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The Seven Keys to Effective Business-to-Business Appointment Setting is a unique compilation of tactical appointment setting techniques that have been proven effective for sales professionals in the business-to-business sales industry. Time and time again these techniques have helped thousands of salespeople schedule appointments with qualified prospects leading to millions of dollars in sales. Over her sixteen year career, Andrea Sittig-Rolf has recruited, led, and trained business-to-business sales teams to sell millions of dollars worth of products and services. Her first book, Business-to-Business Prospecting: Innovative Techniques to Get Your Foot In the Door with Any Prospect, detailed actionable ideas to help salespeople start the selling process with new prospects. In her second book Andrea Sittig-Rolf explains:1) Successful methods to prepare for scheduling qualified appointments; 2) Leveraging voicemail and e-mail as powerful appointment setting tools; 3) The ?Aha!? Formula and its use in overcoming common objections; 4) The metrics of sales, and doing the numbers for consistent sales results. About the Author:Andrea Sittig-Rolf is a sales trainer, public speaker, sales strategist, and founder of Sittig Incorporated. She is also the creator of The Blitz Experience?, an activity-based learning and development program that helps salespeople become more effective when scheduling appointments with qualified prospects over the phone. By practicing these appointment setting techniques the day of the training, salespeople gain a pipeline full of new opportunities at the end of the day! She has held a variety of sales and sales management positions throughout her career. For the past sixteen years she has worked with numerous organizations and sales professionals, helping them develop and practice the skills and strategies necessary to succeed in today?s highly competitive sales game. Visit her website at www. sittiginc. com.
Do you love to sew-or want to learn how? Then this book will have you in stitches in no time. There's nothing like the feeling of completing a project using beautiful fabrics and great timesaving tools and then sharing it with your family and friends. Plus, learning to sew will save you money too! Before long, you'll be stitching your own hems, repairing split seams, sewing on buttons, and much, much more. Sewing For Dummies is a book for both absolute beginners and experienced sewers. If you're a stone-cold beginner, you'll find everything you need to know to sew beginning-level projects-and the book doesn't assume that you've ever even picked up a needle and thread before. If you've had some experience with sewing, you'll find tips and tricks that it took author Janice Saunders Maresh, a nationally known sewing and serging instructor, years to pick up! You'll discover how to: Master hand and machine stitches Read a sewing pattern Hem a variety of fabrics Negotiate sleeves and pockets Install zippers, buttons, and other fasteners Shape garments with tucks and pleats Adjust projects for better fit and function This updated edition features a fresh 8-page color insert of all the new home decorating projects, including new patterns and instructions for a traditional living room with slipcovered couches and throws; a French country dining room with drapes and slipcovered chairs; and a bedroom with shams, duvets, dustruffles, and window treatments, as well as: a bathroom with a shower curtain and towels hip and funky tote bags the perfect little black dress Complete with lists of quick fix-it tools, sewing fundamentals, and sewing resources, Sewing For Dummies, 2nd Edition, is the fun and easy wayr to get the basics and stitch up a storm in no time!
Who are the men committing the rising number of serial homicides in the U.S. -- and why do they kill? The increase in these violent crimes over the past decade has created an urgent need for more and better information about these men: their crime scene patterns, violent acts, and above all, their motivations for committing these shocking and repetitive murders. This authoritative book represents the data, findings, and implications of a long-term F.B.I.-sponsored study of serial sex killers. Specially trained F.B.I. agents examined thirty-six convicted, incarcerated sexual murderers to build a valuable new bank of information which reveals the world of the serial sexual killer in both quantitative and qualitative detail. Data was obtained from official psychiatric and criminal records, court transcripts, and prison reports, as well as from extensive interviews with the offenders themselves. Featured in this book is detailed information on the F.B.I.'s recently developed Violent Criminal Apprehension Program (VICAP) and a sample of an actual VICAP Crime Analysis Report Form.
What can humans do? What can machines do? How do humans delegate actions to machines? In this book, Harry Collins and Martin Kusch combine insights from sociology and philosophy to provide a novel answer to these increasingly important questions. The authors begin by distinguishing between two basic types of intentional behavior, which they call polimorphic actions and mimeomorphicb actions. Polimorphic actions (such as writing a love letter) are ones that community members expect to vary with social context. Mimeomorphic actions (such a swinging a golf club) do not vary. Although machines cannot act, they can mimic mimeomorphic actions. Mimeomorphic actions are thus the crucial link between what humans can do and what machines can do. Following a presentation of their detailed categorization of actions, the authors apply their approach to a broad range of human-machine interactions and to learning. Key examples include bicycle riding and the many varieties of writing machines. They also show how their theory can be used to explain the operation of organizations such as restaurants and armies. Finally, they look at a historical case&--the technological development of the air pump&--applying their categorization of actions to the processes of mechanization and automation. Automation, they argue, can occur only where what we want to bring about can be brought about through mimeomorphic action.
In this book Peter Lindert evaluates environmental concerns about soil degradation in two very large countries--China and Indonesia--where anecdotal evidence has suggested serious problems. Lindert does what no scholar before him has done: using new archival data sets, he measures changes in soil productivity over long enough periods of time to reveal the influence of human activity. China and Indonesia are good test cases because of their geography and history. China has been at the center of global concerns about desertification and water erosion, which it may have accelerated with intense agriculture. Most of Indonesia¹s lands were created by volcanoes and erosion, and its rapid deforestation and shifting slash-burn agriculture have been singled out for international censure. Lindert's investigation suggests that human mismanagement is not on average worsening the soil quality in China and Indonesia. Human cultivation lowers soil nitrogen and organic matter, but has offsetting positive effects. Economic development and rising incomes may even lead to better soil. Beyond the importance of Lindert's immediate findings, this book opens a new area of study--quantitative soil history--and raises the standard for debating soil trends.
Ship Resistance and Propulsion is dedicated to providing a comprehensive and modern scientific approach to evaluating ship resistance and propulsion. The study of the propulsive power enables the size and mass of the propulsion engines to be established and estimates made of the fuel consumption and likely operating costs. This book, written by experts in the field, includes the latest developments from applied research, including those in experimental and CFD techniques, and provides guidance for the practical estimation of ship propulsive power for a range of ship types. This text includes sufficient published standard series data for hull resistance and propeller performance to enable practitioners to make ship power predictions based on material and data contained within the book. A large number of fully worked examples are included to illustrate applications of the data and powering methodologies; these include cargo and container ships, tankers and bulk carriers, ferries, warships, patrol craft, work boats, planing craft and yachts. The book is aimed at a broad readership including practising naval architects and marine engineers, sea-going officers, small craft designers, undergraduate and postgraduate degree students. It should also appeal to others involved in transportation, transport efficiency and eco-logistics who need to carry out reliable estimates of ship power requirements.
Tools don't make the service technician - but they help. Knowing how to use and care for them will put you a step ahead of the crowd. In this book, we'll cover the following tools: Screwdrivers, Hammers, Pliers, Wrenches, Chisels, Punches, Files, Hacksaws, Vises, Clamps, Twist Drills, Taps and Dies, Screw Extractors, Pullers, Pick-Up Tools, Inspection Mirrors, Tubing Cutters, Soldering Equipment, Feeler Gauges, Micrometers, Dial Indicators, Spring Testers, Pressure Gauges, Speed-Measuring Tools
This revision of the classical practical handbook A Short Course in Teaching Reading Skills combines reading theory with practical classroom application. An invaluable resource to the reading teacher, teacher-in-training, or administrator who wants to stress quality reading comprehension instruction, the principles apply to teenage through adult learners who already have basic decoding skills.
With the growth of film festivals, cable networks, specialty home video, and the Internet, there are more outlets and opportunities for screening short films now than at any time in the last 100 years. But before you can screen your short film, you need to shoot it. And before you can shoot it, you need to write it. The Short Screenplay provides both beginning and experienced screenwriters with all the guidance they need to write compelling, filmable short screenplays. Explore how to develop characters that an audience can identify with. How to create a narrative structure that fits a short time frame but still engages the audience. How to write dialogue that's concise and memorable. How to develop story ideas from concept through final draft. All this and much more is covered in a unique conversational style that reads more like a novel than a "how-to" book. The book wraps up with a discussion of the role of the screenplay in the production process and with some helpful (and entertaining) sample scripts. This is the only guide you'll ever need to make your short film a reality!
This book presents a basic guide for anyone involved in implementing major projects - human capital programs, technology implementations, systems integration, new processes, Six Sigma, product design, new policies and procedures.
The problem of "countertransference" is explored in explosive detail as Myers presents 10 case studies in which therapists unconsciously project their own fears and wishes upon a patient. Myers probes into the mechanisms of the therapeutic process and into the dangerous lack of self-awareness of many therapists.
"Whether you have a casual interest in signing, or a sincere desire to communicate with deaf people, Signing Illustrated provides all the basic vocabulary and instructions you need to learn how to sign. Even though it takes considerable time to become a proficient signer, you will soon be signing basic concepts after studying only a chapter or two. Persons who are deaf are pleased when others learn their language, and they are patient and understanding with the beginning signer." Each chapter covers a specific category of signs, making this a useful reference tool.
The history of identity theft, various scams with case studies, corporate and business obligations regarding id theft, laws in Canada, and a product comparison of 4 services.
What does it take to be a musical theatre performer? What kind of training is required to do eight shows a weekacting, dancing, and singing in a wide variety of vocal styles? This insider's look into the unique demands of musical theatre performance establishes connecting links between voice training for the singer and drama school training for the actor. By reading these revealing interviews, performers in every area of theatre can: * Discover what it takes to go from a first lesson to a solid professional technique* Consider the requirements for singers in musical theatre today, how they have changed, and where they are going* See how different teachers approach six aspects of voice training: alignment, breathing, range resonance, articulation, and connection* Understand the interconnectedness of musical theatre and theatre voiceA foreword by leading Australian actor Angela Punch McGregor personalizes the connective links among trainings as she describes her preparation for Sunset Boulevard. A must-read for anyone who is serious about voice and the theatre.
This practical, user-friendly textbook provides background knowledge, basic concepts, and understanding of relevant issues related to applied behavior analysis and specifically to single subject research designs.
This book discusses best teaching practices in a fun and engaging way.
For over two decades, Skills for Preschool Teachers has prepared teachers, teaching assistants, college students, classroom volunteers, and CDA candidates to work with children three-to-five years of age in preschools, center-based child care, Head Starts, and pre-kindergartens. The skills for working with young children are presented in 13 easily-readable, fact-filled chapters, each of which is based on one of the CDA "functional areas": safe, healthy, learning environment, physical, cognitive, communication, creative, self-concept, social, guidance, family, program management, and professionalism. Its use of practical checklists for observing children and the classroom environment has been a hallmark of this text, as well as its use of the latest children's picture books as lead-ins to every curriculum area covered. Practitioners will appreciate the appropriate NAEYC Program Standards in every chapter, as well as a section on inclusion and how to help children with disabilities succeed in classroom activities.
Skills for Success: A Career Education Handbook for Children and Adolescents with Visual Impairmentsby Karen Wolffe
Skills for Success details specific activities for preparing children with visual impairments for independence in daily life and success on the job.
Skills for Success: A Career Education Handbook for Children and Adolescents with Visual Impairmentsby Karen E. Wolffe
Innovative materials for helping youngsters start on successful careers! Skills for Success details specific activities for preparing children with visual impairments for independence in daily life and success on the job. This comprehensive manual outlines how important capabilities can be developed through meaningful learning experiences at different ages. Contributors who are experts in their subject areas focus on suggestions for developing abilities leading to career and life satisfaction for preschoolers, elementary school students, and middle school students. Providing a wide range of information and resources, Skills for Success will prove an invaluable guide to teachers, parents, and others who work with children with visual impairments.
A vital component in Dr. Linehan's comprehensive treatment program, this manual details precisely how to implement the skills training procedures and includes practical pointers on when to use the other treatment strategies described.
Written and edited by leading clinicians and researchers in sleep medicine, this is the first book to focus on the causes, consequences and treatment of disorders of excessive sleepiness. Extensive coverage is provided for all known causes of sleepiness, including sleep deprivation, obstructive sleep apnea syndrome, narcolepsy and other hypersomnias of central origin, shift work, and medical and psychiatric disorders. Since many causes of sleepiness are difficult to differentiate from each other, and treatment modalities can vary greatly from one disorder to another, this book helps the clinician to formulate a differential diagnosis that will ultimately lead to the correct diagnosis. Epidemiology, evaluation of the sleepy patient, diagnostic investigations including neuroimaging, subjective and objective testing, cognitive effects of sleepiness, motor vehicle driving issues, medico-legal aspects of sleepiness, and therapy are also discussed in detail. This is an essential resource for neurologists, psychiatrists and sleep specialists.
Small Animal Care and Management, 3rd Edition is a comprehensive text that provides the skills and knowledge needed for students interested in working with small animals like dogs, mice, ferrets, fish and reptiles among others. This highly researched text covers numerous species, which as detailed by scientific names, as well as the history and the domestication of animals including information on safety, nutrition, and careers. Small Animal Care and Management is flexible enough to be used by the general reader interested in small animals, as well as students studying the field. The index allows the reader to find subject areas and topics quickly. The text also encourages students to further research and explore subject areas of interest utilizing resources such as Internet sites and a detailed glossary.
Provides practical information about the construction and operation of one-, two-, and three-cylinder; two- and four-cycle gasoline engines.
Small Gas Engines explores the design, construction, and operation of small 2- and 4-stroke gasoline engines. It also presents a detailed overview of small engine maintenance, troubleshooting, service, rebuilding, and repair. In addition, Small Gas Engines includes extensive coverage of outdoor power equipment applications and the specialized service related to each type of equipment. The 2012 edition has been thoroughly updated to include the latest on engine design and service. The 2012 edition has been extensively reorganized to help improve comprehension. Engine service information is arranged in a logical sequence. New Fundamentals of Electricity, Magnetism, and Electronics chapter introduces students to the basics of electricity and electronics. Includes a new Engine Reassembly and Break-In chapter. Presents a variety engine types from a wide range of manufacturers.
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