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...

Now in its sixth edition, the internationally acclaimed Foundations for Practice in Occupational Therapy continues to provide a practical reference tool which is both an indispensable guide to undergraduates and a practical reference tool for clinicians in the application of models and theories to practice. Underlining the importance and clinical relevance of theory to practice, the text provides an excellent introduction to the theoretical basis of occupational therapy. Contributions are giv...

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...

If you thought that data structures and algorithms were all just theory, you're missing out on what they can do for your code. Learn to use Big O Notation to make your code run faster by orders of magnitude. Choose from data structures such as hash tables, trees, and graphs to increase your code's efficiency exponentially.

With simple language and clear diagrams, this book makes this complex topic accessible, no matter your background. This new edition features practice exercises in every cha...

Includes pictures, notes and an extensive section on Oscar Wilde's life and works. Dorian Gray is having his picture painted by Basil Hallward, who is charmed by his looks. But when Sir Henry Wotton visits, and seduces Dorian into the worship of youthful beauty with an intoxicating speech, Dorian makes a wish he will live to regret: that all the marks of age will now be reflected in the portrait, rather than on Dorian's own face. The stage is now set for a masterful tale about appearance, rea...

Whether used to help students learn how to perform research or how to critically appraise research reports for use in practice, this authoritative, approachable textbook shows how nursing research is applicable across today's changing healthcare field. AJN award-winning authors Denise Polit and Cheryl Beck detail the latest methodologic innovations that have arisen in nursing, medicine, and the social sciences in their signature user-friendly style, accompanied by the helpful learning feature...

Im Sprachunterricht begleiten Lehr- und Lernmedien den Lernprozess von Anfang an. Die Vielzahl der Medien macht Kommunikation möglich, wie sie für viele Lernende auch außerhalb des Klassenzimmers Realität ist. Es ist wichtig, dass Lehrkräfte Lehr- und Lernmedien für ihre Zielgruppe auswählen und didaktisieren können und dass sie wissen, wie man Zusatzmaterialien für den eigenen Unterricht adaptieren kann.

Der Band bietet eine grundlegende Neubearbeitung, die sowohl Aktualisierungen a...

Technologie verandert de manier waarop we werken, ons sociale leven, onze vrijetijdsbesteding en de hoeveelheid informatie die overheden en bedrijven over ons hebben. Sommige gevolgen hiervan kun je onmiddellijk ervaren, andere gevolgen worden pas na langere tijd zichtbaar. Door opkomende technologieën en de enorme impact hiervan op organisaties en het gewone leven, wordt ethiek steeds belangrijker in de techniek. Ethiek in ICT en techniek is een boek dat inzichten en handvatten biedt om hie...

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...

In deze uitgave in de reeks ZorgBasics staan Werkhervatting en re-integratie bij mensen met gezondheidsproblemen centraal. Door de nieuwe wetgeving is dit veld meer dan ooit aan verandering onderhevig. Dit boek gaat in op het belang van arbeidsparticipatie voor mensen met een chronische ziekte of beperking, mogelijke oorzaken voor hun afstand tot de arbeidsmarkt en methoden om een inschatting van die afstand te maken.

Uitgebreid komt aan bod wat re-integratie precies inhoudt, wat het verschil ...