David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It's tougher than ever to win over today's customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive's door, building a relationship, and making the sale. In Selling to the Top, he tells you: * How to quickly identify the decision makers * How to figure out who is the Dominant Influencer (DI) * How to meet Mr./Ms. Big (it's much easier than you think) * How to size up Mr./Ms. Big before you've met * How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals * Everything you'll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives * How to differentiate yourself from your competitor
From the reviews of Presentations Plus -- "If you want some distilled wisdom on how to improve, read thisbook. The author shows how to develop and deliver an effective andexciting presentation, based on his own success on the battlefieldof business. His methods are simple, practical, and proven; hisapproach is effective. Read the book and find out foryourself." --Business Executive "Who knows, reading [Presentations Plus] and applying its advicemight just make you too valuable to keep in your present job atyour present pay." --Memphis Business Journal "Crammed with pithy advice and tips"entertaining, readable...Allvery convincing, as it should be from someone of David Peoples'experience". --British Business "[David Peoples] dresses bare-bones theory with lively examplestaken from his own experiences." --Small Business Magazine "Probably the best book on making oral presentations yetpublished." --Management Accounting Now, the best selling presentations how-to book ever written isbetter than ever! Containing a wealth of new material, this SecondEdition includes all new chapters on team presentations,presentations as a marketing tool, hi-tech vs. low-tech visuals,and a "follow the bouncing ball" presentation planning guide. Thereare also more illustrations and checklists than in the firstedition. Whether you're pitching your services to a new account, presentinga formal report to top management, speaking before yourprofessional association or even your town council, PresentationsPlus, Second Edition is packed with all the strategies, guidelines,and principles you'll ever need to present, persuade, and win.
Of all the characters bequeathed to us by the Hebrew Bible, none is more compelling or complex than David. Divinely blessed, musically gifted, brave, and eloquent, David's famous slaying of Goliath also confirms that he is a redoubtable man of war. Yet, when his son Absalom rebels, David is dogged by the accusation than he will lose his kingdom because he is not merely a man of war, but a man of 'bloods' - guilty of shedding innocent blood. In this book, for the first time, this language of 'innocent blood' and 'bloodguilt' is traced throughout David's story in the books of Samuel and 1 Kings. The theme emerges initially in Saul's pursuit of David and resurfaces regularly as David rises and men like Nabal, Saul, Ishbosheth, and Abner fall. Innocent blood and bloodguilt also turn out to be central to David's reign. This is seen in a surprising way in David's killing of Uriah, but also in the subsequent deaths of his sons, Amnon and Absalom, his general, Amasa, and even in David's encounters with Shimei. The problem rears its head again when the innocent blood of the Gibeonites shed by Saul comes back to haunt David's kingdom. Finally, the problem reappears when Solomon succeeds David and orchestrates the executions of Joab and Shimei, and the exile of Abiathar. Attending carefully to the text and drawing extensively on previous biblical scholarship, David J. Shepherd suggests that innocent blood is not only a pre-eminent concern of David, and his story in Samuel and 1 Kings, but also shapes the entirety of David's history.
From the reviews of Presentations Plus -- "If you want some distilled wisdom on how to improve, read thisbook. The author shows how to develop and deliver an effective andexciting presentation, based on his own success on the battlefieldof business. His methods are simple, practical, and proven; hisapproach is effective. Read the book and find out foryourself." --Business Executive "Who knows, reading [Presentations Plus] and applying its advicemight just make you too valuable to keep in your present job atyour present pay." --Memphis Business Journal "Crammed with pithy advice and tips"entertaining, readable...Allvery convincing, as it should be from someone of David Peoples'experience". --British Business "[David Peoples] dresses bare-bones theory with lively examplestaken from his own experiences." --Small Business Magazine "Probably the best book on making oral presentations yetpublished." --Management Accounting Now, the best selling presentations how-to book ever written isbetter than ever! Containing a wealth of new material, this SecondEdition includes all new chapters on team presentations,presentations as a marketing tool, hi-tech vs. low-tech visuals,and a "follow the bouncing ball" presentation planning guide. Thereare also more illustrations and checklists than in the firstedition. Whether you're pitching your services to a new account, presentinga formal report to top management, speaking before yourprofessional association or even your town council, PresentationsPlus, Second Edition is packed with all the strategies, guidelines,and principles you'll ever need to present, persuade, and win.
David Peoples reveals how you can reach the decision makers at the top and clinch the sale. It's tougher than ever to win over today's customers, but it helps to have David Peoples on your side. This internationally known author, speaker, and sales trainer has already trained over 8,000 IBM salespeople in his highly successful sales program. He gives you proven strategies for getting your foot in the top executive's door, building a relationship, and making the sale. In Selling to the Top, he tells you: * How to quickly identify the decision makers * How to figure out who is the Dominant Influencer (DI) * How to meet Mr./Ms. Big (it's much easier than you think) * How to size up Mr./Ms. Big before you've met * How to develop a detailed plan for calling on executives and how to talk their language by knowing their goals * Everything you'll need to know about the art of persuasion, including how to win, three things that are necessary to persuade another person, how to build trust, and the five most powerful buying motives * How to differentiate yourself from your competitor
Introducing the idea of conversational storytelling interviewing (CSI) as an ‘indirect’ method of interviewing, David Boje and Grace Ann Rosile explore this innovative methodological framework as a way for respondents to tell their own story, without resorting to structured or semi-structured interviews.
The large scale, practical uses of natural gas were initially introduced by innovators Joseph Pew and George Westinghouse for the steel and glass industries in Pittsburgh, and local gas companies evolved from individual wells to an interstate supply network acquired by Rockefeller's Standard Oil interests. Natural gas is now a prevalent part of American markets and with the production from the Marcellus shale is filling the critical void left by a lack of new coal, oil, and nuclear power facilities. This vital American enterprise began in the Appalachian states as an accidental and underestimated byproduct of the oil rush of 1859. This book explores the evolution and significance of the natural gas industry to the present day.
Table of Contents List of Figures and Tables Acknowledgements Introduction 1 The Demise of Globalization? : Current Controversies Part One - The Globalization Controversy 2 The Recon?guration of Political Power? 3 The Fate of National Culture 4 Global Insecurities: Military Threats and Environmental Catastrophe 5 A New World Economic Order? : Global Markets and State Power 6 The Great Divergence? Global Inequality and Development 7 (Mis)Managing the World? Part Two - Remaking Globalization 8 Beyond Globalization / Antiglobalization 9 World Orders, Ethical Foundations 10 The Contentious Politics of Globalization: Mapping Ideals and Theories 11 Reconstructing World Order: Towards Cosmopolitan Social Democracy 12 Testing Cosmopolitan Social Democracy; the challenge of 9/11 and global economic governance References Index.
This fascinating book traces the evolution of the "criminal body" by focusing on the work of Cesare Lombroso, an Italian physician and anthropologist, who is widely held to be the father of modern criminology. Building on Lombroso's concept of the "born criminal" and the idea that bodies could be used as evidence in criminal investigations, The Criminal Body offers an intriguing window into the origins of today's criminological science.
Based on extensive scrutiny of primary sources from Nazi and Jihadist ideologues, David Patterson argues that Jihadist anti-Semitism stems from Nazi ideology. This book challenges the idea that Jihadist anti-Semitism has medieval roots, identifying its distinctively modern characteristics and tracing interconnections that link the Nazis to the Muslim Brotherhood to the PLO, Fatah, Hamas, Islamic Jihad, Hezbollah, Al-Qaeda, the Sudan, the Iranian Islamic Republic, and other groups with an anti-Semitic worldview. Based on his close reading of numerous Jihadist texts, Patterson critiques their antisemitic teachings and affirms the importance of Jewish teaching, concluding that humanity needs the very Jewish teaching and testimony that the Jihadists advocate destroying.
A History of Germany, 1800 to the Present is a commanding survey of modern German history that guides you from the turn of the 19th century right the way through to Germany's continuing world-power status today. Covering the revolutions of 1848-49, Bismarck, the World Wars, the Cold War and the progress of a reunified Germany, the 5th edition of this classic textbook provides an authoritative exploration of the country across the whole period like no other. This edition includes: * A new first chapter covering 1800-1815 * A greatly expanded chapter on the re-unification in 1989-90 * An absorbing final chapter on the political, economic, and social developments in the 'new' Federal Republic from 1990 to the present, including a comprehensive analysis of the financial crisis of 2008-2010 * Additional content throughout on: the political activism and engagement of women from 1848-49 to the present; the significance of German colonialism from 1884 to 1919; the origins of WWI; the Third Reich; and the GDR * Biographical textbox vignettes of key actors * For the first time, 40 images and 9 maps Rich with insights into the key historiographical debates, this book offers a thorough introduction to Germany's complex modern history.
The contemporary anarchist world, including the idea of secession as it flourishes in "Bernie Sanders' Vermont," is outlined in these collected writings of an AFL-CIO union officer, laborer, journalist and anarchist organizer. With a partial focus on the Green Mountain Anarchist Collective but applicable throughout the US, he describes political goals and specific events in the last few decades; central to the theme is the aim to expand venues for democratic decision making and socialism.
Praise for the first edition: "[This] ambitious and courageous book [is a] benchmark of theology by which questions about the meaningful history of the Peoples Temple may be measured." —Journal of the American Academy of Religion Re-issued in recognition of the 25th anniversary of the mass suicides at Jonestown, this revised edition of David Chidester's pathbreaking book features a new prologue that considers the meaning of the tragedy for a post-Waco, post-9/11 world. For Chidester, Jonestown recalls the American religious commitment to redemptive sacrifice, which for Jim Jones meant saving his followers from the evils of capitalist society. "Jonestown is ancient history," writes Chidester, but it does provide us with an opportunity "to reflect upon the strangeness of familiar . . . promises of redemption through sacrifice.
Between Freedom and Progress recovers and analyzes the global imaginings of Reconstruction’s partisans—those who struggled over and with Reconstruction—as they vied with one another to define the nature of their country after the Civil War. The remarkable technological and commercial transformations of the mid-nineteenth century—in particular, steam engines, telegraphs, and an expanded commercial printing capacity—created a constant stream of news, description, and storytelling from across and beyond the nation. Reconstruction’s partisans contended with each other to make sense of this information, motivated by intense political antagonism combined with a shared but contested set of ideas about freedom and progress. As writers, lecturers, editors, travelers, moral reformers, racists, abolitionists, politicians, suffragists, soldiers, and diplomats, Reconstruction’s partisans made competing claims about their place in the world. Understanding how, why, and when they did so helps ground our understanding of Reconstruction—itself a mysterious, transatlantic term—in its own intellectual context. Three factors proved pivotal to the making of Reconstruction’s world. First, from 1865 to the early 1870s, the interconnected issues of how to remake the Union and how to remake the South exerted a powerful hold on federal politics, defining the partisan landscape and inspiring rival arguments about what was possible and what was good. The daunting nature of these issues created a sense of crisis across the political spectrum, with political discourse ranging in tone from combative to euphoric to apocalyptic. Second, though domestic in nature, these issues were refracted through two broadly held beliefs: that the causes of freedom and progress defined history and that distinctive peoples with their own characters composed the world’s population. These beliefs produced a disposition to think of developments from across and beyond the United States as essentially relatable to each other, encouraging an intellectual style that favored wide-ranging comparisons. Third, far from being confined to the elite, this mode of thinking and arguing about the world lived and breathed in public texts that were produced and consumed on a weekly and daily basis. This commercialized and politicized world of mass publishing was highly unequal in structure and content, but it was also impressively vibrant and popular. Together, these three factors made the world of Reconstruction a global landscape of information, argumentation, and imagination that derived much of its vigor from domestic political battles.
In this innovative and stimulating volume, Francis Deng outlines a new relationship between governments and societies--a relationship informed by Western concepts but based on traditional African values such as respect for human dignity, equality, and self-rule.
The United States is still suffering from near-political collapse and a continued jihad being waged in and around her cities. America's industry and military machine are starved for oil by the new petroleum distribution conglomerate in the Middle East. America now fights to regain her dominance and global leadership in a dangerous and different world. Together with Great Britain, America braces for the worst and attempts to bolster her military and weaponry to levels never before seen in times of peace. The obvious showdown with Communist China was narrowly averted through the threat of nuclear retaliation, but events in the Middle East concerning her ally Israel speak of an upcoming conventional war of immense proportion. Author David Stanfield takes the reader on a thrilling ride as he embarks on The Final Crusade.
David Harvey is unquestionably the most influential, as well as the most cited, geographer of his generation. His reputation extends well beyond geography to sociology, planning, architecture, anthropology, literary studies and political science. This book brings together for the first time seminal articles published over three decades on the tensions between geographical knowledges and political power and on the capitalist production of space. Classic essays reprinted here include 'On the history and present condition of geography', 'The geography of capitalist accumulation' and 'The spatial fix: Hegel, von Thunen, and Marx'. Two new chapters represent the author's most recent thinking on cartographic identities and social movements. David Harvey's persistent challenge to the claims of ethical neutrality on behalf of science and geography runs like a thread throughout the book. He seeks to explain the geopolitics of capitalism and to ground spatial theory in social justice. In the process he engages with overlooked or misrepresented figures in the history of geography, placing them in the context of intellectual history. The presence here of Kant, Von Thunen, Humboldt, Lattimore, Leopold alongside Marx, Hegel, Heidegger, Darwin, Malthus, Foucault and many others shows the deep roots and significance of geographical thought. At the same time David Harvey's telling observations of current social, environmental, and political trends show just how vital that thought is to the understanding of the world as it is and as it might be.
The musings and wisdom of a personal journey.From the Publisher:David A Britner, a man that many affectionately call “my guru,” shares his favorite stories and experiences in easy to understand writings that effectively open the doorway to metaphysical concepts and ideas that anyone can understand.
When pundits refer to the death of community, they are speaking of a number of social ills, which include, but are not limited to, the general increase in isolation and cynicism of our citizens, widespread concerns about declining political participation and membership in civic organizations, and periodic outbursts of small town violence. Making a Place for Community argues that this death of community is being caused by contemporary policies that, if not changed, will continue to foster the decline of community. Increased capital flow between nations is not at the root of the problem, however, increased capital flow within our nation is. Small towns shouldn't have to hope for a prison to open nearby and downtown centers shouldn't sit empty as suburban sparwl encroaches, but they do and it's a result of widely agreed upon public policies.
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