Kamis, 31 Mei 2012

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The Accidental Sales Manager, by Suzanne Paling

•Do you tackle several different roles including sales manager? •Does managing the sales team feel awkward? •Do you want to achieve better sales results? If you answered YES then you face the same struggle as many other small business owners—you can successfully manage the rest of the company, but when it comes to the sales team, you feel like your efforts are coming up short. Suzanne Paling, sales management consultant, urges you to stop struggling, and teaches you what you need to know to start succeeding.

  • Sales Rank: #1538595 in Books
  • Published on: 2010-10-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.00" h x .59" w x 6.00" l, .86 pounds
  • Binding: Paperback
  • 264 pages

About the Author
Suzanne Paling is the principal consultant of Sales Management Services, founded in 1998. She has more than 20 years of experience in sales, sales management, and sales consulting. Working with both field and inside sales organizations, she has helped clients in a vast number of industries including software, construction, medical, telecommunications, manufacturing, delivery, and recruiting.

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3 of 3 people found the following review helpful.
Great practical advice for managing salespeople
By Estelle
This book is targeted at leaders of small businesses who end up managing one or more salespeople but who lack any experience in sales themselves. The preface starts out with the following paragraph: "Perhaps someone recommended this book so you bought it. Maybe a colleague lent you his copy. Was the book placed on your desk anonymously? Regardless, you now have the book and you really don't want to read it." This paragraph completely disarmed me, and it set the tone for the rest of the book: far from being a slog through technical sales jargon, it was a brisk read that provided the most practical education I've ever had about how to bring out the best when managing a sales force (or even a single salesperson). The book is laid out as follows:

First, it starts each chapter with a short story or case history that highlights a common problem in managing salespeople. I recognized many situations I've seen at different workplaces (even those that did not involve salespeople).

Second, the book focuses in on the problem itself, the causes of the problem, what managers usually do in their attempts to fix it, and finally, what really works. The book's advice is very practical and very specific, but still broad enough to cover any type of business. The book also describes the author's own experiences as a sales management consultant, sales manager, and salesperson herself, which illustrate and lend further credence to the book's advice.

Third, the book provides templates and samples for everything from a new hire's orientation program, to sales contest goals, performance reviews, and sales forecasts. I appreciated actual documents that I would be able to work from and the discussions explaining them.

The ideas in this book were both thought provoking and informative. For example, the idea of starting orientation during a potential employee's interview process - I never would have thought of an interview in that way, but it made perfect sense. And, the concrete suggestions provided actually make it possible to put that idea into action.

The book is organized so that it can be read straight through or used as a reference book. Either way, I would highly recommend it to any business leader or supervisor looking for guidance in managing salespeople.

2 of 2 people found the following review helpful.
Recommend for all sales managers
By M_Hayes
This book is not just a survival guide for CEOs managing their salespeople, but also a "must have" for new sales managers developing successful sales teams. I should know; as a sales manager growing my team, I recently hired a new account manager. I followed Suzanne Paling's detailed recommendations for "onboarding" my sales person... resulting in this person becoming quickly productive. Her guidance in this book has proven to be invaluable, providing concrete suggestions for every stage in the development of a winning sales team.

2 of 2 people found the following review helpful.
'How-to' style effective for all sales managers
By Jeff
This is a great book for anyone managing the sales team, not just the CEO. Suzanne's style is straightforward and detailed. The section regarding on-boarding new sales reps is excellent...including a great plan for hour-by-hour tasks each day in the first couple weeks to accelerate productivity.

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Rabu, 30 Mei 2012

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  • Sales Rank: #13309174 in Books
  • Original language: French
  • Dimensions: 7.56" h x 1.38" w x 9.21" l,
  • Binding: Paperback

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Selasa, 29 Mei 2012

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Classroom Assessment : Principles and Practice for Effective Standards-Based Instruction 4TH EDITION by James McMillan. Allyn & Bacon, Inc.,2007

  • Sales Rank: #2930385 in Books
  • Published on: 2007
  • Binding: Paperback

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Selasa, 22 Mei 2012

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  • Published on: 1707
  • Binding: Paperback

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Minggu, 20 Mei 2012

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Clay Blair's best-selling naval classic Silent Victory: The U.S. Submarine War Against Japan, is regarded as the definitive account of that decisive phase of the war in the Pacific. Nine years in the making, Hitler's U-boat War is destined to become the definitive account of the German submarine war against the Allies, or "The Battle of the Atlantic."

It is an epic sea story, the most arduous and prolonged naval battle in all history. For a period of nearly six years, the German U-boat force attempted to blockade and isolate the British Isles, in hopes of forcing the British out of the war, thereby thwarting the Allied strategic air assault on German cities as well as Overlord, the Allied invasion of Occupied France. Fortunately for the Allies, the U-boat force failed to achieve either of these objectives, but in the attempt they sank 2,800 Allied merchant ships, while the Allies sank nearly 800 U-boats. On both sides, tens of thousands of sailors perished.

The top secret Allied penetration of German naval codes, and, conversely, the top secret German penetration of Allied naval codes played important roles in the Atlantic naval battle. In order to safeguard the secrets of codebreaking in the postwar years, London and Washington agreed to withhold all official codebreaking and U-boat records. Thus for decade upon decade an authoritative and definitive history of the Battle of the Atlantic could not be attempted. The accounts that did appear were incomplete and full of errors of fact and false interpretations and conclusions, often leaving the entirely wrong impression that the German U-boats came within a whisker of defeating the Allies, a myth that persists.

When London and Washington finally began to release the official records in the 1980s, Clay Blair and his wife, Joan, commenced work on this history in Washington, London, and Germany. They relied on the official records as well as the work of German, British, American, and Canadian naval scholars who published studies of bits and pieces of the story. The end result is this magnificent and monumental work, crammed with vivid and dramatic scenes of naval actions and dispassionate but startling new revelations and interpretations and conclusions about all aspects of the Battle of the Atlantic.

The Blair history will be published in two volumes. This first volume, The Hunters, covers the first three years of the war, August 1939 to August 1942. Told chronologically, it is subdivided into two major sections, the War Against the British Empire, and the War Against the Americas. Volume II, The Hunted, to follow a year later, will cover the last years of the naval war in Europe, August 1942 to May 1945, when the Allies finally overcame the U-boat threat.

Never before has Hitler's U-boat war been chronicled with such authority, fidelity, objectivity, and detail. Nothing is omitted. Even those who fought the Battle of the Atlantic will find no end of surprises. Later generations will benefit by having at hand an account of this important phase of World War II, free of bias and mythology.

  • Sales Rank: #422582 in Books
  • Published on: 1996-10-22
  • Released on: 1996-10-22
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.75" h x 6.50" w x 2.75" l,
  • Binding: Hardcover
  • 809 pages

Amazon.com Review
A former infantryman, Adolf Hitler had little use for the German navy, which he considered inept and politically suspect. Still, through the skillful maneuverings of a young, up-and-coming naval officer named Karl Dönitz, Hitler eventually endorsed a costly program of shipbuilding. As a result, Dönitz was able to field a vast fleet of U-boats when Germany went to war against France and England in 1939. Although his enemies were initially better equipped, Dönitz was the craftier fighter, launching daring raids on shipping convoys and Allied harbors, and for a time, controlling the chief Atlantic sealanes.

In this monumental history, Clay Blair analyzes the German U-boat campaigns from 1939 to 1942 (a companion volume continues his narrative to 1945), which, he writes, fall into three phases: one against England alone, another against the newly arrived American navy, and a furious third against the combined Allied forces. Blair argues, against other historians, that the "U-boat peril" has been overestimated. He holds that the American submarine campaign against Japan in the Pacific was far more effective, and observes that 99 percent of Allied merchant ships on transatlantic convoys reached their destinations. Even so, the U-boats introduced a powerful element of terror into an already horrific war, diverting Allied effort into antisubmarine campaigns and delaying the transport of much-needed materiel.

Blair's outstanding work adds much to the naval history of World War II. Packed with detail, it is sure to become a standard work on the Battle of the Atlantic. --Gregory McNamee

From Publishers Weekly
Everything about this book is big: its page count, its thesis?and its shortcomings. Blair is a respected authority on submarine warfare whose Silent Victory, a history of the U.S. submarine service, remains a widely cited work. He is also a master of operational narrative, a writer who can put readers in a destroyer's bridge or a U-boat's conning tower as convincingly as many novelists. Here, in the first of two projected volumes, Blair employs a comprehensive mix of German, British and U.S. sources to argue that the German U-boats have been mythologized, their successes overstated and their threat to the Allied war effort exaggerated. While U-boats delayed and diminished the arrival of supplies to Europe, 99% of all ships in transatlantic convoys reached their destinations. For Blair, that is a sizable margin of acceptable loss. He even stands foursquare behind Admiral Ernest King's reluctance to organize merchant convoys after Pearl Harbor. German U-boats operating off the Atlantic Coast and in the Caribbean accounted for about a quarter of all tonnage sunk during the war, but even these losses could be replaced. Blair compares by implication German failures in the U-boat war to the U.S. submarine campaign in the Pacific, which succeeded in strangling Japan by mid-1945. But to assert, as he does, that the U-boats never had a chance seems to fly in the face of an overwhelming body of evidence that cannot be dismissed as retrospective mythmaking. Even before the climactic convoy battles of 1943, the Allied navies were morally and materially stretched to near breaking point. Though richly informed and a pleasure to read, this volume ultimately provokes without convincing. Photos and maps not seen by PW. History Book Club selection.
Copyright 1996 Reed Business Information, Inc.

From Library Journal
"The only thing that ever really frightened me during the war was the U-Boat peril," Winston Churchill said. Almost every historian agrees that the German submarine force nearly won the war for Hitler. Some 2400 Allied merchant ships and 145 naval vessels totaling 13.5 million tons were sunk. Thousands of sailors perished. Yet, distinguished naval-military historian Blair argues, the U-Boat menace has been greatly overstated. His extensive research reveals that only five percent of all Allied shipping was sunk by German submarines. There were grievous losses of men and ships, but Blair argues that the vast majority of ships arrived safely. The author feels that this fact has been overlooked by pro-British historians. His monumental work (Volume 2 is scheduled for 1997) is the most thorough study of the U-Boat campaign available; it includes a massive amount of detailed statistics. Not for the casual reader, but for specialists in World War II naval history; only libraries with exhaustive World War II collections will need this work.?Stanley Itkin, Hillside P.L., New Hyde Park,
Copyright 1996 Reed Business Information, Inc.

Most helpful customer reviews

28 of 29 people found the following review helpful.
Exhaustive and complete, but a bit much for the lay reader
By Matthew D. Carr
Clay Blair has written a masterful account of the German submarine war in WWII. While it is extremely thorough, the level of detail can become cumbersome to the amateur historian. Mr. Blair outlines every mission undertaken by a German submarine during the entire war; a blessing for other researchers in naval history but a curse to the lay reader. The author does a commendable job outlining the major campaigns and summarizing the effects of the submarine war. He even comes to the conclusion that the feared "wolf packs" and the submarine war in general never posed the serious threat that the Allies believed it did. Perhaps the most interesting portion of the book is the chapters devoted to describing the development of submarine/ASW technology and the encryption/decoding efforts of both sides. The author does an average job as far as the "characters" are concerned. For most people he simply describes their military careers and follows their progression through various commands and notes the awards they receive. Very few players get the background coverage that makes them come alive and seem like real people.
I highly recommend this book for any reader of history interested the German submarine war. However, the casual or amateur reader will do well to skim through the endless details.

16 of 18 people found the following review helpful.
AN AMERICAN VIEW OF U-BOAT OPERATIONS
By A Customer
This is a very comprehensive work! The author is not only meticulous in describing practically each u-boat sailing during this period, but he tends to keep the reader's interest in what could be a dull assignment, by explaining pertinent background information and providing in-depth detail on various crew members, making many of them "come to life" in the words on the page. At the same time, he keeps the reader informed on what is going on in other parts of the war that could affect u-boat and ASW (anti-submarine warfare) operations and practices, such as code breaking, Hitler's rash decision-making, Operation Torch, dropping off of secret agents, sabateurs, and/or commandos into enemy territory, development of radar and sonar and HF direction finding, u-boat activity on the U.S. coast, military officials involved, etc. This book is important historically since it not only provides an extremely detailed account of operations, but it reviews it from an American standpoint based on the author's incredible current research and his reading of British historians, and then commenting on divergences of viewpoint or, in some cases, the lack of British commentary on certain embarrassing happenings. - As some reviewers have noted, Blair tends to "stick with the facts" instead of sensationalising, and in the process gains the reader's trust. Excellent u-boat history, engrossing reading.

7 of 7 people found the following review helpful.
A broad view without a human face.
By David Kurtz
You probably can't find a more exhaustive detailing of the Atlantic U-boat war. And generally speaking, this work makes for good reading and good history. What is excellent here is the overall strategic view of the war and the surrounding attempts to stay one step ahead of the enemy. The book has two flaws (they are inter-related): The mass of tonnage statistics begins to lose relevance after a while to a casual reader and also de-humanizes the story. Missing from this book is a good description or feel for any but the most famous of U-boat captains, or descriptions of individual patrols that brings them to life.

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Selasa, 15 Mei 2012

[D147.Ebook] Download Ebook Psychotherapy in Everyday Life (Learning in Doing: Social, Cognitive and Computational Perspectives), by Ole Dreier

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Psychotherapy in Everyday Life (Learning in Doing: Social, Cognitive and Computational Perspectives), by Ole Dreier

In this book, Dreier shows how clients make therapy work in their everyday lives. Therapy cannot fulfill its purpose until the clients can make it work outside the therapy room in relation to the concerns, people, and places of their everyday lives. Research on therapy has largely ignored these efforts. Based on session transcripts and interviews with a family of four about their everyday lives, Dreier shows the extensive and varied work the clients do to make their therapy work across places. Processes of change and learning are seen in a new perspective and it is shown that expert practices depend on how persons conduct their everyday lives. To grasp this, Dreier developed a theory of persons that is based on how they conduct their lives in social practice. This theory is grounded in critical psychology and social practice theory and is also relevant for understanding other expert practices such as education.

  • Sales Rank: #1351346 in eBooks
  • Published on: 2007-11-19
  • Released on: 2008-04-27
  • Format: Kindle eBook

Review
"...this book shows the extensive and varied work clients do to make their therapy work across places...."
--Family Therapy

About the Author
Ole Dreier is a Professor in the Department of Psychology at the University of Copenhagen, where he received both his MA and his PhD. He is a leading scholar in activity theory and critical psychology in Europe and combines work on the development of theory with research directed at developing practices in the fields of psychotherapy, health care, and education. He is a member of the Danish interdisciplinary Center for Health, Humanity, and Culture and an approved specialist in psychotherapy and supervision. Dreier has held the Wilhelm-Wundt chair in Leipzig and has been affiliated with universities in Mexico, Germany, and the United States. He is a member of the International Society for Theoretical Psychology and the International Society for Cultural and Activity Research.

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Senin, 14 Mei 2012

[P804.Ebook] Fee Download House of Splendid Isolation, The Lonely Girl, by Edna O'Brien

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House of Splendid Isolation, The Lonely Girl, by Edna O'Brien

1994-lst (stated) Farrar. Octavo, hardcover. Fine (review copy sticker on end paper ) in Fine DJ

  • Sales Rank: #12959231 in Books
  • Published on: 1994
  • Format: Import
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.45" h x 1.02" w x 6.38" l,
  • Binding: Hardcover
  • 232 pages

Most helpful customer reviews

18 of 20 people found the following review helpful.
Female writer gets it right
By Donna J. Oestreich-hart
I won't summarize the story, because you have several other summaries already. I will only say this: Several of the analytical comments below are simply wrong. O'Brien's view of Ireland's history is right on the mark. Ireland's "troubles" really started in the 1100's when Irishman Dermott McMurragh asked King Henry II of England to allow him to recruit Anglo-Norman mercenary soldiers to help him defeat his Irish enemy. Those mercenaries came, liked it, and stayed. THAT was the beginning of the English occupation of Ireland. But even before that, Irish families fought among themselves for control of the land and resources. You only have to read the "Cattle Raid of Cooley" to know that. In a very real sense, there IS blood in the very soil of Ireland. And O'Brien is RIGHT that the only way to ever solve that problem--or the Middle Eastern problem or the American racial problem--is for EVERY voice to be heard (that's why the narrative voice keeps changing; it is purposeful)and EVERY person to be known as a human being and not just as "them" or "the enemy."
She has these two unlikely people, each with their grievously painful stories, come to know and respect each other. She becomes like Mother Ireland (Cathleen ni Houlihan) to him, and he becomes to her like the child that she never had, the one she aborted.
It is a book that is about understanding and forgiveness, a theme amazingly and ultimately spoken through the voice of the aborted child itself. In the first chapter, this dead child's spirit hates her mother and wants her to suffer, but in the end, she understands and forgives. That is what the child prays for in the end, understanding and forgiveness.

14 of 15 people found the following review helpful.
Spare Prose and Extraordinary Power
By James Carragher
Edna O'Brien in general and this very fine novel in particular deserve a much greater readership. The plot here -- IRA fugitive, McGreevy, hides out in the crumbling home of an aged widow, Josie -- is the simple premise on which O'Brien builds a vertiginous, multi-layered tale of fatefully intersecting interpersonal and national histories. The third person narrative points of view are multiple and, especially in the quick cuts to those on the fugitive's trail, occasionally confusing. McGreevy and Josie are both superbly drawn and utterly convincing, although their emotional linkage is achieved too quickly, just as the flashbacks to Josie's horrid marriage make her reveries of quiet good times with her husband scarcely credible. The prose is spare, with no wasted words, and one of the wonders of this novel is that O'Brien nonetheless thoroughly conveys the lushness of the drizzly Irish countryside, the complexity of the struggle and the underlying sense of national unity that all the characters -- no matter how harshly at war with one another -- feel. And she has packaged all that in what is also from start to finish a superbly suspenseful tale. The 230 or so pages flash by, making The House of Splendid Isolation an exciting and rewarding one-sitting read.

20 of 22 people found the following review helpful.
Splendid writing, spendid story.
By Mary Whipple
If you read the Kirkus Review above, you won't even have to buy the book, if all you are interested in is the plot.

Fortunately, there's much more here, and I wish I knew how O'Brien does it! Of the thousands of books I've read, this is the first one which really made me feel that the author "let the story tell itself." For most of the book, there's no sense that an author is pulling strings or trying to create. She "merely" presents fully drawn characters, and they truly live on the page.

Yet at the conclusion, the admiring reader realizes that every conflict and ultimate reversal in the book has had a fine hand guiding, but never obviously controlling, it--from Josie's psychological imprisonment to McGreevy's escapes, from her frustrations in love to his satisfactions, from her experiences that life is something that happens to her to his belief that one must mobilize to work toward a higher goal, from their attitudes toward the church to their conflicted feelings about the IRA.

Somewhat extravagant in its romanticism at the end, that extravagance, nevertheless, is totally appropriate to its subject, its characters, and its Irish setting.

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