Most salespeople have extensive knowledge of their products, but many fail to ask the questions that will help them uncover the real needs of their customers. Questions That Sell helps readers use advanced questioning techniques to sell their products based on value to the customer, not on price -- and increase their success rate as a result. The book contains powerful examples, exercises, and hundreds of sample questions, including: * Vision Questions: Tap into a customers' needs and desires for the future * Questions to Uncover Problems: Fix something that's not working for the client * Pay-Off Questions: Get customers to articulate for themselves how much the product or service is worth Questions That Sell is an invaluable resource for connecting with customers, understanding what they need, and closing more sales, faster.

    Worse, a problematic suggestion with far less likelihood of success may be selected instead. Why would a group dismiss an option that would be more effective? Leadership and communications expert John Daly has a straightforward answer: it wasn't sold to them as well. If the best idea is yours, how can you increase the chances that it gains the support of the group? In Advocacy: Championing Ideas and Influencing Others, Daly explains in full detail how to transform ideas into practice.To be successful, leaders in every type of organization must find practical and action-oriented ways to market their ideas and achieve buy-in from the members of the group. Daly offers a comprehensive action guide that explains how to shape opinion, inspire action, and achieve results. Drawing on current research in the fields of persuasion, power relations, and behavior change, he discusses the complex factors involved in selling an idea—the context of the communication, the type of message being promoted, the nature and interests of the audience, the emotional tenor of the issues at stake, and much more. For the businessperson, politician, or any other member of a group who seeks the satisfaction of having his or her own idea take shape and become reality, this book is an essential guide.

    This is the second edition of the groundbreaking book by Rena Palloff and Keith Pratt and has been completely updated and expanded to include the most current information on effective online course development and delivery. A practical, hands-on guide, this resource is filled with illustrative case studies, vignettes, and examples from a wide variety of successful online courses. The authors offer proven strategies for handling challenges that include: Engaging students in the formation of an online learning community. Establishing a sense of presence online. Maximizing participation. Developing effective courses that include collaboration and reflection. Assessing student performance. Written for faculty in any distance learning environment, this revised edition is based on the authors many years of work in faculty development for online teaching as well as their extensive personal experience as faculty in online distance education. Rena M. Palloff and Keith Pratt share insights designed to guide readers through the steps of online course design and delivery.

    (No doubt seminars were organized by the Alexandria Librarians Association on the future of the scroll and what to do about the rising barbarian tide.) At no time in our memory, though, have these discussions and conversations been so profound and critical. Here one of today's leading thinkers and speakers about the future of libraries brings together 30 leaders from all types of libraries and from outside librarianship to describe their vision of what the library will be in 2020. Contributors including Stephen Abram, Susan Hildreth, Marie Radford, Clifford Lynch, and Library Journal's The Annoyed Librarian were asked to describe the "library of 2020," in whatever terms they wanted, either a specific library or situation or libraries in general. They were told: "be bold, be inspirational, be hopeful, be true, be provocative, be realistic, be depressing, be light-hearted, be thoughtful, be fun...be yourself, and for heaven's sake, don't be boring." Not that they could be. Broadly representative of important perspectives and aspects within the profession as well as featuring important voices beyond the professional realm, Library 2020 presents thought-provoking and illuminating visions from many points of view. It is both required reading for library leaders and trustees as well as an ideal supplemental text for LIS classes looking at the future of the profession.

    The best solutions can be found in The DAM Book, our bestselling guide to managing digital images efficiently and effectively. Anyone who shoots, scans, or stores digital photographs is practicing digital asset management (DAM), but few people do it in a way that makes sense. In this second edition, photographer Peter Krogh -- the leading expert on DAM -- provides new tools and techniques to help professionals, amateurs, and students:Understand the image file lifecycle: from shooting to editing, output, and permanent storage Learn new ways to use metadata and key words to track photo files Create a digital archive and name files clearly Determine a strategy for backing up and validating image data Learn a catalog workflow strategy, using Adobe Bridge, Camera Raw, Adobe Lightroom, Microsoft Expression Media, and Photoshop CS4 together Migrate images from one file format to another, from one storage medium to another, and from film to digital Learn how to copyright images To identify and protect your images in the marketplace, having a solid asset management system is essential. The DAM Book offers the best approach.

    This book is for anyone who has an interest in SQL Server 2012 and wants to understand its capabilities, including database administrators, application developers, and technical decision makers.

    Library and information science students and professionals will find the background and concepts they need to meet today's - and tomorrow's - challenges. TABLE OF CONTENTS: 1. The Information Infrastructure: Libraries in Context; 2. Information Science: A Service Perspective; 3. Redefining the Library: The Impacts and Implications of Technological Change; 4. Information Policy: Stakeholders and Agendas; 5. Information Policy as Library Policy: Intellectual Freedom; 6. Information Organization: Issues and Techniques; 7. From Past to Present: The Library s Mission and Its Values; 8. Ethics and Standards: Professional Practices in Library and Information Science; 9. The Library as Institution: An Organizational View, and 10. Librarianship: An Evolving Profession.

    It discusses the differences faced in international environments, overall company strategies & functional alternatives for operating abroad.

    She slowly begins to have memories of a storm and of a man called Jack and slowly the pieces of the past begin to come together...In 2008 Jonathan is struggling to put his differences with his parents aside to tell them he and his wife are expecting a baby, when a detective arrives to question him about crimes committed long ago...And as these two tales interweave, the secrets of the past, long kept hidden, start to come to light in unexpected and sometimes startling ways. The Things We Never Said is a powerful novel about fatherhood and motherhood; nature and nurture; cruelty and kindness; and mental breakdown. Written in beautiful, compelling prose, it is by turns revealing, witty and moving.

    More and more often, those companies look to technology consultants to fulfill their needs. There are real advantages to being a consultant. You make contacts with a lot of different people; you get exposure to many industries; and most important, unlike a software developer in the IT department for a brick-and-mortar company, as a technology consultant, you are the profit center…so long as you are billing. Consulting can be hugely rewarding—but it’s easy to fail if you are unprepared. To succeed, you need a mentor who knows the lay of the land. Aaron Erickson is your mentor, and this is your guidebook. Erickson has done it all—from Practice Leadership to the lowest level project work. In The Nomadic Developer, he brings together his hardwon insights on becoming successful and achieving success through tough times and relentless change. You’ll find 100% practical advice and real experiences—his own and annotations from those in the trenches. In addition, renowned consultants—such as David Chappell, Bruce Eckel, Deborah Kurata, and Ted Neward—share some of their hard-earned lessons. With this useful guidebook, you can Objectively assess whether the consultant’s life makes sense for you Break into thebusiness and build a career path that works Avoid the Seven Deadly Firms by identifying unscrupulous technology consultancies and avoiding their traps and pitfalls Understand the business models and mechanics that virtually all consulting firms use Master secret consulting success tips that are typically left unstated or overlooked Gain a competitive advantage by adding more value than your competitors Continue your professional development so you stay billable even during bad times Profit from both fixed-bid and time-and-materials projects Build a personal brand that improves your resiliency no matter what happens

    Until recently, however, we have had few clues to unlock the secrets of the brain. Now, research from the neurosciences has greatly improved our understanding of the learning process, and we have a much more solid foundation on which to base educational decisions. In this book, Patricia Wolfe makes it clear that before we can effectively match teaching practice to brain functioning, we must first understand how the brain functions. In Part I, several chapters act as a mini-textbook on brain anatomy and physiology. Then, in Part II, Wolfe brings brain functioning into clearer focus, describing how the brain encodes, manipulates, and stores information. This information-processing model provides a first look at some implications of the research for practice--why meaning is essential for attention, how emotion can enhance or impede learning, and how different types of rehearsal are necessary for different types of learning. In Part III, Wolfe devotes several chapters to practical classroom applications and brain-compatible teaching strategies. This section shows how to use simulations, projects, problem-based learning, graphic organizers, music, rhyme and rhythm, writing, active engagement, and mnemonics. Each chapter provides examples using brief scenarios from actual classroom practice, from the lower elementary grades to high school. The book also includes a glossary of terms.

    This text is an invaluable resource for any new teacher or veteran teacher in search of new ideas as this latest edition is packed with new activities and strategies for teaching reading.

    They remove the books that patrons no longer check out. And they put back the books they treasure. Annie Spence, who has a decade of experience as a Midwestern librarian, does this not only at her Michigan library but also at home, for her neighbors, at cocktail parties—everywhere. In Dear Fahrenheit 451, she addresses those books directly. We read her love letters to The Goldfinch and Matilda, as well as her snarky break-ups with Fifty Shades of Grey and Dear John. Her notes to The Virgin Suicides and The Time Traveler’s Wife feel like classics, sure to strike a powerful chord with readers. Through the lens of the books in her life, Annie comments on everything from women’s psychology to gay culture to health to poverty to childhood aspirations. Hilarious, compassionate, and wise, Dear Fahrenheit 451 is the consummate book-lover's birthday present, stocking stuffer, holiday gift, and all-purpose humor book.

    1,200 pages of up-to-date information correlates with both the hardware and operating system exams and serves as a reference after the test-taking is completed.The minibooks cover each domain of the exam: A+ Groundwork, Inside the Box, Outside the Box, Maintenance and Troubleshooting, Operating System Basics, Managing The Operating System, Recovering Systems, Networking, and Securing Systems. You'll find plenty of sample test questions to get you prepared, too. CompTIA's A+ certification is vendor-neutral and validates the skills of entry-level computer technicians; it can be the ticket to a new or better job Certification requires successful completion of two exams; this prep guide covers all the core competencies required Nine minibooks cover A+ Groundwork, Inside the Box, Outside the Box, Maintenance and Troubleshooting, Operating System Basics, Managing The Operating System, Recovering Systems, Networking, and Securing Systems Covers installation, configuration, diagnosing, preventive maintenance, and basic networking, with extra information about Vista and a heavier emphasis on hardware Companion CD-ROM include the Dummies Test Engine, an exclusive, fully customizable test-prep software package that includes 400 exam review questions CompTIA A+ Certification All-In-One For Dummies, 2nd Edition is the best study guide to have as you prepare for the A+ exams!Note: CD-ROM/DVD and other supplementary materials are not included as part of eBook file.

    From Heartsongs, to Vietnam War Memorial, to Prayer for a Journey, Mattie has written movingly and courageously about life and death, love and loss, faith and hope, innocence and joy. His struggle with a rare form of muscular dystrophy has given him wisdom and insight, and his life, work, and message have been recognized by Oprah, National Public Radio, The Washington Post, ABC TV's Good Morning America, People, NBC TV's the Today show, and C- PAN's BookTV.