[O414.Ebook] Download Ebook Anatomy & Physiology Online for The Human Body in Health and Illness (Access Code, and Textbook Package), 5e, by Barbara Herlihy PhD(Physi

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• Sales Rank: #2161761 in Books
• Published on: 2013-12-26
• Original language: English
• Number of items: 1
• Dimensions: 10.90" h x 1.60" w x 8.30" l, 4.65 pounds
• Binding: Paperback

About the Author
Jane M. Campbell, PhD, NCC, ACS, is a consulting psychologist in private practice in Houston, Texas.

Ethics chapter by BARBARA HERLIHY, PhD, University of New Orleans, New Orleans, Louisiana.

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[J370.Ebook] Ebook Free Led Zeppelin: The Montreux Concerts, by Gilles Chateau, Sam Rapallo

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Book Description

Led Zeppelin fell in love with the presence of the secluded mountain getaway during their first Montreux concert in 1970 and would unknowingly help launch a musical industry in the most unlikely of places. The new limited edition book, Led Zeppelin: The Montreux Concerts captures the magic created by John Bonham, John Paul Jones, Jimmy Page and Robert Plant in an extraordinary setting.

The group's appearances there helped establish Montreux, Switzerland as a special and exotic musical destination. Like Haight-Ashbury in San Francisco, the misty mountains of Montreux soon formed a hippie commune of its own, drawing people from all over Europe. Led Zeppelin: The Montreux Concerts explores the band's impact, and the people who were drawn by the town's timeless beauty and musical vibes.

One of the only books ever endorsed by Jimmy Page. A portion of all proceeds are donated to the ABC Trust and Casa Jimmy charities.

• Sales Rank: #3403592 in Books
• Brand: Brand: Crossfire Pubns
• Published on: 2001-08-24
• Original language: English
• Dimensions: 10.75" h x 8.00" w x .25" l,
• Binding: Paperback
• 100 pages

Features

• Used Book in Good Condition

About the Author
Co-author and photographer of Led Zeppelin: The Montreux Concerts, Gilles Chateau revisits his unforgettable experiences there in the late 1960s/early 1970s. A never-before-seen collection of photographs provide a rare view of the group and community of fans that came to Montreux, with insightful interviews, research and text by Led-Zeppelin.com creator Sam Rapallo.

Most helpful customer reviews

1 of 4 people found the following review helpful.
At least it's about Led Zeppelin
By Timothy Gouldson
This is a book for hardcore Led Zeppelin collectors only. The photos are black and white and pretty unspectacular. If you've read 'Led Zeppelin: The Press Reports' by Robert Godwin, you won't find anything new here, except for a drawn out tribute to the concert organizers and their hippie friends, and a travel brochure description of the picturesque city of Montreux. The prose is high school level English. The good thing about this book is some of the money goes to charity.

3 of 4 people found the following review helpful.
Good Era Pix, but Little Insights on Zep
By A Customer
This book consists of high quality black and white, glossy photos of Montreux at or about the time Zep played there in the early `70's, the members of a "commune" of groupies who apparently saw the shows, and some killer pix of Jimmy, Robert, with a couple of Bonzo and JPJ. That's about it. There really is nothing of substance about any of the shows (aside from the dates they were performed, and a tasty tid bit on there being professional recordings of them that are locked up somewhere!), which was a bit disappointing to me. Of particular interest to me was the story about recording Bonzo's Montreux, and how Jimmy and Bonzo got it together on that piece. It's too bad the book didn't contain more insightful, first hand substance like that. I think I figured out why this book is endorsed by Jimmy Page - part of it's proceeds goes to a charity supported by Jimmy. If you are looking for a book providing quality text about the Montreux shows, this isn't it (maybe Dave Lewis' "The Concert File" will satsify that need). If you're looking for more of a retrospective on this exciting time, and place, in music history, then this is a cool book to have. Either way, it's vital for the complete Zep library.

11 of 11 people found the following review helpful.
Beautiful book on Zep flying high over the Alps. A must!
By karen
Captivating, original and well put together, this book focuses on a band prone to make it to the top through sheer hardwork and total dedication with Montreux and it's folks as the backdrop to shows that remain legendary in Europe. It's Zep at its finest hour flying high and making a name for themselves in the trenches of Rock. The book is beautifuly laid out, well researched and the raw energy coming out of the B & W photography demonstrate the mayheim that was taking place on the Swiss Riviera 30 years ago. It's a pleasure to discover a fresh angle on an old story and this book, rich on visuals takes you back to a place Robert and Jimmy still find welcoming judging by their recent reunion there in July of this year. A must have for Zep Heads and their friends, you can't go wrong when the project is fully endorsed by Jimmy Page.

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[M482.Ebook] PDF Ebook Statistics (The Easier Way) with R: an informal text on applied statistics, by Nicole M. Radziwill

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Want to learn R, statistics, or data analysis? Become successful fast with this unique book, which takes the approach of solving all problems analytically (using equations) before solving them using the R statistical software. (INSTRUCTORS: Course Materials are available.) This combined approach is embedded within a 12-step process for hypothesis testing, which will make statistical inference clearer than ever, while giving you a structured approach for presenting your research results.Most books about applied statistics just focus on the math and theory. Most books about the R statistical software package just focus on executing tests. But in Statistics (The Easier Way) with R, you'll see exactly what computations R is doing under the surface, helping you become a more skilled investigator and data analyst.In addition to being a great introductory text for learning applied statistics or R, Statistics (The Easier Way) with R is also suitable as a supplement for any undergraduate course in introductory or applied statistics, high school AP statistics, or Six Sigma Green Belt and Six Sigma Black Belt candidates. Errata and other notes from first printing are available at qualityandinnovation.com/errata/.

• Sales Rank: #54624 in Books
• Published on: 2015-03-21
• Original language: English
• Number of items: 1
• Dimensions: 9.25" h x 1.21" w x 7.50" l, 2.01 pounds
• Binding: Paperback
• 536 pages

From the Inside Flap
4th Update: December 5, 2015

From the Back Cover
Designed for beginning and intermediate data scientists, graduate students starting research, undergraduate students taking a first or second applied statistics class, quality improvement professionals, and consultants, this unique book provides an integrated treatment of statistical inference techniques in data analysis. Each example is solved analytically (using equations), and then also in the R software so that readers can see exactly how the computations are performed. Each technique is framed within an easy-to-apply 12-step methodology that will make planning and presenting research a breeze. If you're new to statistics, data science, or R, this book will help get you started. If you have some experience already, this book will make you more productive and enhance your understanding of foundational statistical concepts.

About the Author
Nicole Radziwill is an Associate Professor in the Department of Integrated Science and Technology at James Madison University (JMU), where she has been on the faculty since 2009. Nicole is also a Fellow of the American Society for Quality (ASQ), Certified by ASQ as a Manager of Quality and Organizational Excellence (CMQ/OE), and an ASQ Certified Six Sigma Black Belt (CSSBB). She served as a national Examiner for the Malcolm Baldrige National Quality Award (MBNQA) in 2009 and 2010, and has a PhD in Technology Management and Quality Systems from Indiana State University. She also has an MBA and a BS degree in Meteorology from Penn State. Nicole was recognized by Quality Progress in 2011 as one of the 40 New Voices of Quality, and serves as one of ASQ’s Influential Voices bloggers.

Most helpful customer reviews

3 of 3 people found the following review helpful.
Numeracy starts with stats. This book provides a warm, friendly welcome.
By Ron DuPlain
This book is great! Appendix F is my favorite. It shows which statistical tests in your toolbox you should use based on the type of data and the comparison you are performing in your work. You will use the right test in your work, but perhaps more fun, you will be prepared to call out the bogus paper which uses a t-test on non-normal data. Nice use of graphics to understand the math (and even Wolfram Alpha in a few places!).

2 of 2 people found the following review helpful.
Not The Easier Way... the EASIEST Way!!!
By Joseph Straub
WOW! This book has really helped me understand R, in an easier way. I love how the book is structured like a conversation. The text anticipates what I struggle with and has the answer to what I am thinking in the next line. I also really appreciate how it explains the “behind the scenes” of R and helps you understand the formulas that are being calculated. For beginners and experts alike, I highly recommend this book to get you on track to learning the powers of R.

2 of 2 people found the following review helpful.
This book is excellent. It does what so many texts on statistics ...
By Alex
This book is excellent. It does what so many texts on statistics or R fail to do: provide an welcoming path for learning the subject. It's written with down-to-earth language, humor, and an excellent notion of how to engage her audience. Nicole guides you through various topics in practical statistical methods and how to program in R so that it's actually enjoyable instead of making it a fairly painful process like so many others do. Highly recommended.

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When Felix wakes up one morning, he finds an invisible bucket of water floating overhead. His grandfather explains that when people are selfish and mean to one another, a little bit of water disappears from their buckets. But when people are thoughtful and generous, their buckets will fill back up. As Felix goes about his day, he discovers that he sometimes makes people's buckets a little emptier by accident-and that they wind up emptying his bucket in return. This helps Felix understand that the way he treats others can not only make them happy, but can change how good he feels about himself. With a relatable character and a symbol that is easy to understand, How Full Is Your Bucket? For Kids puts readers on the path toward responding constructively to others' feelings and their own.

• Sales Rank: #77516 in Books
• Published on: 2009
• Number of items: 1
• Binding: Paperback
• 32 pages

Most helpful customer reviews

0 of 0 people found the following review helpful.
The book ends kinda where it begins - only with a much better outcome. It's an easy read and makes a ...
By Portia
Just received this book - the "peak inside" feature almost killed it for me, as well as some other reviews about it giving "mixed" signals. It certainly does not give mixed signals. It reinforces that you get what you give, your reap what you sow, and so on. The book ends kinda where it begins - only with a much better outcome. It's an easy read and makes a good point. I plan to use the book as a tool this summer to help kids who are stuck all summer in the same class with kids of mixed ages (the "big kid" room) to help them to be more compassionate and caring individuals. We all have "buckets" and our bucket are targeted every hour of every day. However, we have the ability within us to fill our own bucket by filling those around us that need theirs to be filled. Peace.

1 of 1 people found the following review helpful.
Great story for little ones!
By Prime4Life
Read this to my daughter every few nights. She has really taken to this story and look at other's differently. She thinks about how she treats people and if she's adding or taking away from their buckets. She can also tell me now that something I said or did affected her bucket. Very cute story.

175 of 178 people found the following review helpful.
Review from Books That Heal Kids
By Books That Heal Kids
I cannot even begin to describe the healing power of bucket filling in my own school. As an elementary school counselor, it's the #1 way I usually deal with kids when it comes to oh....EVERYTHING. I've taught this metaphor for years and it is built into our thinking and language. The kids use it for problem solving, bullying, friendship issues, home problems, helping others, expressing a need, describing their feelings, talking about a hurt and much more. Relationships are strengthened when students choose to live their lives by this philosophy.

I originally found out about bucket filling through author Carol McCloud's book Have You Filled a Bucket Today?. It's a neat picture book explaining just what is the business of "Bucket Filling." If you've been using this story (or even if you haven't) to explain this wonderful metaphor, then you ABSOLUTELY need How Full Is Your Bucket? For Kids.

What makes this book so special is the focus is on a boy, Felix, and what happens to his bucket throughout his day. He wakes up in the morning with a pretty full bucket. But he spills the cereal and his mom scolds him. Ouch, hurt feelings. DRIP. I loved watching the students' reaction to that word. They hadn't heard bucket filling described that way. Felix gets to school and has a series of negative encounters with kids. DRIP. DRIP. All those positive feelings he started with start going away until his bucket is almost empty. '
'
But then something happens to stop the DRIPS. Felix's teacher gives him a compliment. DROP. The class is supportive of him and praises his effort. DROP! He starts receiving compliments and acts of kindness from others as the school day continues. DROP! His bucket starts to fill back up with positive feelings.

Here comes my favorite part. '' Once his bucket is filled back up he looks around the playground and notices everyone else has one too....and a lot of them need filling. He now has a real understanding of how it works. And so will your kids! So Felix gets right to it by being kind and helpful. DROP! DROP! This time there are two drops. When he fills another person's bucket, he fills his own too.

The students were SO excited when they saw the cover. I've been reading it the first couple weeks of school so kids can remember to start filling others' buckets immediately. I plan on reading it again throughout the school year. This is one of those stories they like to hear over and over again. It is very well written, the illustrations are perfect, and it speaks to kids. They completely relate to Felix and the ups and downs of his day. Using the "drips" and "drops" as a way to describe positive and negative interactions was easily understood by the students. We've started putting our new discovered language to use! ''Bucket filling is a way of life in my school. I hope you do the same in your school and home.

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[A687.Ebook] Free Ebook FishFinder! MLM LEAD FINDER, by D. Scott Prindle

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Are you a Network Marketer who wants success in MLM?

This is the story of how a struggling distributor came up with a system you can use to finally succeed in Network Marketing. This book will show you how you can:
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•BONUS - Learn how you can grow your list by giving away our FREE Marketing System!

• Sales Rank: #1751156 in eBooks
• Published on: 2012-12-29
• Released on: 2012-12-29
• Format: Kindle eBook

Most helpful customer reviews

2 of 2 people found the following review helpful.
Good information
By Cameron Thomas
This book helped me with the structure of organizing a lead program. There is work involved in getting leads. I don't want or own MLM business, but this book will still help me with my business. The strategies in this book are common-but they work, and are useful. One part I especially like about this book is how he identifies hot, warm, and cold markets. I understand that the more you talk to a person-the more you are able to get to sell to them. You have to have an extended period of interaction with people sometimes for them to buy from you and not from another person. Everyone will tell you that lead capture pages are useful, everyone will tell you to do such and such with people. The power that comes from talking to people and building relationships does work-check out this book-It is inexpensive, and make sure you follow it! If you cannot make whatever you're doing a success with it, then try something else using these same methods. Buy this book.

1 of 1 people found the following review helpful.
Great Resource!
By Laurie Prindle
This is a very comprehensive book. I love the fact that I have a step by step coach. Scott covers every aspect of recruiting qualified leads and helping me in MY business. I'm certain everyone who wants to build a successful MLM business will benefit from reading this book!

0 of 0 people found the following review helpful.
Just a brochure covering their product
By JR Fent
FishFinder is not a book on building an MLM business, but more of a guide on how and why to use their Fish Finder program for getting and working with leads created through the tool. Half way through it, I knew I was wasting my time.

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[H944.Ebook] Free PDF " U2 " : The Complete Songs (U2), by U2

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• Sales Rank: #920733 in Books
• Published on: 1999
• Format: Import
• Original language: English
• Number of items: 1
• Dimensions: 10.00" h x 1.22" w x 7.01" l, 2.42 pounds
• Binding: Paperback
• 496 pages

Most helpful customer reviews

0 of 0 people found the following review helpful.
great lyrics
By A Customer
finaly there is a complete songtekstbook from the world best adult rockband and now hope there will be a second book with the new lyricks in it,coz' the band is still writing new songs.Sieka is fan from them since they first began with war,boy in 1979.

2 of 4 people found the following review helpful.
The Best U2 song anthology ever!
By A Customer
This collection features every U2 song recorded from about 1978 to today! It has the lyrics, guitar parts, bass parts?, piano parts, and drum parts. A must-have for any U2 fan or musican!

0 of 0 people found the following review helpful.
U2 songbook what I hoped for
By andygetch
This is what I have been looking for in a U2 songbook for many years. It is in "fake" book format, i.e. guitar chord boxes, melody line and lyrics. "U2 the Complete Songs" does indeed contain all of the songs the band had written and recorded from before "Boy" through the "Pop" album. In addition to every track from Island Records album releases (except "Passengers"), it includes the single B-side songs like "Celebration", "Touch", "Trash, the Trampoline and the Party Girl" and "Boomerang", etc. A separate section with just lyrics for most of the contained songs.

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[U905.Ebook] Download PDF Johns Hopkins: A Silhouette, by Helen Hopkins Thom

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Helen Hopkins Thom―granddaughter of Johns Hopkins's older brother Joseph―began collecting material for this portrait when it was possible to talk to people who had actually known the founder of the Johns Hopkins University. Her research became of vital importance when it was discovered that Hopkins himself―owing to a deep sense of humility―had destroyed virtually all of his papers before he died in 1873. First published in 1929, this biography still stands as the authoritative account of Hopkins's life, his business career, and the motives that lay behind his decision to leave his fortune to establish a university and hospital.

Thom tells the story of Johns Hopkins's family, including the origin of his unusual first name (originally the surname of his great-grandmother). She traces his life from his childhood on the family tobacco plantation to his rise as a merchant and banker who became the largest stockholder of the Baltimore and Ohio Railroad.

Thom portrays a man of principle―an abolitionist and Union supporter in a divided city―who found himself at odds with his Quaker faith. He disagreed with them about temperance, trading in whiskey and enjoying fine wine and champagne. Forbidden to marry the only woman he ever loved―his first cousin Elizabeth―he remained a lifelong bachelor.

Johns Hopkins died of pneumonia at the age of 78 on December 24, 1873. This volume includes his will and instructions to the trustees, in which he articulated his wishes for a school of medicine, a university press, an orphanage, and a school of nursing. Among his stipulations was that the hospital treat anyone, regardless of race, sex, age, or ability to pay.

This reissued edition brings this compelling portrait to a new generation of readers.

• Sales Rank: #1194359 in Books
• Published on: 2009-03-05
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .71" w x 6.00" l, .85 pounds
• Binding: Hardcover
• 184 pages

About the Author

Helen Hopkins Thom (1867–1948) was the great-niece of Johns Hopkins. She graduated from Bryn Mawr College in 1891.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Great Read
By Mason G. Petty
Great read. Certainly not a precise biography, but Thom's colorful writing that reveals a lot about both Hopkins' era and her own more than make up for it.

0 of 0 people found the following review helpful.
Johns Hopkins
By J.
This is a well written book with many tidbits that would not be found in a biography. A good source.

3 of 12 people found the following review helpful.
It made me tear up..... out of boredom
By John Egbert
Worst book ever. Don't even read it if you're a student at Johns Hopkins University.

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[C803.Ebook] Free Ebook Making Love Real: The Intelligent Couple's Guide to Lasting Intimacy and Passion, by Danielle Harel, Celeste Hirschman

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Written by two pioneering sex therapists and relationship coaches who have worked successfully with countless individuals and couples helping them improve their relationships and sort out their sexual challenges, this comprehensive guide offers you an in-depth understanding of sexual desire and relationship dynamics as well as a highly practical set of tools that will help you have deep and lasting transformation in your relationship.

You will learn why you have the same fight over and over again and how to break the cycle to repair and heal old resentments. You will find out what actually turns people on psychologically and physically and how to have an honest, supportive conversation about your desires. You will learn how to handle the day-to-day ups and downs of relationship and how to use challenges in your relationship to deepen intimacy instead of eroding it. You will create the passionate connection you’ve always wanted.

• Sales Rank: #103538 in eBooks
• Published on: 2015-11-23
• Released on: 2015-11-23
• Format: Kindle eBook

About the Author
Sex and Relationship Experts Danielle Harel, Ph.D and Celeste Hirschman, M.A, have worked with thousands of clients helping them realize their full sexual and emotional potential. They are the creators of the experiential and cutting edge Somatica Method of sex therapy and relationship coaching and are training other professionals in this revolutionary method. You can find out more about them at www.celesteanddanielle.com

Most helpful customer reviews

6 of 6 people found the following review helpful.
The tools and techniques they present in this book are practical and easy to understand
By Tom Callanan
Danielle and Celeste very clearly know their stuff when it comes to sex and relationships. The tools and techniques they present in this book are practical and easy to understand, even for a guy like me. Why wasn’t I taught this stuff 20 years ago?

5 of 5 people found the following review helpful.
Every couple needs to read this!
By Megan Duchek
Making Love Real is a must-read for anyone craving renewed passion in their love life, a deeper connection with their partner, or simply a better understanding of their own secret desires for love. This book is true to its title! A brilliantly realistic guide to helping couples connect in unthinkable new ways, this book provides insightful tools for every type of relationship to find its own version of REAL love and intimacy. It not only shows readers how to openly and honestly explore their deepest individual desires, but further teaches couples how to create the mutual trust and understanding necessary to share these innermost passions and uncover a greater happiness. Authors, Danielle and Celeste, offer a refreshing perspective on love, and their combined knowledge of sex and relationships is expertly transmitted through relatable stories and an abundance of practical exercises. Entertaining, informative, and thought-provoking from beginning to end…every couple should read this!

5 of 5 people found the following review helpful.
Disappointment is normal, who knew?
By Alley Warren
This is the first book I ever read that deals head on with the challenging topic of what to do if things don’t go the way you want them to in a relationship. The Authors dedicate a whole segment covering what to do with the inevitable disappointments. What I liked most about it was that it pointed out that challenges in relationships are normal and that everything does not have to be perfect all the time in order for a relationship to be a good one. This gave me a renewed sense of hopefulness that challenges can be worked through and they offered great ideas as to how to face them.

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[F268.Ebook] Free PDF Pluto: A Wonder Story (Kindle Single), by R. J. Palacio

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WONDER�IS SOON TO BE A MAJOR MOTION PICTURE STARRING JULIA ROBERTS AND JACOB TREMBLAY!

Over 5 million people have read the #1�New York Times�bestseller�Wonder—the book that inspired the Choose Kind movement—and have fallen in love with Auggie Pullman, an ordinary boy with an extraordinary face.�Last year readers were given a special look at another side of his story with�The Julian Chapter, and now they'll get a peek at Auggie's life before Beecher Prep, with an exclusive new�short story told entirely from the point of view of Christopher, Auggie's�oldest�friend.
�
Christopher was Auggie's�best�friend�from the time they were babies until�his family�moved away; he was there through all of Auggie's surgeries and heartbreaks,�through bad times and good—like Star Wars marathons and dreams of traveling to Pluto together.� Alternating between childhood flashbacks and the present day, an especially bad day for Christopher, Pluto is the story of two boys grown apart learning that good friendships are worth a little extra effort.

• Sales Rank: #18886 in eBooks
• Published on: 2015-02-10
• Released on: 2015-02-10
• Format: Kindle eBook

From School Library Journal
Gr 3–6—Auggie and Chris's mothers planted the seeds of their friendship even before they were born, and the two boys have been close their entire lives. Chris is used to Auggie's myriad health issues and odd appearance. But as their worlds begin to expand and include more people, both boys experience difficulty adjusting to new social groups and it proves especially challenging to make new friends who accept people who are different. The narrative bounces between the present day, when Chris is in the fourth grade and in the midst of both a family and school crisis, and the past, when stories of Chris and Auggie growing up help readers understand their intense friendship. The narration by Scott Merriman is gentle yet evocative. Fans of Palacio's previous work will adore this new story, yet it can stand alone if readers have not yet been introduced to the saga of Auggie and his friends. VERDICT As it does such an effective job of addressing social issues such as friendship and bullying, this audiobook is a recommended purchase for any library serving elementary-age students.—Tara Hixon, Piedmont High School, OK

About the Author
R. J. Palacio is a graphic designer by day and a writer by night. She lives in New York City with her husband, their two sons, and a black dog named Bear. Wonder is her first novel.

Scott A. Merriman, Ph.D., is a part-time instructor of history at the University of Kentucky, Lexington, KY, and adjunct assistant professor at the University of Maryland University College in Adelphi, MD.

Most helpful customer reviews

0 of 0 people found the following review helpful.
A Beautiful, Heartwarming Story
By Ani Love
If you are considering purchasing this book, consider no more. This book is the story of Auggie's best friend, Christopher. I recommend reading Wonder first if you have not read it already. It talks about Auggie's past and elaborates more on his time with Christopher, things that Auggie did not talk about in Wonder. This book will stick with you for a long time, and if you enjoyed this, I recommend purchasing Shingaling and The Julian Chapter as well. Fantastic job, R.J. Palacio.

1 of 1 people found the following review helpful.
Pluto by R.J Palacios
By JS mom
I really liked this book, and it is a sequel to Wonder. This book is about standing up to what is right.But what really confused me was the end, and some of the parts. For instance, why August( a character) got so upset accepting the fact that Pluto was not a planet. Also, the ending of this book had a poem I couldn't decipher.But I have to say, this is a good book...

0 of 0 people found the following review helpful.
So good!
By C. Buxton
If you like the wonder books, this is for you. It shows Auggies story from Chris' point of view. It also shows some of the drama going on in chris' life. Its great. Just finished reading for, like, the 6th time. 5 stars, everybody!

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[D915.Ebook] Get Free Ebook The Technology Salesperson's Handbook: 114 World Proven Lessons and Tactics, by Ken Wax

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In over 100 practical and tactical short chapters, this complete guide has a wealth of immediately-useful ideas and tactics for every technology salesperson. These include ‘Words That Work’ – real-world examples that you can put to work for you immediately. Beginning with ‘Customer Vision and why selling has changed, to tactics for reaching ‘unreachable’ prospects and handling the most challenging selling situations, you will benefit from insights and world-proven techniques for becoming an even more successful sales professional.

• Sales Rank: #261074 in Books
• Brand: Brand: Ken Wax
• Published on: 2011-01-27
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .54" w x 6.00" l, .71 pounds
• Binding: Paperback
• 236 pages

Features

• Used Book in Good Condition

About the Author
Ken Wax has led technology sales teams ranging from startups to industry giants. He has trained salespeople from Microsoft to Monster.com, from IBM to Accenture, and has been the keynote speaker at dozens of conferences on five continents. Ken has also written over 120 magazine articles published around the world.

Most helpful customer reviews

4 of 4 people found the following review helpful.
This applies to everyone, because you *should* be selling your skills and abilities...
By Thomas Duff
I first met Ken Wax a number of years ago when he spoke at Lotusphere, a conference for IBM/Lotus technology professionals. I didn't have anything I needed to see during a particular time slot, so I decided to drop in on Ken's session which was on "selling" your technology and skills to customers. I walked out with a completely different mindset than I went in with. Ken shared a number of insights on communication and presentation that I still use to this day. When he contacted me and asked if I would like to read and review his new book, it was a decision that required no thought on my part... of course I would! The Technology Salesperson's Handbook: 114 World Proven Lessons and Tactics distills down his tactics and knowledge into quick and effective techniques that you will use every day on the job. It doesn't matter if you're not responsible for cold-calling clients to try and sell them something, either. You *are* selling yourself to your end-users, and these same principles apply.

Contents:
Inside the Mind of the Customer; The New Reality of Selling; It's Called the Sales Process; The Technology Salesperson's Toolkit; Mastering the Meeting; It's All in the Presentation; Advancing to a Higher Version Number

Although I'd recommend reading the whole book first and then referring back to certain areas often, each chapter is set up with a number of short tips and techniques that you can focus on to help you resolve vexing problems or improve in certain areas. For instance, the first chapter titled "Mind of the Customer" includes subheadings such as "What's the View From Across the Table?", "How Do People Absorb - or Not?", and "The Rational Model and Other Lies." If I look at the subheading for Rational Model, he explains what's really going on in the decision-making process. The "Investigate, Analyze, Map To Needs, Weigh Choices, and Decide!" model is what most techies think is going on. In reality, that's just the tip of the iceberg. What you can't see are the distractions, miscommunication, politics, desires, biases, and so on. It's those factors that are really driving the process. If you don't understand that, you're toast in terms of making the sale. I see this constantly when people complain that one technology was chosen over another in their company, even though the incumbent technology is a far superior value. It's the stuff under the waterline that drives the decision, and you have to understand that before you can understand why the decision came down the way it did.

I was personally changed during my first session seeing Ken present when he talked about how people absorb information. Using the Listen > Grasp > Fit In > Check > Next technique, I learned I couldn't just spew out facts as fast as my mouth could move. I had to give the person time to hear what I said, make sense of it, place it in context with the other information they already know, see if it still makes sense, and only then are they ready for the next important point. If I don't give them time to work through that process on important items, then I lose them early and any hope to influence them is lost.

I also highly recommend his section on advancing to a higher "version number." As technology geeks, we're used to asking what version number of the software is being run. What we don't know and don't think about is that we can apply that same concept to ourselves. If I was Thomas Duff 3.0 last year, have I done anything to upgrade myself and my abilities to be able to tout the new and improved Thomas Duff version 4.5? Or have years gone by, and I've only had a point upgrade during that time to version 3.2? That twisted my view of personal improvement, to think that I should be upgrading and improving my capabilities rather than just keeping the same version year after year. It's as the old adage goes... do you have ten years of experience, or one year of experience repeated ten times?

While the title of the book may be The Technology Salesperson's Handbook, the reality is that every technology professional needs to be selling what they do and the skills they bring to the table when working with *any* customer (even if they're a captive audience). This is one of those books I'd recommend without hesitation to anyone who is serious about being successful over the life of their career. Not only will you feel more comfortable when it comes to dealing with your customers, but you'll end up building those close relationships that make you a partner to the customer instead of just another option.

Disclosure:
Obtained From: Author
Payment: Free

3 of 3 people found the following review helpful.
Incredibly approachable, insightful & enjoyable
By A. Leventhal
The Technology Salesperson's Handbook is as delightful and entertaining to read as it is insightful, thoughtful and packed with amazingly generous advice. Ken's writing style is conversational and natural, as if you're sitting across the table from him, enjoying a cup of coffee. It is evident that he practices what he teaches. So many people writing business books these days take themselves far too seriously, but Ken, for all his wisdom and experience, seems to have checked his ego at the door and traded it in for a hearty dose of empathy for his readers. I thoroughly enjoyed this book and would recommend it not only to salespeople, but anyone who wants to learn more about the invaluable art and power of storytelling.

3 of 3 people found the following review helpful.
Salespeople: This should be your #1 read whether you are new or not so new.
By Peg Burgess
I just came back to direct sales after years in channel sales. My company provides scads of training including, of course, Solution Selling. The big gap in training is found right here in this great book. Practical tools you can use immediately and easily. I've already reaped the benefits of applying the tools. Also, an added benefit to this book - it's interesting and funny. So many of these other books are dry and painfully boring. Huge thumbs up.

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