“This is a book all mathematics teachers and teacher educators should read! It brings together a wealth of insights from a range of authors… The major issues confronting teachers of mathematics who wish to use ICT in different domains of mathematics are addressed in a clear and accessible way.” Professor Celia Hoyles OBE, Dean of Research and Consultancy, Institute of Education, University of London Teaching Secondary Mathematics with ICT shows the reader how to use Information and Communication Technology (ICT) effectively to enhance the teaching of mathematics in the secondary school. The book explains which forms of technology can be used to improve mathematics teaching and learning, how to get started and where to go for further information. The first two chapters provide a useful introduction for those new to teaching mathematics with ICT. Further chapters cover topics including: ICT and the curriculum: number, algebra, geometry and statistics Making use of interactive whiteboards in the classroom Using the internet and video-conferencing to enhance teaching The book includes practical classroom scenarios and case studies (for example, the government-funded MathsAlive! Initiative), as well as discussions of general issues, such as the role of feedback and the use of ICT in whole-class teaching. It draws on current research and is supplemented by a linked web site, which provides access to demonstration copies of software and sample files. It also includes a directory of resources with lists of organisations, web sites, projects and further reading. Key reading for Education students specialising in Mathematics and all those teaching secondary mathematics, including non-specialists and those on professional development courses. Visit the text-supporting website: www.openup.co.uk/jwp
The first year of developing a new sales territory is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will have new salespeople—or veterans developing new territories—chasing their tails for the first year or two. As Sales Hunting: How to Develop New Territories and Major Accounts in Half the Time Using Trust as Your Weapon details, there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. His sales model therefore incorporates metrics based on trust along with traditional sales measures. That is the fuel that helps you not just turn virgin territory into a consistent revenue generator, but helps you win over potential accounts that now use competitive products. Sales Hunting helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. Once you gain access, trust can be used as systematic way to build long-lasting relationships that pay dividends well beyond that first sale you make. Among other things, this book explains: Why most customers don’t want to buy from you . . . yetWhy trust-based relationships enable you to open up territories and bag the biggest customers quicklyHow to qualify and rank customers based on traitsHow to get in step with the customer’s buying cycleHow to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Sales Hunting is an easy-to-read book that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any salesperson or sales manager developing a new territory or trying to penetrate new accounts. What you’ll learnWhy traditional sales models do not work for new account acquisition. Why long-term sales success is built on developing a trusted relationship with the customer.The best methods for achieving first meetings.The best solutions to lead with.How to qualify customer and opportunities. Where to best spend your time.How to measure and track your success.Who this book is for Salespeople and sales managers opening new territories or trying to penetrate new accounts. Table of ContentsHunting MisunderstoodIdentify the Silent Sales KillersThe Buyer ProcessThe Sales ProcessTrustTrust Sales CycleBuild Business RelationshipsUnderstand the Sales EquationPreplanning: Prepare YourselfNiche SellingRich Hunting GroundsWhere to Find CustomersCold CallingOn the Phone for the First TimePower in SalesSelling StrategiesQualify the CustomerBuilding Trust before OpportunityQualifying and Developing OpportunitiesAre You Winning or Losing?Wrapping UpSummary
The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But jumping straight to opportunity will leave salespeople chasing their tails and coming up short on payday. With an emphasis on basic sales skills that have been refreshed for today's generation of buyers, Trust-Based Selling shows there is a significant problem you must overcome when opening up new accounts and territories. No matter what you are selling, your prospect already has a trusted relationship with an incumbent vendor and will continue to buy from that vendor even when you have the better solution. The playing field is not level—and you’re on the wrong side. So how can you compete to win? "Trust is the grease that makes business sales effortless," writes sales pro and trainer Dave Monty in this quick-read book. Opportunity metrics are important, but trust—and a few sharp insider tactics Monty reveals—is the guidepost that leads to success. Trust-Based Selling—an abridgement of Monty's Sales Hunting—helps you start establishing trust before you step foot in a prospect’s door, and it shows you the tactics necessary to penetrate new accounts. It also explains: The new basic sales skills as taught by master salesman Dave Monty Why trust-based relationships enable you to get and keep customers for life How to get in step with the customer’s buying cycle How to establish trust-based and traditional sales metrics to guide your efforts With advice based on Monty’s twenty years of IT sales and sales management experience—along with principles confirmed by academic research—Trust-Based Selling is a fast read that is packed with real-life examples and prescriptions for achieving sales success. It will prove a lifesaver for any new salesperson, as well as sales veterans needing to develop new skills and rekindle the zeal required to succeed in sales.
Showcases a select group of over fifty frogs and toads chosen for their unusual markings, calls, poisons or behavior, and includes frogs and toads from North and South America, Africa, Australia, Europe and Asia.
This frank and candid account describes the fifty weeks Wellens spent teaching at Chungnam Institute of Foreign Language Education, a state-of-the-art facility in Gongju, South Korea. Anyone considering teaching in a foreign country will benefit from the reading of this book as preparation for a transformative experience.
This book reveals a unique formula for successful leadership. It is based on a ten-week leadership training programme which reached the finals of the UK National Training Awards. Condensed into ten easy-to-read modules, it will help you build the strong interpersonal skills you need to become a successful leader. The programme has delivered measurable, lasting results since 1997. Written by an experienced man manager, coach and trainer it is peppered with practical examples to illustrate the key learning points. In the book you will learn: - A Formula for Leadership as profound as E = mc2 - The Power of Behaviour - How your team can become Winners & Heroes - Leadership is as simple as A-B-C - How to harness the Vanilla Effect and watch motivation soar - The 5 key steps to build trust and rapport - The Assertiveness Toolbox - How to supercharge your team for success - Ten proven steps to successful Leadership
The brilliant debut novel from the bestselling author of City of Thieves and the co-creator of the HBO series Game of Thrones, about a white-collar drug dealer's last night out in New York City before going to jail Adapted as a feature film by Spike Lee starring Edward Norton and Philip Seymour Hoffman “Novels like The 25th Hour don't fall out of trees every day. The tone is dark and intense; its elegant style is cut on the raw side; and the characters come from places we've all been.” —The New York Times All Monty Brogan ever really wanted when he grew up was to be a fireman. Now he's about to start a seven-year stretch in the federal penitentiary for drug dealing. With just twenty-four hours of freedom to go, he prowls the city with his girlfriend and his two best friends from high school—a high-flying bond trader and an idealistic teacher. As the minutes count down, Monty seizes one last chance to stack the odds in his favor. Hurtling from the money pits of Wall Street to Manhattan's downtown lounge and club scene, from the enclaves of the Russian mob to the old immigrant neighborhoods, The 25th Hour evokes the pulsing rhythms and diamond-hard edges of a city in the raw, illusory hours between midnight and dawn. A taut and mesmerizing tale of an urban purgatory suspended between the crime and the punishment, The 25th Hour is a major player in contemporary noir fiction.
Task-based teaching has created enormous interest among teachers in recent years. But how does the idea of designing tasks (e.g. discussions, problems, games) that encourage learners to use real language work in practice? This book explains the basic principles behind task-based learning and teaching and gives practical examples of how to make it work in different teaching situations.
They don't make comedy like they used to . . . From the slapstick comedy of Charlie Chaplin and Stan Laurel, the surrealism of Spike Milligan and Monty Python, and the golden age of political incorrectness helmed by Benny Hill, to the alternative scene that burst forth following the punk movement, the hedonistic joy of Absolutely Fabulous, the lacerating scorn of Jimmy Carr, Ricky Gervais, and Jo Brand and the meteoric rise of socially conscious stand up today: comedy can be many things, and it is a cultural phenomenon has come to define Britain like few others. In Different Times, David Stubbs charts the superstars that were in on the gags, the unsung heroes hiding in the wings and the people who ended up being the butt of the joke. Comedians and their work speak to and of their time, drawing upon and moulding Britons' relationship with their national history, reflecting us as a people, and, simply, providing raucous laughs for millions of people around the world. Different Times is a joyous, witty and insightful paean to British comedy.
Beautifully illustrated with color paintings, photos, and maps that capture the romance of the Arthurian legend, this book explores the historical, literary, and mythical origins of major figures (Guinevere, Lancelot, Merlin) and themes (chivalry, the Holy Grail). Includes a foreword from medieval scholar Terry Jones.
By hanging around ballparks, training camps, and locker rooms, by interviewing old-timers, and by sifting through thousands of old newspaper clippings, Cataneo has assembled a collection of baseball trivia and anecdotes that includes superstitions, statistics, practical jokes, and more. Photos.
After the many and conflicting versions of the legendary Hitchhiker's Guide to the Galaxy, Douglas Adams created Dirk Gently: a detective with a belief in the fundamental interconnectedness of all things, a troubled relationship with the laws of probability and quantum physics, and a love of cats and pizza. After the events of Dirk GentlyÍs Holistic Detective Agency and The Long Dark Tea Time, but prior to the detectiveÍs relocation to California in The Interconnectedness of All Kings, Dirk finds himself investigating a bizarre case of poaching, dumbstruck tourists, and the inner membranes of a rhinocerosÍ nose.
Picking up the trail with the incredibly influential films of Basil Rathbone and Nigel Bruce, Volume II goes on to explore the antiheroic Sherlock Holmes films of the 1970s, and then the somewhat rocky journey of Holmes into the medium of television (actors Alan Wheatley, Douglas Wilmer, and Peter Cushing all declared their respective TV series as the worst experience of their professional careers). Television finally found its "definitive" Holmes in Jeremy Brett's portrayal for Granada Television, and then the BBC's "Sherlock" had flashed brilliantly across the cultural sky before crashing and burning in spectacular fashion. Still, despite its ignominious end, Benedict Cumberbatch's version of Sherlock Holmes quite literally changed the face of Sherlockian fandom overnight, as studious middle-aged white men now found themselves sharing uneasy ground with a younger, more diverse, and more female audience. Now a full-fledged transmedia phenomenon, Sherlock Holmes can be any gender, ethnicity, or species, and is celebrated in fan fiction and fanvids, as well as conventions that are far more inclusive than Sherlock Holmes societies of the past. Vincent Starrett's poetic notion that Sherlock Holmes is a character "who never lived and so can never die" has never been more true, and the Digital Age promises any number of new versions of Sherlock Holmes to come.
Across the country are hundreds of high school football rivalries. Each might lay claim that it is special in many ways. In the heart of the great central valley of California is one such rivalry that is exceptional in its power over the people who have been part of it. Two high schools, Redwood and Mt. Whitney, began playing an annual football game against each other in 1955. The 50th game of this traditional rivalry was played in 2004 before 10,000 fans and a live television audience. The two schools, located only a few blocks from each other in Visalia, California, a city of 100,000 people, have maintained this intense rivalry for over 50 years like very few schools have ever done. The game is played before a packed stadium every year and the community claims it as the biggest event during the entire year. Part 1 explores the history of the Cowhide game, relating the early humble beginning when the original high school split into two schools. The evolution of the game over 50 years is explored. Using hundreds of questionnaires, newspaper accounts, and many interviews with those involved over the years, the real meaning of the Cowhide tradition is explored and the reasons are brought out as to why this rivalry has not only endured but has actually increased in strength over the years. Part 2 gives a detailed account of each of the 50 games, including the teams' records coming into the game, the results of any subsequent playoffs, and a complete roster of the teams for each year. The article of the local newspaper about the game is included in each chapter. At the end is an appendix of stats, a listing of head and assistant coaches, and other interesting items over the years. Finally there is an index of all the players who played in the game and what years they played.
In his legal memoir, trial and appellate attorney David Stevens recounts eight of his most fascinating cases, ranging from murder to the denial of tenure of a university professor on the basis of racial and national origin discrimination. Along the way he pays homage to the basis of the American legal system and the checks and balances it employs which make it the most fair and effective the world has ever seen. A consistent sense of humor and an insight born of experience make FOR THREE WEEKS I OWNED THE UNIVERSITY OF ILLINOIS a must-read experience for potential lawyers and those interested in the American legal system.
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