Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica
The Sixth Edition of a classic in organic chemistry continues its tradition of excellence Now in its sixth edition, March's Advanced Organic Chemistry remains the gold standard in organic chemistry. Throughout its six editions, students and chemists from around the world have relied on it as an essential resource for planning and executing synthetic reactions. The Sixth Edition brings the text completely current with the most recent organic reactions. In addition, the references have been updated to enable readers to find the latest primary and review literature with ease. New features include: More than 25,000 references to the literature to facilitate further research Revised mechanisms, where required, that explain concepts in clear modern terms Revisions and updates to each chapter to bring them all fully up to date with the latest reactions and discoveries A revised Appendix B to facilitate correlating chapter sections with synthetic transformations
The "Bible on Anesthesia Equipment" returns in a new Fifth Edition, and once again takes readers step-by-step through all the basic anesthesia equipment. This absolute leader in the field includes comprehensive references and detailed discussions on the scientific fundamentals of anesthesia equipment, its design, and its optimal use. This thoroughly updated edition includes new information on suction devices, the magnetic resonance imaging environment, temperature monitoring and control, double-lumen tubes, emergency room airway equipment, and many other topics. Readers will have access to an online quizbank at a companion Website.
A Prehistory of South America is an overview of the ancient and historic native cultures of the entire continent of South America based on the most recent archaeological investigations. This accessible, clearly written text is designed to engage undergraduate and beginning graduate students in anthropology. For more than 12,000 years, South American cultures ranged from mobile hunters and gatherers to rulers and residents of colossal cities. In the process, native South American societies made advancements in agriculture and economic systems and created great works of art—in pottery, textiles, precious metals, and stone—that still awe the modern eye. Organized in broad chronological periods, A Prehistory of South America explores these diverse human achievements, emphasizing the many adaptations of peoples from a continent-wide perspective. Moore examines the archaeologies of societies across South America, from the arid deserts of the Pacific coast and the frigid Andean highlands to the humid lowlands of the Amazon Basin and the fjords of Patagonia and beyond. Illustrated in full color and suitable for an educated general reader interested in the Precolumbian peoples of South America, A Prehistory of South America is a long overdue addition to the literature on South American archaeology.
Oxford Cognitive Science Series General Editors: Martin Davies, Wilde Reader in Mental Philosophy, University of Oxford, UK, James Higginbotham , Professor of General Linguistics, University of Oxford, UK, John O'Keefe, Professor of Cognitive Neuroscience, University College, London, UK, Christopher Peacocke, Waynflete Professor of Metaphysical Philosophy, University of Oxford, UK, and Kim Plunkett, University Lecturer in Psychology, University of Oxford, UK The Oxford Cognitive Science series is a forum for the best contemporary work in this flourishing field, where various disciplines--cognitive psychology, philosophy, linguistics, cognitive neuroscience, and computational theory--join forces in the investigation of thought, awareness, understanding, and associated workings of the mind. Each book will represent an original contribution to its subject, but will be accessible beyond the ranks of specialists, so as to reach a broad interdisciplinary readership. The series will be carefully shaped and steered by the general editors, with the aim of representing the most important developments in the field and bringing together its constituent disciplines. About this book The renowned philosopher Jerry Fodor, who has been a leading figure in the study of the mind for more than twenty years, presents a strikingly original theory of the basic constituents of thought. He suggests that the heart of a cognitive science is its theory of concepts, and that cognitive scientists have gone badly wrong in many areas because their assumptions about concepts have been seriously mistaken. Fodor argues compellingly for an atomistic theory of concepts, deals out witty and pugnacious demolitions of the rival theories that have prevailed in recent years, and suggests that future work on human cognition should build upon new foundations. This lively, conversational, accessible book is the first volume in the Oxford Cognitive Science Series, where the best original work in this field will be presented to a broad readership. Concepts will fascinate anyone interested in contemporary work on mind and language. Cognitive science will never be the same again.
Daniel, the lone apocalyptic book in the Old Testament, has challenged readers throughout the centuries with its obscure, enigmatic style. Endgame offers a careful introduction to Daniel and apocalyptic literature, a new formal translation of the Hebrew, Aramaic, and Greek texts, and a verse-by-verse commentary on the book of Daniel, including the Additions made to Daniel in the Deuterocanonical (Apocryphal) literature. In accessible, easy-to-read style, this up-to-date work illuminates the apocalyptic book of Daniel in the light of its ancient literary, historical, and archaeological setting and shows its vital relevance to ancient and modern readers.
Everything About Ellen G. White in One Resource This masterwork brings together hundreds of articles that describe the people and events in the life of Ellen White, as well as her stand on numerous topics. Doctrine and Theology use of the Apocrypha the holy flesh movement the humanity of Christ justification king of the north latter rain legalism perfection Health and Lifestyle dress reform football hydrotherapy insurance use of humor milk and cheese politics and voting “secret vice” time management Life Events her conversion General Conference session of 1888 great controversy vision iceberg vision San Francisco earthquake Places Gorham, Maine Graysville, Tennessee Loma Linda Sanitarium Oakwood Industrial School Pitcairn People Elizabeth Harmon Bangs—the twin sister that Ellen worked to bring into the faith Fannie Bolton—the literary assistant who was fired a surprising number of times John Byington—the militant abolitionist and first General Conference president Sylvester Graham—the temperance advocate whose cracker lives on today Moses Hull—the evangelist who lost a debate with a spiritualist in more ways than one Everything from the hymns Ellen White loved to the homes she lived in are covered in heavily referenced articles. You’ll find a detailed chronology of her life and extensive articles on her ministry, her theology, and her statements in the light of advancing scientific knowledge. Whether you’re preparing a sermon, teaching a class, or finding answers to personal questions, this single resource has the answers you need.
Introduces readers to the field of cyber modeling and simulation and examines current developments in the US and internationally This book provides an overview of cyber modeling and simulation (M&S) developments. Using scenarios, courses of action (COAs), and current M&S and simulation environments, the author presents the overall information assurance process, incorporating the people, policies, processes, and technologies currently available in the field. The author ties up the various threads that currently compose cyber M&S into a coherent view of what is measurable, simulative, and usable in order to evaluate systems for assured operation. An Introduction to Cyber Modeling and Simulation provides the reader with examples of tools and technologies currently available for performing cyber modeling and simulation. It examines how decision-making processes may benefit from M&S in cyber defense. It also examines example emulators, simulators and their potential combination. The book also takes a look at corresponding verification and validation (V&V) processes, which provide the operational community with confidence in knowing that cyber models represent the real world. This book: Explores the role of cyber M&S in decision making Provides a method for contextualizing and understanding cyber risk Shows how concepts such the Risk Management Framework (RMF) leverage multiple processes and policies into a coherent whole Evaluates standards for pure IT operations, "cyber for cyber," and operational/mission cyber evaluations—"cyber for others" Develops a method for estimating both the vulnerability of the system (i.e., time to exploit) and provides an approach for mitigating risk via policy, training, and technology alternatives Uses a model-based approach An Introduction to Cyber Modeling and Simulation is a must read for all technical professionals and students wishing to expand their knowledge of cyber M&S for future professional work.
Structured around a pay model, this work explains why pay systems work, emphasizing the key strategic policies, techniques and objectives of the pay system. It includes the latest developments in pay for performance, alternative reward systems, competency skills/knowledge based pay, health care benefits and family issues. This edition includes new chapters on performance-based pay, which examine all forms of variable pay, including profit sharing, gainsharing and team-based approaches. In addition, there is increased use of market pricing, broad banding and total compensation.
One of the founders of the field of pediatric rheumatology, Dr. Jerry C. Jacobs, comprehensively discusses the care of children with rheumatic diseases and musculoskeletal disorders in this clinical reference. The author has completely revised and updated the text and references. A significant portion of the book is devoted to differential diagnosis; in fact, one of the book's strongest points is the detailed, illustrated description of the physical examination of joints in children. From the reviews of the first edition: "The section on the differential diagnosis of arthritis is the most comprehensive treatise of the subject that I have seen." #New England Journal of Medicine#1 "This is a book that one can pick up and read sections of and go back to again and again, and as such should be readily available wherever people are caring for children with joint complaints." #British Medical Journal#2 "Photographs, both clinical and pathological, radiographs, tables and graphs appear on almost every page and the layout is good so that the text is attractive as well as readable." #British Journal of Rheumatology#3 "...deals with all the facets of rheumatism or arthritis likely to be met with in the clinic. ...Above all the book is user friendly: very comprehensive index sections facilitate access to material, and the provision of many lists and summary tables helps in the location and clarification of information. ...The whole results in a book that is pleasant and surprisingly easy to read ...it would form an ideal library copy, both for selective reading and reference, and should be read by all paediatric rheumatologists." #The Lancet#4
A brave and timely proposal to name, investigate, and ultimately stop a new crime–the mass murder of millions of people for their faith. eligion-related violence is the fastest spreading type of violence worldwide. Attacks on religious minorities follow a clear pattern and are preceded with early warning signs. Until now, such violence had no name, let alone a set of policies designed to identify and prevent it. A unique attempt to create a new moral and legal category alongside other forms of persecution and mass murder, Religicide explores the roots of atrocities such as the Armenian Genocide, the Holocaust, the Bosnian war, and other human rights catastrophes. The authors tap into their decades of activism, interreligious engagement, and people-to-people diplomacy to delve into a gripping examination of contemporary religicides: the Yazidis in Iraq, the Rohingya in Myanmar, Uyghur Muslims and Tibetan Buddhists in China, and the centuries-long efforts to wipe out Indigenous Americans. Yet, even in the face of these horrific atrocities, the authors resist despair. They amplify the voices of survivors and offer a blueprint for action, calling on government, business, civil society, and religious leaders to join in a global campaign to protect religious minorities.
Responsible for a high proportion of the world's crop losses, weedstake away food that the world badly needs. They decrease thequality and quantity of vegetable fibers, wool, and hides, andinterfere with fishing, irrigation, hydroelectric power production,and the movement of shipping vessels. In order to recognize thetrue magnitude of the weed problem, and to be better equipped todesign effective weed control methods, it is vital to identify andlearn as much as possible about the many different species of thisdestructive agricultural predator. The culmination of four decades of global research, World Weedspresents comprehensive and up-to-date information on over 100weeds--addressing recent changes in such areas as crop tillagemethods, herbicide use, and agricultural runoff. This monumentalwork, featuring a wealth of original data from the authors,provides extensive coverage of the known biology of each species.Each entry contains a full botanical description, plus importantdetails on habitat requirements and distribution, seed production,ecology, physiology, crop impact, and more. Generously suppliedwith dozens of unique illustrations and species distribution mapscovering over 100 countries, this definitive resource boasts anextensive multilingual index of common names, and a massivebibliography with over 3,000 references to facilitate furtherreading and research. World Weeds is a truly masterful referencethat will be celebrated by weed and crop scientists, botanists, andothers for years to come.
From live productions of the 1950s like Requiem for a Heavyweight to big budget mini-series like Band of Brothers, long-form television programs have been helmed by some of the most creative and accomplished names in directing. Encyclopedia of Television Film Directors brings attention to the directors of these productions, citing every director of stand alone long-form television programs: made for TV movies, movie-length pilots, mini-series, and feature-length anthology programs, as well as drama, comedy, and musical specials of more than 60 minutes. Each of the nearly 2,000 entries provides a brief career sketch of the director, his or her notable works, awards, and a filmography. Many entries also provide brief discussions of key shows, movies, and other productions. Appendixes include Emmy Awards, DGA Awards, and other accolades, as well as a list of anthology programs. A much-needed reference that celebrates these often-neglected artists, Encyclopedia of Television Film Directors is an indispensable resource for anyone interested in the history of the medium.
What is that creature that just landed on my arm? What will that funny-looking caterpillar turn into? What do lady-bugs eat? This book will help you to answer such questions (and many more) about your local insects. - From inside cover.
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