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...

Deepen and broaden subject knowledge to set yourself up for future success Foundation Maths 7th Edition by Croft and Davison has been written for students taking higher and further education courses who may not have specialised in mathematics on post-16 qualifications, and who require a working knowledge of mathematical and statistical tools. By providing careful and steady guidance in mathematical methods along with a wealth of practice exercises to improve your maths skills, Foundation Math...

Practical tips for what you should and should not do with groups

What should you keep in mind if you regularly work with a group? How can you prevent mistakes? Answers to these questions can be found in this book with tips, do’s and don’ts while working with groups. It is a practical book, written for teachers, counselors and students Social Studies.

The groups are described by age, starting at 4 years up to 20 years old (children, teenagers and adults). It may sound funny, but many point...

Well organized and easy to read, Clinical Procedures in Primary Eye Care, 5th Edition, takes an accessible, step-by-step approach to describing the commonly used primary care procedures that facilitate accurate diagnosis and effective patient management. This practical, clinically-focused text offers succinct descriptions of today's most frequently encountered optometric techniques supported by research-based evidence. You'll find essential instructions for mastering the procedures you need t...

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...

Shift your business model and transform your organization in the face of disruption Business Model Shifts is co-authored by Patrick van Der Pijl, producer of the global bestseller Business Model Generation, and offers a groundbreaking look at the challenging times in which we live, and the real-world solutions needed to conquer the obstacles organizations must now face. Business Model Shifts is a visually stunning guide that examines six fundamental disruptions happening now and spotlights th...

Striking full colour illustrations and photographs bring this integrated and stimulating survey of marine ecology to life. Through its unique structure, Marine Ecology: Processes, Systems, and Impacts offers a systems-orientated approach from a truly modern and global perspective. The text introduces key processes and systems from which the marine environment is formed and the issues and challenges which surround its future.

Opening with an overview of the processes and interactions which are...

The seventh edition of the highly successful The City Reader juxtaposes the very best classic and contemporary writings on the city. Sixty-three selections are included: forty-five from the sixth edition and eighteen new selections, including three newly written exclusively for The City Reader. The anthology features a Prologue essay on "How to Study Cities", eight part introductions as well as individual introductions to each of the selected articles.

The new edition has been extensively upd...

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 ...