In The Challenger Sale, Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge themWhat's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers.

They challenge them. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales re...

This text has a clear European foundation and an international appeal. In line with the globalisation of logistics, we have included cases from other parts of the world than Europe - diverse though European logistics solutions are - including South Africa, the United States, Japan, China and Australia. Accordingly, we start in Part One with the strategic role of logistics in the supply chain. We continue by developing the marketing perspective by explaining our view of 'putting the end-custom...

Ready to create rich interactive experiences with your artwork, designs, or prototypes? This is the ideal place to start. With this hands-on guide, you’ll explore several themes in interactive art and design—including 3D graphics, sound, physical interaction, computer vision, and geolocation—and learn the basic programming and electronics concepts you need to implement them. No previous experience is necessary.

You’ll get a complete introduction to three free tools created specificall...

WINNER: 2018 Les Plumes des Achats & Supply Chain - The Committee Special Prize As we learn more about the climate and biodiversity crisis, it is clear that how we make and consume things is a major part of the problem. Extraction and processing of materials, fuels and food makes up about half of global greenhouse gas emissions and over 90% of biodiversity loss and water stress. Many modern businesses deplete resources, destroy ecosystems and dump waste and pollution at every stage - harming ...

Heat and Mass Transfer: Fundamentals & Applications, 6e in SI Units, is a textbook for practical-oriented heat transfer course offered to engineering students. It has a perfect blend of fundamentals and applications. It covers the standard topics of heat transfer with emphasis on physics and physical arguments.

The text is designed to develop a deeper understanding of the subject and encourage creative thinking. With numerous real-world examples, the book enhances intuitive skill among studen...

This title is a Pearson Global Edition. The Editorial team at Pearson has worked closely with educators around the world to include content which is especially relevant to students outside the United States. This package includes Mastering. Give students a robust conceptual foundation while building critical problem-solving skills Robinson/McMurry/Fay's Chemistry, known for a concise and united author voice, conceptual focus, extensive worked examples, and thoroughly constructed connections b...

Kazuo Ishiguro imagines the lives of a group of students growing up in a darkly skewed version of contemporary England. Narrated by Kathy, now thirty-one, Never Let Me Go dramatises her attempts to come to terms with her childhood at the seemingly idyllic Hailsham School and with the fate that has always awaited her and her closest friends in the wider world. A story of love, friendship and memory, Never Let Me Go is charged throughout with a sense of the fragility of life.

Third edition of the most highly regarded teaching text book on the Japanese language, covering speaking, listening, reading, and writing to cultivate overall language ability. Each lesson in the revised edition features a new section dubbed "Culture Notes, and now includes the audio CD companion which is in mp3 format ready to install on any music player.

Third edition of the most highly regarded teaching text book on the Japanese language. This is the companion workbook to the text.

All the basic principles of this important topic are clearly presented here in an account which takes as examples many compounds of industrial and biological significance. Consideration is given to the structure, reactions, and properties of benzene and classes of aromatic compounds derived from it, and topics such as thermodynamic versus kinetic control and pericyclic reactions are introduced. The text also covers polycyclic arenes and the small and large ring systems which are embraced by t...