Blue Eyes On The Yellow Sea Welcome To Red China This book is fun yet serious — a true, courageous, entertaining adventure in which the author comes to China, initially on a mission to teach. Wide-ranging in scope, it addresses culture, history, people, politics, art, interesting facts, traditions, economics, philosophies, visa issues, in addition to experiences with work, travel and, of course, romance. A Featurettes section includes a China time line relative to world events, Mandarin language guide, conversion chart, among other things.Pictures help to tell the tale. Tad Miller offers the world a fresh, honest access to this ancient though modernizing place in a humorous style—a really great start for getting to know China—and human nature.
By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.
Praise and Reviews 'We are now in the account knowledge era! The LAMP® process helps us to recognise it - and that's the start.'Brian Cates, former Senior Sales Training Consultant, Digital Equipment of Canada Ltd'LAMP® provides a methodology that allows us to identify and manage clients more effectively.'Tom Beyer, former Vice Chairman Management Consulting Services, PricewaterhouseCoopersThe book that shows how to keep your most important customers...Whatever your company's sales revenue, chances are that at least half of it comes from a few crucial accounts. So what does it take to keep them going strong? Successful Large Account Management will show you how. The authors of the best-selling books, The New Strategic Selling and The New Conceptual Selling, have now put together a hard-hitting, no-nonsense book describing the unique process that will help to improve your most important business relationships. By following their clearly defined and dynamic approach to the account planning process, you will learn how to:devise a strategic action plan for managing your key accounts;manage them effectively and profitably;build long-term relationships with clients;improve competitive positions in important accounts;move your relationship up the buy-sell hierarchy.Whatever business you're in, whatever its size, Successful Large Account Management shows you how to protect those crucial accounts that you can't afford to lose.The Miller Heiman Large Account Management Programme (LAMP)® is used successfully by some of the world's largest companies.
For the Accounts You Can't Afford to Lose: The Strategies that Will Keep Your Customers Coming Back Whether your company has $50,000 or $5 million in sales, chances are that at least half of your revenue comes from a few crucial accounts. What does it take to keep them going strong? The authors of The New Strategic Selling and The New Conceptual Selling present a hard-hitting, no-nonsense book of techniques to improve your most important business relationships. Updated with recent examples of actual success stories, this new edition explores how online click speeds have resulted in highly sophisticated customers who expect all services to be done in "real time." Discover: * The Long View: Studying and really understanding your company-and your customer's business-can mean years of selling success * "Lamp" Strategies: Activate a Large Account Management Process strategy to turn your best customers into permanent "external assets" * Trends and Market Forces: Constantly identify and reappraise the conditions that can make your services more crucial than ever * Channels of Communication: The right contacts and communication lines will help you make key changes-before it's too late!
The Book That Changed The Way America Does Business In 1987 Miller Heiman published a book that turned conventional thinking on its head and offered powerful, practical lessons that broke down the boundaries of traditional product-pitch selling. This modern edition of the classic Conceptual Selling shows why Miller Heiman has become the world's most respected name in sales development, with a client list leading the Fortune 500. And it shows why the principles of Conceptual Selling are more important today than ever before. The New Conceptual Selling Even in a world of cyber commerce, nothing beats a face-to-face meeting. And if you're one of those men and women who make their living in this highly demanding environment, this new edition of Conceptual Selling will change the way you interact with customers and clients, and the way you conduct your business career. Learn: * How to identify your customer's real needs and use listening as a powerful selling tool * How to tailor every sale you make to one specific client-and how to create a system that is consistent, flexible, and successful * How to earn and maintain your credibility-by creating a pattern of Win-Win sales * How to use Miller Heiman Personal Workshops to identify your strengths and weaknesses-and make the changes you need to make.
The Secret Life of Money leads readers on a fascinating journey to uncover the sources of our monetary desires. By understanding why money has the power to obsess us, we gain the power to end destructive patterns and discover riches of the soul. Midas who can turn all to gold, fishermen who will not share their catch, Dorothy and her companions on the golden road to the Emerald City, Scrooge who cannot give, the hunter who shares not only food but also debt, money that falls from the skies, buried treasures that can be spiritual wealth or be stolen, how debt can be like inheritance, the symbolism of the bulls and bears of Wall Street, the all-seeing eye on the back of the dollar bill—all these and many other stories and myths from around the world are given delightful retellings and searching analyses in The Secret Life of Money. Chapters include The Many Forms of Money: Understanding Its Symbolic Value; The Almighty Dollar: Why Money Is So Easily Worshipped; Money and Sacrifice: When Money Feels More Important Than Life; Hoarding Money: Why the Life Energy of Misers Is Stolen; The Source of Riches: Gaining a New Understanding of Supply; Inheritance: The Actual andSymbolic Wealth of Our Parents; Indebtedness: How the Debtor’s Tower Connects Earth to Heaven; Changing Symbols: Money, Credit Cards, and Banks; Bulls and Bears: How the Stock Market Reflects the Renewing Cycles of Life.
Jazz with a Beat is the first book on the often overlooked but vitally important genre of small group swing jazz. Coming into being in the early 1940s, small group swing answered the need in the Black community for a form of jazz that was more accessible (and more danceable) than the new bebop. An adaptation of the big band Black swing (Erskine Hawkins, Jimmie Lunceford, Chick Webb) of the 1930s to small combos, and with a more vigorous beat for the new generation, this music developed and was beloved through the 1940s, continued to be enjoyed through the rock and roll years of the 1950s, and was a major influence on the soul jazz of the 1960s. Among the many hit artists portrayed in these pages are Illinois Jacquet, Louis Jordan, Big Jay McNeely, Joe Liggins, Nat "King" Cole, Red Prysock, Ruth Brown, Nellie Lutcher, Camille Howard, T-Bone Walker, and Ray Charles. Dismissed as "rhythm and blues," this music has been ignored by jazz historians. Jazz with a Beat honors this music as a legitimate genre of jazz and is a stirring evocation of an era. It should be of interest to lovers of jazz and Americana.
The age of denial is over, we are told. Yet emissions continue to rise while gimmicks, graft, and green- washing distract the public from the climate violence suffered by the vulnerable. This timely, interdisciplinary contribution to the environmental humanities draws on the latest climatology, the first shoots of an energy transition, critical theory, Earth's paleoclimate history, and trends in border violence to answer the most pressing question of our age: Why do we continue to squander the short time we have left? The symptoms suggest society's inability to adjust is profound. Near Portland, militias incapable of accepting that the world is warming respond to a wildfire by hunting for imaginary left-wing arsonists. Europe erects nets in the Aegean Sea to capture migrants fleeing drought and war. An airline claims to be carbon neutral thanks to bogus cheap offsets. Drone strikes hit people living along the aridity line. Yes, Exxon knew as early as the 1970s, but the fundamental physics of carbon dioxide warming the Earth was already understood before the American Civil War. Will capitalists ever voluntarily walk away from hundreds of trillions of dollars in fossil fuels unless they are forced to do so? And, if not, who will apply the necessary pressure?
The A to Z of Descartes and Cartesian Philosophy includes a chronology, an introduction, a bibliography, and cross-reference dictionary entries Descartes's writings, concepts, and findings, as well as entries on those who supported him, those who criticized him, those who corrected him, and those who together formed one of the major movements in philosophy, Cartesianism.
“The JAZZ AT THE PHILHARMONIC concerts were a turning point in my life. My fellow Californian Norman Granz figured it out. This biography lays out, in impressive detail and insight, the incredible contribution of Mr. Granz to the world of music and art. The deed of the vast recordings of ART TATUM says it all.” —Clint Eastwood “Norman Granz was one of the most important people in the world of jazz. He did more to escalate respect for jazz and raise our salaries than anybody else. He absolutely loved jazz and jazz musicians. I’m honored to have shared a beautiful friendship with Norman for many, many years. Hopefully, with this incredible book by Tad Hershorn, the world will have a chance to learn about Norman, and his phenomenal contribution to our beloved music—jazz.”—Clark Terry, author of Clark: The Autobiography of Clark Terry “Tad Hershorn’s Norman Granz: The Man Who Used Jazz for Justice is a relentlessly readable, rigorously researched, deeply empathic portrait of the complex and heroic man who was arguably the greatest champion of this great American art form—and its great artists. Essential reading for anyone who loves jazz.” —James Kaplan, author of Frank: The Voice “Norman Granz was renowned as a vivid force in jazz history, both as a producer of invaluable classic recordings by many of the music’s most original performers and also for his world-wide, all-star Jazz at the Philharmonic tours. Moreover, he broke the color line dividing jazz audiences by mandating the end of segregated seating his continually popular concerts. Yet until this magisterial, deeply researched biography of Granz by Tad Hershorn, there has been no full-scale inside account of the achievement and combats of this often larger-than-life personality who, without playing an instrument, was so swingingly instrumental in making jazz an international language.” —Nat Hentoff, author of At the Jazz Band Ball: Sixty Years on the Jazz Scene “Norman Granz, one of the most significant non-musicians in jazz history, took gutsy public stands but remained a private person. Tad Hershorn's years of dedicated research reveal the man behind the lasting legacy, on which he sheds new light as well.. This great American story is a must read—and not just for jazz fans!” —Dan Morgenstern, author of Living with Jazz “Norman Granz was an institution in jazz. He was loved by some, hated by others, often controversial, and always fearless. But Granz was also elusive and, until now, sometimes came across as more symbol than man. Tad Hershorn has changed all that in this stunning, beautiful biography of the music's most relentless advocate of social justice.” —Robin D. G. Kelley, author of Thelonious Monk: The Life and Times of an American Original “Norman Granz was an important man, and Tad Hershorn tells his story with a fearless compassion grounded in yeoman research. Imperious, vain, and rude, Granz was also generous, inventive, and brave. He fought valiantly for jazz and civil rights, made pots of money, and never failed to bet it on his passions and beliefs. If you do not know him, you couldn't ask for a better introduction than Hershorn's judicious portrait; if you think you do know him, you are in for more than a few surprises.” —Gary Giddins, author of Visions of Jazz "You're probably smarter than you present yourself." —Norman Granz to author, 2001
The Historical Dictionary of Descartes and Cartesian Philosophy, Third Edition, centers on Descartes’ philosophy (considered broadly to include his science and mathematics) in the context of 17th-century thought, with attention being paid to its reception. This is done through a chronology, an introduction, and an extensive bibliography. The dictionary section has more than 400 cross-referenced entries on various concepts in Descartes’ philosophy, science, and mathematics, as well as biographical entries about the intellectual setting for Descartes’ philosophy and its reception, both with Cartesians and anti-Cartesians. This book is an excellent resource for students, researchers, and anyone wanting to know more about Descartes philosophy.
Otherland... Surrounded by secrecy, it is home to the wildest dreams and darkest nightmares. Incredible amounts of money have been lavished on it. The best minds of two generations have labored to build it. And somehow, bit by bit, it is claiming the Earth's most valuable resource--its children.
One of the challenges the field of clinical neuropsychology faces is to develop an assessment process that is relevant and responsive to the needs of patients. Indeed, it has been suggested that the survival of neuropsychology as a clinical discipline may be threatened due to an overemphasis on diagnosing cognitive deficits as opposed to developing methods that meet patients’ needs. One way to meet this need is for psychologists to extend their services by developing clinical interventions that contribute to enhancing patients’ cognitive and emotional well-being. Providing feedback from the results of neuropsychological tests is one method suggested as a way to enhance patient care and satisfaction with the assessment process while providing a link between clinical assessment and therapeutic interventions. In current practice, providing feedback to patients about the results of neuropsychological assessments has been considered an optional procedure by clinicians and thus received little attention in the literature. Yet there is evidence that when feedback is provided to patients the effects are overwhelmingly positive. Feedback provides a bridge between assessment and treatment by facilitating the development of applicable treatment plans. There is no agreed upon conceptual framework for providing feedback from neuropsychological assessment, although researchers have made recommendations. However, these recommendations have done little to affect clinical practice and training despite the fact that including patient-oriented feedback enhances the likelihood that neuropsychological assessment will remain a relevant and important component of patient care. The purpose of this proposed book is to first describe developments in methods of neuropsychological assessment feedback that involve active collaboration with patients in an open exchange of information and results. Second, we will present a comprehensive model for conducting neuropsychological assessment feedback. The authors of this book are expert clinical practitioners and academic researchers who are at the forefront of the development and implementation of Collaborative Therapeutic Neuropsychological Assessment methods. Table of contents follows.
A practical guide for police, death investigators, and prosecutors, No-Body Homicide Cases: A Practical Guide to Investigating, Prosecuting, and Winning Cases When the Victim is Missing, Second Edition takes an expansive look at both the history of no-body murder cases and the best methods to investigate, solve, and bring them to court. How do you prove someone guilty of murder when the best and primary piece of evidence—the victim’s body—is missing? Exclusively dedicated to the investigation and prosecution of no-body homicide cases, this fully updated Second Edition provides the author’s insight gained from investigating, consulting on, and trying scores of no-body cases throughout the United States. Taking readers step-by-step from the first days of a homicide investigation through the trial, the book explores the history of confessions and discloses the investigative techniques police must use to catch these cunning killers. Chapters review methods criminals have used to dispose of bodies, delving into the psychological profile of the type of defendant who murders someone, then hides the body. Since the last edition published, the number of no-body murder cases investigated has skyrocketed, with more than 50 percent of all no-body murder cases tried and prosecuted have occurred since the year 2000. New to this edition is a chapter on a full, singular high-profile case from start to finish, to illustrate the entire no-body investigative and adjudication process. A sample arrent warrant for a no-body murder case is provided in addition to Chapter 12 updating the prior edition’s nearly 400 case summaries provided to the current figure, as of this publication, of 576 no-body murder trials in U.S. history. No-Body Homicide Cases, Second Edition continues to serve as an essential resource and the "how-to" manual for investigating, prosecuting, and winning no-body murder cases.
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