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.

В книге охвачен широкий круг вопросов, касающихся столярных, слесарных, сантехнических, электрорадиотехнических работ, обработки материалов, пайки, склеивания, рациональных прийомов работы и пр., представляющий живой сегодняшний опыт домашних умельцев.

The United Nations began as an alliance during World War II. Eventually, however, the UN came to approximate a universal organization - i.e., open to and aspiring to include all States. This presents a legal question, for Article 4 of the Charter contains substantive criteria to limit admission of States to the UN and no formal amendment has touched that part of the Charter. This book gives an up-to-date account of admission to the UN, from the 1950s ‘logjam’ through on-going controversies like Kosovo and Taiwan. With reference to Charter law, the book considers how Article 4 came to accommodate universality and what the future of a universal organization in a world of politically diverse States might be.

Vol. 1 : K. Holmberg. - 2002. - 606 p.

This book will prove invaluable to scientists, researchers, technologists, and upper-level students who need a comprehensive handbook supportive of colloid and surfactant research, development, and manufacture.

Information markets have proven to be so remarkably accurate at predicting a wide range of events, from presidential elections to Oscar winners, that scholars are challenged to examine the potential for using this innovative tool in other areas. This book brings together nine leading scholars to evaluate the applicability of information markets to the work of policymakers, non-profit organizations, and the private sector.

  Текст у форматі PDF 10.12 Мб

Rules are a central component of such diverse enterprises as law, morality, language, games, religion, etiquette, and family governance, but there is often confusion about what a rule is, and what rules do. Offering a comprehensive philosophical analysis of these questions, this book challenges much of the existing legal, jurisprudential, and philosophical literature, by seeing a significant role for rules, an equally significant role for their stricter operation, and making the case for rules as devices for the allocation of power among decision-makers.

This book provides readers with everything they need to make the most of Project 2003. Project 2003 helps users manage projects indepently or as part of a large organization. Business professionals can gain access into their portfolio of projects, and collaborate on the documents, issues and risks associated with those projects. Special Edition Using Office Project 2003, covers both Standard and Enterprise Project Management versions and provides direct answers about how to put a project schedule together. It is organized to follow the project cycle of initializing and developing a plan, implementing the plan, tracking progress and adjusting to changes and unforeseen events, and preparing the final reports.

Austin Lovegrove examines the sentencing of offenders appearing on multiple offences and how judges, having fixed a prison sentence for each offence, determine an overall sentence for each offender. Analysing judges' verbal protocols for sentencing problems and sentences for fictitious cases, he is able to offer, first, a model of judicial sentencing in the form of a decision strategy comprising working rules deduced from the given responses of judges as they attempted to apply sentencing law, and, second, a numerical guideline in the form of an algebraic model quantifying the application of the working rules. On the basis of this empirical data, Dr Lovegrove furthers understanding of the nature and place of intuition in sentencing and of how the cumulation of sentence can be integrated into a system of proportionality related to the seriousness of single offences.

In 1938, two men held history in their hands. One was Adolf Hitler. The other was British prime minister Neville Chamberlain, who, determined to avoid war at any cost, came to be known as “the great appeaser.” But Harry Turtledove, the unrivaled master of alternate history, has launched a gripping saga that springboards from a different fateful act: What if Chamberlain had stood up to Hitler? What would the Nazis’ next move have been? And how would the war—which Hitler had always regretted waiting eleven months to start—have unfolded and changed our world? Here, Turtledove takes us across a panorama of conflict fueled by ideology and demagoguery. Nations are pitted against nations, alliances are forged between old enemies, ordinary men and women are hurled into extraordinary life-and-death situations. In Japanese-controlled Singapore, an American marine falls in love with a Russian dance hall hostess, while around him are heard the first explosions of Chinese guerilla resistance. On the frontlines of war-ravaged rural France, a weary soldier perfects the art of using an enormous anti-tank gun as a sniper’s tool—while from Germany a killer is sent to hunt him down. And in the icy North Atlantic, a U-boat bearing an experimental device wreaks havoc on British shipping, setting the stage for a Nazi ground invasion of Denmark.

The War That Came Early: The Big Switch is a work of fiction. All incidents and dialogue, and all characters with the exception of some well-known historical and public figures, are products of the author’s imagination and are not to be construed as real. Where real-life historical or public figures appear, the situations, incidents, and dialogues concerning those persons are entirely fictional and are not intended to depict actual events or to change the entirely fictional nature of the work. In all other respects, any resemblance to persons living or dead, is entirely coincidental.

Hitler's War (Published as The War That Came Early: Hitler's War in paperback, Del Rey, 2009) is an alternate history novel by Harry Turtledove. It is the first volume in The War That Came Early, an alternate history of World War II. The Point of Divergence has José Sanjurjo surviving a plane crash in 1936. Subsequently, during the Munich Conference in 1938, Konrad Henlein, a political leader of Sudetenland Germans is assassinated. Hitler uses this act as a pretext for war with Czechoslovakia, knowing that the Spanish Nationalists will side with him. Britain, France, and the Soviet Union declare war on Germany. Poland, despite previous ties with France, sides with Germany against the USSR. Further, Japan, which has been expanding into the Asian mainland, begins skirmishes with the USSR in Mongolia. The United States is on the sidelines, although it has troops in China, and volunteers participate in the Spanish Civil War. The novel was (evidentally) originally announced in early 2008 as Appeasement at amazon.co.uk, but Turtledove denied writing or contracting such a project at the time.

В книге излагается метод игры на гитаре приёмом "тэппинг". Этот способ игры из арсенала современных рок-гитаристов позволяет достичь нового необычного звучания, расширить диапазон инструмента, облегчает исполнение скоростных пассажей, вполне применим в акустическом варианте. Книга адресована гитаристам, в достаточной степени владеющим традиционной техникой игры на электрогитаре.

Driven by the rapidly escalating capacity demands of emerging wireless systems, researchers have developed a wide array of novel signal processing techniques for use in such systems. Now, two leading researchers synthesize the field's vast new literature, giving working engineers practical guidance for designing advanced wireless receivers.

Teil I. - 2010. - 360 S.

Die seit der Vorauflage notwendigen Änderungen sind in dieser Neuauflage berücksichtigt. Die neueste Judikatur ist eingearbeitet: Der Praktiker kann hier interessante Entscheidungen finden. Die neueste Literatur ist berücksichtigt: Alle prüfungsrelevanten Theorien werden besprochen. Allgemeine Erläuterungen und Beispiele aus der Rechtsprechung wechseln einander ab. So werden die Theorien verständlich, der Text anschaulich, und der Leser kann die letzte Entwicklung der Rechtsprechung miterleben. Was kann man mehr tun, um Strafrecht interessant zu machen? -- Dieser Text bezieht sich auf eine vergriffene oder nicht verfügbare Ausgabe dieses Titels.