Most sales and marketing consultants subscribe to an “event” model of selling. You will find books written on single subjects such as closing the sale, referral selling, and overcoming objections. Many of these models and books are loaded against long-term success in selling professional services. Selling professional services is not an event, it is a process. Although pieces do have usefulness when placed in the context of the selling process, you may develop great skill in closing the sale and still not close many sales because you closed too soon or too late. This book, addressed to senior associates and partners of accounting, law, consulting, and other professional business services, describes selling as a process. I cover the three levels of the selling process:The development of the relationship, the buying process of the client, and the selling process of the professional. This is the process we use in The Rainmaker Academy, a leadership and business development program for professionals. It has been tested and found highly effective in hundreds of the world’s most successful firms.

Эта книга, представляющая собой сборник партий выдающегося немецкого шахматиста З.Тарраша, пользовалась широкой известностью в конце прошлого и начале нынешнего века. Кроме обстоятельно прокомментированных партий книга содержит рассказ автора о своем творческом и жизненном пути. Конечно современную шахматную теорию по книге Тарраша изучать нельзя, но поучительных миттельшпилей и эндшпилей в ней немало. Они впечатляют и боевыми ходами, и комбинационными тонкостями, и четким анализом. Финальная глава книги, повествующая о матче с Чигориным, становится фактически кульминацией всего труда, что вытекает из особенно подробного комментирования партий. Рассчитана на широкий круг любителей шахмат.

Україна вперше стала місцем проведення саме у Східній Європі 35-ї Міжнародної баладної конференції SIEF, яка відбулася в Києві 6–11 липня 2005 року в Інституті мистецтвознавства, фольклористики та етнології ім. М. Т. Рильського НАН України.

Представлены короткие, до 30 ходов шахматные партии, отличающиеся остротой борьбы, эффектными комбинациями, неожиданными тактическими ударами и ловушками. Приводятся партии мастеров, гроссмейстеров и чемпионов мира!

В этой книге венгерские авторы, выдающийся гроссмейстер Л. Портиш и мастер Б. Шаркози, сумели на конкретных примерах из практики и шахматной композиции осветить все наиболее важные виды окончаний. Книга выдержала ряд изданий на родине авторов и пользуется признательностью во многих странах мира. Рассчитана на всех любителей шахмат.

The aim of this book is to provide readers with the tools to understand the historical evolution of terrorism and counterterrorism over the past 150 years. In order to appreciate the contemporary challenges posed by terrorism it is necessary to look at its evolution, at the different phases it has gone through, and the transformations it has experienced. The same applies to the solutions that states have come up with to combat terrorism: the nature of terrorism changes but still it is possible to learn from past experiences even though they are not directly applicable to the present. This book provides a fresh look at the history of terrorism by providing in-depth analysis of several important terrorist crises and the reactions to them in the West and beyond. The general framework is laid out in four parts: terrorism prior to the Cold War, the Western experience with terrorism, non-Western experiences with terrorism, and contemporary terrorism and anti-terrorism. The issues covered offer a broad range of historical and current themes, many of which have been neglected in existing scholarship; it also features a chapter on the waves phenomenon of terrorism against its international background. This book will be of much interest to students of terrorism studies, political violence, international history, security studies and IR.

The text for this Atlas Of World War II, first published by Bison Books Ltd., of London in 1985, and compiled by Richard Natkiel, comes from Robin L. Sommer, a prolific writer whose other wildly divergent efforts include The Little Book Of Cats: Poems And Prose, On Fifth Avenue: Highlights Of Architectural And Cultural History, and Pablo Picasso, while the 4-page Introduction is contributed by S. L. Mayer, whose works include Signal- Hitler's Wartime Picture Magazine, The Biography Of General Of The Army Douglas MacArthur, and Weapons Of The Gulf War.

The history of a language can be understood as the combination of its internal history and external history. The internal history of a language includes all events of a linguistic nature, such as phonological, grammatical, and lexical changes. Among the questions it addresses are these:What changes have occurred in the language’s inventory of sounds over time?What grammatical structures have been lost, and what other structures have arisen to replace them?What have been the most important sources of new words? To what extent have other words become obsolete? External history is the history of the people or peopleswho speak the language, though naturally a language history focuses principally on the events that have had linguistic repercussions. Thus, external history addresses questions such as the following:What peoples spoke the language originally?What other peoples adopted the languag and under what circumstances?What invasions, migrations, and other events have contributed to the current geographic and demographic distribution of the language? What cultural developments have affected the evolution of the language? Ideally, we would like to find one-to-one correspondences between these two perspectives—the internal and the external—but in practice this is rarely possible. Even if it is unquestionable that cultural events such as the Renaissance and the technological revolution of the twentieth century have fostered the acceptance of largen umbers of neologisms—in the first case primarily from Italian and in the second from English—in general it is difficult to find concrete correspondences, for example, between the pace of phonological change and periods of peace or war, or between specific grammatical changes and migrations of populations.

Джеймс Eade начал играть в шахматы серьезно в 1972, когда Bobby Fischer брал шахматный мир штормом. Он конкурировал в своем колледже и в университетских группах и стал членом Шахматной Федерацией Соединенных Штатов (USCF) грастмейстером в 1981. В 1984 он становился грастмейстером USCF зеркало

Arbitration is an essential component in business. In an age when transparency is a maxim, important issues which the laws governing arbitration currently fail to address are the extent to which disclosure of information can be constrained by private agreement along with the extent to which the duty to preserve confidentiality can be stretched. Absent a coherent legal framework and extensive qualitative and quantitative data, it is equally difficult to suggest and predict future directions. This book offers a tool for attaining centralised access to otherwise fragmentary and dispersed material, as well as a comprehensive analysis and detailed exposition of the position in relation to confidentiality in arbitration in the jurisdictions of England, USA, France and Germany.

An introduction to the mathematical theory of multistage decision processes, this text takes a "functional equation" approach to the discovery of optimum policies. The text examines existence and uniqueness theorems, the optimal inventory equation, bottleneck problems in multistage production processes, a new formalism in the calculus of variation, multistage games, and more

These 400 alphabetically arranged articles provide detailed accounts of how Western maritime empires and their customs and values spread to all corners of the globe, ultimately shaping the development of non-European societies. Each one presents not only facts, but also interpretations of the impact of European colonialism and is well supported by charts, tables, maps, and black-and-white illustrations. The entries make extensive use of primary-source material and contain both see-also references and bibliographies. A glossary of key terms is appended, as is a collection of historical documents that are directly linked to Western colonial expansion and policies. The text flows easily and information retrieval is facilitated by the effective use of subtitles in many of the entries and the variety of access points in the index. A wide range of topics, such as the Boxer Uprising, censorship, diamonds, and Vasco da Gama, provides a comprehensive treatment of the subject. Falling neatly between general and scholarly reference, this set would be a fine addition.

Great leadership begins with great communication. Who better to learn about great leadership from than the great leaders? The author has distilled the communication techniques of various great leaders into key strategies and solutions.

Vol. 1 : Abortion - Cognitive Dissonans. - 756 p.

The subject of economic regulation has become more important in the study of economics over the last 30 years because of important advances in theory and because of major changes in public policy, which have led to the privatization of a number of state-owned, monopoly industries and the introduction of competition. This has been occurring in both advanced and developing economies and, most strikingly, in the former command economies of Central and Eastern Europe. Growing concerns about ‘global warming’ have sparked off theoretical and policy initiatives related to environmental regulation; while development economics places emphasis on the importance of regulatory ‘institutions’ in explaining impediments to sustained economic growth.

This is the first comprehensive study based on a detailed textual analysis of the classical works on war by Clausewitz, Sun Tzu, Mao Tse-tung, and to a lesser extent, Jomini and Machiavelli. Brushing stereotypes aside, the author takes a fresh look at what these strategic thinkers actually said—not what they are widely believed to have said. He finds that despite their apparent differences in terms of time, place, cultural background, and level of material/technological development, all had much more in common than previously supposed. In fact, the central conclusion of this book is that the logic of waging war and of strategic thinking is as universal and timeless as human nature itself. This third, revised and expanded edition includes five new chapters and some new charts and diagrams.