SPIN® -Selling
SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Internal Auditing Handbook
The Internal Auditing Handbook

Author: K. H. Spencer Pickett

Publisher: John Wiley & Sons

Published: 2010-09-07

Total Pages: 1091

ISBN-13: 0470662131

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The first edition of The Internal Auditing Handbook received wide acclaim from readers and became established as one of the definitive publications on internal auditing. The second edition was released soon after to reflect the rapid progress of the internal audit profession. There have been a number of significant changes in the practice of internal auditing since publication of the second edition and this revised third edition reflects those changes. The third edition of The Internal Auditing Handbook retains all the detailed material that formed the basis of the second edition and has been updated to reflect the Institute of Internal Auditor’s (IIA) International Standards for the Professional Practice of Internal Auditing. Each chapter has a section on new developments to reflect changes that have occurred over the last few years. The key role of auditors in reviewing corporate governance and risk management is discussed in conjunction with the elevation of the status of the chief audit executive and heightened expectations from boards and audit committees. Another new feature is a series of multi-choice questions that have been developed and included at the end of each chapter. This edition of The Internal Auditing Handbook will prove to be an indispensable reference for both new and experienced auditors, as well as business managers, members of audit committees, control and compliance teams, and all those who may have an interest in promoting corporate governance.

Practical Crime Scene Processing and Investigation
Practical Crime Scene Processing and Investigation

Author: Ross M. Gardner

Publisher: Taylor & Francis

Published: 2016-04-19

Total Pages: 483

ISBN-13: 1439897786

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All too often, the weakest link in the chain of criminal justice is the crime scene investigation. Improper collection of evidence blocks the finding of truth. Now in its second edition, Practical Crime Scene Processing and Investigation presents practical, proven methods to be used at any crime scene to ensure that evidence is admissible and persuasive. Accompanied by more than 300 color photographs, topics discussed include: Understanding the nature of physical evidence, including fingerprint, biological, trace, hair and fiber, and other forms of evidence Actions of the responding officer, from documenting and securing the initial information to providing emergency care Assessing the scene, including search considerations and dealing with chemical and bioterror hazards Crime scene photography, sketching, mapping, and notes and reports Light technology and preserving fingerprint and impression evidence Shooting scene documentation and reconstruction Bloodstain pattern analysis and the body as a crime scene Special scene considerations, including fire, buried bodies, and entomological evidence The role of crime scene analysis and reconstruction, with step-by-step procedures Two appendices provide additional information on crime scene equipment and risk management, and each chapter is enhanced by a succinct summary, suggested readings, and a series of questions to test assimilation of the material. Using this book in your investigations will help you find out what happened and who is responsible.

Springer Handbook of Automation
Springer Handbook of Automation

Author: Shimon Y. Nof

Publisher: Springer Nature

Published: 2023-06-16

Total Pages: 1533

ISBN-13: 3030967298

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This handbook incorporates new developments in automation. It also presents a widespread and well-structured conglomeration of new emerging application areas, such as medical systems and health, transportation, security and maintenance, service, construction and retail as well as production or logistics. The handbook is not only an ideal resource for automation experts but also for people new to this expanding field.

The Promise of Assistive Technology to Enhance Activity and Work Participation
The Promise of Assistive Technology to Enhance Activity and Work Participation

Author: National Academies of Sciences, Engineering, and Medicine

Publisher: National Academies Press

Published: 2017-09-01

Total Pages: 503

ISBN-13: 030945784X

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The U.S. Census Bureau has reported that 56.7 million Americans had some type of disability in 2010, which represents 18.7 percent of the civilian noninstitutionalized population included in the 2010 Survey of Income and Program Participation. The U.S. Social Security Administration (SSA) provides disability benefits through the Social Security Disability Insurance (SSDI) program and the Supplemental Security Income (SSI) program. As of December 2015, approximately 11 million individuals were SSDI beneficiaries, and about 8 million were SSI beneficiaries. SSA currently considers assistive devices in the nonmedical and medical areas of its program guidelines. During determinations of substantial gainful activity and income eligibility for SSI benefits, the reasonable cost of items, devices, or services applicants need to enable them to work with their impairment is subtracted from eligible earnings, even if those items or services are used for activities of daily living in addition to work. In addition, SSA considers assistive devices in its medical disability determination process and assessment of work capacity. The Promise of Assistive Technology to Enhance Activity and Work Participation provides an analysis of selected assistive products and technologies, including wheeled and seated mobility devices, upper-extremity prostheses, and products and technologies selected by the committee that pertain to hearing and to communication and speech in adults.

Facing the Heat Barrier
Facing the Heat Barrier

Author: T.A. Heppenheimer

Publisher: Courier Dover Publications

Published: 2018-09-12

Total Pages: 355

ISBN-13: 0486834514

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This volume from The NASA History Series presents an overview of the science of hypersonics, the study of flight at speeds at which the physics of flows is dominated by aerodynamic heating. The survey begins during the years immediately following World War II, with the first steps in hypersonic research: the development of missile nose cones and the X-15; the earliest concepts of hypersonic propulsion; and the origin of the scramjet engine. Next, it addresses the re-entry problem, which came to the forefront during the mid-1950s, showing how work in this area supported the manned space program and contributed to the development of the orbital shuttle. Subsequent chapters explore the fading of scramjet studies and the rise of the National Aerospace Plane (NASP) program of 1985–95, which sought to lay groundwork for single-stage vehicles. The program's ultimate shortcomings — in terms of aerodynamics, propulsion, and materials — are discussed, and the book concludes with a look at hypersonics in the post-NASP era, including the development of the X-33 and X-34 launch vehicles, further uses for scramjets, and advances in fluid mechanics. Clearly, ongoing research in hypersonics has yet to reach its full potential, and readers with an interest in aeronautics and astronautics will find this book a fascinating exploration of the field's history and future.

The Doolittle Family in America
The Doolittle Family in America

Author: William Frederick Doolittle

Publisher: Legare Street Press

Published: 2022-10-27

Total Pages: 0

ISBN-13: 9781016855594

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This work has been selected by scholars as being culturally important, and is part of the knowledge base of civilization as we know it. This work is in the "public domain in the United States of America, and possibly other nations. Within the United States, you may freely copy and distribute this work, as no entity (individual or corporate) has a copyright on the body of the work. Scholars believe, and we concur, that this work is important enough to be preserved, reproduced, and made generally available to the public. We appreciate your support of the preservation process, and thank you for being an important part of keeping this knowledge alive and relevant.