The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a regular basis. Their text focuses on the importance of employing different sales strategies for different consumer groups, as well as integrating corporate, business, marketing, and sales strategies. Sales Management includes current coverage of the trends and issues in sales management, along with numerous real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. Key changes in this edition include: Updates in each chapter to reflect the latest sales management research, and leading sales management trends and practices An expanded discussion on trust building and trust-based selling as foundations for effective sales management All new chapter-opening vignettes about well-known companies that introduce each chapter and illustrate key topics from that chapter New or updated comments from sales managers in "Sales Management in the 21st Century" boxes An online instructor's manual with test questions and PowerPoints is available to adopters.
4LTR Press solutions give students the option to choose the format that best suits their learning preferences. This option is perfect for those students who focus on the textbook as their main course resource. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Created through a student-tested, faculty-approved review process with over 100 students and faculty, SELL is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
PROFESSIONAL SELLING: A TRUST BASED-APPROACH, 4e provides students with a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations (such as Holt Equipment, CDW Corporation, and TransWestern Publishing). Many professors wish to build a foundation for selling that precedes in-depth discussion in the areas of sales strategy and sales techniques. Given that it is often difficult and time-consuming to build realistic cases and role-playing exercises, PROFESSIONAL SELLING provides such content and pedagogy in many of its key features, including Developing Professional Selling Knowledge, Building Professional Selling Skills, and Making Professional Selling Decisions. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
Created through a student-tested, faculty-approved review process with over 100 students and faculty, SELL 2 is an engaging and accessible solution to accommodate the diverse lifestyles of today's learners. SELL 2 employs a comprehensive coverage of contemporary professional selling in an interesting and challenging manner. Including relational consultative selling, the text is organized on a more contemporary relationship-selling process that the author team has tested in, and developed for, major selling organizations. Important Notice: Media content referenced within the product description or the product text may not be available in the ebook version.
This 11th edition of Sales Management continues the tradition of blending the most recent sales management research with the real-life "best practices" of leading sales organizations and sales professionals. Reflecting today’s emphasis on analytics and customer experience (CX), this edition focuses on the importance of employing different data-based selling strategies for different customer groups, as well as integrating corporate, business, marketing, and sales-level strategies and plans. Sales Management includes coverage of the current trends and issues in sales management, along with real-world examples from the contemporary business world that are used throughout the text to illuminate chapter discussions. The new 11th edition includes: Emphasis on data-driven decision making, ethics, the use of artificial intelligence, the customer experience, leadership, sales enablement technology, and new communication technologies; Updated end-of-chapter cases with application questions and role plays, along with skill-building experiential exercises with discovery investigations and focused role plays, which place students in the role of sales manager; Updated ethical dilemmas for students to practice ethical decision making; Revised ‘Sales Management in Action’ boxes; Multiple vignettes embedded in each chapter featuring sales management professionals and well-known companies discussing key topics from that chapter. This text is core reading for postgraduate, MBA, and executive education students studying sales management. An updated online instructor’s manual with solutions to cases and exercises, a revised test bank, and updated PowerPoints is available to adopters.
Most public administration texts overly compartmentalize the subject and don't interconnect the various specializations within government, which leaves a serious gap in preparing students for public service. Government: A Public Adminstration Perspective is designed to fill that void. It provides a comprehensive, multidisciplinary view of government that includes perspectives from political science, political theory, international relations, organizational sociology, economics, and history. The text draws on classic and modern literature from all these areas to analyze government at four different levels--ideational, societal, organizational, and individual layers. It links public administration's various subfields--human resource management, budgeting, policy making, organizational theory, etc.--into a holistic framework for the study of government. It also includes an extensive bibliography drawing from American and Europen literature in support of the book's global, historical, and comparative approach.
This book covers the whole of Geometrid moths fauna of mainland Spain and Portugal including the Balearic Islands (Mallorca, Menorca and Ibiza). In the systematic part, the text for each species is divided into the following paragraphs: Wingspan; Diagnosis; Biology; Distribution; Comments. The photographed colour plates illustrate all species apart from a very few where it has not been possible to obtain material. Most species are illustrated in several specimens. The genitalia illustrations are line drawings and cover the species where the genitalias may be useful for the identification. The book is the first ever to cover the entire Iberian Geometrid fauna. It is a big step forward and a fine supplement to The Geometrid Moths of Europe, both for those with a special interest in Iberian Geometridae as for those with a more general interest in European species. The text is fully bilingual Spanish-English.
Explicitly focusing on the malaise of underdevelopment that has shaped the country since the Spanish conquest, Ramón Eduardo Ruiz offers a panoramic interpretation of Mexican history and culture from the pre-Hispanic and colonial eras through the twentieth century. Drawing on economics, psychology, literature, film, and history, he reveals how development processes have fostered glaring inequalities, uncovers the fundamental role of race and class in perpetuating poverty, and sheds new light on the contemporary Mexican reality. Throughout, Ruiz traces a legacy of dependency on outsiders, and considers the weighty role the United States has played, starting with an unjust war that cost Mexico half its territory. Based on Ruiz’s decades of research and travel in Mexico, this penetrating work helps us better understand where the country has come, why it is where it is today, and where it might go in the future.
Spirit: 101 is a book about growth transformation and healing of the mind/ body spirit and soul. It is a journey from dysfunction and dis-ease to wholeness function and peace. It covers from awakening to entering one's darkness healing it as one goes through it to embodiment, union with God, healing grief, interpreting scripture of The Bible to being a work in progress and process with Spiritual Healing.
The Cuban Insurrection is an in-depth study of the first stage of the Cuban Revolution, the years from 1952 to 1959. The volume depicts the origins of the conflict, details the middle years, and ends with Fidel Castro's victorious arrival In Havana on January 8, 1959. Based on a wealth of hitherto unpublished original material, including confidential military reports, letters from various leaders of the insurrection and data gathered from interviews held In Cuba and abroad, the book Is a descriptive historical analysis of the struggle against military dictator Fulgencio Batista. The authors challenge the traditional premise that Cuba's insurrection began in the rural areas and only later expanded into urban areas. Instead they argue that the insurrectionary struggle was based upon combined urban-rural guerrilla warfare against the regular army. Basically, The Cuban Insurrection treats two major movements involved in the struggle—The Directorio Revolucionario and the M-26-7—and examines the growth, ideology, conflicts, and military strategies of their respective rural and urban organizations. The book includes a detailed analysis of combat, strikes, uprisings, and expeditions. Original maps and charts illustrate battles, maneuvers, and guerrilla political structures.
This book brings together the proceedings of Alzheimer's and Parkinson's Diseases: New Perspectives, the Sixth International Conference on Alzheimer's Disease and Parkinson's Disease, held recently in Seville, Spain, and discusses the latest developments in the basic science and therapy of Alzheimer's and Parkinson's diseases by leading specialists
Art and Archaeology of Pre-Columbian Cuba presents a number of works, sixteen reproduced in color, by pre-Columbian artists from the archipelago, covering three millennia of human life in Cuba. Living under difficult conditions, the first Cubans sculpted their emotions, fears, and hopes on stone, shell, wood, and bones. Much of their art has not previously been available either within or outside of the Caribbean. Ramon Dacal Moure and Manuel Rivero de la Calle describe and interpret the two kinds of prehistoric art found on the island: that of original settlers, the Ciboneys, and that of the Tainos, who had largely replaced the Ciboneys by the time of Columbus. More than one hundred photographs culled for Cuban museums and collections reveal the superb artistry of the Ciboney and Taino cultures. Idols and amulets carved of stone, coral, and wood; shell masks; stone axes; petroglyphs and pictographs are among the art works never before seen outside of Cuba. Art and Archaeology of Pre-Columbian Cuba is the first report of archaeological findings in Cuba since 1959 and the first synthesis of Cuban prehistoric art and archaeology since Mark Harrington’s Cuba Before Columbus, published in 1921. Since 1959, Cuban archaeologists have been isolated from research being carried out on other islands in the region, just as other scientists have been unable to work on Cuba or communicate easily with their Cuban colleagues. While popular interest in and scholarly knowledge of prehistoric art and archaeology have grown in recent years, the Caribbean has been neglected, and Cuba especially. Through Art and Archaeology of Pre-Columbian Cuba, archaeologists and other professionals as well as general readers will come to admire and respect the talent visible in these examples of aboriginal art.
Since the death of Franco in 1975, Spain has passed from repression through renewal to democracy, restored for the first time since 1936. Having survived the threat to its very existence in 1981, democratic Spain-now a member of the European Union and the North Atlantic Treaty Organization-seems as secure as any of its European neighbours. The acce
Los canales del sur de Chile tranquilos a ratos; tormentosos, intrincados y fantasmagóricos todo el tiempo, hasta el siglo XVI sólo conocían la presencia humana de los indios alacalufes que en inestables y débiles canoas los merodeaban. En el mes de octubre de 1557 aparecen desde el Golfo de Penas avanzando hacia el sur dos bien pertrechados bergantines españoles en procura de encontrar la boca nor-occidental del Estrecho de Magallanes. Una de estas embarcaciones es el "San Luis" que lleva como capitán al ilustre marino español Juan Ladrilleros. Piloto formado en una escuela de élite como fue la de Sevilla, dependiente de la poderosa Casa de Contratación. Enviado por el gobernador García Hurtado de Mendoza, tiene como mandato llegar hasta el Estrecho y tomar posesión de este paso en nombre del Virreinato del Perú y la Gobernación de Chile. La lectura de este documentado histórico, le permitirá al lector conocer las motivaciones de Ladrilleros para navegar en una misión por los mares más inhóspitos de la tierra. Su autor, residente y conocedor de esos mares, nos entrega las vivencias y sensaciones de una sorprendente navegación.
Authoritative guide to everything in print about lawmen and the lawless—from Billy the Kid to the painted ladies of frontier cow towns. Nearly 2,500 entries, taken from newspapers, court records, and more.
Written and edited by attorneys, this new edition presents up-to-date information on all employment categories and visas. Includes a new chapter discussing rights to own real estate and rights to start a business, plus a new glossary, complete index, and easy-to-use, blank forms.
Sets forth an important group of environmentally friendly organic reactions With contributions from leading international experts in organic synthesis, this book presents all the most important methodologies for stereoselective organocatalysis, fully examining both the activation mode as well as the type of bond formed. Clear explanations guide researchers through all the most important methods used to form key chemical bonds, including carbon-carbon (C–C), carbon-nitrogen (C–N), and carbon-halogen (C–X) bonds. Moreover, readers will discover how the use of non-metallic catalysts facilitates a broad range of important reactions that are environmentally friendly and fully meet the standards of green chemistry. Stereoselective Organocatalysis begins with an historical overview and a review of activation modes in asymmetric organocatalysis. The next group of chapters is organized by bond type, making it easy to find bonds according to their applications. The first of these chapters takes a detailed look at the many routes to C–C bond formation. Next, the book covers: Organocatalytic C–N bond formation C–O bond formation C–X bond formation C–S, C–Se, and C–B bond formation Enantioselective organocatalytic reductions Cascade reactions forming both C–C bonds and C–heteroatom bonds The final chapter is devoted to the use of organocatalysis for the synthesis of natural products. All the chapters in the book are extensively referenced, serving as a gateway to the growing body of original research reports and reviews in the field. Based on the most recent findings and practices in organic synthesis, Stereoselective Organocatalysis equips synthetic chemists with a group of organocatalytic reactions that will help them design green reactions and overcome many challenges in organic synthesis.
The Book of the Order of Chivalry was written in Catalan by Ramon Llull between 1274 and 1276 and is one of the author’s earliest works. After his death, it achieved a wide dissemination throughout Europe in part because it was considered the theoretical manual on knighthood par excellence. The book was written in Catalan for knights who might not have a knowledge of Latin. Llull devotes his treatise to the definition of the duties of a perfect knight. In addition, he is interested in delving into the religious and moral aspects of chivalry as well as in trying to reform this institution. This edition is based on the Catalan text from Luanco’s Libro de la Orden de Caballería del B. Raimundo Lulio, which is included here in facsimile format thanks to the generosity of the Reial Acadèmia de Bones Lletres de Barcelona. To this are added new Spanish and contemporary English translations. In addition, this volume includes an edition of Caxton’s 16th century English translation.
Peace as Government: The Will to Normalize Timor-Leste brings a problematization of post-conflict reconstruction processes by bridging two theoretical approaches that are often placed in diametrical opposite epistemic poles – the analytical tools developed by Michel Foucault and the English School. The author argues that peace operations have a very precise function in the international scenario – the fostering and the maintenance of a (neo)liberal order in the international society. He evinces that this particular function of peace operations is developed through the will to normalize post-conflict states and their populations. In order to advance his argument, the author analyses the United Nations’ (UN) engagement with Timor-Leste, since no other country had the large number of peace operations, the wide range of spheres of engagement or the depth of involvement that the UN had in Timor-Leste. The author evinces that this will to normalize Timor-Leste is rendered operational though the mechanism of government, the conduct of conducts in a Foucauldian sense, functioning in two levels. At the international level, the government operates through discipline, rewarding and punishing the Timorese state seeking to shape its behaviors as an individual in the international society. At the national level, the government operates through biopolitics, which functions through the attempt of shaping the life-supporting processes of the Timorese population.
It was my lot several years ago—I need not state how many—to be brought forth into this world amid the wild scenes which I propose to describe. Later in life I was fortunate enough to be sent by my parents to England, for the purpose of finishing my education under the tuition of the learned fathers at the College of Stonyhurst. While there, I had the pleasure of making the acquaintance of the inimitable author of "Wanderings in South America," Charles Waterton, Esq., who years before had also been an inmate of that celebrated institution, and whose book became at once my favorite study, on account of the graphic descriptions it contains of animals and objects with which I was already familiar. The works of the distinguished traveller, Baron von Humboldt, who first made those regions known to the civilized world, next afforded me an endless source of scientific enjoyment, developing in me an early taste for the natural history and physical wonders of my native land.{vi} On my return home, I immediately turned my steps toward "Those matted woods ... Where crouching tigers wait their hapless prey," anxious to study nature in her own sanctuary; but, owing to the unfortunate state of affairs in the country, I did not enjoy long my cherished dreams of exploring it through all its extent. Sufficient information was, however, obtained in my rambles through the plains, to enlarge upon a subject scarcely touched upon by travellers. Thus from my earliest days have I been associated with the scenes forming the text of the present narrative, which I venture to lay before the public, trusting more in the indulgence and characteristic generosity of the Anglo-Saxon race toward foreigners, than in my own ability to fulfil the arduous undertaking.
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