[R182.Ebook] Free PDF Offshoring Secrets: Building and Running a Successful India Operation, by Utkarsh Rai

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Offshoring Secrets: Building and Running a Successful India Operation, by Utkarsh Rai

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In this book, years of experiences and interactions with various people in this industry are drawn upon to suggest ways to setup and run an India operation. You will get solutions to numerous day-to-day problems that managers in the parent offices face. You will also understand the issues faced by managers in India, and their frustrations in dealing with their counterparts in the parent company. This book can be used to:

• Resolve cultural clashes
• Overcome communication issues
• Understand the risk analysis
• Successfully hiring and retaining
• People management
• Various HR and Government policies to adhere to
• Project execution

• Sales Rank: #2493347 in Books
• Brand: Brand: Happy About
• Published on: 2007-08-22
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x .34" w x 5.51" l, .44 pounds
• Binding: Paperback
• 160 pages

Features

• ISBN13: 9781600050619
• Condition: New
• Notes: BRAND NEW FROM PUBLISHER! 100% Satisfaction Guarantee. Tracking provided on most orders. Buy with Confidence! Millions of books sold!

Most helpful customer reviews

2 of 2 people found the following review helpful.
Good read for those new to People and Operations Management and setting up Operations in India
By Emmy B. Gengler
In recent years I have read a number of books about offshoring, outsourcing, offshoring to specific geographical locations, etc. Offshoring Secrets falls in to the latter category, with the emphasis on setting up operations in India. This is the first book that I have read where the author specifically states that one of the primary targets for the books are Indian's (and others outside of India) who are tasked with setting up Indian operations for multinationals or other firms coming in to India. There are probably other books out there, but I have just not read them yet.

Keeping the intended targets in mind I set out to see if anyone involved with outsourcing could learn from this book and how much a person would learn concretely about setting up operations in India.

To start off in the Preface of the book, the author lists the types of questions which can be answered by reading this book, questions such as: "My manager has asked me to setup an India center to save costs, but I am not achieving any remarkable savings within the stipulated timeframe. What am I doing wrong?" I like the structure of all of the questions and most of the questions that are listed are very specific rather than general. But as I went through the nine questions that this book is supposed to answer, I found myself putting them in to two categories; 1 - Those that would apply to any project any where and 2 - those that would apply to any offshore location. Out of the nine questions I put 3 in the any project category and 6 in the any location (or country) category.

I found more specifics that can be applied to any offshore location, with a few specifics for India only, such as the following:

* The section on choosing the location of the facility; - the smaller your operations will be, the better it is to be located in the city center or to have a central location so that the average commute time is less, thus giving an advantage in hiring. Where as larger operations can be located outside the city since larger operations can afford to finance transportation for their staff to help people get to/from work. This is true in many other offshore locations as well.

* The formation of the support team is also relevant irregardless of which offshore country, as is choosing the right work to start with, both of these areas are critical to the success of any offshore venture, with which I wholeheartedly agree.

* No one will disagree that India certainly has some nuances currently with recruitment; receiving 1000 to 10000+ resumes from a single advertisement certainly does not happen every where, but the ideas of how to and where to source can be applied in almost any offshore location. Different types of interview processes described, are standard interview processes used most everywhere (in the west as well, so this is relevant just to those new to the hiring process and how to conduct it).

* Chapter 5 is dedicated to culture. Some of the issues discussed can be seen in other offshore locations, such as the issues of sharing salary information and benefits. The fact that people join companies for social reasons as well as for salary, etc., is also not associated only with India. The fact that it is a culture which values "seniority" to the extent that it does is probably more unique to India than other offshore locations, but can be seen to some extent in other offshore locations as well. The description of India as a "Difficult to say No" culture, is also one of those traits more unique to India than other locations, but also can be seen to some extent in other offshore locations as well.

* Issues of how the parent company deals with the offshore company or the team in India, this can be true irregardless of the offshore location. The discussion is useful since it gives suggestions on how to mitigate these issues.

* The chapter on People Management, chapter 6, I did not find unique, most of the discussion dealt with issues that one would have to deal with anywhere, so this chapter is most relevant for the new manager.

Chapter 7 brought up something which I thought was a bit ironic for a book about offshoring and therefore about distributed work. A situation was described around what to do to make the execution of work successful. Per the author's suggestion, the development team and the test departments should be co-located together in an open environment in order to facilitate interaction; otherwise there could be problems between the two groups. Well most likely for any manager anywhere, who is reading this book and is charged with setting up facilities, this would be an ideal situation. But most managers are also realists and the nature of offshoring and outsourcing work tends to mean you work with distributed teams. In many instances the testing team may be located in one country and the development team in another and the testing department just may motivate themselves by sending an email to everyone in all teams talking about a big bug they just found right before the "go live" date. This may be seen as de-motivating or like the test department is rubbing it in their faces, to the development team, but this situation may occur and it just may be out of your hands if you are the manager of the development team. You can only worry about your team and how to keep them motivated and you have to be able to deal with these situations that arise in distributed teams. If you can't deal with these situations then it is reminiscent of the reasons for not offshoring such as; "we can't offshore software development, we need everyone in the same location", and this is obviously not true. So any new manager reading this book will have to be able to deal with the fact that they may not have a choice as to having the test and development teams co-located, and they may just have to learn to deal with it in this global world.

For both Indians and others reading this book, it is good to keep in mind that many of the specifics which are talked about; details to look for in rental agreements or what type of legal documents you will need to establish the Indian entity, can be expected to change in India as laws change. As in most of the developing countries, laws change rapidly; exact documents needed change frequently, etc., that is just to be expected.

If you are Indian or from another country and you would like to eventually be able to set up operations for a foreign firm in India, and you are new to the outsourcing industry and all of the administrative and people management issues, this book is a must read. If you are an experienced Indian manager or an experienced manager from another country and you are charged with setting operations for your company in India; chapters 3, 4, and 5 will most likely still be interesting for you. If you are a new manager and you are going to be managing for the first time, a team for a foreign firm in India or in another offshore location, you will find parts of chapter 4 and 5 relevant and chapters 6 and 7 (which will help in dealing with the parent company and in setting up the projects for success) relevant.

2 of 2 people found the following review helpful.
Thumbnail sketch of challenges faced by global companies when they try to build and administer a successful offshore operation.
By Jeff Lippincott
This book was just OK (3 stars). I didn't particularly like (4 stars) it. And I certainly didn't love (5 stars) it. This book covers a special kind of project management: offshoring. Global companies (parent companies headquartered in a country other than India) have started openning operations in India (offshore counterparts) with hopes of saving labor costs when providing their services and manufacturing their products.

The author has significant experience openning and running offshore operations for various global companies. He has worked in India, Germany, and the US. His background has been as an IT professional. And he has written the instant book or booklet (it is only 100 or so small pages long) covering the issues he has found to be important when doing his work.

The problems that arise when leading and managing an offshore project depend on whether the leader of the project is a foreigner or a native to India. They depend on whether the leader has technical skills and/or management skills. They depend on whether she has knowledge of the culture in India. And they depend on whether she has knowledge of India itself (cities, regions, states, or whatever). Nobody is good at all of these things. And this book covers in general terms how people with a different mix of these traits perform as project managers when leading an offshoring project.

I hate to say this, but the writing of this booklet hit me as if it had been written using the native language of India and translated using a computer program that could translate it to English. Clearly someone had edited it after the computer translated it, but it still just did not flow for me as I read it.

In my humble opinion, this book could easily have been a 350-page tome of larger pages if it had been better outlined, developed, and written. The quality of the writing does not surprise me. Techies are not known for their writing and communications skills. I must give the author credit, though. By writing this book he has prepared the first draft of a future revised edition that could be a really good book. And I suspect he will eventually write that book. The author was clearly trying to be helpful in giving us the instant book. And I do feel bad not being able to rate it higher than the star rating I gave it.

The topics included in this book involve: (1) project management, (2) leadership, (3) people skills, (4) communication skills, (5) strategic planning, and (6) understanding cross cultures. And there are many books written about all six of these topics. So why was this book only 100 pages? And why was this 100-page book worth the $19.95 price tag? I didn't see any groundbreaking information provided here. 3 stars!

1 of 1 people found the following review helpful.
The hard work of establishing your company offshore in India...
By Thomas Duff
Utkarsh Rai, the author of Offshoring Secrets: Building and Running a Successful India Operation, contacted me and asked if I would be interested in reviewing this title. Being that I'm in the Information Technology field (which experiences its fair share of offshoring), I thought it would be a good look to see what's really involved in that process. Rai uses his first-hand knowledge of the subject to share the perils and pitfalls that one must account for when trying to start up an operation in India.

Contents:
A Brief History; Choosing the Right Leader; Setting up the Operation; Recruitment Challenges; Culture & Policies; People Management; Execution is Everything; Conclusion; Terms and Terminology; List of Vendors; Policies to Address; Solutions to Case Studies; About the Author

The offshoring that is discussed in this book is more in line with your company wanting to actually establish a presence in India. It's not so much for the company that is outsourcing part of their process with an offshore firm. But in either case, you'll be exposed to the reality of the situation when it comes to reducing costs by offshoring. Since so many companies are moving or establishing operations in India, the pressure to pay higher wages to recruit the top talent is very real. Therefore, it's not *as cheap* to hire an Indian workforce as it may have been a few years back. Yes, it's still cheaper than American wages, but the gap is getting smaller. On top of trying to hire good talent in a hot job market, you also have to account for cultural, legal, and time zone differences. The time gap means that one side or the other is going to have to be available at some inconvenient hours for meetings. Tax and regulations are also quite different, so you'll need to make sure you have local resources to guide you through that process. And of course, treating a foreign workforce as though they were brought up with American culture and values is a sure way to alienate everyone quickly. By the time all these things are taken into account, the hype about massive savings with offshoring operations becomes less rosy, and you realize that it'll take time, money, and a lot of effort to realize those benefits.

It doesn't take a lot of time to read through this short volume, and you'll take away a realistic look at what makes up the success and failure of an offshore operation. The net result is that you'll be able to estimate the true costs and value of taking that route.

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[V354.Ebook] Free PDF The Water of Life: A Treatise on Urine Therapy, by J.W. Armstrong

Free PDF The Water of Life: A Treatise on Urine Therapy, by J.W. Armstrong

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The Water of Life: A Treatise on Urine Therapy, by J.W. Armstrong

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In this revolutionary treatise, J.W. Armstrong puts the compelling case that all diseases (except those caused by traumatism or structural disorders) can be cured by one simple means. The therapy is an entirely drugless system of healing that treats the body as a whole. Moreover, the only ingredient needed is a substance manufactured in the body itself, rich in mineral salts, hormones and other vital substances, namely human urine. It may seem strange to take back into the body something that the body is apparently discarding. Yet the theory is similar to the natural practice of organic composting. Fallen leaves, when dug back into the soil, provide valuable mineral salts to nourish new plant life. The same principle holds true for the human body.

• Sales Rank: #153920 in Books
• Brand: Armstrong, John W.
• Published on: 2005-06-01
• Released on: 2005-07-26
• Original language: English
• Number of items: 1
• Dimensions: 7.60" h x .40" w x 5.00" l, .40 pounds
• Binding: Paperback
• 144 pages

About the Author
Jennifer Keishin Armstrong is the author of Why? Because We Still Like You and coauthor of Sexy Feminism.

Most helpful customer reviews

185 of 185 people found the following review helpful.
A wise and wonderful book.
By tepi
THE WATER OF LIFE : A Treatise on Urine Therapy by John W. Armstrong. Saffron Walden, Essex : The C. W. Daniel Co.Ltd., 2nd Edition 1971, Twelfth Impression, 1998.

Since its first publication in 1945, 'The Water of Life' has achieved something of the status of a classic. Having just finished reading it, I can understand why. Armstrong, who was a British naturopath, was a very modest man who never intended to write his book. But after repeated requests, and after considering that he had a duty to his fellow men and women to reveal the details of the miraculous therapy he had discovered, he went ahead, and we should all be intensely thankful that he did. The book is a goldmine of good sense, practical advice, brief though fascinating case studies, and astute observations on a wide range of matters.

His discovery - or perhaps rediscovery is a better word, since urine therapy was and is known and practised in many cultures and is even known to the animals - came about in a curious way. As a young man he suffered from consumption, had been passed through the hands of a whole slew of orthodox medical practitioners, none of whom had been able to cure him, and some of whom made his condition worse.

But he seems to have been a religious man, and one day, while pondering Proverbs V.xv : "Drink waters out of thine own cistern, and running waters out of thine own well," he had a flash of inspiration which led him to link this passage with a few tales he'd heard about the curative properties of urine. Could this reference to "waters," he wondered, be a reference to the body's own water - urine? Having nothing to lose, he decided to give it a try.

He began drinking his own urine, was restored to health, and went on to lead a vigorous and productive life by helping to restore the health of many others, both human and animal. Incidentally, one of the interesting features of his book, which indicates something of his kindly and unselfish nature, is that he has included a Chapter XVI 'Urine-Therapy on Animals.'

In 'The Water of Life' he has provided details of the threefold 'urine fast' method he worked out, details which will be found enough to go on by mature adults of average intelligence who have a bit of common sense.

The most important point to understand, which he emphasizes throughout, is that one should try to avoid using or ingesting any substance other than urine and pure water - whether chemicals, drugs, alcohol, denatured foods, etc., - when undergoing a urine fast or 'penance' as he liked to call it.

The whole idea is to allow NATURE to take her course with as little interference from us as possible. A fast of urine and pure water, plus frequent, lengthy, and thorough urine massages, and, if necessary, the application of urine compresses, would, he felt, cure pretty well anyone of almost anything if undertaken long enough for the body to rid itself of toxins.

Armstrong's 'The Water of Life' is a very rich book, crammed with fascinating and useful information, and interwoven with brief case histories of almost every conceivable ailment. I couldnt even begin to do justice here to the wealth of ideas it contains.

Four books on urine therapy are currently available : those of Armstrong, Martha Christy, Coen van der Kroon, and Flora Peschek-Bohmer. Of these, the Peschek-Bohmer may be ignored as being both superficial and highly misleading on essential matters. The remaining three all serve to complement each other in different ways, with one providing what the other lacks or hasn't gone into as fully.

The serious practitioner would be unwise to overlook Armstrong. True, his is an early book and we know more about the actual constituents of urine and how it does its work today. But he was a unique character, and in his own way he was a very wise man, and I think he will always have a lot to teach us all.

54 of 55 people found the following review helpful.
An Incredible Account of Healing !!
By John Wagoner of Davis
My first impression of this book was unfavorable, as I was surprised the author's introduction was dated 1944, when I was expecting a book published in 2005 to be ' modern'. The book is about the accomplishments of a healer who worked between 1918 and 1944 . I quickly found this book to be one of the most extraordinary accounts of healing I have ever read. Most of the book is comprised of case histories of extremely sick people that healed themselves with the guidance of John W. Armstrong. People found there way to Armstrong after being abandoned by their doctors and other healers and told to go home to die, or they refused the conventional surgeries for fear of death. People recovered from gangrene, tuberculosis, kidney failure, kidney stones, breast cancer, pancreatitis, leukemia, burns, malaria ( of 40 cases treated, 40 went in to complete remission ) and many other diseases and injuries that had advanced to life threatening status. Non life threatening conditions are address, including treatment of the common cold, gum disease, and skin disorders.

Part of the book is devoted to how he came to heal himself, and the rational for his therapy.

Armstrong's method of self healing involved removal of all medicines and fasting for five to up to forty five days. The patients drank water and most of their own urine. Urine was also used to massage into peoples skin. It turns out urine is sterile solution of minerals, vitamins, hormones , living cells, etc., that can have profound healing qualities when used externally and or internally. I wonder if the medical use of urine was somehow a selective advantage that got us naked apes to where we are today !

Armstrong's book is a good starting point to explore Urine Therapy, and should give people the faith to try it. Why not give your body 30 days to heal itself before you endanger it with toxic mainstream therapy such as breast cancer treatment ? If you can't afford designer mouth wash, try using your own urine, just don't tell anyone !!

November 2013. I have had experience using my own urine as a topical wound dressing, both with infected and non infected wounds. I soak a clean bit of old towel in my fresh urine, place it on the wound, cover with plastic from a zip lock bag and secure with an ace bandage. I change the dressing twice a day. It seems to be quite helpful and I have had no problems with the USR ( urine soaked rag ) sticking to the wound. An uninfected abrasion on my knee about the size of a silver dollar was healed in 15 days. I am a 62 year old diabetic with ok circulation in my legs.

October 2014. Badly wounded the tip of my index finger this July. Cut was about an inch long and very deep. It bled now and then for over a week. I would wrap the wound in a cut off finger from a cotton glove, soak it in fresh urine and then over it up with a finger from a latex glove. It healed without the use of antibiotics. It healed without scaring which is one the claims ( now personally verified ) from Armstrong's book. Increases the credibility IMO.

40 of 41 people found the following review helpful.
This book will be in my personal library for rest of my life
By Jefree Cline
Ever since I found this book and started Urine Therapy I have not been sick with cold, cough or flu. My energy is better, I am more loving. I have been practicing Urine Therapy for a year and the miracles that have happened are endless. Some times when I get uninspired with Urine Therapy for any reason... I will pick up this book and get recharged and inspired to keep up with it. I notice that it has deactivated my aging process...and I feel I like in the movie Benjamin Button ... growing young again. Yes Urine Therapy is the fountain of youth, and if practice this... like winning the lotto of life. Congratulations :)

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[B310.Ebook] Free Ebook Small Data: The Tiny Clues That Uncover Huge Trends, by Martin Lindstrom

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Hired by the world’s leading brands to find out what makes their customers tick, Martin Lindstrom spends three hundred nights a year overseas, closely observing people in their homes. His goal: to uncover their hidden desires and turn them into breakthrough products for the world’s leading brands. In a world besotted by the power of Big Data, he works like a modern-day Sherlock Holmes, accumulating small clues to help solve a stunningly diverse array of challenges. Lindstrom connects the dots in this globe-trotting narrative that will fascinate not only marketers and brand managers, but anyone interested in the infinite variations of human behavior.

Small Data combines armchair travel with forensic psychology into an interlocking series of international clue-gathering detective stories. It presents a rare behind-the-scenes look at what it takes to create global brands, and along the way, reveals surprising and counterintuitive truths about what connects us all as humans.

• Sales Rank: #359809 in Books
• Published on: 2017-02-14
• Released on: 2017-02-14
• Original language: English
• Dimensions: 8.26" h x .72" w x 5.51" l, .0 pounds
• Binding: Paperback
• 256 pages

Review

*Named one of the "Most Important Books of 2016" by Inc.*

*A Forbes 2016 "Must Read Business Book"*

*Named a "Book Retailers Should Read in 2016" by Shelf Awareness*

"Lindstrom's uncanny ability to detect and decipher seemingly unrelated clues will inspire reporters and detectives as well as companies looking for ways to develop new products and ideas." ―Kirkus

"In today’s business environment, Big Data inspires religious levels of devotion and Martin Lindstrom is an atheist. … In sum, Big Data has problems and Martin is successful at showing how Small Data is essential to overcoming them." ―from the foreword by Chip Heath

"Martin Lindstrom channels cutting-edge forensics to reveal the dichotomy between data and wisdom. If you love 'Bones' and 'CSI,' this book is your kind of candy." ―Paco Underhill, author, Why We Buy

“Martin’s best book to date. A personal, intuitive, powerful way to look at making an impact with your work.” ―Seth Godin, author, Purple Cow

"Although the data explored in this book may be small, their implications for human behavior are considerable, making them invaluable for anyone wishing to better understand the factors that spur purchase decisions." ―Robert Cialdini, author of Influence

“Interesting reflections about enduring human difference in an increasingly homogenised world.”--Andrew Hill, The Financial Times

About the Author
MARTIN LINDSTROM is a foremost consultant to a Who's Who of world-renowned companies. He is the author of the international bestseller Buyology, as well as six other highly acclaimed titles. In 2009, Time Magazine recognized Lindstrom as one of the top 100 Most Influential People in The World. In 2015, an independent study among 30,000 marketers named him the world's number #1 brand-building expert.

Most helpful customer reviews

3 of 3 people found the following review helpful.
Small Data – not a small revolution but a BIG revolution
By Amazon Customer
I cannot tell you how releaved I was when I first heard about Small Data. The number of meetings I’ve attended – the number of conferences I’ve attended all babbling about BIG data – and how wonderful it is – has for some time been like the empires new clothes story. Everyone talked about it, everyone wanted it but no-one has really a clue about what it is and most importantly how to use it.
What I love about Small Data is, beside that the book is extremely well written, that it really makes a very compelling case for the very concept of Small Data. It is a pageturner that’s for sure – which I guess is rare for a book covering what one would think a dry topic like that. But more than that – the book is so convincing, so concise and simple that you end concluding – how obvious – why didn’t I think about it – in fact why is the world so wrong and this book so right.
I noticed that on the authors site he positioned this as a “small” revolution – playing on the word small – I think he’s wrong. Small Data is a BIG revolution, companies after reading this book will without any doubt completely change their mind about the millions of data they obtain and how they see the future. Hopefully we’ll soon see a lot of Small Data Departments around. Needless to say – this is not only an enjoyable and thought provoking book – it is a book everyone in business have to read.

4 of 4 people found the following review helpful.
Rabbit Trails
By Brian Ahearn
I really enjoyed Buyology but Small Data was just okay. Martin shares some interesting insights into people and their habits but sometimes digressed so much I had to shake my head and remind myself what his original point was or what he was tying to support/prove. It reminded me of talking to a grandparent who feels the need to go off on rabbit trails and you just want them to get to the point.

1 of 1 people found the following review helpful.
This book is theory and predictions applied in the real world - very refreshing
By Sonia Lefevre
I’m a huge fan of trends books and I’ve read them all (or almost). I heard about this book through my reader club - and couldn’t wait to read it. The subtitle “The Tiny Clues That Uncover Huge Trends” just caught my attention. When I’m this excited to read a book it rarely delivers - this book did from the very first page where Martin talks about the Lego story. It is such an amazing insight about how my favorite toy brand avoided bankruptcy by picking up on a trend no-one saw, to become the worlds number 1. What I like about this trend book compared with almost every other book I’ve read in this category is that Martin is real - I mean he doesn't just sit there and write about the future - he’s adapting his trend observations to the real world - and as a result time after time turn around brands out there. He talks about how a supermarket chain in the U.S. (Lowes Foods) was completely turned around based on some fascinating trend observations he made while staying in consumers homes in North Carolina, how he picked up on how girls were using facial powder in Switzerland and as a result helped a fashion chain there to increase sales, or my beloved Roomba recovered its sound (I've always been puzzled why those cute navigation sounds suddenly seemed to have disappeared in the latest model I bought some years go). He convinced Roomba to re-introduce these based on trend observations - and people loved it.

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[X579.Ebook] Download PDF 2017 History Channel This Day In History Civil War Boxed Calendar: 365 Incredible Events, Fascinating Decisions, and Unforgettable Leaders

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Perfect for history buffs and trivia lovers alike, this calendar follows on the heels of History Channel This Day in History Boxed Calendar, the #1 history calendar, from one of the most relied-upon and best-respected sources of historical material, The History Channel, with content specifically related to The Civil War

• Sales Rank: #20233 in Books
• Brand: Sourcebooks
• Published on: 2016-07-01
• Released on: 2016-07-01
• Format: Day to Day Calendar
• Original language: English
• Number of items: 1
• Dimensions: 5.00" h x 5.00" w x 1.25" l,
• Binding: Calendar
• 320 pages

Features

• Historic Events
• Height: 4.250 inches. Width: 4.500 inches.
• Manufactured by: Sourcebooks

About the Author
History� is the leading destination for revealing, award-winning, original non-fiction series and event-driven specials that connects history with viewers in an informative, immersive and entertaining manner across multiple platforms. Programming covers a diverse variety of historical genres ranging from military history to contemporary history, technology to natural history, as well as science, archaeology and pop culture.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Know a History buff? Buy them this.
By Jennie
I am so glad that This Day in History has come back out with a calendar devoted to the Civil War. My Mom's husband is a bit of a history buff, and his enjoyment of the Civil War has prompted me to buy him one of these every year for the past 10 or so odd years. Last year there wasn't one which was such a bummer, but I did find a similar one which was wonderful, just not "This Day in History" wonderful.

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I am always trying to find new things to get him for the Holidays that would interest him, but these are by far his favorite to have. It's nice that the pages are recyclable so once he reads one he can just toss it in the recycle bin, or sometimes he will even pin one up if he really enjoys it.

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[K958.Ebook] PDF Ebook When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, by Tom Hopkins, Ben Katt

PDF Ebook When Buyers Say No: Essential Strategies for Keeping a Sale Moving Forward, by Tom Hopkins, Ben Katt

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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. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.

It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes.

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.

There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

• Sales Rank: #216032 in Books
• Published on: 2014-04-01
• Released on: 2014-04-01
• Original language: English
• Number of items: 1
• Dimensions: 9.50" h x 1.25" w x 6.50" l, .92 pounds
• Binding: Hardcover
• 320 pages

From Booklist
Every no means something different in sales. And rather than relying on a rote way of teaching how to break through these obstacles, experts Hopkins (author of How to Master the Art of Selling, 1980) and Katt show readers through examples. Their process is named the “circle of persuasion,” which starts and ends with traditional steps, from establishing rapport to closing the sale. What makes the program work is the authors’ intense attention to detail as well as two conversation-filled case histories that mirror the content in each chapter. Here, salesperson “Kate” focuses on business sales; “Bob,” on residential. Emphasizing that a no doesn’t signify a personal rejection, Hopkins and Katt pound away on the fundamental skills every good salesperson should acquire, such as listening, going beyond surface rapport, relaxing (a key attribute when the close is near), and negotiating. Selling well is not an easy subject to teach on the printed page; both authors will earn readers’ respect for doing just that. --Barbara Jacobs

Review
"Saying no to a pro gets them on the go, because most great and well-trained salespeople think dyslexically that "no" means "on." Tom and Ben's book will effectively train you to get to "ON" WHEN THE CUSTOMER SAYS NO. Enjoy reading my friends' book that will leverage you to vast profitability, service with a smile, and sales greatness. By reading this inspired book you will thank them in your prayers." - MARK VICTOR HANSEN, CO-CREATOR OF THE WORLD'S BEST-SELLING SERIES CHICKEN SOUP FOR THE SOUL

"There are a lot of books on selling, but none of them provide the kind of ground-breaking insights that Hopkins and Katt provide in WHEN BUYERS SAY NO. This will become mandatory reading for all sales professionals in the years to come." - JOHN O'DONNELL, CKO, ONLINE TRADING ACADEMY



"A crystal clear, concise How-To book that uncovers the hiddden 'yes' behind every 'no'." - ANTHONY PARINELLO, BESTSELLING AUTHOR OF SELLING TO VITO, THE VERY IMPORTANT TOP OFFICER



"Hopkins and Katt prove Henry Ford's theory of 'Whether you think you can or you can't, you're right' by starting with the salesperson's mindset to determine sales success. The tactics that follow help overcome potential rejection for when buyers say no." - SUZANNE GARBER, RISK MITIGATION CEO



"Wow! What a great book! Sales masters and experts Tom Hopkins and Ben Katt have taken the single most important obstacle to sales success and shown sales professionals how to overcome it once and for all." - BRIAN TRACY, BESTSELLING AUTHOR OF THE PSYCHOLOGY OF SELLING



"I just got an advance copy of WHEN BUYERS SAY NO. I got more out of reading the first chapter than I've gotten out of 99.99% of all the sales books I've read. I predict it will be a classic." - GEOFFREY JAMES, AUTHOR OF BUSINESS WITHOUT THE BULLSH*T AND THE AWARD-WINNING COLUMNIST ON INC.COM

"When you understand what the no's in sales really mean, you'll understand how to get more yeses. Read When Buyers Say No by Tom Hopkins and Ben Katt. You won't regret it!"―BILL BARTMANN, BESTSELLING AUTHOR OF BOUNCING BACK

"Business students and practitioners will find this material very useful."―Library Journal

About the Author
Tom Hopkins is the chairman and founder of the renowned sales training organizationTom Hopkins International. He is a member of the National Speakers Association and is the author of the national bestseller How to Master the Art of Selling. Today, more than 35,000 corporations and millions of professional salespeople throughout the world utilize his professional sales training materials.

Ben Katt is a multi-million dollar producer in corporate sales, and has a long track record when it comes to "sealing the deal." He has been instrumental in turning around several top companies and improving their sales records.

Most helpful customer reviews

9 of 9 people found the following review helpful.
BOOM the motivation I needed to continue selling
By nydunes
I was recently at a farmers market and spoke with a nice man at a booth selling olive oil. I needed olive oil, asked him some questions about it, tasted it (which was great) but didn't buy it that day. Why? I was concerned about the freshness of the oil and how long it took to get from Europe to the states. I was concerned about the way it was collected and pressed and the man at the booth didn't give me enough information about these concerns.

This gentleman could have really used this book as well as anyone who sells anything in any way. When he asked me if I wanted to buy, I said no because I was uncomfortable and had unaddressed concerns about the freshness of the oil. Addressing people's unsaid concerns is exactly what this book is about.

People say "no" in various forms more often than not because they have a concern they may not even be able to articulate. How can you address a concern you don't know? This book does an amazing job showing examples how a salesman can build rapport and trust to address those concerns AND how to continue the sales conversation after the potential client said no.

This book helps anyone in sales dive deeper into the actual issues of why someone is saying no and address those issues to show the potential client why the product or service may actually be the right fit. Sounds obvious right? This book gives great examples of actual dialogue and how simple conversation can change the entire sales pitch around where you really connect with your potential client.

This book rocks. The author, Tom Hopkins, doesn't advocate a pushy, annoying sales strategy. He advocates exploring with your potential client if what you are selling can really help. You are the person to present the solution and address fears and concerns. It is easy to read, its fun and engaging. Everyone sells on some level from attorneys, to medical professionals and professional salesmen. I think this book is great resource for every profession, it is not limited to just sales people.

5 of 5 people found the following review helpful.
Does a great job when you hit no. Chock full of tactics and good advice
By Reg Nordman
The authors are very seasoned sales trainers and it shows in the text. The first chapter sets quite a task ahead in meeting the buyer who says no. The next nine chapters provide a good review of decent sales tactics which should almost eliminate the no. Decent notes on value as well At Chapter 11 and on they get back to addressing the client who says no and provide real and useful tactics to meet all the questions you get at this stage and at closing and the inevitable negotiations. Any salesman can see themselves in these situations and will learn something from it. As a sales tactics book it is as good as many that are out there. Where it falls down is the lack of acknowledgement of the buyers process today and how sales can reduce the nos very early, by eliminating many more client issues before getting into all the detail. I see the use of this book with the weak middle of your sales team who just will not adapt to more modern methods or can not.

2 of 2 people found the following review helpful.
I Just Love It When They Say "YES!"..!!
By Bryan Toder
I'm in a very odd business: I'm a Hypnotist selling high-end hypnosis programs to my clients. The programs are at a "premium" fee level and most people just don’t know what I do when they come in.

The programs really work and my clients NEED the help because I and the programs can save lives!

So, when someone says “No”, it it my DUTY and MISSION to get them to say “Yes!” so that they can live happier and healthier lives!!

“When Buyers Say No” is perfect for anyone to learn the skill of turning around the “No”. It’s almost like a game, really, and the authors of this book basically take any of the pain of getting a “No” and channeling that energy into making and closing the sale.

(Even seasoned sales pros will pick up some great info here!)

The book takes you through what the authors call The Circle of Persuasion. It’s like a map of the sales process. Follow it, and you should come out with the sale! I like it; it’s easy to follow and it works!

Realize that this book is about closing the sale and getting the “No” to a “Yes”; it’s not about how to sell. Get Tom Hopkins’ books for that. “When Buyers Say No” is specifically to teach you how to move the sale to the end where you get the order!

I highly recommend this book.

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[F723.Ebook] PDF Ebook The Changing Face of World Missions (Encountering Mission): Engaging Contemporary Issues and Trends, by Michael Pocock, Gailyn Van Rheenen

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The dramatic changes that have taken place both in global society and in the church have implications for how the church does missions in the twenty-first century. These trends include the rise of postmodernism, the spiritual decline in the West and the advance of the gospel in the rest of the world, and the impact of technology on society and missions.

The Changing Face of World Missions is for the mission-minded church leader or lay person who wants to understand these trends. Each chapter identifies and evaluates a trend, examines it in light of Scripture, and proposes a practical response. Important terms are defined, and sidebars help readers think through the issues on their own.

• Sales Rank: #466310 in eBooks
• Published on: 2005-10-01
• Released on: 2005-10-01
• Format: Kindle eBook

About the Author
Michael Pocock (D.Miss., Trinity Evangelical Divinity School) is chair and senior professor of world missions and intercultural studies at Dallas Theological Seminary. Gailyn Van Rheenen (D.Miss., Trinity Evangelical Divinity School) retired from Abilene Christian University in 2003 to launch Mission Alive, an organization devoted to the training of Christian leaders. Douglas McConnell (Ph.D., Fuller Theological Seminary) is dean of the School of Intercultural Studies and associate professor of leadership at Fuller.

Most helpful customer reviews

5 of 6 people found the following review helpful.
5 stars for the book, 3 for the formatting
By dbarnwell
This applies to the Kindle format only:

I bought this book for a class on missions. The content it good but some of the formatting is out of whack. It isn't consistently bad throughout the book. The case studies seem to be the worst. Here is an excerpt from one of the case studies.

"How could an Amer can comp y this n workers? Wasn't America supposed to be a Chistian nation? Weren't the owners of this business Christians themselves? How could they simply dump dozens of people--people with families--so i pu su t of greater profit? Wasn't America full of Christians? Couldn't they tell these companies how badly it hurts when they pursue free-market policies ? Weren't there any rules against creating jobs in other countries, raising people's hopes, and then dashing them h Maybe he ndian Labor Board would have something to say to the American company!"

If you're a fan of mad libs, go with the kindle format.

5 stars for the book, 3 for the formatting

2 of 3 people found the following review helpful.
Good stuff
By B. Lee
Good book. It goes into different trends and contemporary issues when it comes to missions. Some of the subjects covered are globalization, postmodernism, contextualization, majority world christianity, etc...It is written by evangelical missiologists from the west. This is an awesome book. Get it.

0 of 0 people found the following review helpful.
The State of International Missions Strategies
By Kevin Brown
Very comprehensive look at global missions and movements. Situated cueent mission strategies in context of global changes impacting the state of the world. Well-written and very comprehensive.

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• Sales Rank: #4350294 in Books
• Published on: 2002-08-28
• Number of items: 2
• Binding: Hardcover

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• Sales Rank: #1076926 in eBooks
• Published on: 2010-03-17
• Released on: 2010-03-17
• Format: Kindle eBook

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5 of 5 people found the following review helpful.
Title Is Misleading
By ldlacyguam
Although the title states Basic Electronics, it's not very basic. I was looking for something that was designed for someone without an electronics background. This book seems to be more for designed for people who already know what makes up electronic components.

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