john wiley sons jun 2014 (15 Ergebnisse)

Buch. Zustand: Neu. Neuware - What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller--the insight seller--is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:Level 1 'Connect.' Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.Level 2 'Convince.' Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.Level 3 'Collaborate.' Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Taschenbuch. Zustand: Neu. Neuware - Learn to:

Buch. Zustand: Neu. Neuware.

Taschenbuch. Zustand: Neu. Neuware -Unleash the transformative power of face to face groups The third edition of this ground-breaking book continues to advance its mission to support groups to do their best thinking. It demonstrates that meetings can be much more than merely an occasion for solving a problem or creating a plan. Every well-facilitated meeting is also an opportunity to stretch and develop the perspectives of the individual members, thereby building the strength and capacity of the group as a whole. This fully updated edition of The Facilitator's Guide to Participatory Decision-Making guides readers through the struggle and the satisfaction of putting participatory values into practice, helping them to fulfill the promise of effective group decision-making. With previous editions already embraced by business and community leaders and consulting professionals around the world, this new book is even more insightful and easy to use. New for this edition: - 60 pages of brand new skills and tools - Many new case examples - Major expansion and reorganization of the advanced sections of the book. - New chapter: Teaching A Group About Group Dynamics - Doubled in size: Classic Facilitator Challenges. - Substantially improved: Designing Realistic Agendas - now three chapters, with wise, insightful answers to the most vexing questions about meeting design.Wiley-VCH GmbH, Boschstraße 12, 69469 Weinheim Englisch.

Buch. Zustand: Neu. Neuware - Almost 70% of mergers fail, yet deals are essential for growing world-class companies. Therefore they must use all the tools and techniques at their disposal to improve their chances of success. Applying the techniques advocated in this book can help managers beat the odds - and employees themselves - to have an impact on whether a deal will be successful both for the company and for themselves.This book looks at the process of a merger or acquisition and pinpoints the areas where business intelligence can raise the odds of success in each phase of the deal. Using techniques developed by governmental intelligence services and a wide range of recent case studies, quotations and anecdotes, the expert authors from the renowned Cass Business School show how to build success into any M&A situation.The first edition of Intelligent M&A was written in 2006 and published in 2007. This preceded the peak year (2007) of the last merger wave, including the excesses in a number of industries and deals (e.g., financial services with RBS' dramatically failed acquisition of ABN AMRO as a key example), and the global economic downturn that led to a completely new way of operating for many industries and companies.Therefore, there is a need to update the book to incorporate not just more relevant and up-to-date case studies of deals but to show the 'new' way of operating in a post-Lehman environment. Chapters will be comprehensively re-written and populated with new and relevant case studies.

Taschenbuch. Zustand: Neu. Neuware - The Schema Therapy Clinician's Guide is a complete clinical resource for psychotherapists implementing schema therapy, group schema therapy or a combination of both in a structured, cost-effective way. The authors provide ready-made individual and group sessions with patient hand-outs.\* A unique resource providing ready-made individual and group schema therapy sessions, linked across schema modes, allowing clinicians to pick and choose what they need or adopt a full integrated individual and group program which can be delivered over a range of treatment lengths from a six week intensive program to a one year outpatient treatment\* Approaches treatment by targeting maladaptive Schema Modes rather than specific disorders, thus increasing clinical flexibility and ensuring shelf life through changes in diagnostic classification\* Provides step-by-step instructions and tips for therapists, along with a wealth of unique clinical resources including sample scripts, handouts, session exercises, assignment forms and patient materials\* Meets the current need for effective clinical treatments that can provide tangible effects on time and on budget.

Taschenbuch. Zustand: Neu. Neuware - Unleash the transformative power of face to face groupsThe third edition of this ground-breaking book continues to advance its mission to support groups to do their best thinking. It demonstrates that meetings can be much more than merely an occasion for solving a problem or creating a plan. Every well-facilitated meeting is also an opportunity to stretch and develop the perspectives of the individual members, thereby building the strength and capacity of the group as a whole.This fully updated edition of The Facilitator's Guide to Participatory Decision-Making guides readers through the struggle and the satisfaction of putting participatory values into practice, helping them to fulfill the promise of effective group decision-making. With previous editions already embraced by business and community leaders and consulting professionals around the world, this new book is even more insightful and easy to use.New for this edition:\* 60 pages of brand new skills and tools\* Many new case examples\* Major expansion and reorganization of the advanced sections of the book.\* New chapter: Teaching A Group About Group Dynamics\* Doubled in size: Classic Facilitator Challenges.\* Substantially improved: Designing Realistic Agendas - now three chapters, with wise, insightful answers to the most vexing questions about meeting design.

Taschenbuch. Zustand: Neu. Neuware - How to Become a More Effective CBT Therapist explores effective ways for therapists to move beyond competence to 'metacompetence', remaining true to the core principles of CBT while adapting therapeutic techniques to address the everyday challenges of real-world clinical work. This innovative text explores how to:\* Work most effectively with fundamental therapeutic factors such as the working alliance and diversity;\* Tackle complexities such as co-morbidity, interpersonal dynamics and lack of progress in therapy;\* Adapt CBT when working with older people, individuals with long-term conditions (LTCs), intellectual disabilities, personality disorders and psychosis;\* Develop as a therapist through feedback, supervision, self-practice and training.

Taschenbuch. Zustand: Neu. Neuware - This handbook acts as a guide to good practice, a text to accompany learning and a reference document for those needing information on background, best practice and methods for practical application.

Taschenbuch. Zustand: Neu. Neuware - This is the Student Solutions Manual to accompany A Brief Introduction to Fluid Mechanics, 5th Edition.

Taschenbuch. Zustand: Neu. Neuware - Step-by-step instructions enable chemical engineers to master key software programs and solve complex problems.

Buch. Zustand: Neu. Neuware - Liquidity risk is in the spotlight of both regulators and management teams across the banking industry. The European banking regulator has introduced and implemented a stronger liquidity regulatory framework and local regulators have made liquidity a top priority on their supervisory agenda. Banks have accordingly followed suit. Liquidity risk is now a topic widely discussed in boardrooms as banks strive to set up a strong and efficient liquidity risk management framework which, while maintaining sufficient resources, does not jeopardize the necessary profitability and return targets.The Liquidity Risk Management Guide: From Policy to Pitfalls is practical guide for banks and risk professionals to proactively manage liquidity risk in a systemic way. The book sets out its own comprehensive framework, which includes all the various and critical components of liquidity risk management. The recommendations are based on experiences from the recent financial crises, best practices and compliance with current and future regulatory requirements, with special emphasis on Basel III.Using the new 6 Step Framework, the book provides step-by-step guidance for the reader to build their liquidity management framework into a new overarching structure, which brings all the different parts of liquidity risk into one approach. Special attention is given to the challenges that banks currently face when adopting and implementing the Basel III liquidity requirements and guidance is given on how the new metrics can be integrated into the existing framework, providing the most value to the banks instead of being a regulatory reporting matter.

Buch. Zustand: Neu. Neuware - In recent years, the theory has become widely accepted and has been further developed, but a detailed introduction is needed in order to make the material available and accessible to a wide audience. This will be the first book providing such an introduction, covering core theory and recent developments which can be applied to many application areas. All authors of individual chapters are leading researchers on the specific topics, assuring high quality and up-to-date contents.An Introduction to Imprecise Probabilities provides a comprehensive introduction to imprecise probabilities, including theory and applications reflecting the current state if the art. Each chapter is written by experts on the respective topics, including: Sets of desirable gambles; Coherent lower (conditional) previsions; Special cases and links to literature; Decision making; Graphical models; Classification; Reliability and risk assessment; Statistical inference; Structural judgments; Aspects of implementation (including elicitation and computation); Models in finance; Game-theoretic probability; Stochastic processes (including Markov chains); Engineering applications.Essential reading for researchers in academia, research institutes and other organizations, as well as practitioners engaged in areas such as risk analysis and engineering.

Buch. Zustand: Neu. Neuware - Fully updated edition of the comprehensive, single-source reference on satellite technology and its applications Covering both the technology and its applications, Satellite Technology is a concise reference on satellites for commercial, scientific and military purposes. The book explains satellite technology fully, beginning by offering an introduction to the fundamentals, before covering orbits and trajectories, launch and in-orbit operations, hardware, communication techniques, multiple access techniques, and link design fundamentals. This new edition also includes comprehensive chapters on Satellite Networks and Satellite Technology - Emerging Trends. Providing a complete survey of applications, from remote sensing and military uses, to navigational and scientific applications, the authors also present an inclusive compendium on satellites and satellite launch vehicles. Filled with diagrams and illustrations, this book serves as an ideal introduction for those new to the topic, as well as a reference point for professionals. - Fully updated edition of the comprehensive, single-source reference on satellite technology and its applications - remote sensing, weather, navigation, scientific, and military - including new chapters on Satellite Networks and Satellite Technology - Emerging Trends - Covers the full range of satellite applications in remote sensing, meteorology, the military, navigation and science, and communications, including satellite-to-under sea communication, satellite cell-phones, and global Xpress system of INMARSAT - The cross-disciplinary coverage makes the book an essential reference book for professionals, R&D scientists and students at post graduate level - Companion website provides a complete compendium on satellites and satellite launch vehicles An ideal introduction for Professionals and R&D scientists in the field. Engineering Students. Cross disciplinary information for engineers and technical managers.

Buch. Zustand: Neu. Neuware - The Multilevel Fast Multipole Algorithm (MLFMA) for Solving Large-Scale Computational Electromagnetic Problems provides a detailed and instructional overview of implementing MLFMA. The book: