LEADER 04588nam 2200589Ia 450 001 9910455372903321 005 20200520144314.0 010 $a1-4175-2059-0 035 $a(CKB)111090425046292 035 $a(EBL)3116923 035 $a(SSID)ssj0000228549 035 $a(PQKBManifestationID)11208623 035 $a(PQKBTitleCode)TC0000228549 035 $a(PQKBWorkID)10155004 035 $a(PQKB)11138335 035 $a(MiAaPQ)EBC3116923 035 $a(Au-PeEL)EBL3116923 035 $a(CaPaEBR)ebr10058016 035 $a(OCoLC)922967013 035 $a(EXLCZ)99111090425046292 100 $a20040811d1988 my 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 10$aProfessional selling$b[electronic resource] $epractical secrets for successful sales /$fby Rebecca L. Morgan 210 $aLos Altos, Calif. $cCrisp$dc1988 215 $a1 online resource (102 p.) 300 $aDescription based upon print version of record. 311 $a0-931961-42-4 320 $aIncludes bibliographical references. 327 $a""TITLE""; ""COPYRIGHT""; ""ABOUT THE AUTHOR""; ""CONTENTS""; ""THE SLIM MARGIN OF SUCCESS""; ""INTRODUCTION""; ""SALES SUCCESS: DO YOU HAVE WHAT IT TAKES?""; ""CHARACTERISTICS OF SUCCESSFUL SALESPERSONS""; ""1. COMMITMENT""; ""2. HEALTHY EGO""; ""4. SENSE OF HUMOR AND ENTHUSIASM""; ""PROFESSIONAL SALESPERSONa???S QUIZ""; ""PROFESSIONAL SALESPERSONa???S ASSESSMENT""; ""PART Ia???GETTING STARTED""; ""FINDING PROSPECTS""; ""ACQUIRING REFERRALS""; ""USING THE TELEPHONE TO QUALIFY AND GET APPOINTMENTS""; ""OVERCOMING TELEPHONE COLD CALL RELUCTANCE""; ""DEFROSTING TELEPHONE COLD CALLS""; ""THE PLAN"" 327 $a""THE CALL""""THE CONNECTION""; ""SOME ADDITIONAL TIPS TO MAKE YOU MORE EFFECTIVE ON THE PHONE""; ""WRITE YOUR OWN TELEPHONE OUTLINE""; ""TELEPHONE COLD CALL CHECKLIST""; ""CASE STUDY""; ""PART IIA FACE-TO-FACE SELLING""; ""UNDERSTANDING THE PROCESS""; ""PRESENTATION STRATEGIES""; ""PRESENTATION STRATEGIES WORKSHEET""; ""STARTING THE INTERVIEW""; ""ASKING QUESTIONS""; ""Open-Ended Questions""; ""Closed-ended Questions""; ""CASE STUDY""; ""FACTS/FEATURES, TRANSITIONS AND BENEFITS""; ""FACT/FEATURES""; ""FACTS VS. CLAIMS""; ""TRANSITIONS""; ""BENEFITS""; ""Ten Common Benefits"" 327 $a""1. To Make Money""""2. To Save Money""; ""3. To Save Time""; ""4. For Recognition""; ""5. For Security/Peace of Mind""; ""6. For Convenience/Comfort""; ""7. For Flexibility""; ""8. For Satisfaction/Reliability/Pleasure""; ""9. For Status""; ""10. For Health""; ""PART IIBa??? CLOSING FOR COMMITMENT""; ""TESTING FOR BUYING INTEREST""; ""SAMPLE CLOSES""; ""REDUCING RESISTANCE AND COUNTERING CONCERNS""; ""PERSUASIVE WORDS""; ""OVERCOMING OBJECTIONS""; ""THE IMPORTANCE OF NONVERBAL COMMUNICATION""; ""Eye contact""; ""Posture""; ""Gestures""; ""Facial expression""; ""Movement""; ""Rate of Speech"" 327 $a""Non-words""""Proximics/spacial distance""; ""Tone of voice/inflection""; ""Professional appearance""; ""For women""; ""REVIEWING YOUR EFFORTS""; ""EVALUATION OF SALES PRESENTATION""; ""PART IIIa???FACE-TO-FACE SELLING Understanding Your Customer""; ""SELLING TO DIFFERENT COMMUNICATION STYLES""; ""THE FOUR COMMUNICATION STYLES""; ""STYLE 1: Detail-Seeker""; ""STYLE 2: Results-Seeker""; ""STYLE 3: Excitement-Seeker""; ""STYLE 4: Harmony-Seeker""; ""UNDERSTAND YOUR STYLE""; ""DETAIL-SEEKER""; ""RESULTS-SEEKER""; ""EXCITEMENT-SEEKER""; ""HARMONY-SEEKER""; ""WHAT DID I DISCOVER ABOUT MYSELF?"" 327 $a""COMMUNICATION STYLES PRACTICE""""FOUR CASE SITUATIONS""; ""Situation 1""; ""Situation 2""; ""Situation 3""; ""Situation 4""; ""Authora???s responses:""; ""PART IVa??? ORGANIZE FOR GREATER SALES""; ""PRIORITIZING YOUR CLIENTS/PROSPECTS""; ""CONQUERING THE PAPERWORK MOUNTAIN""; ""FOLLOW UP MADE EASY: A TICKLER/SUSPENSE FILE""; ""SALVAGING SCRAP TIME""; ""Make Notes""; ""USING A PROSPECT LEAD FORM""; ""PART V: REVIEW""; ""WHAT DID WE COVER?""; ""Characteristics of Success""; ""Prospecting""; ""The Sales Interview""; ""The Four Communication Styles""; ""Organization""; ""CROSSWORD REVIEW"" 327 $a""BIBLIOGRAPHY"" 606 $aSelling 606 $aMarketing 608 $aElectronic books. 615 0$aSelling. 615 0$aMarketing. 676 $a658.8/1 700 $aMorgan$b Rebecca L$0975887 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910455372903321 996 $aProfessional selling$92222289 997 $aUNINA LEADER 05868nam 2200793 a 450 001 9910785587903321 005 20200520144314.0 010 $a1-282-95268-4 010 $a9786612952685 010 $a90-04-18534-8 024 7 $a10.1163/ej.9789004184541.i-478 035 $a(CKB)2670000000067360 035 $a(EBL)635117 035 $a(OCoLC)701704164 035 $a(SSID)ssj0000435953 035 $a(PQKBManifestationID)11313251 035 $a(PQKBTitleCode)TC0000435953 035 $a(PQKBWorkID)10426185 035 $a(PQKB)10952851 035 $a(MiAaPQ)EBC635117 035 $a(OCoLC)505913472 035 $a(nllekb)BRILL9789004185340 035 $a(Au-PeEL)EBL635117 035 $a(CaPaEBR)ebr10439184 035 $a(CaONFJC)MIL295268 035 $a(PPN)174392524 035 $a(EXLCZ)992670000000067360 100 $a20100319d2010 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aEnduring loss in early modern Germany$b[electronic resource] $ecross disciplinary perspectives /$fedited by Lynne Tatlock 210 $aLeiden ;$aBoston $cBrill$d2010 215 $a1 online resource (506 p.) 225 1 $aStudies in Central European histories,$x1547-1217 ;$vv. 50 300 $aEssays from papers presented at fifth triennial conference of Fruhe Neuzeit Interdisziplinar (FNI), held at Duke University, March 27-29, 2008. 311 $a90-04-18454-6 320 $aIncludes bibliographical references and index. 327 $aThe Thirty Years' War as experience and memory : contemporary perceptions of a macro-historical event / Hans Medick -- Vanitas, vanitatum, et omnia vanitas : the Baroque transience topos and its structural relation to trauma / Claudia Benthien -- Durer's losses and the dilemmas of being / Jeffrey Chipps Smith -- Memento mori, memento mei : Albrecht Durer and the art of dying / Helmut Puff -- Enduring loss and memorializing women : the cultural role of dynastic widows in early modern Germany / Jill Bepler -- Paper monuments and the creation of memory : the personal and dynastic mourning of Princess Magdalena Sibylle of Saxony / Mara R. Wade -- Loss and emotion in funeral works on children in seventeenth-century Germany / Claudia Jarzebowski -- Enduring death in pietism : regulating mourning and the new intimacy / Ulrike Gleixner -- Between the old faith and the new : spiritual loss in Reformation Germany / Christopher Ocker -- Loss and gain in a Salzburg convent : Tridentine reform, princely absolutism, and on the nuns of Nonnberg (1620 to 1696) / Barbara Lawatsch Melton -- Themes of exile and (re-)enclosure in music for the Franciscan convents of Counter-Reformation Munich during the Thirty Years' War / Alexander J. Fisher -- Locating the sacred in biconfessional Augsburg / Lee Palmer Wandel -- Losing one's place : memory, history, and space in post-Reformation Germany / Duane J. Corpis -- Migration and the loss of spiritual community : the case of Daniel Falckner and Anna Maria Schuchart / Rosalind J. Beiler -- Forecasting loss : Christoph Saur's Pennsylvania German calender (1751 to 1757) / Bethany Wiggin -- After the fall : the dynamics of social death and rebirth in the wake of the Hochstetter bankruptcy, 1529 to 1586 / Thomas Max Safley. 330 $aThis anthology assembles cross-disciplinary perspectives on the experience of and responses to forms of material and spiritual loss in early modern Germany, tracing how individuals and communities registered, coped with, and made sense of such events as war, religious reform, bankruptcy, religious marginalization, the death of spouses and children, and the loss of freedom of movement through a spectrum of activities including writing poetry, keeping diaries, erecting monuments, collecting books, singing, painting, reconfiguring space, repeatedly migrating, and painting, and thereby not only turned loss into gain but self-consciously made history. Emerging from the 2008 interdisiplinary conference of Frühe Neuzeit Interdisziplinär , the essays reveal how loss helped to create identity and gave rise to agency and creativity on the cusp of modernity. Contributors are Rosalind J. Beiler, Claudia Benthien, Jill Bepler, Duane J. Corpis, Alexander J. Fisher, Ulrike Gleixner, Claudia Jarzebowski, Hans Medick, Barbara Lawatsch Melton, Christopher Ocker, Helmut Puff, Thomas Max Safley, Jeffrey Chipps Smith, Lynne Tatlock, Mara Wade, Lee Palmer Wandel, and Bethany Wiggin. 410 0$aStudies in Central European histories ;$vv. 50. 606 $aLoss (Psychology)$xSocial aspects$zGermany$xHistory$vCongresses 606 $aLoss (Psychology)$xReligious aspects$xChristianity$vCongresses 606 $aDeath$xSocial aspects$zGermany$xHistory$vCongresses 606 $aIdentity (Psychology)$zGermany$xHistory$vCongresses 606 $aCreative ability$zGermany$xHistory$vCongresses 606 $aCommunity life$zGermany$xHistory$vCongresses 607 $aGermany$xHistory$y1517-1648$vCongresses 607 $aGermany$xHistory$y1648-1740$vCongresses 607 $aGermany$xSocial life and customs$vCongresses 607 $aGermany$xReligious life and customs$vCongresses 615 0$aLoss (Psychology)$xSocial aspects$xHistory 615 0$aLoss (Psychology)$xReligious aspects$xChristianity 615 0$aDeath$xSocial aspects$xHistory 615 0$aIdentity (Psychology)$xHistory 615 0$aCreative ability$xHistory 615 0$aCommunity life$xHistory 676 $a943/.04 701 $aTatlock$b Lynne$f1950-$01130765 712 02$aFru?he Neuzeit Interdisziplina?r (Group) 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910785587903321 996 $aEnduring loss in early modern Germany$93681368 997 $aUNINA LEADER 02558nam 2200529 450 001 9910827638003321 005 20230126212301.0 010 $a1-4438-7011-0 035 $a(CKB)3710000000261775 035 $a(EBL)1821872 035 $a(Au-PeEL)EBL1821872 035 $a(CaPaEBR)ebr10959247 035 $a(CaONFJC)MIL652859 035 $a(OCoLC)893741058 035 $a(MiAaPQ)EBC1821872 035 $a(EXLCZ)993710000000261775 100 $a20170502d2014 uy| 0 101 0 $aeng 135 $aur|n|---||||| 181 $2rdacontent 182 $2rdamedia 183 $2rdacarrier 200 00$aKnowledge in action $euniversity-community engagement in Australia /$fedited by Isabelle Bartkowiak-The?ron and Kathryn Anderson 210 1$aNew Castle Upon Tyne :$cCambridge Scholars Publishing,$d2014. 215 $a1 online resource (279 p.) 300 $aDescription based upon print version of record. 311 $a1-4438-6137-5 311 $a1-322-21579-0 320 $aIncludes bibliographical references and index. 327 $aTABLE OF CONTENTS; ILLUSTRATIONS, TABLES, AND FIGURES; PREFACE; ACKNOWLEDGEMENTS; INTRODUCTION; PART I; CHAPTER ONE; CHAPTER TWO; CHAPTER THREE; CHAPTER FOUR; PART II; CHAPTER FIVE; CHAPTER SIX; CHAPTER SEVEN; CHAPTER EIGHT; CHAPTER NINE; PART III; CHAPTER TEN; CHAPTER ELEVEN; CHAPTER TWELVE; CHAPTER THIRTEEN; CHAPTER FOURTEEN; CONTRIBUTING AUTHORS; INDEX 330 $aUniversity-Community engagement is an important part of a nation's social and economic development. An increasing focus on how knowledge is exchanged has encouraged many universities to consider their relationship and engagement with local communities. More than ever, universities are developing strategies for engaging with business, industry, government, and community, and recognise the role that they can play in the exchange of knowledge. With authorship drawn from community partners and un... 606 $aEducation, Higher$xSocial aspects$zAustralia 606 $aUniversities and colleges$zAustralia 606 $aUniversities and colleges$xSociological aspects 615 0$aEducation, Higher$xSocial aspects 615 0$aUniversities and colleges 615 0$aUniversities and colleges$xSociological aspects. 676 $a378.994 702 $aBartkowiak-The?ron$b Isabelle 702 $aAnderson$b Kathryn 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910827638003321 996 $aKnowledge in action$93961977 997 $aUNINA