El éxito de los vendedores depende de su conocimiento de los procesos automáticos de toma de decisiones y de su capacidad para influir en ellos. La venta depende del filtro que el cliente utilice para juzgar al vendedor y a su producto. En este libro aprenderás cómo funciona el cerebro de los clientes a la hora de tomar decisiones, es decir, qué hace que un cliente tome una decisión u otra, y por qué a veces confía más en un vendedor que en otro; y qué decir, cómo y cuándo para condicionar esos automatismos mentales a tu favor y aumentar significativamente tus probabilidades de conseguir un sí.
Benchmarking has become a key tool in the water industry to promote and achieve performance targets for utilities. The use of this tool for performance improvement through systematic search and adaptation of leading practices, has expanded globally during the past decade. Many ongoing projects worldwide aim to address different needs and objectives, in varying contexts, with outstanding results and impact. Benchmarking Water Services provides valuable information to everyone interested in benchmarking in the water industry. The text is aimed at utilities considering joining a benchmarking project, experienced practitioners in charge of organizing a benchmarking exercise, consultants, regulators and researchers. The document is presented with a clear practice oriented approach and can be used as a how-to-benchmark guide presented from different perspectives (participants, organizers, supervising bodies). Readers will gain practical insight on real life benchmarking practices and will benefit from the experiences gained in some of the leading benchmarking projects of the water industry (including the IWA-WSAA benchmarking efforts, the European Benchmarking Co-operation and the several benchmarking projects carried out in Austria and Central Europe). The manual also presents the new IWA Benchmarking Framework, which aims to harmonize the terms used to describe benchmarking and performance indicators practices in the water industry, guaranteeing a more fluent and efficient communication. This Manual of Best Practice is edited by the IWA Specialist Group on Benchmarking and Performance Assessment, and co-published by AWWA and IWA Publishing. Praise for Benchmarking Water Services: "The continual trend of conceptual to specifics throughout the book provides for an educational experience each time the book is either casually perused or carefully studied." "The authors (Cabrera, Haskins and Fritiz) diligently pursue the focus of improvement." "Benchmarking Water Services is an in depth and practical ‘must have’ guide for any utility currently engaged in or planning to develop a benchmarking process" - Gregory M. Baird (2012) Benchmarking: An International Journal 19:2. More information about the book can be found on the Water Wiki in an article written by the author: http://www.iwawaterwiki.org/xwiki/bin/view/Articles/TheNewIWABenchmarkingFramework A Spanish language version of this book is available as a free eBook: http://www.iwawaterwiki.org/xwiki/bin/view/Articles/eBookTitlesfromIWAPublishingFreetoDownload-Volume2#HBenchmarkingParaServiciosdeAgua
Este libro recoge los testimonios de los profesionales de la comunicación sobre un asunto de máxima actualidad y da algunas respuestas a preguntas tales sobre: ¿Cómo enfocar las múltiples alfabetizaciones necesarias para reforzar la formación de una ciudadanía más educada? ¿En qué competencias deberíamos formar a los ciudadanos? ¿Cuáles son los principales contenidos que los profesionales de la comunicación deberían conocer? ¿Cómo renovar unas metodologías docentes obsoletas que no se corresponden con las exigencias del actual universo transmedia?
The Christian Science Monitor's #1 Best Book of the Year A witty, informative, and popular travelogue about the Scandinavian countries and how they may not be as happy or as perfect as we assume, “The Almost Nearly Perfect People offers up the ideal mixture of intriguing and revealing facts” (Laura Miller, Salon). Journalist Michael Booth has lived among the Scandinavians for more than ten years, and he has grown increasingly frustrated with the rose-tinted view of this part of the world offered up by the Western media. In this timely book he leaves his adopted home of Denmark and embarks on a journey through all five of the Nordic countries to discover who these curious tribes are, the secrets of their success, and, most intriguing of all, what they think of one another. Why are the Danes so happy, despite having the highest taxes? Do the Finns really have the best education system? Are the Icelanders as feral as they sometimes appear? How are the Norwegians spending their fantastic oil wealth? And why do all of them hate the Swedes? In The Almost Nearly Perfect People Michael Booth explains who the Scandinavians are, how they differ and why, and what their quirks and foibles are, and he explores why these societies have become so successful and models for the world. Along the way a more nuanced, often darker picture emerges of a region plagued by taboos, characterized by suffocating parochialism, and populated by extremists of various shades. They may very well be almost nearly perfect, but it isn’t easy being Scandinavian.
Diversidade(S). Discapacidad, altas capacidades intelectuales y trastornos del espectro autista se estructura en tres partes. En primer lugar, se presenta la discapacidad intelectual desde el modelo social. En segundo lugar, se estudian los trastornos del espectro autista desde una visión amplia e interdisciplinaria hasta los aportes específicos de Fernand Deligny en Francia y el movimiento de la neurodiversidad en Inglaterra. En tercer lugar, se indican los elementos esenciales para el trabajo educativo con niños con altas capacidades intelectuales en el aula. El libro recoge los enfoques teóricos, modelos epistemológicos, técnicas de acompañamiento socioeducativo, instrumentos de detección, evaluación y orientaciones generales de trabajo en contextos educativos para los tres casos citados. Se plantea una aproximación teórico-práctica que ofrece criterios de actuación a los profesionales de la educación. Por otro lado, se interroga sobre algunos debates y controversias presentes en los casos estudiados ofreciendo, en su conjunto, un contenido extenso y de gran aplicación práctica.
This comprehensive handbook, the first in its field, brings together 106 different contributors. The 38 interrelated but at the same time independent chapters discuss key areas including conceptual frameworks; empirically grounded constructs; intervention strategies and tactics; social systems; designs, assessment, and analysis; cross-cutting professional issues; and contemporary intersections with related fields such as violence prevention and HIV/AIDS.
This volume contains a selection of the best papers presented at the 8th International Conference on Industrial Engineering and Industrial Management, XX International Conference on Industrial Engineering and Operations Management, and International IIE Conference 2014, hosted by ADINGOR, ABEPRO and the IIE, whose mission is to promote links between researchers and practitioners from different branches, to enhance an interdisciplinary perspective of industrial engineering and management. The conference topics covered: operations research, modelling and simulation, computer and information systems, operations research, scheduling and sequencing, logistics, production and information systems, supply chain and logistics, transportation, lean management, production planning and control, production system design, reliability and maintenance, quality management, sustainability and eco-efficiency, marketing and consumer behavior, business administration and strategic management, economic and financial management, technological and organizational innovation, strategy and entrepreneurship, economics engineering, enterprise engineering, global operations and cultural factors, operations strategy and performance, management social responsibility, environment and sustainability. This book will be of interest to researchers and practitioners working in any of the fields mentioned above.
(abridged and revised) This reference grammar offers intermediate and advanced students a reason ably comprehensive guide to the morphology and syntax of educated speech and plain prose in Spain and Latin America at the end of the twentieth century. Spanish is the main, usually the sole official language of twenty-one countries,} and it is set fair to overtake English by the year 2000 in numbers 2 of native speakers. This vast geographical and political diversity ensures that Spanish is a good deal less unified than French, German or even English, the latter more or less internationally standardized according to either American or British norms. Until the 1960s, the criteria of internationally correct Spanish were dictated by the Real Academia Espanola, but the prestige of this institution has now sunk so low that its most solemn decrees are hardly taken seriously - witness the fate of the spelling reforms listed in the Nuevas normas de prosodia y ortograjia, which were supposed to come into force in all Spanish-speaking countries in 1959 and, nearly forty years later, are still selectively ignored by publishers and literate persons everywhere. The fact is that in Spanish 'correctness' is nowadays decided, as it is in all living languages, by the consensus of native speakers; but consensus about linguistic usage is obviously difficult to achieve between more than twenty independent, widely scattered and sometimes mutually hostile countries. Peninsular Spanish is itself in flux.
