th EditionDavid Lowe

• Fully revised and updated thirty-fifth edition• Comprehensively covers the huge changes in

legislation and training requirements• The essential business resource for transport

managers, goods vehicle fleet operators, smallhauliers and logistics managers

"Packed with essential information . . . a comprehensiveguide to all the legal, operational and environmentalfactors . . . in a clear and structured format."—Motor Industry Magazine

The definitive guide for anyone in the road transportindustry presents all the legal requirements in a coherentformat, and offers operational advice and solutions to theproblems facing the industry.

New legislation has highlighted such issues such as drivershortages, the need for improved training and compliancewith the working time directive.

This new edition thoroughly explains the recent changes inthe law on:

• introduction of digital tachographs • driver smart cards• extensive new driver training requirements andstandards • drugs testing • tougher speed penalties• changes to the carriage of dangerous goods regulations• tougher legal action for lack of adequate riskassessments • increased haulage competition fromEU enlargement

A STUDY MANUAL OF PROFESSIONALCOMPETENCE IN ROAD HAULAGE 11th EditionDavid Lowe

• Revised and updated to account for EU and UKlegislative changes

• Core text for the Institute of Logistics & Transport'sCertificate of Professional Competence (CPC) course

• Includes typical case study scenarios and samplequestions and answers used in the examination

"If you know of someone, or you yourself are about totake the CPC examination, this is the book for you." —Road Law

This latest eleventh edition of the well-established andhighly respected manual provides a comprehensivecourse of study for the core Oxford, Cambridge and RSA(OCR) Level 3 Certificate of Professional Competence inRoad Haulage examination, for national and internationalroad haulage operations. Hauliers must have theCertificate, and this book follows its syllabus.

This is essential reading for anyone taking the CPCexamination or those involved in the road freight anddistribution industry.

POCKET GUIDE TO LGV HOURS& TACHOGRAPH LAW 2nd EditionDavid LowePublished in association with the Chartered Instituteof Logistics and Transport

• The only guide to hours and tachograph law• The latest information on rules and legal requirements

Including working time & minimum pay rules, this handypocket guide identifies:

• which rules apply to which drivers• which exemptions apply and to whom• which records must be kept• what effect working time regulations have on the

transport industry• the minimum wage rule• the basic principles of digital tachographs• the implementation of the Working Time Directive for

road haulage drivers• the introduction of digital tachographs • advice to drivers using Smart Cards

David Lowe is an experienced independent transport consultant and freelance writer of many years' standing.He is highly respected in the industry, particularly for his involvement with training for the professionalcompetence examination. He is the author of many classic transport books, including The Dictionary ofTransport and Logistics and The Professional LGV Driver's Handbook (both also published by Kogan Page).

TRANSPORT, LOGISTICS & DRIVING 23

$59.95 Paperback 0 7494 4301 4 416 pages 234x156mm September 2004

• The 'must-have' best-seller for all prospective andqualified driving instructors

• Endorsed and recommended by the DrivingStandards Agency (DSA) for the ADI exams andcheck list

• Completely rewritten to include latest informationrelating to the driver training industry

"An up-to-date copy of The Driving Instructor'sHandbook is as essential for a fully qualified instructor asit is for those seeking to pass the ADI qualifyingexaminations." —John Lepine, MBE, GeneralManager, The Motor Schools Association

Now in its 13th edition, The Driving Instructor'sHandbook is recognised as the authoritative practicalreference guide for would-be and qualified instructors,and also covers driver training and testing formotorcycles, buses, lorries and taxis.

THE PROFESSIONAL LGV DRIVER’S HANDBOOKDavid LoweForeword by the Road Haulage and Distribution Training CouncilPublished in association with the Chartered Institute of Logistics and Transport

"An important contribution to the industry . . . [it] will provide transport drivers and operators with a'bible' to have beside them all the time."—Ian Hetherington, Chief Executive, Road Haulage and Distribution Training Council


THE HANDBOOK OF LOGISTICS AND DISTRIBUTION MANAGEMENT2nd Edition Alan Rushton, John Oxley & Phil CroucherPublished in association with the Chartered Institute of Logistics and Transport

"An original look at this vital subject."—Storage Handling Distribution


LEARN TO DRIVE IN 10 EASY STAGES3rd EditionMargaret StaceyIllustrated by Andy RiceEndorsed by the Motor Association of Great Britain

"Quite simply, this is the best book for learner drivers I have read." —Kenneth Parker, ADI

"The best driver teaching aid I have encountered." —Andy Howes, ADI


PRACTICAL TEACHING SKILLS FOR DRIVING INSTRUCTORSA Training Manual for the ADI Examination and the Check Test4th EditionMargaret Stacey, John Miller & Tony ScrivenEndorsed by the Driving Standards Agency

"Pretty much indispensable." —Driving Instructor magazine


THE DRIVING INSTRUCTOR'S HANDBOOK13th Edition John Miller & Margaret Stacey

"The Driving Instructor's Handbook isrecommended by the Driving StandardsAgency for those studying for the ApprovedDriving Instructor's qualifying examination."—Driving Standards Agency Register ofApproved Driving Instructors

"An indispensable reference for thoseworking in the training industry."—Driving Instructor magazine

Recommended by the DSA, it provides the most up-to-date information and comprehensive guidance on:

• driving licenses • teaching skills • training procedures• the current ADI entry examination — theory andpractical • the new style theory test • marking of thedriver ability test • the trainee license • the ADI CheckTest • the L Test — theory and practical• road traffic law.

John Miller and Margaret Stacey each have over 30years' experience in the driver training industry. They arealso the authors of the best selling companion bookPractical Teaching Skills for Driving Instructors.Margaret is author of The Advanced Driver's Handbookand Learn to Drive in 10 Easy Stages (all Kogan Page).

TRANSPORT, LOGISTICS & DRIVING | BESTSELLERS

24 CAREERS, TESTING & EDUCATIONAL REFERENCE

$26.95 Paperback 0 7494 4356 1 288 pages 234x153mm January 2005 Not USA/Canada

GREAT ANSWERS TOTOUGH INTERVIEW QUESTIONS6th Edition Martin Yate

• The UK's best-selling job-hunting book ever• Fully revised and updated new edition • The complete guide to job-hunting, preparing for

interviews & interview technique• Now contains sample psychometric tests• Includes job-hunting on the Internet• New larger format — easier to use

"A good investment. . . . A comprehensive guide to thevarious ways of hunting jobs down, as well as how tomake the right impression with employers."—Daily Mirror

"Some excellent tips on how to answer potentialclangers." —Cosmopolitan

This fully revised new edition of the best-selling job-hunting book of all time is the essential companion for alljob seekers. It deals with the whole job-hunting process,from creating an outstanding CV and answering the mostdreaded interview questions, to negotiating a salary.

An indispensable guide that blows the competition away,no serious job hunter can afford to ignore this book.

Suitable for anyone at any stage in their career, GreatAnswers To Tough Interview Questions provides all theguidance needed to land that dream job.

Contents covered include:

• The hidden job market • Using headhunters• Networking • Telephone interviews • Dressing forsuccess • Body language • 5 secrets of securing a joboffer • Following up rejections • Multiple offers

Martin John Yate has held major posts as a director oftraining and personnel for several internationalcompanies, and is widely respected as the expert on allcareer matters. He is also the author of The Ultimate CVBook, The Ultimate Job Search Letters Book and TheUltimate Business Presentations Book (all published byKogan Page).

"The best book on job-hunting."—Financial Times

"An essential guide for the modernjobseeker." —Evening Standard

• Over 4 million copies sold!

The Times Careers & Jobs in . . . seriesWith detailed information on entry routes to many individual careers, the new Careers& Jobs in . . . guides feature qualifications, useful addresses and websites. Many ofthe guides also feature sample training and recruitment tests to help prepare for theperfect interview.

Many books in the series have been endorsed by professional bodies within eachsector. Packed with facts, advice and case studies, this is the ideal starting point foranyone planning a change of career, or about to enter the world of work.

THE A–Z OF CAREERS & JOBS11th Edition

"The perfect starting-point for students and school-leavers." —Education and Training

"A detailed look at different types of careers and jobs . . . a helpfulbook for those about to enter the world of work or for anyoneconsidering a career change." —Jobhunters Guide

$44.95 Paperback 0 7494 4206 9 400 pages 216x137mm 2004$289.95 Photocopiable Ringbinder Edition 0 7494 4307 3 386 pages 320x256mm 2004

CAREERS & JOBS IN THE MEDIASimon Kent

• Practical information on careers in journalism, publishing,TV, radio, film and the digital media

• Includes case studies and profiles of top employers• Features examples of recruitment and applications

procedures • A guide to qualifications• A directory of useful contacts

$24.95 Paperback 0 7494 4247 6 128 pages 216 x 135mmMarch 2005

$26.95 Paperback 0 7494 4279 4 192 pages216x135mm November 2004

HOW TO MASTERPSYCHOMETRIC TESTS3rd EditionMark Parkinson

• Fully revised and expanded edition• Contains brand new practice questions• Provides practical advice on every aspect of

psychometric testing

This new edition of an established best-seller is full ofexpert advice that will help anyone improve their chancesof getting the job they want. It contains information onthe latest developments in online testing, the addressesof useful websites, and even more practice questions.

Whether for job selection, or career developmentpurposes, How to Master Psychometric Tests really isthe ideal introduction to psychometric testing.

Mark Parkinson, PhD, is a leading business psychologistand the co-designer of a number of psychometric tests.He is the author of several best-selling Kogan Pagebooks, including How to Master PersonalityQuestionnaires, Your Job Search Made Easy and TheGraduate Job-Hunting Guide (all Times guides).


Also available:

26 CAREERS, TESTING & EDUCATIONAL REFERENCE | BESTSELLERS

CAREERS & JOBS IN ITDavid Yardley

• Includes self-assessment recruitment tests• Case studies and profiles of top employers


CAREERS & JOBS IN TRAVEL & TOURISMVerite Reily CollinsPublished in association with The Tourism Society

"Illustrated by real life case studies, this redesigned and updatedbook details the wide range of jobs on offer in the travel andtourism industry . . . complete with useful addresses andwebsites, the book shows readers the career paths andopportunities for training and development existing within theindustry." —Hospitality


CAREERS & JOBS IN NURSINGLinda Nazarko

• Foreword by the President of the Royal College of Nursing• Information on the qualifications needed and how to

obtain them• Practice numeracy tests included• Numerous case studies and profiles of jobs within

the sector• Covers specialist areas such as community and

nursery nursing• Contact details for international applicants

$24.95 Paperback 07494 4249 2 136 pages 216x135mmSeptember 2004

THE ADVANCED NUMERACYTEST WORKBOOKMike Bryon

• Contains realistic timed mock tests andpractice material

• Directly relevant to the selection tests of manytop organizations


APTITUDE, PERSONALITY& MOTIVATION TESTSAssess Your Potentialand Plan Your Career2nd EditionJim Barrett

"A great source of preparation."—The Evening Standard


THE APTITUDETEST WORKBOOKJim Barrett

• Contains 16 tests with over 400 questions• Companion title to the best-selling Test Your

Own Aptitude


CAREER, APTITUDE ANDSELECTION TESTSMatch your IQ, Personality & Abilitiesto your Ideal CareerJim Barrett

• Enables readers to relate personal characteristicsto career opportunities

• Includes tests similar to those used byorganizations for staff selection or assessment


CHANGING YOUR CAREERPractical Advice to Help You Move On2nd EditionSally LongsonPublished in association with The Times

• Packed with sound practical advice andproven tips


CHOOSING YOUR CAREERWork Out What You Really Wantto Do with Your Life2nd EditionSally LongsonPublished in association with The Times

"Lively and stimulating." —Newscheck


HOW TO MASTERPERSONALITY QUESTIONNAIRES2nd Edition Mark ParkinsonPublished in association with The Times

• Includes extracts from real personality reports


HOW TO PASSADVANCED APTITUDE TESTSJim Barrett

"Practice material to help candidates prepare,together with guidance to help manage their careers."—People Management


HOW TO PASSADVANCED NUMERACY TESTSIncludes Over 500 NewPractice QuestionsMike Bryon

"A wealth of relevant practice questions and detailedexplanations." —Sunday Citizen


HOW TO PASSGRADUATE PSYCHOMETRIC TESTS2nd Edition Mike Bryon Published in association with The Times

• Expanded second edition • Includes hundreds more practice questions


HOW TO PASS SECONDARYSCHOOL SELECTION TESTSMike Bryon

• 600 brand new practice questions • Expert advice and detailed explanations • Ideal for 11+ common entrance and SATS


Kogan Page is Europe's leading independent publisher ofcareers information. Its highly successful group of testingtitles offers practice questions and expert test-taking adviceon IQ, psychometric (verbal reasoning, numerical reasoningetc), personality and aptitude tests. Given the increasing useof tests by employers in the recruitment, selection andappraisal of staff, these titles provide invaluable preparationmaterial for candidates faced with such a challenge.

27CAREERS, TESTING & EDUCATIONAL REFERENCE | BESTSELLERS

28 CAREERS, TESTING & EDUCATIONAL REFERENCE | BESTSELLERS

HOW TO PASSNUMERACY TESTS2nd Edition Harry Tolley & Ken Thomas

• Expanded second edition• Offers information, practical advice and many

new practice tests


HOW TO PASS NUMERICALREASONING TESTSA Step-by-Step Guide to Learning theBasic Skills Heidi Smith

• A step-by-step guide to the skills you needto master


HOW TO PASSSELECTION TESTS2nd Edition Sanjay Modha & Mike Bryon

"It could significantly improve your chances of gettingthe job you want." —Greenock Telegraph


HOW TO PASSVERBAL REASONING TESTS2nd EditionHarry Tolley & Ken Thomas

• Helps readers to understand how these tests areset and marked

• Provides new practice material, with answers


HOW TO SUCCEEDAT AN ASSESSMENT CENTRETest-Taking Advice from the ExpertsHarry Tolley & Robert Wood Published in association with The Times

"I can thoroughly recommend this book in preparingclients for assessment centres."—Newscheck


IQ ANDPSYCHOMETRIC TESTSAssess Your Personality,Aptitude and IntelligencePhilip Carter

• Reflects the broadening of the concept of IQ• Includes different types of intelligence, such as

creativity and emotional intelligence


PREPARING YOUR OWN CVHow to Improve Your Chances ofGetting the Job You Want3rd Edition Rebecca Corfield Published in association with The Times

• Packed with examples of good — and bad — CVs• Features blank templates to get readers started


TEST YOUR OWN APTITUDE Jim Barrett & Geoff Williams3rd Edition

"Will help you to pinpoint your potential and suitabilityfor a particular career." —The Weekly Telegraph


HOW YOU CAN GET THAT JOBApplication Forms & Letters Made Easy3rd EditionRebecca Corfield

• Step-by-step advice on how to present jobapplications effectively


SUCCESSFUL INTERVIEW SKILLSHow to Present Yourself with Confidence3rd EditionRebecca CorfieldPublished in association with The Times

"Will make you feel more in control of the process."—Evening Standard


TEST YOUR CREATIVE THINKINGLloyd KingPublished in association with The Times

• Numerous questions and tips• Practice thinking laterally and improve

your creativity


29CAREERS, TESTING & EDUCATIONAL REFERENCE | BESTSELLERS

THE TIMES BOOK OF IQ TESTS:BOOK 1Ken Russell & Philip Carter Published in association with The Times

• Contains over 400 brand-new questions








THE TIMES BOOK OF IQ TESTS:BOOK FOURKen Russell & Philip CarterPublished in association with The Times



PSYCHOMETRIC TESTS (CD ROM)Volume OnePublished in association with The Times

Although over 70% of medium-to-large employers usepsychometric tests to assess intelligence, abilities, potential andpersonality, over 50% of candidates fail. Invaluable for anyonedetermined to fast-track their career, this CD-ROM will help youget ahead of the pack.

$28.95 inc VAT CD ROM 0 7494 3757 X 2003

TEST YOUR APTITUDE (CD ROM)Volume OnePublished in association with The Times

Aptitude tests are designed by psychologists to measure anindividual's natural abilities and highlight their potential. Workingthrough the tests and questionnaires, the user will discover how tomake better career and personal decisions, and what type of jobbest suits their personality.

$28.95 inc VAT CD ROM 0 7494 3756 1 2003

TEST YOUR IQ (CD ROM)Volume OnePublished in association with The Times

IQ ratings rise the more IQ tests are taken. Now anyone keen toimprove their IQ score can pit their wits against the experts.

$28.95 inc VAT CD ROM 0 7494 3759 6 2003

The Times Testing series CD ROMs

"This series could mean the difference between successand failure." —EasyJet Inflight magazine

"A gift from the gods of puzzling . . . a superb rangeof questions." —PC Guide

Providing invaluable practice tests both for jobapplicants and those seeking a challenge, this highlysuccessful series has been compiled by two leading IQtest experts. Packed with questions typical of thosefound in actual IQ tests, the series can be used asinvaluable practice material for preparing for an IQ testas part of job interview.

Each CD ROM features:

• Over 1,000 unique interactive questions• Sensational graphics and sound effects• Hundreds of multiple-choice questions• Against-the-clock, real test conditions• Instant scoring, feedback and analysis• Hours of practice with randomly-generated tests• Tests devised by experts based on those used by top

employers and careers consultants

Minimum system requirements: Pentium PC with: 133 MHz processor; 32MB RAM; Windows98/2000/NT/ME/XP; CD ROM drive; screen resolution of 800x600

The Times IQ Test seriesThis highly successful series has been compiled by twoleading IQ test experts who have produced over sixty bookstogether. Packed with questions typical of those found inactual IQ tests, the books can be used as invaluable practicematerial for preparing for an IQ test as part of job interview, orjust for entertainment!

THE ULTIMATE CV BOOKWrite the Perfect CV and get that JobMartin Yate

• Over 100 samples of job-winning CVs

$31.95 Paperback 0 7494 3875 4 256 pages246x189mm 2002.

THE ULTIMATEJOB SEARCH LETTERS BOOKWrite the Perfect Letter and get that JobMartin Yate

• Write an irresistible letter that will open thedoors to interviews and offers of employment

$31.95 Paperback 0 7494 4069 4 256 pages246x189mm 2003.

33PERSONAL FINANCE & CONSUMER REFERENCE | BESTSELLERS

HOW TO WRITE YOUR WILL14th EditionMarlene Garsia

"A practical and easy-to-read guide."—Pensions World

£8.99 Paperback 0 7494 4273 5 192 pages216x135mm 2004

HOW THE STOCK MARKET WORKSA Beginner’s Guide to Investment2nd EditionMichael Becket

"This book is not just for investors, but for anyone whowishes to understand our financial system, and how weall fit into it." —Neil Collins, City Editor, Daily Telegraph

£8.99 Paperback 0 7494 4190 9 208 pages 2004

WORKING ABROAD The Complete Guide toOverseas Employment25th Edition Godfrey Golzen & Jonathan Reuvid

"Anyone involved in working abroad will quickly come tolook upon this as their bible." —Personnel Today


YOUR RIGHTS AT WORKA TUC Guide2nd Edition

"This book should really have a readership of about 25million. Just about every worker in this country hassomething to gain from dipping into this simply-writtenguide to their employment rights." —The Observer


BOOST YOUR SELF-ESTEEMJohn Caunt

• Expert advice on overcoming negative thinking


BUILD YOUR PERSONAL BRAND(Previously published as The Image Factor)3rd Edition Eleri Sampson

"Jam-packed with solid, sensible advice on allaspects of self-presentation." —Springboard


DEALING WITHDIFFICULT PEOPLERoy Lilley

"It is the essential guide to coping with peopleproblems. Packed with hints, tips and warning ofpotential hazards." —OS magazine


DEVELOP YOUR ASSERTIVENESS2nd Edition Sue Bishop £7.99 Paperback 0 7494 3257 8 128 pages216x135mm 2000

DEVELOP YOUR NLP SKILLS2nd Edition Andrew Bradbury

• A practical introduction to the dynamics ofcommunication and neuro-linguisticprogramming


HOW TONEGOTIATE EFFECTIVELYDavid Oliver

• Practical tips, tools and techniques for gettingon every aspect of the negotiation process right


The Sunday Times Creating Success Series• Recommended by the Institute of Directors

A major series covering the very latest thinking on all aspects of management, business and personal skills.

IMPROVE YOURCOMMUNICATION SKILLSAlan Barker£7.99 Paperback 0 7494 3262 4 160 pages216x135mm 2000

ORGANIZE YOURSELFJohn Caunt

"A practical, no gimmicks, no nonsense bookwhich takes its subject seriously. . . . It raises manygood points and offers sound advice."—Nine to Five


SUCCESSFULPRESENTATION SKILLS2nd EditionAndrew Bradbury

"Concise and comprehensive information."—Management Today


Kogan Page - coinfo.com.au

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