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Minggu, 18 Desember 2016

Ebook Download Rohi Mataluna: Pashto Proverbs, Revised and Expanded EditionFrom Wipf & Stock Pub

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Rohi Mataluna: Pashto Proverbs, Revised and Expanded EditionFrom Wipf & Stock Pub

"For a Pashtun, the world is a dangerous place. . . . To negotiate such a world, a man or woman needs wise words. . . . Pashto proverbs provide critical lessons about faith and honor, human nature and relationships, friends and enemies, power and revenge, in short, how to live in a society that is at once fragrant with friendship, fraught with ambiguities, and seared by treachery." You are invited to look into the world of the Pashtun through the pages of Rohi Mataluna: Pashto Proverbs. This selection of 1,350 Pashto proverbs (mataluna) from the mountainous (rohi) Afghan borderlands, with English translation and cultural annotations, aims to preserve some of the original flavor of an oral literature that reflects a traditional culture now facing turmoil and inevitable change. This second edition has been completely updated, revised, and expanded with new material, while taking care to preserve and honor the original work of the first edition. It includes: -- Cultural background and context of the Afghan frontier -- Explanations of key words and concepts -- Examples of the use of texts in social situations -- Observations on the form and structure of proverbs -- Parallel and variant texts -- Background stories -- Index of key words, persons, and places This book will appeal to readers and students of Pashto and English, to scholars and tourists, to anthropologists and folklorists, and to all those interested in learning more about the Pashtun people of the Afghan frontier.

  • Sales Rank: #2586503 in Books
  • Published on: 2009-03-01
  • Released on: 2009-03-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.00" h x .94" w x 6.25" l, 1.25 pounds
  • Binding: Paperback
  • 412 pages

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Sabtu, 17 Desember 2016

Download PDF Sociology of Sport and Physical Education: An IntroductionBy Anthony Laker

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This text, intended for undergraduates on various education and sport related degree courses, covers the key, current issues in the field of sociology of sport and physical education. The first section of the text covers the importance of sport in culture, its theoretical background, and methodological issues in research. The main body of the text then discusses issues including the sporting body, participation and socialisation into sport, the hidden curriculum, critical pedagogy, and sport and the media. Laker discusses in depth gender, race and ethnicity, class, and equality, and he looks at sport and the media, and the involvement of politics. The chapters are each rounded off with challenging 'reflection' questions, activities and tasks for the reader to fulfill.

  • Sales Rank: #2033775 in Books
  • Published on: 2001-12-09
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.25" h x .55" w x 6.02" l, .85 pounds
  • Binding: Paperback
  • 260 pages

Review
"Chapters range from a useful introduction to very readable chapters on methodological issues and socialization ... Laker's inclusion of material on critical pedagogy and the idea of the hidden curriculum, important additions seldom included in such volumes, gives the anthology much-needed variety."
-Choice

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Sabtu, 12 November 2016

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The fourth edition of General Linguistics provides a comprehensive and accessible introduction to linguistics.

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- semantics and pragmatics
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  • Sales Rank: #2743605 in Books
  • Brand: Brand: Routledge
  • Published on: 1989-06-07
  • Released on: 1989-06-05
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.50" h x 1.06" w x 5.43" l, 1.21 pounds
  • Binding: Paperback
  • 470 pages
Features
  • Used Book in Good Condition

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Sabtu, 05 November 2016

PDF Ebook The Advertising Agency Business: 1st (First) EditionBy Herbert S. Gardner Eugene Hameroff

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The Advertising Agency Business: 1st (First) EditionBy Herbert S. Gardner Eugene Hameroff

  • Published on: 1998-02-11
  • Binding: Hardcover

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Rabu, 26 Oktober 2016

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  • Sales Rank: #2004017 in Books
  • Published on: 2012-01-20
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.70" h x .60" w x 8.30" l, 1.58 pounds
  • Binding: Loose Leaf
  • 272 pages

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Kamis, 13 Oktober 2016

Download PDF Jill Enfield’s Guide to Photographic Alternative Processes: Popular Historical and Contemporary Techniques (Alternative Process Photography)

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Jill Enfield’s Guide to Photographic Alternative Processes: Popular Historical and Contemporary Techniques (Alternative Process Photography)

Amazon.com Review

Images and stories from Jill Enfield’s Guide to Photographic Alternative Processes A digital image does not have to stay digital! I photographed this in Croatia. When I came home, I decided it would make a good kallitype. Click here for a larger image. Dry plate tintypes are great for making photograms. Once the plates are dry, they can be kept in a light tight box for approximately one month. The plates can be exposed in a camera or with an enlarger using positives or by placing objects for photograms. Click here for a larger image I photographed special pictures for a wedding in Tuscany, Italy. The ceremony started around sunset, when the light is typically too reddish for wet plate collodion to work with fast enough exposure to capture a scene like this. Since I was there, however, I gave it a try. Even with the motion, this image captures the moment. Click here for a larger image. This image was taken inside a church in Italy with a Hasselblad camera and black and white film. It was underexposed a bit and I thought I would never be able to use it. Then came digital! I made a digital negative and a cyanotype that actually has detail in the shadows. Click here for a larger image A Letter to Amazon.com Readers from Jill Enfields Dear Amazon.com Readers: I have been teaching historical photographic techniques, or alternative processes, for more than twenty-five years. The moment I started using these techniques, I realized that by adapting them, my work knew no bounds. Every project that I start leads me to the type of process that I feel is a perfect way to display my vision. No matter your style of photography — whether you are interested in landscapes, portraits, flowers, architecture, or something else entirely — these processes are useful in continuing to interpret your image after the camera capture. Digital or film, it makes no difference. The process you choose is driven by the image, which leaves you open to ideas and discovery. A darkroom is helpful, but not necessary, for most of the processes discussed in my book, Jill Enfield's Guide to Photographic Alternative Processes: Popular Historical and Contemporary Techniques. You will learn about the materials needed to set up a workspace, which chemicals to use and how to mix them properly and safely, and where to get all of the above, no matter where you live. The tactile process of using hand-applied emulsions and then watching the image appear is always a magical experience! My hope is that this book brings the magic to others. Need inspiration? The work of 106 artists from all over the world is beautifully reproduced in the book. This is more than a mere how-to book; it is also a showcase of some of the best artists in the historical techniques genre. I hope that you enjoy Jill Enfield's Guide to Photographic Alternative Processes as much as I have had enjoyed creating it. Best wishes in creating your own magic, Jill Enfield

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About the Author

Jill Enfield, one of the most experienced and respected hand-coloring artists in the United States, is a fine art, editorial, and commercial photographer. She has taught hand-coloring and non-silver techniques at Parsons The New School for Design, Fashion Institute of Technology, New York University, Long Island University, and the International Center of Photography in New York, as well as at workshops throughout the United States and Europe.

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Product details

Series: Alternative Process Photography

Paperback: 288 pages

Publisher: Routledge; 1 edition (June 7, 2013)

Language: English

ISBN-10: 9780415810241

ISBN-13: 978-0415810241

ASIN: 0415810248

Product Dimensions:

10 x 1 x 7 inches

Shipping Weight: 1.4 pounds (View shipping rates and policies)

Average Customer Review:

4.1 out of 5 stars

36 customer reviews

Amazon Best Sellers Rank:

#491,753 in Books (See Top 100 in Books)

I'm not the only one finding this book disorganized. I'd imagine a book like this to describe a technique in one chapter and another technique in the next chapter and so on. Instead, the information is disjointed and difficult to find which makes it not very usable as a practical guide book to alternative processes. I also have to second some complaints about the font size and style. The descriptions under the pictures are particularly difficult to read.

A colleague of mine showed me this book because she had some images in it. As I thumbed through it, I was really impressed. So much so that I went straight to amazon and purchased it. This guide has valuable information of a lot of different processes. At the time I was looking into several alternative processes that interested me like cyanotypes, ambrotypes, & salt prints. Plus I thought it would be a great reference for some of my students. By the way, there is not a lot of material out there on ambrotypes which makes you the artist do a lot of trial an error which equals time & money. I like that the author had really good example photos of each process, step by step guide and troubleshooting tips. All are extremely helpful when you are trying out a new process for the first time. I bought this book awhile ago and I haven't moved past cyanotypes yet. But it is waiting for me on my bookshelf for when I'm ready.

From printing digital negatives to producing prints with a number of alternative processes -- and even a simple explanation of how Dan Burkholder's 'Pigment over Platinum' works -- this is the information I was looking for in a single volume. This book touches on many (most) of the alt processes (bromoil is the most notable exception that I can think of). It has enough information to get you started and experimenting. Many readers will want to supplement this book if they want to do a deep dive on any particular process, utilizing websites like alternativephotography.com (Enfield has articles published there) and other available resources. However, there is more than enough information in this book to explore your 'inner artist' and start putting images to paper, tile, fabric, etc.A note of caution: Be sure to follow Enfield's safety precautions for handling the chemicals and ventilating your darkroom or work area. Some of the processes can be quite toxic.

Jill Enfield's guide is full of practical advice and suggestions. A particular strength: the very well-chosen photographs by a wide range of artists that illustrate how the different techniques can be used to create powerful, interesting images. Enfield often urges the reader to experiment and to understand that different materials will give widely varying results, this is excellent advice as some of these techniques can be frustrating at first. You need to take the time to discover the papers, chemistry, brushes, etc that serve your artistic goals. This is an overview, not an exhaustive text. You might want to look elsewhere for guidance on some particulars, such as how to create color separations in Photoshop for gum printing. I love the spirit of optimistic experimentation that runs throughout...

Don't be put off by the choice of the cover photo (which MAY not immediately draw you to this title). This is a WONDERFUL book. In fact, this is a completely rewritten update to Ms. Enfield's earlier book entitled "Photo-Imaging: A Complete Visual Guide to Alternative Techniques and Processes". When asked to compare the two books specifically regarding which one would be best for learning about printing on tiles, Jill's words were "The new book goes further in what you can do with tiles - not just liquid emulsion but cyanotype and gum as well. So - i will leave it to you - either book will do for liquid emulsion." The new book contains much more up to date information and is highly recommended.You or may not be familiar with Jill Enfield, but she is eminently qualified to write a volume such as this, with 35 years of experience. With all of that experience, I appreciate the balance that she strikes between giving you valuable tips and the fact that she does not generally make very *specific* recommendations - preferring instead that you discover your *own* preferences through experience and experimentation. As an example, I turned in the index directly to the subject of "paper". The subheading "Paper" (found in Chapter 2 on "A Guide to Materials and Techniques" is rather short, but complete. She gives you the basics to identifying paper characteristics and what they will mean for your prints, but does not recommend even a single paper or mill by NAME. She does name a couple of paper suppliers from which one can get catalogs, however. I am fine with this (in fact, I think it wise. An endorsement by a famous practitioner could lead to shortages or a sharp rise in prices for any paper thus specified.) One can easily get many paper recommendations simply by typing in your particular paper question into Google. Jill highlights something that this newbie was unaware of (that papers have a "right" and "wrong" side) and gives a tip on marking the "wrong" side to make identification of cut pieces easy. She also shares her personal path (and part of the "fun" of the process) when she shares: "I personally found my favorites by spending time at art-supply stores and touching everything to see which papers felt good to me. During each trip I would buy a few different kinds, making sure that I could either read the watermark put on the paper by the manufacturer or that I marked on the back of the paper before having the paper packed up for me. Once I got home I would cut the paper down and try it out with different processes." This is just an example of the helpful tone that Ms. Enfield takes as she "takes you by the hand" and gently leads you on a journey that you can take with confidence, while not robbing you of the joys of discovering your own specific path.She wisely begins with a short (4 page) chapter on "Safety with Chemicals" in which she covers the basics (and the rationale) for such caution and includes subheadings on the subjects of proper ventilation and materials disposal.Following those two chapters, the Table of Contents contains the following:3. The Digital Negative Process4. Fugitive and Not-So-Fugitive Printing (Some History, Anthotypes, Photosynthesis, Lumen Prints, Cool and Different)5. Cyanotypes6. Salt and Albumen Prints7. Van Dyke Brown, Kallitype and Argyrotype Prints8. Platinum and Palladium Prints9. Wet Plate Collodion10. Liquid Emulsion Prints11. Gum Printing12. Transfers, Multiple Printing and Other Techniques13. Ceramics and PhotographyI appreciate how each chapter on processes includes a "Troubleshooting" section that briefly lists common problems and their solutions.Appendices include Conversion Tables, Sources and Websites (nearly a HUNDRED, by my count), a Bibliography, a List of Artists, and a pretty complete Index.There are only two (small) quibbles that I have with this book. (1) The cover image seems a bit dour for such a wonderful book (which is anything but dour). (2) The page type is fairly small, which may bother older readers. (I'm 54 and think it is fine). Note that choice this makes the book, in reality, a much larger volume (information-wise) than you might think from the number of pages it contains. With a normal type size this would easily be a 400 page volume, and thus be required to cost a lot more. As it is, I believe it is an INCREDIBLE bargain at less than $30.I highly recommend this volume to anyone interested in one or more of the above listed subjects. I am not familiar with Christopher James' title "The Book of Alternative Photographic Processes", which by all accounts is also excellent, but if you are wanting to start with a book that costs a fraction of that one then I certainly don't believe you can go wrong with this, Jill Enfield's most recent title.EDIT (7/26): The Chapter on Digital Negatives is a little thin, but then people have written entire books about that subject alone. You don't have to let it intimidate you. For a nice overview of the (pretty simple) process of making a digital negative for Cyanotypes, see this video:[...](QuickTime required)and for a step-by-step breakdown of what you see in that video (along with links to related pages) see:[...]

I would reccomend "Jill Enfield's - Guide to Photographic Alternative Processes" to any one who want to explore historic photographic processes as well as the alternative processes. The information about each process is well written in easy to understand sequencing. I love historic photographic processes and have been an avid practicioner for the past 30 years, of several of the methods she covers. Examples of artist's works is a wonderful addition to every chapter and identifies the process characteristics for the beginner as well as the advanced artist.

The guide is well written. Some of the information may be a little dated; however, this book is one more addition to my alternative photography library. Jill is considered to be an authority on the subject, and she does beautiful work.

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Kamis, 06 Oktober 2016

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Copley examines the intellectual and cultural values, and the events, particularly the Second World War, which shaped Gandhi's distinctive political, economic, and social ideas, especially his philosophy of non-violence. He concludes by considering the legacy of Gandhi's thinking both within and beyond India.

  • Sales Rank: #289835 in Books
  • Brand: Oxford University Press, USA
  • Published on: 1996-12-19
  • Ingredients: Example Ingredients
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.30" h x .30" w x 5.30" l, .0 pounds
  • Binding: Paperback
  • 128 pages
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From the Back Cover
Mahatma Gandhi was one of the outstanding moral and political figures of the 20th century. This book assesses his life and career, from his education in India and England, through his years in South Africa as a young lawyer and emergence as leader of the Indian minority there, to his return to India and central role in the struggle against the Raj. Antony Copley examines the intellectual and cultural values, and the events, particularly the Second World War, which shaped Gandhi's distinctive political, economic and social ideals, especially his philosophy of non-violence. He concludes by considering the legacy of Gandhi's thinking both within and beyond India.

About the Author

Antony Copley is Reader in Modern History at the University of Kent.

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  • Sales Rank: #200467 in Books
  • Published on: 2016-01-15
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.70" h x 1.00" w x 8.40" l, .0 pounds
  • Binding: Paperback
  • 608 pages

From the Back Cover

Bringing criminal law to life.

Criminal Law Today, 6/e, brings criminal law to life by relating it to real stories from today’s headlines. The text’s approach is strongly influenced by the belief that the law has always been, and remains, a vital policy-making tool. As a topic for study and discussion, the nature and life of the law is more important today than ever before. The text highlights the challenges that face the law as it continues to adapt to the needs of a complex and rapidly changing society and features a balanced text/casebook approach that provides a lively introduction to criminal law. Effective in-text learning tools give students the resources they need to master the material presented in the text.

 

To give your students the most accurate picture of criminal law today, the material on law and crime is updatedthroughout the Sixth Edition. New cases and stories drawn from recent real-life events are included to draw readers into the material and help them contextualize how theory translates into practice.

About the Author

Frank Schmalleger, Ph.D., is Distinguished Professor Emeritus at the University of North Carolina at Pembroke. He chaired the university’s department of sociology, social work, and criminal justice for almost 20 years – while specializing in research in crime and delinquency. He has taught dozens of courses at both the graduate and undergraduate level in both on-ground and on-line environments.  Schmalleger is the author of many books and journal articles, including the standard-setting Criminal Justice Today, 14/e (Pearson); Criminal Justice: A Brief Introduction, 12/e (Pearson); Criminology Today, 8/e (Pearson); Criminology, 3/e (Pearson); Criminal Law Today, 6/e (Pearson); Corrections in the Twenty-First Century, 6/e (McGraw-Hill; with John Smykla); Courts and Criminal Justice in America (Pearson; with Larry Siegel and John Worrall); Juvenile Delinquency, 10/e (Pearson; with Clem Bartollas); and Policing, 2/e (Pearson; with John Worrall). Schmalleger has worked with U.S. military personnel -- primarily members of the Army’s CID, MP’s, Air Force SP’s and members of Air Force OSI from the late 1970s to the early 1990s helping officers make successful transition to civilian life. Schmalleger’s philosophy of both teaching and writing can be summed up in these words: “In order to communicate knowledge we must first catch, then hold, a person’s interest—be it student, colleague, or policymaker. Our writing, our speaking, and our teaching must be relevant to the problems facing people today, and they must in some way help solve those problems.

 

Daniel E. Hall, J.D., Ed.D. earned his B.S. at Indiana University, Juris Doctor at Washburn University, and Doctor of Education in higher education curriculum and instruction at University of Central Florida. He is a graduate of Harvard University’s Institute for Educational Management. He practiced law both in the United States and the Federated States of Micronesia. He has been on the faculties of the Department of Criminal Justice and Legal Studies at University of Central Florida, Department of Criminal Justice at The University of Toledo, and the Department of Justice and Community Studies at Miami University, where he is presently professor and department chair. Dr. Hall is also visiting professor of law at Sun Yat-sen University in the People’s Republic of China. He is the author of over 20 public law textbooks, including revisions, and a dozen law and social science articles on justice subjects. You can learn more about Daniel at www.danielhall.org and he may be contacted at hallslawbooks@gmail.com.

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  • Sales Rank: #1969555 in eBooks
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Physics Essentials For DummiesBy Steven Holzner

For students who just need to know the vital concepts of physics, whether as a refresher, for exam prep, or as a reference, Physics Essentials For Dummies is a must-have guide. Free of ramp-up and ancillary material, Physics Essentials For Dummies contains content focused on key topics only. It provides discrete explanations of critical concepts taught in an introductory physics course, from force and motion to momentum and kinetics. This guide is also a perfect reference for parents who need to review critical physics concepts as they help high school students with homework assignments, as well as for adult learners headed back to the classroom who just need a refresher of the core concepts.

The Essentials For Dummies Series
Dummies is proud to present our new series, The Essentials For Dummies. Now students who are prepping for exams, preparing to study new material, or who just need a refresher can have a concise, easy-to-understand review guide that covers an entire course by concentrating solely on the most important concepts. From algebra and chemistry to grammar and Spanish, our expert authors focus on the skills students most need to succeed in a subject.

  • Sales Rank: #103979 in Books
  • Brand: Holzner, Steven/ Wohns, Daniel
  • Published on: 2010-05-17
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.52" h x .42" w x 5.48" l, .44 pounds
  • Binding: Paperback
  • 192 pages

From the Back Cover
The easy way to grasp the critical concepts of physics

From force and motion to momentum and energy, Physics Essentials For Dummies bypasses the fluff and focuses solely on the critical concepts taught in an introductory physics course. This handy guide provides concise explanations of key subjects using real-world examples, so it's perfect for clarifying concepts and helping you cram for exams.

  • Physics and your world — discover how physics plays into every aspect of the world around you

  • Giddy up — explore displacement, speed, velocity, and acceleration and figure out how they fit together

  • May the force be with you — get the lowdown on Newton's laws of motion and what they tell us about force

  • Find your direction — overcome your fear of vectors so you can better understand velocity, acceleration, and force

  • Get in motion — understand the basics of impulse and momentum, and see what happens when objects collide

Open the book and find:

  • Tips for working with vectors

  • How to apply displacement, velocity, and acceleration to circular motion

  • Why Newton's laws of motion are so crucial to understanding force

  • The basics of work, energy, and power

  • How to transition from linear to rotational motion

  • The lowdown on gravity and friction

  • The fundamentals of simple harmonic motion

  • Amazing insights on relativity

Learn to:

  • The fundamentals of force, work, and energy

  • The components of linear and rotational motion

  • How to connect physics concepts with the real world

About the Author
Steven Holzner, PhD, is a former faculty member at Cornell University and MIT. He is the author of Physics For Dummies.

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Sabtu, 09 Juli 2016

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Back of the Napkin (Chinese Edition)By Dan Roam

  • Sales Rank: #6752055 in Books
  • Published on: 2009-06-01
  • Original language: Chinese
  • Number of items: 1
  • Dimensions: .60" h x 6.60" w x 9.00" l, .80 pounds
  • Binding: Paperback
  • 221 pages

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Selasa, 14 Juni 2016

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  • Published on: 1709
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Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

Amazon.com Review

Unlike practically every other segment of the modern business world, the corporate-sales department has changed very little from the rigid organizational framework it first attained back in the gray-flannel '60s. But even that bastion of traditional business structure is starting to evolve, as customers at all levels begin to reconsider their expectations, purchasing patterns, and criteria for establishing and maintaining relationships with sales professionals. Rethinking the Sales Force, by Neil Rackham and John De Vincentis, is an innovative attempt to give today's salespeople a push in the right direction before the inevitable sea change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers--whom they call "intrinsic value customers," "extrinsic value customers," and "strategic value customers"--and then developing the appropriate sales strategies to meet them. --Howard Rothman

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From the Back Cover

Sales forces that simply communicate value to customers are doomed to fail­­sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service­­it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace. "Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them. It will radically change your thinking about your sales force, and even whether you need one."­­Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University "A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance."­­Chuck Farr, Former Vice-Chairman, American Express. "Sales forces of tomorrow will need to be fundamentally different from today. This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper."­­Michael Graff, President, Business Aircraft, Bombardier Aerospace

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Product details

Hardcover: 320 pages

Publisher: McGraw-Hill Education; 1 edition (February 5, 1999)

Language: English

ISBN-10: 9780071342537

ISBN-13: 978-0071342537

ASIN: 0071342532

Product Dimensions:

6.1 x 1.2 x 9.3 inches

Shipping Weight: 1.4 pounds (View shipping rates and policies)

Average Customer Review:

4.0 out of 5 stars

33 customer reviews

Amazon Best Sellers Rank:

#288,265 in Books (See Top 100 in Books)

Love the book, It's given me a hugely valuable framework for segmenting customers and opportunities that I've never seen anywhere else. Even though it was written more than a decade ago, it's still spot-on, and highly relevant!But the Printing is AWFUL! Almost unreadable. A poorly printed newspaper looks better than this. If I didn't need a couple of people that I work with to read this right away, I would have returned the books. They were printed on what looks like a 20-year-old inkjet printer - probably 300 dpi - with cheap, aftermarket ink.McGraw Hill, you should be ashamed of yourselves for letting your printer get away with this horrible quality.Even if these were mass-market, discount, paperback books, the quality would not be acceptable. But these are expensive, hardcover books.

The book is nearly 10 years old - but still is very relevant. The authors take the reader through an analysis of the Tranactional, Consultative and Enterprise sales cycles, skills, approach and characteristics. The key lesson, emphasized over and over again by the authors, is that "selling is not just selling". Each type of sales requires a different approach, a different sales strategy, a different type of salesperson, and a different selling expectation on the part of both the customer and the vendor.Much of what was predicted by the authors a decade ago has come to pass - and their insight into the psychology and strategy of sales along these three approaches make the book near timeless at its core. If you are responsible for sales or developing sales strategy, this book will help you think and frame up many questions to ask when your sales approach is not performing as expected.

It is a very good explanation how the sales process is boarded from a Buyer's view. The result is the change of usual analysis if you work as a sales person. How to engage with the buyer with a better knowledge of his vision is quite useful depending on the stage of the sales cycle you are. Also talks about strategies and makes reference to the specific activities you can adopt in your business to improve results when you sell solutions. Eventhough you have no experience in sales it could be positive to read it at a manager level.

Some of the books addressing the Internet's effect on business are so buried in futurist fantasy, that it's appliaction for selling today is limited. Rackham and De Vincentis do an excellent job of building a framework for viewing today's selling in an atmosphere of radical change including, but not limited to the Internet's effect on business. Filled with relevant examples, and clear advice about what works and what doesn't; I found the book very valuable in thinking how to apply new age selling to old work products. The premise of the book is that Sales must be about creating value for the customer and not just communicating it. How this is done is dependent on the nature of the sale: transactional, consultive, or enterprise and the structure of the sales channel. They warn against the ctitcal mistakes of applying the wrong solution for the wrong type of sale: If you are in a transactional situation (cost and price driven) it would be disastrous to apply a consultive or enterprise solution. They also warn that while our egos may want us to think that we want a consultive or enterprise relationship, that these types of sales are much tougher that we think, and that enterprise sales specifically are rarely successful for both parties. This is solid usable information. It should be a part of your thinking on sales strategy.

There have been many changes in how our customers buy. The two biggest influencers are the Internet and the crowded marketplace. Rackham's book was published in 1991 and laid the foundation for new thinking in how we align with our customer's buying processes and create value, reduce costs or become easier to do business with. B2B companies that do not follow Rackham's lead are doomed to become commodities. Every student of professional sales processes should have this book.

This book includes key considerations about the nature of large sales and shows, by means of contrasting with smaller sales, the specific requirements for success in this field. By reading this book the reader understands perfectly why extremely successful salespeople of low priced items fail when they are "promoted" to the selling of most prestigious and expensive items. It is a must for anyone in the field or large sales.

It was sold as a new book, but it has writing on all of the pages from the prior owner.

... but getting outdated. Everyone interested in shaping and organizing a sales organizations should read it. Sales professionals should also review it for insight when thinking about segmenting their customers. It was very insightful in its days and is to an extent still today. As with all of these types of books it is ONLY ONE COMPONENT or view of how customer segmentation ans sales force alignment can be successful. SO take it as input, not gospel.

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