W. Marshall's Books

Sales Force Management

Leadership, Innovation, Technology

By: Mark W. Johnston,Greg W. Marshall

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Sales Force Management

Leadership, Innovation, Technology

By: Mark W. Johnston,Greg W. Marshall

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on managing the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics. It’s a contemporary classic, fully updated for modern sales management practice. Pedagogical features include: Engaging breakout questions designed to spark lively discussion Leadership challenge assignments and mini-cases to help students understand and apply the principles they have learned in the classroom Leadership, Innovation, and Technology boxes that simulate real-world challenges faced by salespeople and their managers New Ethical Moment boxes in each chapter put students on the firing line of making ethical choices in sales Role Plays that enable students to learn by doing A selection of comprehensive sales management cases on the companion website A companion website features an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

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495

Publisher

Routledge

Published Date

ISBN 10

1317359992

ISBN 13

9781317359999

Degrees That Matter

Moving Higher Education to a Learning Systems Paradigm

By: Natasha A. Jankowski,David W. Marshall

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Degrees That Matter

Moving Higher Education to a Learning Systems Paradigm

By: Natasha A. Jankowski,David W. Marshall

Sponsored by Concerned by ongoing debates about higher education that talk past one another, the authors of this book show how to move beyond these and other obstacles to improve the student learning experience and further successful college outcomes. Offering an alternative to the culture of compliance in assessment and accreditation, they propose a different approach which they call the Learning System Paradigm. Building on the shift in focus from teaching to learning, the new paradigm encourages faculty and staff to systematically seek out information on how well students are learning and how well various areas of the institution are supporting the student experience and to use that information to create more coherent and explicit learning experiences for students.The authors begin by surveying the crowded terrain of reform in higher education and proceed from there to explore the emergence of this alternative paradigm that brings all these efforts together in a coherent way. The Learning System Paradigm presented in chapter two includes four key elements—consensus, alignment, student-centeredness, and communication. Chapter three focuses upon developing an encompassing notion of alignment that enables faculty, staff, and administrators to reshape institutional practice in ways that promote synergistic, integrative learning. Chapters four and five turn to practice, exploring the application of the paradigm to the work of curriculum mapping and assignment design. Chapter six focuses upon barriers to the work and presents ways to start and options for moving around barriers, and the final chapter explores ongoing implications of the new paradigm, offering strategies for communicating the impact of alignment on student learning.The book draws upon two recent initiatives in the United States: the Tuning process, adapted from a European approach to breaking down siloes in the European Union educational space; and the Degree Qualifications Profile (DQP), a document that identifies and describes core areas of learning that are common to institutions in the US. Many of the examples are drawn from site visit reports, self-reported activities, workshops, and project experience collected by the National Institute for Learning Outcomes Assessment (NILOA) between 2010 and 2016. In that six-year window, NILOA witnessed the use of Tuning and/or the DQP in hundreds of institutions across the nation.

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210

Publisher

Taylor & Francis

Published Date

ISBN 10

1000979954

ISBN 13

9781000979954

Paradise Valley, Nevada

The People and Buildings of an American Place

By: Howard W. Marshall

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Paradise Valley, Nevada

The People and Buildings of an American Place

By: Howard W. Marshall

Stonemasons from the Alpine valleys of northwestern Italy shaped the architectural face of Paradise Valley in northern Nevada in the 1860s and 1870s. Drawing on their own distinctive skills, they constructed the constellation of granite and sandstone buildings that are the region's most visible landmarks. Marshall's analysis of this architectural legacy, illustrated with 229 photographs and 70 line drawings, is not only a valuable resource for scholars in vernacular architecture, folklore, and cultural geography, but also a verbal and visual treat for all who love the American West.

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174

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University of Arizona Press

Published Date

ISBN 10

0816513104

ISBN 13

9780816513109

Rules for War

Procedural Choice in the US House of Representatives

By: Bryan W. Marshall

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Rules for War

Procedural Choice in the US House of Representatives

By: Bryan W. Marshall

Originally published in 2005. The Rules Committee in the US House of Representatives is one of the most powerful institutions in Congress. It takes centre stage in determining procedures that will shape the bills enacted by the House. Its central role gives it broad influence over national policy on issues from Social Security and taxes to civil rights and the federal deficit. This study develops a principal-agent theory to analyze how changes in procedures and the role of the House Rules Committee have affected policy making in Congress over the past three decades. The book's main themes relate to a broader literature that explains the strengthening of party leadership organizations within Congress and their significance for understanding congressional politics. The volume is ideally suited for courses on the US Congress and American Politics more generally.

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138

Publisher

Routledge

Published Date

ISBN 10

1351149709

ISBN 13

9781351149709

The Self and Society in Aging Processes

By: Carol D. Ryff, PhD,Victor W. Marshall, PhD

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The Self and Society in Aging Processes

By: Carol D. Ryff, PhD,Victor W. Marshall, PhD

This volume focuses on the experience of growing old as it is linked to societal factors. Ryff and Marshall construct this "macro" view of aging in society by bridging disciplines and brining together contributors from all the social sciences. The book is organized into three sections: theoretical perspectives, socioeconomic structures, and contexts of self and society. Leading psychologists, anthropologists, gerontologists, and sociologists present theoretical and empirical advances that forge links between the individual and the social aspects of aging. It is must reading for researchers in all gerontologic specialties, and a valuable text for graduate courses in human development, psychology of aging, and other social aspects of aging.

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504

Publisher

Springer Publishing Company

Published Date

ISBN 10

0826117155

ISBN 13

9780826117151

Mortgage Payments

By: Stephen S. Solomon,Clifford W. Marshall,Martin Pepper

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Mortgage Payments

By: Stephen S. Solomon,Clifford W. Marshall,Martin Pepper

Updated to reflect current rates, these quick reference tables show the size of monthly payments necessary to amortize loans on amounts up to $600,000 over periods ranging from one to 40 years across a broad span of interest rates. There is a short-entry glossary of financial terms at the back of the book.

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340

Publisher

Barrons Educational Series

Published Date

ISBN 10

0764118013

ISBN 13

9780764118012

Decision Making by the Modern Supreme Court

By: Richard L. Pacelle, Jr,Brett W. Curry,Bryan W. Marshall

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Decision Making by the Modern Supreme Court

By: Richard L. Pacelle, Jr,Brett W. Curry,Bryan W. Marshall

There are three general models of Supreme Court decision making: the legal model, the attitudinal model and the strategic model. But each is somewhat incomplete. This book advances an integrated model of Supreme Court decision making that incorporates variables from each of the three models. In examining the modern Supreme Court, since Brown v. Board of Education, the book argues that decisions are a function of the sincere preferences of the justices, the nature of precedent, and the development of the particular issue, as well as separation of powers and the potential constraints posed by the president and Congress. To test this model, the authors examine all full, signed civil liberties and economic cases decisions in the 1953–2000 period. Decision Making by the Modern Supreme Court argues, and the results confirm, that judicial decision making is more nuanced than the attitudinal or legal models have argued in the past.

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279

Publisher

Cambridge University Press

Published Date

ISBN 10

1139498797

ISBN 13

9781139498791

Parables of War

Reading John’s Jewish Apocalypse

By: John W. Marshall,Canadian Corporation for Studies in Religion

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Parables of War

Reading John’s Jewish Apocalypse

By: John W. Marshall,Canadian Corporation for Studies in Religion

Contending that its characterization as a Christian document has hindered interpretation, Marshall aims to uncover the formerly hidden Jewishness of the Book of Revelation of John. The focus is on four text complexes which describe the "synagogue of Satan;" those who keep the commandments of God; the 144,000 gathered on Zion; and the holy city. Coverage extends to a description of the social and cultural context of the diaspora during the Judean war. Marshall teaches early Christianity and Second Temple Judaism at the U. of Toronto. Annotation copyrighted by Book News, Inc., Portland, OR.

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271

Publisher

Wilfrid Laurier Univ. Press

Published Date

ISBN 10

0889203741

ISBN 13

9780889203747

Portugal's Revolution

Ten Years On

By: Hugo Gil Ferreira,Michael W. Marshall

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Portugal's Revolution

Ten Years On

By: Hugo Gil Ferreira,Michael W. Marshall

This 1986 book is a major socio-political study of the fate of Portugal in the decade since the coup d'état. In over ninety hours of tape-recorded interviews, the authors have conducted discussions with officers of both left and right involved in the shaping of Portugal's political evolution.

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328

Publisher

Cambridge University Press

Published Date

ISBN 10

0521154855

ISBN 13

9780521154857

Inequalities

Theory of Majorization and Its Applications

By: Ingram Olkin,Albert W. Marshall

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Inequalities

Theory of Majorization and Its Applications

By: Ingram Olkin,Albert W. Marshall

Although they play a fundamental role in nearly all branches of mathematics, inequalities are usually obtained by ad hoc methods rather than as consequences of some underlying "theory of inequalities." For certain kinds of inequalities, the notion of majorization leads to such a theory that is sometimes extremely useful and powerful for deriving inequalities. Moreover, the derivation of an inequality by methods of majorization is often very helpful both for providing a deeper understanding and for suggesting natural generalizations.Anyone wishing to employ majorization as a tool in applications can make use of the theorems; for the most part, their statements are easily understood.

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590

Publisher

Academic Press

Published Date

ISBN 10

0080959970

ISBN 13

9780080959979

Micrometers - Slide Gauges and Calipers - Principles, Construction, Operation and Use of Appliances for Fine Mechanical Measurements

By: Alfred W. Marshall

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Micrometers - Slide Gauges and Calipers - Principles, Construction, Operation and Use of Appliances for Fine Mechanical Measurements

By: Alfred W. Marshall

This early work by Alfred W. Marshall is both expensive and hard to find in its first edition. It contains a wealth of information on the design and construction of engineering measuring tools and includes chapters on slide gauges, the micrometer, vernier scales, all accompanied with detailed technical drawings. This is a fascinating read for anyone interested in the intricacies of engineering measurement and its historical methods of production. Many of the earliest books, particularly those dating back to the 1900s and before, are now extremely scarce. We are republishing these classic works in affordable, high quality, modern editions, using the original text and artwork.

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Read Books Ltd

Published Date

ISBN 10

1447484878

ISBN 13

9781447484875

Meeting the Needs of SLIFE, Second Ed.

A Guide for Educators

By: Andrea DeCapua,Helaine W. Marshall,Frank Tang

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Meeting the Needs of SLIFE, Second Ed.

A Guide for Educators

By: Andrea DeCapua,Helaine W. Marshall,Frank Tang

Today's public schools are brimming with students who are not only new to English but who also have limited or interrupted schooling. These students, referred to as SLIFE (or SIFE), create unique challenges for teachers and administrators. Like its predecessor, this book is grounded in research and is designed to be an accessible and practical resource for teachers, staff, and administrators who work with students with limited or interrupted formal education. Chapters 3-5 focus on classroom instruction, but others address issues of concern to administrators and staff too. For example, Chapter 6 explores different program models for SLIFE instruction, but the planning and commitment to creating a successful program require the involvement of many across the school community, not just teachers. This edition features case studies, model programs, and teaching techniques and tips; also included is a new chapter focused on the Mutually Adaptive Learning Paradigm (MALP (R)). A major theme of this new edition is moving school personnel away from a deficit perspective, when it comes to teaching SLIFE, and toward one of difference. The goal is to help all stakeholders in the school community create and foster inclusion of, and equity for, a population that is all too often marginalized, ignored, and underserved.

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161

Publisher

University of Michigan Press

Published Date

ISBN 10

0472037714

ISBN 13

9780472037711

The Betterton Fracture

By: W. Marshall Harvey

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The Betterton Fracture

By: W. Marshall Harvey

The Betterton Fracture tells the story of the town of Betterton, North Carolina, which is under siege by a swelling number of outsiders. The new residents are filling up an abandoned neighborhood which used to house the workers of the now-closed Mulldune Mill. These intruders are arriving by invitation and under the leadership of Delbert “Beech” Bethune- an outside businessman with starkly extreme views on race, among other prejudices. Tension mounts as the newcomers grow in number and local, political influence. Relationships are born and shredded, social and civil unrest mount, and the town reaches a violent crescendo as the two camps face off. Finally, one act of violence threatens to bring the town to its knees. Faith and justice, racism and corruption, love and deception are all on display in this, once sleepy, southern town.

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120

Publisher

Trafford Publishing

Published Date

ISBN 10

1698701284

ISBN 13

9781698701288

Real Estate Loans

By: Stephen S. Solomon,Clifford W. Marshall,Martin Pepper

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Real Estate Loans

By: Stephen S. Solomon,Clifford W. Marshall,Martin Pepper

Real Estate interest tables have been updated in this new edition to offer an accurate picture of the current real estate market and to reflect the lowering of rates. A valuable quick reference for everybody connected with buying, selling, or lending funds for real estate. The authors all have advanced degrees in mathematics and are active as professors and actuaries.

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354

Publisher

Barron's Educational Series

Published Date

ISBN 10

0812016181

ISBN 13

9780812016185

Making the Transition to Classroom Success

Culturally Responsive Teaching for Struggling Language Learners

By: Helaine W. Marshall,Andrea DeCapua

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Making the Transition to Classroom Success

Culturally Responsive Teaching for Struggling Language Learners

By: Helaine W. Marshall,Andrea DeCapua

Features a chapter on flipped classrooms! Learners with no, minimal, or limited exposure to formal education generally do not share the expectations and assumptions of their new setting; as a result, they are likely to find themselves confounded by the ways in which the language and content are presented, practiced, and assessed in Western-style educational settings. Institutions and teachers must tailor therefore their instruction to this population. Making the Transition to Classroom Success: Culturally Responsive Teaching for Struggling Language Learners examines how understanding secondary and adult L2 learners’ educational paradigm, rooted deeply in their past experiences and cultural orientations, provides a key to the solution to a lack of progress. Making the Transition to Classroom Success builds on and expands on two earlier books, Meeting the Needs of Students with Limited or Interrupted Formal Schooling and Breaking New Ground: Teaching Students with Limited or Interrupted Formal Education in U.S. Secondary Schools. These previous books focused specifically on a subset of struggling L2 learners--those with limited or interrupted formal education (SLIFE) in U.S. secondary schools—and detailed the instructional model (MALP). Making the Transition broadens the applications of the MALP model to include academic thinking tasks, flipped classrooms, project design, and rubrics.

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152

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University of Michigan Press

Published Date

ISBN 10

0472035339

ISBN 13

9780472035335

Narcissism and the Literary Libido

Rhetoric, Text, and Subjectivity

By: Marshall W. Alcorn Jr.

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Narcissism and the Literary Libido

Rhetoric, Text, and Subjectivity

By: Marshall W. Alcorn Jr.

What is it that makes language powerful? This book uses the psychoanalytic concepts of narcissism and libidinal investment to explain how rhetoric compels us and how it can effect change. The works of Joseph Conrad, James Baldwin, Michael Foucault, Jacques Derrida, Arthur Miller, D.H. Lawrence, Ben Jonson, George Orwell, and others are the basis of this thoughtful exploration of the relationship between language and subject. Bringing together ideas from Freudian, post- Freudian, Lacanian, and post-structuralist schools, Alcorn investigates the power of the text that underlies the reader response approach to literature in a strikingly new way. He shows how the production of literary texts begins and ends with narcissistic self-love, and also shows how the reader's interest in these texts is directed by libidinal investment. Psychoanalysts, psychologists, and lovers of literature will enjoy Alcorn's diverse and far-reaching insights into classic and contemporary writers and thinkers.

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264

Publisher

NYU Press

Published Date

ISBN 10

0814707513

ISBN 13

9780814707517

Shattering the Glass Slipper

By: Charles W. Marshall

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Shattering the Glass Slipper

By: Charles W. Marshall

Through the use of imagery and allegory, "Shattering the Glass Slipper" empowers the reader with a pragmatic, alternative perspective while retaining all the charm, simplicity, and attraction of a fairy tale.

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200

Publisher

M Power Resources

Published Date

ISBN 10

0974808458

ISBN 13

9780974808451

Contemporary Selling

Building Relationships, Creating Value

By: Mark W. Johnston,Greg W. Marshall

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Contemporary Selling

Building Relationships, Creating Value

By: Mark W. Johnston,Greg W. Marshall

Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (what salespeople do) with the process of managing salespeople (what sales managers do). A strong focus on the modern tools of selling, such as customer relationship management (CRM), social media and technology-enabled selling, and sales analytics, means the book continues to set the standard for the most up-to-date and student-friendly selling book on the market today. Pedagogical features include: Mini-cases to help students understand and apply the principles they have learned in the classroom Ethical Dilemma and Global Connection boxes that simulate real-world challenges faced by salespeople and their managers Role Plays that enable students to learn by doing A companion website includes an instructor’s manual, PowerPoints, and other tools to provide additional support for students and instructors.

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436

Publisher

Routledge

Published Date

ISBN 10

1317360834

ISBN 13

9781317360834

Social Dynamics of the Life Course

Transitions, Institutions, and Interrelations

By: Walter R. Heinz,Victor W. Marshall

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Social Dynamics of the Life Course

Transitions, Institutions, and Interrelations

By: Walter R. Heinz,Victor W. Marshall

In the last two decades, research on the life course has successfully combined and integrated different and rather isolated fields of social concerns such as: the labor market, family solidarity, education, employment, retirement, and social policy. It has also developed a special focus on crucial problems of sociological research, which includes the understanding of micromacro phenomena, the dynamics of social change, and international comparisons. Contributors to this volume take an international, comparative approach in applying the life course theoretical framework to issues of work and career. Life course research focuses on the relationship between institutions and individuals across the life span and illuminates the impact of modernization on the shaping of biographies. Industrial service societies are characterized by historically new contingencies of living arrangements and biographies. These contingencies differ according to the extent to which life course patterns are regulated by social institutions. In the continental European context, institutional frameworks continue to define the timing and sequencing of transitions across the life course. In less regulated market societies, like the United States and Great Britain, biographies and living arrangements are shaped more by the interaction of markets, social networks, and individual decisions. In active welfare states, institutional resources and rules continue to mediate the effects of social change on the life course. What the editors and contributors to this fine compendium anticipate is a change on the cultural level toward more equality. This trend supports young people, and women in particular, in their expectations concerning an egalitarian relationship. This expectation is not taken for granted from the point of view of the male partner, but has to be negotiated in decisionmaking processes as an issue that concerns the couple as a unit. Thus, the way in which people interact is profoundly impacted by the values and goals of equity demands. Walter R. Heinz is professor of sociology and social psychology, and director, Graduate School of Social Sciences, University of Bremen. Victor W. Marshall is professor of sociology, and director of the Institute on Aging, University of North Carolina at Chapel Hill, Carolina.

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334

Publisher

Transaction Publishers

ISBN 10

0202368963

ISBN 13

9780202368962

Puritanism and Natural Theology

By: Wallace Williams Marshall

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Puritanism and Natural Theology

By: Wallace Williams Marshall

The prevailing consensus among historians is that natural theology within Protestantism was born in the eighteenth century as a byproduct of the Enlightenment and had a sharply diminished if not nonexistent role within Puritanism. Based on an exhaustive study of the writings of some sixty English and American Puritans spanning from the late sixteenth century to the early eighteenth century, this book demonstrates that the overwhelming majority of Puritan theologians not only embraced natural theology on a theoretical level but employed it in a surprising variety of pastoral, apologetic, and evangelical contexts, including their missionary activities to the Indians of New England. Some Puritans even asserted that people who had never heard about Christianity could be saved through the knowledge afforded them by natural theology. This conclusion reshapes our understanding of the history of apologetics and sheds fresh light on the origins of the Enlightenment itself. Puritanism and Natural Theology also examines the crises of doubt experienced by several prominent Puritan theologians, advances our understanding of the oft-debated issue of the role of reason within Puritanism, and sets the Puritans' enthusiasm for natural science within the broader context of their beliefs about natural theology.

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183

Publisher

Wipf and Stock Publishers

Published Date

ISBN 10

153260274X

ISBN 13

9781532602740

Performing Neurology

The Dramaturgy of Dr Jean-Martin Charcot

By: Jonathan W. Marshall

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Performing Neurology

The Dramaturgy of Dr Jean-Martin Charcot

By: Jonathan W. Marshall

This text provides a study of Jean-Martin Charcot, a founding figure in the history of neurology as a discipline and a colleague of Sigmund Freud. It argues that Charcot’s diagnostic and pedagogic models, explaining both how disease is recognized and described and how to teach the act of neurological diagnosis, should be considered through a theatrical lens. Considering the constitution of the living, moving body in terms of performance, Charcot created a situation whereby the line between deceptive acting and real pathology, scientific accuracy and creative falsehood, and indeed between health and unhealth, becomes blurred. The physician becomes a medical subject in his or her own display, transforming medicine into a potentially destabilizing, even grand guignolesque, discourse. Offering a unique insight into Charcot’s work, his concepts and his methods, this text represents a unique and interdisciplinary analysis cutting across the fields of art and neurology.

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283

Publisher

Springer

Published Date

ISBN 10

113751762X

ISBN 13

9781137517623

Relationship Selling

By: Mark Johnston,Greg Marshall

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Relationship Selling

By: Mark Johnston,Greg Marshall

Now available in its third edition, Relationship Selling has struck a chord with instructors and students throughout the selling discipline. As its title suggests, Relationship Selling focuses on creating and maintaining profitable long-term relationships with customers, highlighting the salesperson as an essential element in communicating value to customers. This same approach is used successfully at firms throughout the world-no surprise given the extensive real-world sales and consulting experience of this author team. From its numerous role-plays and pedagogical aids to its student-friendly style and stellar teaching support, Relationship Selling is a fast-rising favorite of students and instructors alike.

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McGraw-Hill/Irwin

Published Date

ISBN 10

0073404837

ISBN 13

9780073404837

Index of Spectra

By: W. Marshall Watts

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Index of Spectra

By: W. Marshall Watts

Reprint of the original, first published in 1872.

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158

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BoD – Books on Demand

Published Date

ISBN 10

3368159674

ISBN 13

9783368159672

Churchill, Ford, Walker's Sales Force Management

By: Mark W. Johnston,Neil M. Ford,Greg W. Marshall,Orville C. Walker,Gilbert A. Churchill

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Churchill, Ford, Walker's Sales Force Management

By: Mark W. Johnston,Neil M. Ford,Greg W. Marshall,Orville C. Walker,Gilbert A. Churchill

Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.

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512

Published Date

ISBN 10

0071288058

ISBN 13

9780071288057

Sales Force Management

By: Mark W. Johnston,Greg W. Marshall

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Sales Force Management

By: Mark W. Johnston,Greg W. Marshall

In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, solidifying the book's position globally as the leading textbook in the field. It's a contemporary classic, fully updated for modern sales management practice. Including the Churchill, Ford, and Walker approach, the new edition also features: A strong focus on leadership, technology, innovation, ethics, and global business New material integrated throughout the book on multifaceted sales communication approaches, leadership, and the relationship between the marketing and sales functions Continued partnership with HR Chally, a global sales consultancy that supplies cutting-edge data for each chapter, allowing students to benefit from understanding and working with real-world applications of current sales force challenges Enhanced learning features, such as short and long cases to stimulate discussion, leadership challenges to assess students' ability to make decisions, role plays to allow students to learn by doing, and more Further resources for instructors and students are available at www.routledge.com/cw/johnston-9780415534628 .

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