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Trust-Based Selling Finding and Keeping Customers for Life
The first year of developing a new sales territory or establishing new customers is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on products, grab a customer list, start calling for appointments, discover opportunities, and close deals. In fact, almost every sales model out there is based on nothing more than "opportunity" management. But ju…
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- 978-1-4842-0874-8
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- 55 b/w illustrations
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Under Siege The Independent Labour Party in Interwar Britain
Despite this reversal of fortunes, during the 1930s—years that witnessed the ascendancy of both Stalin and Hitler—the ILP demonstrated an unswerving commitment to democratic socialist thinking. Drawing extensively on the ILP’s Labour Leader and other contemporary left-wing newspapers, as well as on ILP publications and internal party documents, Bullock examines the debates and ideological…
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- 9781771991551.01
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- 6 x 9, 430 pages
Truth Behind Bars” Reflections on the Fate of the Russian Revolution
Paul Kellogg uses the story of Vorkuta as a frame with which to re-assess the Russian Revolution. In particular, he turns to the contributions of Iulii Martov, a contemporary of Lenin, and his analysis of the central role played in the revolution by a temporary class of peasants-in-uniform. Kellogg explores the persistence and creativity of workers’ resistance in even the darkest hours of aut…
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- 9781771992459.01
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- 6x9, 440 pages
Trust, Privacy and Security in Digital Business 12th International Conferenc…
This book constitutes the refereed proceedings of the 12th International Conference on Trust, Privacy and Security in Digital Business, TrustBus 2015, held in Valencia, Spain, in September 2015 in conjunction with DEXA 2015. The 17 revised full papers presented were carefully reviewed and selected from 45 submissions. The papers are organized in the following topical sections: access control; t…
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- 978-3-319-22906-5
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- 68 b/w illustrations
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Trust and Trustworthy Computing 8th International Conference, TRUST 2015, He…
This book constitutes the refereed proceedings of the 8th International Conference on Trust and Trustworthy Computing, TRUST 2015, held in Heraklion, Crete, Greece, in August 2015. The 15 full papers and 3 short papers presented in this volume were carefully reviewed and selected from 42 submissions. They were organized in topical sections named: hardware-enhanced trusted execution; trust an…
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- 978-3-319-22846-4
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- 79 b/w illustrations
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Trust and Rationality An Integrative Framework for Trust Research
Combining economic, social-psychological and sociological approaches to trust, this book provides a general theoretical framework to causally explain conditional and unconditional trust; it also presents an experimental test of the corresponding integrative model and its predictions. Broadly, it aims at advancing a cognitive turn in trust research by highlighting the importance of (1) an actor…
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- 978-3-658-07327-5
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- 48 b/w illustrations
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Trust and Legitimacy in Criminal Justice European Perspectives
The book explores police legitimacy and crime control, with a focus on the European region. Using comparative case studies, the contributions to this timely volume examine the effects of a transition to democracy on policing, public attitudes towards police legitimacy, and the ways in which perceptions of police legitimacy relate to compliance with the law. Following these case studies, the …
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- 978-3-319-09813-5
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- 31 b/w illustrations, 8 illustrations in colour
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The Engineering Approach to Winter Sports
The Engineering Approach to Winter Sports presents the state-of-the-art research in the field of winter sports in a harmonized and comprehensive way for a diverse audience of engineers, equipment and facilities designers, and materials scientists. The book examines the physics and chemistry of snow and ice with particular focus on the interaction (friction) between sports equipment and snow/ice…
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- 978-1-4939-3020-3
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- VIII, 383
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The end of automobile dependence
In this publication, Newman and Kenworthy look at how we can accelerate a planning approach to designing urban environments that can function reliably and conveniently on alternative modes. They consider a refined and more civilized automobile playing a very much reduced and manageable role in urban transportation. The authors examine the rise and fall of automobile dependence using updated dat…
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- 978-1-61091-613-4
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- XIV, 308
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Trust and Incidents The Dynamic of Interpersonal Trust between Patients and …
Taking an interdisciplinary approach to conceptualise interpersonal trust between patients and medical practitioners, Katja Beitat introduces a unique model to describe the dynamics of trust building and deterioration with particular relevance to incidents in health care. Empirical findings from studies in Australia and Germany, the two systems focused on in this book, broadly support and expan…
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- 978-3-658-09670-0
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- 24 b/w illustrations
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