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This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, When Buyers Say No details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.

This riveting biography from the American Bar Association visits the spectacular life of Edwin Land, breakthrough inventor. At the time of his death, he stood third on the list of our most prolific inventors, behind only Thomas Edison and one of Edison's colleagues. Land's most famous achievement was the creation of a revolutionary film-and-camera system that could produce a photographic print moments after the picture was taken.

Here is the extraordinary story of the unfolding of life on Earth, told by Michael J. Benton, a world-renowned authority on biodiversity. Ranging over four billion years, Benton weaves together the latest findings on fossils, earth history, evolutionary biology, and many other fields to highlight the great leaps that enabled life to evolve from microbe to human - big breakthroughs that made whole new ways of life possible - including cell division and multicellularity, hard skeletons, the move to land, the origin of forests, the move to the air. 

From an award-winning scholar comes this definitive, single-volume history that illuminates the tensions and transformations of the Russian Revolution. In The Russian Revolution, acclaimed historian Sean McMeekin traces the events which ended Romanov rule, ushered the Bolsheviks into power, and introduced Communism to the world. Between 1917 and 1922, Russia underwent a complete and irreversible transformation.

Chris Bosh, NBA Hall of Famer, eleven-time All-Star, two-time NBA champion, Olympic gold medalist, and the league’s Global Ambassador, had his playing days cut short at their prime by a freak medical condition. His extraordinary career ended “in a doctor’s office in the middle of the afternoon.” Forced to reckon with moving forward, he found himself looking back over the course he'd taken, to the pinnacle of the NBA and beyond.

From its launch in 1920 until its demise in 1951, the magazine Black Mask published pulp crime fiction. The first hard-boiled detective stories appeared on its pages. Never before in audio, these vintage stories are the darkest of the dark, and the best of the best.

Crime fiction fans old and new will delight in rediscovering these taut, character-rich, heart-stopping tales, now on audio for the first time.

A hilarious new middle grade novel from beloved and best-selling author Gordon Korman about what happens when the worst class of kids in school is paired with the worst teacher. The Unteachables never thought they’d find a teacher who had a worse attitude than they did. And Mr. Kermit never thought he would actually care about teaching again. Over the course of a school year, though, room 117 will experience mayhem, destruction - and maybe even a shot at redemption.

Neuroscientists Sandra Aamodt and Sam Wang (who is also a parent) explain the facets and functions of the developing brain, discussing salient subjects such as sleep problems, language learning, gender differences, and autism. They dispel common myths about important subjects, such as the value of educational videos for babies, the meaning of ADHD in the classroom, and the best predictor of academic success (hint: It's not IQ). Most of all, this book will help you know when to worry, how to respond, and, most important, when to relax.

From its launch in 1920 until its demise in 1951, the magazine Black Mask published pulp crime fiction. The first hard-boiled detective stories appeared on its pages. Never before in audio, these vintage stories are the darkest of the dark, and the best of the best.

Crime fiction fans old and new will delight in rediscovering these taut, character-rich, heart-stopping tales, now on audio for the first time.

From its launch in 1920 until its demise in 1951, the magazine Black Mask published pulp crime fiction. The first hard-boiled detective stories appeared on its pages. Never before in audio, these vintage stories are the darkest of the dark, and the best of the best.

Crime fiction fans old and new will delight in rediscovering these taut, character-rich, heart-stopping tales, now on audio for the first time.

The father of cognitive neuroscience and author of Human offers a provocative argument against the common belief that our lives are wholly determined by physical processes and we are therefore not responsible for our actions.

All 11-year old Alex wants is to launch his iPod into space. With a series of audio recordings, he will show other lifeforms out in the cosmos what life on Earth, his Earth, is really like. But for a boy with a long-dead dad, a troubled mum, and a mostly-not-around brother, Alex struggles with the big questions. Where do I come from? Who's out there? And, above all, how can I be brave?

David "Big Papi" Ortiz is a baseball icon and one of the most popular figures ever to play the game. As a key part of the Boston Red Sox for 14 years, David has helped the team win three World Series, bringing back a storied franchise from "never wins" to "always wins". He helped them upend the doubts, the naysayers, and the nonbelievers and captured the imagination of millions of fans along the way, as he launched balls into the stands again and again and again.

The hedge fund industry has gone through dramatic changes in recent years. Investors of all types continue to want to place their assets into these investment vehicles even in the wake of the credit crisis, massive frauds, and insider trading scandals. Once the forbidden fruit of Wall Street, hedge funds are now considered "must have" investments in any diversified portfolio.

A candid, colorful, and comprehensive oral history that reveals the secrets of Silicon Valley - from the origins of Apple and Atari to the present day clashes of Google and Facebook, and all the start-ups and disruptions that happened along the way. Drawing on over 200 in-depth interviews, Valley of Genius takes listeners from the dawn of the personal computer and the Internet, through the heyday of the web, up to the very moment when our current technological reality was invented.

From the American Revolution through the Civil Rights movement, Americans have long mobilized against political, social, and economic privilege. Hierarchies based on inheritance, wealth, and political preferment were treated as obnoxious and a threat to democracy. Mass movements envisioned a new world supplanting dog-eat-dog capitalism. But over the last half-century that political will and cultural imagination have vanished. Why? The Age of Acquiescence seeks to solve that mystery.

Focuses on competitive selling: the range of skills that sales professionals need to reach their full potential. It offers practical, step-by-step advice that salespeople can take to prevent the competition from selling their products or services, revealing the components involved in gaining full control of a sales situation.  

Whilst the Kriegsmarine's surface fleet, restricted for much of the period after 1919 by the terms of the Versailles Treaty, was relatively small in comparison to the Royal Navy, it did possess a number of highly potent battleships and other capital vessels that could - and did - pose a major threat to British interests in the North Atlantic and Arctic Ocean. Amongst the most powerful were the two battleships - the Bismarck and the Tirpitz.

The life and film genius of A Nightmare on Elm Street and Scream director Wes Craven. Wes Craven is one of the most successful and iconic horror movie directors in Hollywood. His masterful examination of the nightmarish nexus of dreams and reality helped spark a career that has spanned close to forty years. Then, with their mix of horror, sex, and humor, Craven's Scream movies helped revitalize the slasher film genre.

When leading Princeton physicist Paul Steinhardt began working in the 1980s, scientists thought they knew all the conceivable forms of matter. The Second Kind of Impossible is the story of Steinhardt’s 35-year-long quest to challenge conventional wisdom. It begins with a curious geometric pattern that inspires two theoretical physicists to propose a radically new type of matter - one that raises the possibility of new materials with never-before-seen properties but that violates laws set in stone for centuries.