Author: Roger G. Kathol
Publisher: Springer
ISBN: 3319747428
Category : Medical
Languages : en
Pages : 343
Book Description
Thoroughly revised and updated since its initial publication in 2010, the second edition of this gold standard guide for case managers again helps readers enhance their ability to work with complex, multimorbid patients, to apply and document evidence-based assessments, and to advocate for improved quality and safe care for all patients. Much has happened since Integrated Case Management (ICM), now Value-Based Integrated Case Management (VB-ICM), was first introduced in the U.S. in 2010. The Integrated Case Management Manual: Valued-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition emphasizes the field has now moved from “complexity assessments” to “outcome achievement” for individuals/patients with health complexity. It also stresses that the next steps in VB-ICM must be to implement a standardized process, which documents, analyzes, and reports the impact of VB-ICM services in removing patient barriers to health improvement, enhancing quality and care coordination, and lowering the financial impact to patients, providers, and employer groups. Written by two expert case managers who have used VB-ICM in their large fully disseminated VB-ICM program and understand its practical deployment and use, the second edition also includes two authors with backgrounds as physician support personnel to case managers working with complex individuals. This edition builds on the consolidation of biopsychosocial and health system case management activities that were emphasized in the first edition. A must-have resource for anyone in the field, The Integrated Case Management Manual: Value-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition is an essential reference for not only case managers but all clinicians and allied personnel concerned with providing state-of-the-art, value-based integrated case management.
The Integrated Case Management Manual
Author: Roger G. Kathol
Publisher: Springer
ISBN: 3319747428
Category : Medical
Languages : en
Pages : 343
Book Description
Thoroughly revised and updated since its initial publication in 2010, the second edition of this gold standard guide for case managers again helps readers enhance their ability to work with complex, multimorbid patients, to apply and document evidence-based assessments, and to advocate for improved quality and safe care for all patients. Much has happened since Integrated Case Management (ICM), now Value-Based Integrated Case Management (VB-ICM), was first introduced in the U.S. in 2010. The Integrated Case Management Manual: Valued-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition emphasizes the field has now moved from “complexity assessments” to “outcome achievement” for individuals/patients with health complexity. It also stresses that the next steps in VB-ICM must be to implement a standardized process, which documents, analyzes, and reports the impact of VB-ICM services in removing patient barriers to health improvement, enhancing quality and care coordination, and lowering the financial impact to patients, providers, and employer groups. Written by two expert case managers who have used VB-ICM in their large fully disseminated VB-ICM program and understand its practical deployment and use, the second edition also includes two authors with backgrounds as physician support personnel to case managers working with complex individuals. This edition builds on the consolidation of biopsychosocial and health system case management activities that were emphasized in the first edition. A must-have resource for anyone in the field, The Integrated Case Management Manual: Value-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition is an essential reference for not only case managers but all clinicians and allied personnel concerned with providing state-of-the-art, value-based integrated case management.
Publisher: Springer
ISBN: 3319747428
Category : Medical
Languages : en
Pages : 343
Book Description
Thoroughly revised and updated since its initial publication in 2010, the second edition of this gold standard guide for case managers again helps readers enhance their ability to work with complex, multimorbid patients, to apply and document evidence-based assessments, and to advocate for improved quality and safe care for all patients. Much has happened since Integrated Case Management (ICM), now Value-Based Integrated Case Management (VB-ICM), was first introduced in the U.S. in 2010. The Integrated Case Management Manual: Valued-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition emphasizes the field has now moved from “complexity assessments” to “outcome achievement” for individuals/patients with health complexity. It also stresses that the next steps in VB-ICM must be to implement a standardized process, which documents, analyzes, and reports the impact of VB-ICM services in removing patient barriers to health improvement, enhancing quality and care coordination, and lowering the financial impact to patients, providers, and employer groups. Written by two expert case managers who have used VB-ICM in their large fully disseminated VB-ICM program and understand its practical deployment and use, the second edition also includes two authors with backgrounds as physician support personnel to case managers working with complex individuals. This edition builds on the consolidation of biopsychosocial and health system case management activities that were emphasized in the first edition. A must-have resource for anyone in the field, The Integrated Case Management Manual: Value-Based Assistance to Complex Medical and Behavioral Health Patients, 2nd Edition is an essential reference for not only case managers but all clinicians and allied personnel concerned with providing state-of-the-art, value-based integrated case management.
CMSA's Integrated Case Management
Author: Kathleen Fraser, MSN, MHA, RN-BC, CCM, CRRN
Publisher: Springer Publishing Company
ISBN: 0826169511
Category : Medical
Languages : en
Pages : 316
Book Description
Written by case managers for case managers, this reference manual for nurses and other health professionals presents a CMSA tested approach towards systematically integrating physical and mental health case management principles and assessment tools. Since the health care field has undergone major changes such as the passing of the Patient Protection and Affordable Care Act, Mental Health Parity, Transition of Care & Chronic Care Management and the Medicare Act and CHIP Authorization Act (MACRA), health care workers must competently know how to integrate those new regulations, describe alternative payment options, and implement requirements for greater patient and family assessment, care planning, and care coordination in their practice. CMSA’s Integrated Case Management delves into the role of the case manager and unpacks how case managers assess and treat complex patients. These are patients who may be challenged with medical and behavioral conditions, poor access to care services, as well as chronic illnesses and disabilities, and require multidisciplinary care to regain health and function. With a wealth of information on regulatory requirements, new models of care, integration of services, digital and telemedicine, and new performance measures that are clearly defined for nurses in nursing terminology, chapters outline the steps needed to begin, implement, and use the interventions of the Integrated Case Management approach. All content aligns with the newly revised 2017 Model Care Act, CMSA Standards of Practice 2016 as well as the CMSA Core Curriculum for Case Management Third Edition.
Publisher: Springer Publishing Company
ISBN: 0826169511
Category : Medical
Languages : en
Pages : 316
Book Description
Written by case managers for case managers, this reference manual for nurses and other health professionals presents a CMSA tested approach towards systematically integrating physical and mental health case management principles and assessment tools. Since the health care field has undergone major changes such as the passing of the Patient Protection and Affordable Care Act, Mental Health Parity, Transition of Care & Chronic Care Management and the Medicare Act and CHIP Authorization Act (MACRA), health care workers must competently know how to integrate those new regulations, describe alternative payment options, and implement requirements for greater patient and family assessment, care planning, and care coordination in their practice. CMSA’s Integrated Case Management delves into the role of the case manager and unpacks how case managers assess and treat complex patients. These are patients who may be challenged with medical and behavioral conditions, poor access to care services, as well as chronic illnesses and disabilities, and require multidisciplinary care to regain health and function. With a wealth of information on regulatory requirements, new models of care, integration of services, digital and telemedicine, and new performance measures that are clearly defined for nurses in nursing terminology, chapters outline the steps needed to begin, implement, and use the interventions of the Integrated Case Management approach. All content aligns with the newly revised 2017 Model Care Act, CMSA Standards of Practice 2016 as well as the CMSA Core Curriculum for Case Management Third Edition.
The Integrated Case Management Manual
Author: Roger G. Kathol, MD
Publisher: Springer Publishing Company
ISBN: 082610634X
Category : Medical
Languages : en
Pages : 319
Book Description
Designated a Doody's Core Title! An ideal reference guide for case managers who work with complex, multimorbid patients, The Integrated Case Management Manual helps readers enhance their ability to work with these patients, learn how to apply new evidence-based assessments, and advocate for improved quality and safe care for all patients. This text encourages case managers to assess patients with both medical and mental health barriers to improvement in order to coordinate appropriate integrated health interventions and treatment planning. Built upon the goals and values of the Case Management Society of America (CMSA), this manual guides case managers through the process of developing new and important cross-disciplinary skills. These skills will allow them to alter the health trajectory of some of the neediest patients in the health care system. Key Features: Tools and resources for deploying an Integrated Health Model (physical and mental health treatment) to the medically complex patient Complexity assessment grids: a color-coded tool for tracking patient progress and outcomes throughout the trajectory of the illness Methods for building collaborative partnerships in emerging models of care delivery within multidisciplinary health care teams Strategies for using an integrated case management approach to improve efficiency, effectiveness, accountability, and positive outcomes in clinical settings Guidance on connecting multi-disciplinary teams to assist with health issues in the biological, psychological, and social domains to overcome treatment resistance, reduce complications, and reduce cost of care
Publisher: Springer Publishing Company
ISBN: 082610634X
Category : Medical
Languages : en
Pages : 319
Book Description
Designated a Doody's Core Title! An ideal reference guide for case managers who work with complex, multimorbid patients, The Integrated Case Management Manual helps readers enhance their ability to work with these patients, learn how to apply new evidence-based assessments, and advocate for improved quality and safe care for all patients. This text encourages case managers to assess patients with both medical and mental health barriers to improvement in order to coordinate appropriate integrated health interventions and treatment planning. Built upon the goals and values of the Case Management Society of America (CMSA), this manual guides case managers through the process of developing new and important cross-disciplinary skills. These skills will allow them to alter the health trajectory of some of the neediest patients in the health care system. Key Features: Tools and resources for deploying an Integrated Health Model (physical and mental health treatment) to the medically complex patient Complexity assessment grids: a color-coded tool for tracking patient progress and outcomes throughout the trajectory of the illness Methods for building collaborative partnerships in emerging models of care delivery within multidisciplinary health care teams Strategies for using an integrated case management approach to improve efficiency, effectiveness, accountability, and positive outcomes in clinical settings Guidance on connecting multi-disciplinary teams to assist with health issues in the biological, psychological, and social domains to overcome treatment resistance, reduce complications, and reduce cost of care
CMSA Core Curriculum for Case Management
Author:
Publisher: Lippincott Williams & Wilkins
ISBN: 9780781779173
Category : Medical
Languages : en
Pages : 666
Book Description
This text contains the core body of knowledge for case management practice as delineated by the Case Management Society of America (CMSA), the largest professional organization of case managers. The core curriculum provides a "synthesis of case management evolution," and presents essential elements, concepts, and vision for current and future case management practice. This edition is significantly expanded to reflect the dynamic changes taking place in case management. Each chapter is organized in a consistent format that includes learning objectives; introduction; important terms and concepts; key definitions; and references.
Publisher: Lippincott Williams & Wilkins
ISBN: 9780781779173
Category : Medical
Languages : en
Pages : 666
Book Description
This text contains the core body of knowledge for case management practice as delineated by the Case Management Society of America (CMSA), the largest professional organization of case managers. The core curriculum provides a "synthesis of case management evolution," and presents essential elements, concepts, and vision for current and future case management practice. This edition is significantly expanded to reflect the dynamic changes taking place in case management. Each chapter is organized in a consistent format that includes learning objectives; introduction; important terms and concepts; key definitions; and references.
Handbook IMCI
Author: World Health Organization. Department of Child and Adolescent Health and Development
Publisher: World Health Organization
ISBN: 9241546441
Category : Medical
Languages : en
Pages : 210
Book Description
This handbook gives a detailed explanation of the WHO/UNICEF guidelines for the integrated management of childhood illness (IMCI). The guidelines set out simple and effective methods for the prevention and management of the leading causes of serious illness and mortality in young children. They promote evidence-based assessment and treatment using a syndromic approach that supports the rational, effective and affordable use of drugs. The handbook gives an overview of the IMCI process and includes technical guidelines to assess and classify a sick young infant aged from one week up to two months, and a sick young child aged two months to five years; as well as guidance on how to identify treatment; communicate and counsel; and give follow-up care.
Publisher: World Health Organization
ISBN: 9241546441
Category : Medical
Languages : en
Pages : 210
Book Description
This handbook gives a detailed explanation of the WHO/UNICEF guidelines for the integrated management of childhood illness (IMCI). The guidelines set out simple and effective methods for the prevention and management of the leading causes of serious illness and mortality in young children. They promote evidence-based assessment and treatment using a syndromic approach that supports the rational, effective and affordable use of drugs. The handbook gives an overview of the IMCI process and includes technical guidelines to assess and classify a sick young infant aged from one week up to two months, and a sick young child aged two months to five years; as well as guidance on how to identify treatment; communicate and counsel; and give follow-up care.
The Case Manager's Handbook
Author: Catherine M. Mullahy
Publisher: Jones & Bartlett Publishers
ISBN: 1284032086
Category : Business & Economics
Languages : en
Pages : 805
Book Description
Written by renowned author Catherine Mullahy, The Case Manager’s Handbook, Fifth Edition is the ultimate how-to guide for case managers. This practical resource helps case managers build fundamentals, study for the Certified Case Manager (CCM) exam, and most importantly, advance their careers after the exam. Written for all professionals in all practice settings in case management, it uses real-life examples and an easy-to-read, conversational style to examine the case management process while presenting practical procedural information. An excellent daily reference and training guide for new case managers and seasoned professionals in various setting, The Case Manager’s Handbook, Fifth Edition is the “go-to” resource for facing the day-to-day challenges of case management, especially as the nation navigates through the many changes introduced by the landmark Patient Protection and Affordable Care Act. Significantly updated and revised, it contains eight new chapters: * Hospital Case Management: Changing Roles and Transitions of Care * Patient Centered Medical Home, ACOs, Health Exchanges * Evidence-Based Practice * Public Sector Reimbursement * Predictive Modeling * Pain Management * Health Technology, Trends, and Implications for Case Managers * The Affordable Care Act of 2010: Implications for Case Managers Included with each new print book is an Access Code for a Navigate Companion Website for students with objectives, multiple choice questions, and bonus appendices.
Publisher: Jones & Bartlett Publishers
ISBN: 1284032086
Category : Business & Economics
Languages : en
Pages : 805
Book Description
Written by renowned author Catherine Mullahy, The Case Manager’s Handbook, Fifth Edition is the ultimate how-to guide for case managers. This practical resource helps case managers build fundamentals, study for the Certified Case Manager (CCM) exam, and most importantly, advance their careers after the exam. Written for all professionals in all practice settings in case management, it uses real-life examples and an easy-to-read, conversational style to examine the case management process while presenting practical procedural information. An excellent daily reference and training guide for new case managers and seasoned professionals in various setting, The Case Manager’s Handbook, Fifth Edition is the “go-to” resource for facing the day-to-day challenges of case management, especially as the nation navigates through the many changes introduced by the landmark Patient Protection and Affordable Care Act. Significantly updated and revised, it contains eight new chapters: * Hospital Case Management: Changing Roles and Transitions of Care * Patient Centered Medical Home, ACOs, Health Exchanges * Evidence-Based Practice * Public Sector Reimbursement * Predictive Modeling * Pain Management * Health Technology, Trends, and Implications for Case Managers * The Affordable Care Act of 2010: Implications for Case Managers Included with each new print book is an Access Code for a Navigate Companion Website for students with objectives, multiple choice questions, and bonus appendices.
Integrated Treatment for Dual Disorders
Author: Kim T. Mueser
Publisher: Guilford Publications
ISBN: 1462524141
Category : Psychology
Languages : en
Pages : 496
Book Description
This comprehensive clinical handbook provides virtually everything needed to plan, deliver, and evaluate effective treatment for persons with substance abuse problems and persistent mental illness. From authors at the forefront of the dual disorders field, the book is grounded in decades of influential research. Presented are clear guidelines for developing integrated treatment programs, performing state-of-the-art assessments, and implementing a wide range of individual, group, and family interventions. Also addressed are residential and other housing services, involuntary interventions, vocational rehabilitation, and psychopharmacology for dual disorders. Throughout, the emphasis is on workable ways to combine psychiatric and substance abuse services into a cohesive, unitary system of care. In a convenient large-size format, the volume includes reproducible assessment forms, treatment planning materials, and client handouts.
Publisher: Guilford Publications
ISBN: 1462524141
Category : Psychology
Languages : en
Pages : 496
Book Description
This comprehensive clinical handbook provides virtually everything needed to plan, deliver, and evaluate effective treatment for persons with substance abuse problems and persistent mental illness. From authors at the forefront of the dual disorders field, the book is grounded in decades of influential research. Presented are clear guidelines for developing integrated treatment programs, performing state-of-the-art assessments, and implementing a wide range of individual, group, and family interventions. Also addressed are residential and other housing services, involuntary interventions, vocational rehabilitation, and psychopharmacology for dual disorders. Throughout, the emphasis is on workable ways to combine psychiatric and substance abuse services into a cohesive, unitary system of care. In a convenient large-size format, the volume includes reproducible assessment forms, treatment planning materials, and client handouts.
Case Management
Author: Arthur J. Frankel
Publisher: Oxford University Press, USA
ISBN: 0190858885
Category : Medical
Languages : en
Pages : 217
Book Description
Over the course of twenty years and across three editions, this text has approached case management as both an art and a science by providing students and practitioners with the basics of case management theory, skills, and applications. This fourth edition, which focuses on both the social work and nursing professions, offers trainers, instructors, and students detailed information about how case management is delivered, major issues encountered in practice, how services are affected by different populations, and the unique skills that are required by case managers in order to be effective. Chapter exercises and numerous case examples help readers practice some of the skills associated with the content offered.Case Management is unique in that it brings together the major professions that conduct case management in the United States. It is focused on skill learning more than on theory, and discusses not only the importance of case management in the current social work and medical milieu, but also the challenges that case managers face in helping clients. In addition, the text offers a model for integrated case management between professions and in numerous settings, including nursing centers, community mental health facilities, and criminal justice centers.
Publisher: Oxford University Press, USA
ISBN: 0190858885
Category : Medical
Languages : en
Pages : 217
Book Description
Over the course of twenty years and across three editions, this text has approached case management as both an art and a science by providing students and practitioners with the basics of case management theory, skills, and applications. This fourth edition, which focuses on both the social work and nursing professions, offers trainers, instructors, and students detailed information about how case management is delivered, major issues encountered in practice, how services are affected by different populations, and the unique skills that are required by case managers in order to be effective. Chapter exercises and numerous case examples help readers practice some of the skills associated with the content offered.Case Management is unique in that it brings together the major professions that conduct case management in the United States. It is focused on skill learning more than on theory, and discusses not only the importance of case management in the current social work and medical milieu, but also the challenges that case managers face in helping clients. In addition, the text offers a model for integrated case management between professions and in numerous settings, including nursing centers, community mental health facilities, and criminal justice centers.
The Professional Practice of Rehabilitation Counseling
Author: Vilia M. Tarvydas, PhD, CRC
Publisher: Springer Publishing Company
ISBN: 0826138934
Category : Social Science
Languages : en
Pages : 490
Book Description
Revised to reflect radical changes in the field and their impact on professional practice Now updated and substantially revised to reflect the CORE/CACREP merger and fundamental changes in the field, this comprehensive graduate-level second edition textbook articulates the complementary relationship between rehabilitation and mental health counseling and how it impacts professional practice. New information is introduced to address the increasing diversity of current and emerging job titles, duties, and settings, as well as to reframe existing content to better prepare rehabilitation counselors for navigating a continually shifting health care system. The second edition defines rehabilitation counseling as a specialty area of the broader counseling profession, and introduces psychiatric rehabilitation as a bridge to understanding the intersection of traditional rehabilitation and mental health counseling. It emphasizes recovery-based models and describes evidence-based research supporting the effectiveness of psychosocial interventions. Esteemed experts also address specific job functions related to assessment, credentialing, counseling, case management, advocacy, and career development. Four completely new chapters cover the fundamental concepts and models that underpin rehabilitation counseling, the evidence-based competencies that constitute rehabilitation counseling practice, and the specialized practices of forensic rehabilitation, and psychiatric rehabilitation. New and Key Features Reflects the CORE/CACREP merger and its impact upon rehabilitation counseling Conceptualizes rehabilitation counseling and its complementary relationship to counseling Includes new chapters on fundamental elements of rehabilitation counseling practice and on specialized practice in forensic and psychiatric rehabilitation. Addresses changes to CRCC 2016 Code of Ethics Covers the infusion of technology into distance education and counseling Laces a global perspective throughout with an emphasis on the ICF model Reflects the reality of professional practice in the current job market Includes new activities to enhance learning Offers an Instructors Manual with test item bank, Power Point presentations, and learning activities on applying chapter content Provides a model syllabus for Introduction to Rehabilitation Counseling
Publisher: Springer Publishing Company
ISBN: 0826138934
Category : Social Science
Languages : en
Pages : 490
Book Description
Revised to reflect radical changes in the field and their impact on professional practice Now updated and substantially revised to reflect the CORE/CACREP merger and fundamental changes in the field, this comprehensive graduate-level second edition textbook articulates the complementary relationship between rehabilitation and mental health counseling and how it impacts professional practice. New information is introduced to address the increasing diversity of current and emerging job titles, duties, and settings, as well as to reframe existing content to better prepare rehabilitation counselors for navigating a continually shifting health care system. The second edition defines rehabilitation counseling as a specialty area of the broader counseling profession, and introduces psychiatric rehabilitation as a bridge to understanding the intersection of traditional rehabilitation and mental health counseling. It emphasizes recovery-based models and describes evidence-based research supporting the effectiveness of psychosocial interventions. Esteemed experts also address specific job functions related to assessment, credentialing, counseling, case management, advocacy, and career development. Four completely new chapters cover the fundamental concepts and models that underpin rehabilitation counseling, the evidence-based competencies that constitute rehabilitation counseling practice, and the specialized practices of forensic rehabilitation, and psychiatric rehabilitation. New and Key Features Reflects the CORE/CACREP merger and its impact upon rehabilitation counseling Conceptualizes rehabilitation counseling and its complementary relationship to counseling Includes new chapters on fundamental elements of rehabilitation counseling practice and on specialized practice in forensic and psychiatric rehabilitation. Addresses changes to CRCC 2016 Code of Ethics Covers the infusion of technology into distance education and counseling Laces a global perspective throughout with an emphasis on the ICF model Reflects the reality of professional practice in the current job market Includes new activities to enhance learning Offers an Instructors Manual with test item bank, Power Point presentations, and learning activities on applying chapter content Provides a model syllabus for Introduction to Rehabilitation Counseling
Integrated Sales Process Management
Author: Michael W. Lodato Ph. D.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405
Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.
Publisher: AuthorHouse
ISBN: 1425929923
Category : Sales management
Languages : en
Pages : 405
Book Description
Selling is getting more and more complex, yet few companies are implementing formal sales processes that would bring the degree of management control that is needed. Too many managers have no reliable way to measure the performance of sales people other than by orders produced and bulging 30-60-90 day forecasts with little or no backup. There is pressure to adopt sales automation, but there isn't much evidence of its improving sales effectiveness. The decision is not a simple one, successful implementation is even harder. If you want to improve your competitiveness you may need to change the behavior of your salespeople by focusing on the processes that run the business. You can’t change the behavior without changing the processes and inspecting that they are being followed. The book guides the reader to building an integrated system of sales and marketing management processes. But this itself will not bring the desired level of effectiveness. You must also manage the interaction among the management processes and in so doing seamlessly integrate the product marketing strategy, the sales and marketing tactics, and the sales and marketing management processes. This is neither a text book nor a book on sales management theory. It is a step-by-step, here’s-how-to-do-it, guide to achieving integrated sales process management. It evolved to its current state, not as an academic activity but from years of empirical evidence of what works and what doesn’t. In a global business environment where everyone is working hard to achieve a unique edge, understanding and improving your management processes faster than your competitors may be the only sustainable competitive advantage. This book introduces Integrated Sales Process Management to people who are, or aspire to be, marketing and sales executives and provides them with a direction to achieving the concepts in their own organizations. The central theme in the book is that if you want to solve sales effectiveness problems permanently, or prevent them from occurring, you must become more management process driven.