Minggu, 23 November 2014

[W264.Ebook] PDF Ebook Easy-to-Do Card Tricks for Children (Become a Magician), by Karl Fulves

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Easy-to-Do Card Tricks for Children (Become a Magician), by Karl Fulves

Easy-to-Do Card Tricks for Children (Become a Magician), by Karl Fulves



Easy-to-Do Card Tricks for Children (Become a Magician), by Karl Fulves

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Easy-to-Do Card Tricks for Children (Become a Magician), by Karl Fulves

Children love card tricks, and with this book by an expert in magic and card conjuring, youngsters will be able to master a host of tricks especially designed for them.
Tricks are arranged in order of difficulty, with the simplest at the beginning of the book. Clearly written, easy-to-follow instructions and over 60 helpful diagrams take aspiring magicians through each step — from preparing and manipulating the cards to developing a line of patter (a necessary ingredient for any successful performance).
Newcomers to the art of performing card tricks need no special skills — just a willingness to practice — to accomplish such astonishing stunts as finding a card under seemingly impossible conditions, causing a card to rise mysteriously from the deck, reading the spectator's mind, and 27 other mind-boggling maneuvers.

  • Sales Rank: #11447 in Books
  • Brand: Dover Publications
  • Model: FBA-279004
  • Published on: 1989-12-01
  • Released on: 1989-12-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.86" h x .17" w x 8.18" l, .38 pounds
  • Binding: Paperback
  • 48 pages

About the Author
Karl Fulves is one of the most respected authorities in the field of magic. For over 40 years, he has written hundreds of books on the subject and taught the art of illusion to thousands of people of all ages. This legendary figure also edited and published such magazines as Epilogue and The Pallbearers Review.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Good for adults too
By every little breeze
Actually, a little hard for ME, the adult to understand, but I am a complete beginner. This is good for your brain. And your dexterity. And your showmanship skills. Thrill the little kids with this, those who are 8+ yrs old - if younger, magic does not surprise them.

0 of 0 people found the following review helpful.
I've done a few of the tricks listed, and ...
By Amazon Customer
I've done a few of the tricks listed, and followed the instructions to the T. And I still can't get the result the book says it should be.

0 of 0 people found the following review helpful.
Five Stars
By Jo Bro
Was a gift so I really don't know how it worked but the recipient seemed excited.

See all 57 customer reviews...

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Kamis, 06 November 2014

[F578.Ebook] Get Free Ebook The End of Power: From Boardrooms to Battlefields and Churches to States, Why Being In Charge Isn’t What It Used to Be, by Moises Na

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The End of Power: From Boardrooms to Battlefields and Churches to States, Why Being In Charge Isn’t What It Used to Be, by Moises Na



The End of Power: From Boardrooms to Battlefields and Churches to States, Why Being In Charge Isn’t What It Used to Be, by Moises Na

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The End of Power: From Boardrooms to Battlefields and Churches to States, Why Being In Charge Isn’t What It Used to Be, by Moises Na

Mark Zuckerberg's inaugural pick for his "Year of Books" challenge, The End of Power updates the very notion of power for the 21st century. Power, we know, is shifting: From West to East and North to South, from presidential palaces to public squares, from once formidable corporate behemoths to nimble startups and, slowly but surely, from men to women. But power is not merely dispersing; it is also decaying. Those in power today are more constrained in what they can do with it and more at risk of losing it than ever before.

In The End of Power, award-winning columnist and former Foreign Policy editor Moisés Naím illuminates the struggle between once-dominant megaplayers and the new micropowers challenging them in every field of human endeavor. Drawing on provocative, original research, Naím shows how the antiestablishment drive of micropowers can topple tyrants, dislodge monopolies, and open remarkable new opportunities, but it can also lead to chaos and paralysis. Naím deftly covers the seismic changes underway in business, religion, education, within families, and in all matters of war and peace. Examples abound in all walks of life: In 1977, eighty-nine countries were ruled by autocrats while today more than half the world’s population lives in democracies. CEO’s are more constrained and have shorter tenures than their predecessors. Modern tools of war, cheaper and more accessible, make it possible for groups like Hezbollah to afford their own drones. In the second half of 2010, the top ten hedge funds earned more than the world’s largest six banks combined.

Those in power retain it by erecting powerful barriers to keep challengers at bay. Today, insurgent forces dismantle those barriers more quickly and easily than ever, only to find that they themselves become vulnerable in the process. In this accessible and captivating book, Naím offers a revolutionary look at the inevitable end of power—and shows how it will change your world.

  • Sales Rank: #34148 in Books
  • Brand: Naim, Moises
  • Published on: 2014-03-11
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.25" h x .80" w x 5.50" l, .70 pounds
  • Binding: Paperback
  • 320 pages

From Booklist
Naím, scholar and columnist, explains that “power is what we exercise over others that leads them to behave in ways they would not otherwise have behaved.” He builds his case for the decay of power claiming that power no longer buys as much; it is easier to get, harder to use, and easier to lose. Presidents, executives in financial services and oil companies, international religious leaders, and politicians continue to wield great power, but less so than their predecessors; today’s leaders have more challenges, competitors, and constraints in the form of citizen activism, global markets, and the ever-present media. The decay of power has made space globally for new ventures, companies, voices, and more opportunities, but it also holds great potential for instability. Naím concludes that now we are more vulnerable to bad ideas and bad leaders, and strongly recommends a conversation not on the obsession with “who/what is Number One” but “what is going on inside those nations, political movements, corporations, and religions.” A timely and timeless book. --Mary Whaley

Review
New York Times Bestseller
Facebook Year of Books Pick

“Who is in charge? This book says nobody. The monopolies of coercion that characterised states, the potency of advanced militaries, the media organisations that controlled information, and the religious institutions that defined orthodoxy are all losing control. Readers may disagree; they will be provoked.”
—Financial Times, Best of the Year

“It’s not just that power shifts from one country to another, from one political party to another, from one business model to another, Naim argues; it’s this: 'Power is decaying.'”
—Gordon M. Goldstein, Washington Post, Notable Non-Fiction Book of the Year

“A remarkable new book by the remarkable Moises Naim, the former editor of Foreign Policy. It was recommended to me by former president Bill Clinton during a brief conversation on the situation in Egypt.”
—Richard Cohen, Washington Post

"In his new book called The End of Power, Moises Naim goes so far as to say that power is actually decaying. I actually find the argument rather persuasive."
—General Martin Dempsey-Chairman, Joint Chiefs of Staff

"I particularly enjoyed The End of Power by Moisés Naim.... It is particularly relevant for big institutions like GE."
—Jeff Immelt, CEO, GE

“[An] altogether mind-blowing and happily convincing treatise about how 'power is becoming more feeble, transient, and constrained.'"
—Nick Gillespie, Barron's

“Moisés Naím’s The End of Power offers a cautionary tale to would-be Lincolns in the modern era. Naím is a courageous writer who seeks to dissect big subjects in new ways. At a time when critics of overreaching governments, big banks, media moguls and concentrated wealth decry the power of the '1%,' Mr. Naím argues that leaders of all types—political, corporate, military, religious, union—face bigger, more complex problems with weaker hands than in the past.”
—Wall Street Journal

“Analytically sophisticated…[a] highly original, inter-disciplinary meditation on the degeneration of international power… The End of Power makes a truly important contribution, persuasively portraying a compelling dynamic of change cutting across multiple game-boards of the global power matrix.”
—Washington Post

“This fascinating book...should provoke a debate about how to govern the world when more and more people are in charge.”
—Foreign Affairs

“Naím produces a fascinating account of the way states, corporations and traditional interest groups are finding it harder to defend their redoubts… (He) makes his case with eloquence.”
—Financial Times

“The End of Power: From Boardrooms to Battlefields and Churches to States, Why Being in Charge Isn't What It Used to Be is a wide-ranging, stimulating romp through the last 20 years or so in search of a universal explanation for the unraveling of the well-ordered, predictable postwar world of the late 20th century.”
—National Catholic Reporter

“A timely and timeless book.”
—Booklist

“Having served as editor-in-chief of Foreign Policy and the executive director of the World Bank, Naím knows better than most what power on a global scale looks like…. [A] timely, insightful, and eloquent message.”
—Publishers Weekly, Starred Review

“Foreign Policy editor-in-chief Naím argues that global institutions of power are losing their ability to command respect. Whether considering institutions of government, military, religion or business, the author believes their power to be in the process of decaying…. A data-packed, intriguing analysis.”
—Kirkus Reviews

“The End of Power will change the way you read the news, the way you think about politics, and the way you look at the world.”
—William Jefferson Clinton

“In my own experience as president of Brazil I observed first hand many of the trends that Naím identifies in this book, but he describes them in a way that is as original as it is delightful to read. All those who have power—or want it—should read this book.”
—Fernando Henrique Cardoso

“Moisés Naím’s extraordinary new book will be of great interest to all those in leadership positions—business executives, politicians, military officers, social activists and even religious leaders. Readers will gain a new understanding of why power has become easier to acquire and harder to exercise. The End of Power will spark intense and important debate worldwide.”
—George Soros

“After you read The End of Power you will see the world through different eyes. Moisés Naím provides a compelling and original perspective on the surprising new ways power is acquired, used, and lost—and how these changes affect our daily lives."
—Arianna Huffington

“Moisés Naím is one of the most trenchant observers of the global scene. In The End of Power, he offers a fascinating new perspective on why the powerful face more challenges than ever. Probing into the shifting nature of power across a broad range of human endeavors, from business to politics to the military, Naím makes eye-opening connections between phenomena not usually linked, and forces us to re-think both how our world has changed and how we need to respond.”
—Francis Fukuyama

About the Author
Moisés Naím is a scholar at the Carnegie Endowment for International Peace and an internationally syndicated columnist. He served as editor in chief of Foreign Policy, as Venezuela’s trade minister, and as executive director of the World Bank.

Most helpful customer reviews

290 of 315 people found the following review helpful.
The world is Flat, MkII
By Athan
The End of Power starts like dynamite.

Moises Naim, an extremely well-respected and well-informed author (he thanks everybody who's anybody in the acknowledgments except perhaps for David Beckham) is truly on fire to begin with. He starts the book by telling you what power is. He defines it as the ability to make others do what you want them to do. It's not about the size of your army or your nuclear stockpile or your advertising budget. It's the ability to get your way.

Next, he sets up a matrix, Mc Kinsey style. Two types of power, hard and soft. And each breaks down in two. So hard power breaks down to coercion and bribery. Soft power breaks down to code and persuasion. So "if you don't eat your broccoli you don't get to play with Lego" as well as "if you don't eat your broccoli you'll have a spanking" are both coercion. On the other hand "if you eat your broccoli you can then have ice cream" is bribery. That's hard power, because I have ways to make you change your mind. On the other hand if the pope says you should practice abstinence, that's soft power, he can't do much to keep you chaste. He sets a moral code and that's that. Similarly, if Patek Philippe buy the back cover of the Economist every week and your wife asks you for a diamond-crusted watch (or you decide to buy a little something for the next generation) that's persuasion, but there's nothing in it for you directly.

And of course power is seldom on one vector only. The pope, for example, may be going beyond code. If you don't follow his rules, it may later cost you salvation. And if you do, you might go to heaven. So you could argue it's 70% code, 15% coercion and 15% bribery. You get the idea.

With those analytical tools in place, the author then explains that three revolutions have taken place, all of which significantly limit power today.

The "more" revolution is self-explanatory. For example, the UN had 55 members in the forties, it has 197 members today. There are more countries out there and that makes for more voices, more alliances and more freedom.

The "mobility" revolution is a bit of a misnomer. It is meant to be a catch-all that accounts for a bunch of concepts. Ideas move quicker because information is spreading faster. People can move more, but it's mainly figurative. Technology allows a doctor in India to look at your x-rays, for example, and that's as good as having him there in the ward. Phone cards (which Moses Naim rates higher in impact than the Internet so far in terms of shrinking our world) have made it possible for emigrants to stay in touch with their families etc. In summary, distances are much shorter than they used to be, all borders have become porous, there's no longer such thing as a captive audience, and that limits local power.

The "mentality" revolution is the third major force that attenuates power worldwide and, to cut a long story short, it's to do with the fact that ideology across the world seems to be converging toward more liberal ideals, but also with the thing that people have the tools and the information to think for themselves.

You can already discern that the three "revolutions" are a bit blurred. Maybe the need to get them all start with an M had an influence. Frankly, getting them all to be adjectives or nouns might have helped more, from where I'm sitting.

Less facetiously, the author never, not once, goes back to applying the "three revolutions" to the four-way setup that defines power. He quotes from everybody, he lays out a million examples, he writes extremely well, but with the best possible intentions I failed to see why he introduced the whole setup only to never use it again.

You do learn a lot from reading the book. For example, you learn about the decline of Catholicism in Latin America, you learn about the uncontestable spread of democracy across the world, the journey you embark on with Moises Naim is never boring or tedious.

The destination, however, is unclear. The intention of the book was to convince me that we face the End of Power. The only thing I took away is that the world is a lot more complex than it used to be and a lot more difficult to analyze with the tools we have. But I would have loved an attempt at using the tools, especially after I've seen them laid out.

So this would be a three star book from my angle, but I've taken one off, to reflect that the author quotes Tom Friedman. Please give us all a break! I jest. I took off the third point because the author totally mangles the concept of Entropy, with which I am familiar from the Thermodynamics I studied a long time ago. In reading a book, I trust an author to know what he's talking about. I caught him out in Entropy, but my trust in his ability to analyze rather than quote, got shattered.

Shame, because when I started reading The End of Power I could not get enough of telling everybody how much I was enjoying it. As I ploughed my way through, it became increasingly evident that Moises Naim was going to fail to convince me of his main thesis. "Being confused about more difficult problems" would actually have cut it for me. But I'm merely unconvinced.

170 of 188 people found the following review helpful.
The decay of power?
By Frank A. Lewes
Whatever our political ideologies, most of us are aware that we've entered one of those periods of accelerated change that mark the transition from one historical era to another. In the last dozen years we've had the War on International Terror, the Great Recession, public and private sector financial collapses, and a change in politics that has shifted the country from ultra-laissez faire economic conservatism toward a slightly left-of-center regime of higher taxes, more regulation, and more federally-supervised healthcare.

These changes may be viewed through many economic and political prisms. This book views it through what is purported to be a change in the power structures that govern politics, business, the military, and even religion. As author Moises Naim posits: "Power is decaying. To put it simply, power no longer buys as much as it did in the past."

My first thought is that this is deja vu back to the late 60's/mid 70's when a plethora of books like MEGATRENDS and FUTURE SHOCK predicted that "The Establishment" would soon be overthrown by an explosion of knowledge, communication, and rising social consciousness among the people, especially the young. The Establishment was alleged to be a cabal of large corporate and academic interests allied with big government for the purpose of suppressing the desires of the "little people" to have a greater share of economic and political influence.

Something along these lines did happen on a limited scale. Grass roots environmentalists did combine to thwart powerful corporate interests and their political allies. Young people, women, and minorities did take over the Democratic Party in 1972 and oust its old guard. In foreign affairs some ragtag guerilla movements, notably the Viet Cong and the Afghan resistance, did force the humiliating withdrawals of the U.S. and the U.S.S.R. superpowers

But the trends mostly went the OPPOSITE of what was predicted. The minor political parties faded away so that today we have an even more entrenched major party duopoly. Most of those thousands of new entrepreneurial companies spawned by the revolution in computer information were bought up and consolidated into the existing corporate oligarchies. Today America's industries, banks, and tech companies are more concentrated into "too big to fail" behemoths than ever before.

Nor did the "little guys" do especially well on the international stage. Instead of the world slipping away from dominance by the old US/NATO and USSR/Warsaw Pact Superpower blocs, we now have a world dominated by the U.S. and China. Most of the middling powers that were supposed to rise are actually LESS influential now than they were in the 1970s. The European Union and Japan are seen as has-beens, while the other rising powers like India and Brazil are still decades away from becoming world-class powers.

The author's thesis that the balance of military power has shifted from nation states to irregular forces is also dubious:

============
Indeed, when nation-states go to war these days, big military power delivers less than it once did. Wars are not only increasingly asymmetric, pitting large military forces against smaller, nontraditional ones such as insurgents, separatist movements, and militias. They are also increasingly being won by the militarily weaker side.
============

And yet it hasn't been an especially bright time for guerilla movements. The big ones like Al Qaeda, Hamas, and the Colombian FARC have been all but exterminated by local governments allied with the U.S. Russia and China have suppressed their home-grown terrorists. The world may be more secure from terrorist attack than at any time since international terrorism first erupted in the mid 1970s.

I also wonder if the author is correct about the passing of power from the major parties to fringe groups:

===========
In the United States, the rise of the Tea Party movement-- far from unorganized, but also very far from any traditional political organization-- boosted candidates like Christine O'Donnell, who allegedly dabbled in witchcraft
===========

But in truth the Tea party was effective in only ONE election in 2010. Tea Party backed candidates were obliterated in the electoral route of 2012 when they lost 21 of 23 contested Senate seats. The Tea Party seems to have no more staying power than other short-lived fringe parties like those that backed Ross Perot in 1992 or Ralph Nader in 2000.

I'm also skeptical of the idea that the major financial exchanges will lose their market-making power to upstarts:

========
IN SUM, NEW ENTRANTS SUCH AS HEDGE FUNDS, NEW STOCK EXCHANGES, dark pools, and previously unknown start-ups that suddenly upend an entire industry are harbingers of things to come: more volatility, more fragmentation, competition, and more micropowers able to constrain the possibilities of the megaplayers.
========

The financial markets will probably continue to be dominated by the established exchanges except that they will become more regulated. I am guessing that hedge funds, which have accomplished little other than making their managers obscenely wealthy while losing their investors' money on crazy speculations, will fade away. As the economy gains traction people will go back to investing in the traditional buy-and-hold way instead of imagining that hedge fund charlatans will make them fortunes with exotic investment derivatives that usually fail.

I also don't believe that big government will be losing its grip on power any time soon. Didn't we just get through imposing government supervision over one-sixth of the economy via the Affordable Care Act? And, if anything, hasn't the economic crash strengthened the G20 governments by making their Federal Reserve Banks the ultimate backstop against global financial calamity?

Thus, I question many of Naim's assumptions. I do think the power of big corporations is going to be reined it, but it will be reined in by government, not by upstart competitors. Competition sure didn't do anything to drive down healthcare costs, so now we have government intervention into the sector. My estimation is that the people will demand that the government extend its umbrella over a private sector that is seen by the public as being too chaotic, volatile, and prone to systemic failure.

I see the world moving opposite to the way Naim predicts: toward the ENHANCED power of government enforcing an umbrella of stability over big corporations. I'm not a fan of ossified big government bureaucracies that tax everybody to death while stifling innovation with mind-numbing red tape and bureaucratic delays. But I do see the private sector being placed in a relatively weaker position after the 2008 financial collapse, and of government retaining the position that it has grown into since then. That means a cozier relationship between the concentrated power centers of big government and big business rather than a lessening of them.

On the International front I would guess that the U.S.A. and China will continue to exercise a superpower duopoly far stronger than the old US/USSR duopoly. Perhaps eventually other emerging powers in South America, Africa, South Asia, and the Arab World will rise to make the "multi-polar" world, but that will probably happen later rather than sooner, if happens at all.

I could certainly be wrong about these conclusions, and that is why this book should be read. Other readers may come to the same conclusions as Naim does. And Naim does recognize that power is a nebulous concept. He seems to be saying (paraphrasing): "in the future the powerful will still be powerful, but less so." Thus, the book should be read as an opinion piece to stimulate the reader to deepen his/her thinking about the direction of change the U.S. and global political and economic systems are moving in as we get back on our feet from the shocks of the early 2000's. The book is very well written and Naim has a talent for making complex concepts of power easy to assimilate. Regardless of your conclusions you'll enjoy reading this book if you have any substantial interest in U.S. and international business and political trends.

112 of 123 people found the following review helpful.
Engaging read
By Sarah Burns
I always read with great skepticism the endorsements that famous people give to their friends' books. I did not believe a word of what Clinton, Soros, or Arianna Huffington wrote on the back cover of Naim's book. Still I was intrigued because I had read Naim's previous book Illicit and liked it a lot. So I bought and read The End of Power. And to my surprise, I found that in this case the celebrities are right. This book does change the way one looks at the world. Power is a big subject that can get very complicated and hard to read. Not here. Naim does a masterful job in observations, surprising data, and great examples. It is an engaging read that nicely persuaded me he is onto something big and that the trends he discusses are right. Some of the parts of the book are a bit complicated but those can be skipped and most of the book is hard to put down. I especially liked the way he explained why power is now easy to get, harder to use, and easier to lose. He argues that the barriers that protect the powerful from the attacks of challengers have become easier to surmount. Why? Becuase Naim explains that there are three massive forces--the More (abundance), Mobility, and Mentality revolutions--that help contestants for power overwhelm, circumvent, and undermine the barricades that protect the powerful. The book provides ample evidence of how this is happening with mighty armies, entrenched dictators, big companies, or even Chess grandmasters or the Vatican. Anyone who has power or wants it (or is under the domination of a powerful individual or organization) should read this book. You will be very entertained.

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Senin, 03 November 2014

[J112.Ebook] PDF Download Life on Earth: The Story of Evolution, by Steve Jenkins

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Life on Earth: The Story of Evolution, by Steve Jenkins

There are millions of different kinds of plants and animals living on the earth. Many millions more lived here in the past. Where did they all come from? Why have some become extinct and others lived on?

In this remarkable book for children, Steve Jenkins explores the fascinating history of life on earth and the awe-inspiring story of evolution, Charles Darwin’s great contribution to modern science.

  • Sales Rank: #104752 in eBooks
  • Published on: 2002-10-28
  • Released on: 2002-10-28
  • Format: Kindle eBook

Most helpful customer reviews

83 of 86 people found the following review helpful.
A wonderful introduction to evolution for the young!
By A Customer
I read this book to my third grade son and it has been such a huge help. He has been asking a lot of questions about evolution and I was having a hard time explaining it to him on his level. This book introduces the idea of the wide variety of species living on this planet; theories on how life first formed; and walks the reader through the fossil record of our planet. It does all of this simply and with the format of a child's picture book. The illustrations are beautiful and captivating but remarkable simple. Perfect for 7 to 10 year olds.

80 of 83 people found the following review helpful.
FABULOUS book!!
By A Customer
FABULOUS book introducing the evolution of the earth and all its life forms! Perfect for children pre-k through all of the elementary school years (and parents too!). This book mentions Charles Darwin, the Galapagos Islands, survival of the fittest, variation and mutation, extinction, and more. Nice pictures. Highly recommended for homeschoolers.

45 of 46 people found the following review helpful.
great introduction to natural selection
By April
I'm always on the look-out for engaging, informative books on the development of life on earth. My kids and I have actually read quite a few of them. I consider this book one of the better ones for young kids. It does not speak down to kids, nor is it too complicated. The illustrations are Eric Carle-esque with their paper designs and interesting to young ones.

This books begins with first bacteria and progresses through the emergence of human life. However, it does not cover the process of human development at all. It simply says that modern humans appeared on earth 130,000 years ago. I was a little disappointed by this book's lack of detail in the area of human development. If you are looking for a book to introduce human evolution to kids, this one is not for you. If you simply want to introduce Darwinism and the survival of the fittest concept--this book is great.

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Minggu, 02 November 2014

[L363.Ebook] Free PDF Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, by Jason Jordan, Michelle Vazzana

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Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance, by Jason Jordan, Michelle Vazzana

Cracking the Sales Management Code is a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is not a book on organizational leadership, nor is it a book on interpersonal coaching.  It is a book on how to effectively manage a sales force.

Neil Rackham (bestselling author of SPIN Selling) states in his foreword, "There's an acute shortage of good books on the specifics of sales management.  Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void."

This book is effectively an operating manual for the sales force. It identifies the 5 fundamental sales processes that can be managed to create desired business outcomes, and it helps readers choose which of the processes are needed to achieve their own strategic objectives. It also provides examples of actual tools and frameworks for sales managers to use, and it gives straight-forward advice on how to change sales force behaviors while avoiding common pitfalls. This book will further help sales forces maximize the usefulness of CRM by defining 3 distinct levels of sales metrics - those you can directly manage, those you can influence, and those that you can only hope to change.

Cracking the Sales Management Code is written in an engaging and narrative way that brings to life the extensive research and practical insights contained within its pages. It is a must-read for anyone in sales management or sales operations who wants to clarify the task of sales management and put in place the strategies, processes, tools, and metrics to proactively manage sales performance.

  • Sales Rank: #16727 in Books
  • Published on: 2011-10-11
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.30" h x 1.00" w x 6.30" l, 1.20 pounds
  • Binding: Hardcover
  • 272 pages

From the Inside Flap
There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force. Where are the frameworks, metrics, and best practices to help you succeed?

Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover:

  • The 5 critical processes that drive sales performance
  • How to choose the right processes for your own team
  • The 3 levels of sales metrics you must collect
  • Which metrics you can 'manage' and which you can't
  • How to prioritize conflicting sales objectives
  • How to align seller activities with business results
  • How to use CRM to improve the impact of coaching
As Neil Rackham writes in the foreword: "There's an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void."

Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works.  It reveals the gears and levers that actually control sales results. It will add clarity to things that you intuitively know and provide insight into things that you don't. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

From the Back Cover
"There's an acute shortage of good books on the specifics of sales management.  Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void."
 From the Foreword by Neil Rackham
 
 "Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success."
Arthur Dorfman, National Vice President, SAP
 
"There are things that can be managed in a sales force, and there are things that cannot.  Too often sales management doesn't see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results."
John Davis, Vice President, St. Jude Medical
 
"The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field, and this book tells how do to that in an easy-to understand, actionable manner."
Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions

"When it comes to sales management, there is very little innovative thinking on the topic.  Cracking the Sales Management Code is a must-read for anyone wanting to bring their sales management team into the 21st century."
Mike Nathe, Senior Vice President, Essilor Laboratories of America
 
"Cracking the Sales Management Code is one of the most important resources available on effective sales management. Its clear, credible, and reasoned insights provide a compelling blueprint for sales force improvement, and should be required reading for every sales leader." 
Bob Kelly, Chairman, The Sales Management Association
 
"Sales management too often equates measuring sales performance with managing it.  This book cleverly pulls the two apart and illustrates how to manage the activities that lead to desired outcomes. The result is a must-read for managers who want to focus their attention to have a greater impact on sales force performance."
James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University
 

About the Author
Jason Jordan is a recognized thought-leader in the domain of consultative selling and has published groundbreaking research on innovative practices in measuring, managing, developing, and leading world-class sales organizations. He helps sales leaders grow profitable revenue by re-thinking the strategies, processes, skills, tools, and metrics that drive sales performance. He is currently a partner at Vantage Point Performance, the leading sales management training and development firm. Jason also teaches Strategic Sales Management in the Executive Education program at the Darden School at the University of Virginia, and leads one of the few MBA-level courses in professional selling.

Michelle Vazzana has 26 years of successful sales and management experience in the major account environment. Michelle enjoyed a successful career in direct major account sales for Xerox Corporation, prior to moving into sales training and development. Michelle has personally trained and coached thousands of sales professionals in the field of telecommunications, financial services, health sciences, construction, high technology, and manufacturing. She is known for her clarity in presenting ideas and concepts, and the energy and enthusiasm she brings to her audiences. She is also a partner at Vantage Point Performance.

Most helpful customer reviews

21 of 22 people found the following review helpful.
Crack the Code | Grow Your Company
By Mike Kunkle
I read a lot of books. It used to be about 50 a year, but now I read a lot more summaries and fewer full books, cover to cover. I especially read books about business, sales, training, organization development and performance improvement. I say that as a precursor to my statement that Jason Jordan and Michelle Vazzana's book, "Cracking The Sales Management Code" is one I read cover to cover recently and it is currently one of my top three choices for books on sales management and sales performance improvement. Frankly, I wish I had written it.

I could cite endless examples why, and will share a few, but the primary reason is the message they deliver about the under-developed yet critical sales function ("under-developed" is my term, meaning that the management model and business practices haven't evolved and matured to the degree that other disciplines have), and the largely overlooked and mismanaged role of frontline sales manager. It mirrors much of my own experiences over the past 25 years and I often found myself nodding my head or cheering to myself at many parts of the book.

Think those are some strong statements? Ask yourself these questions:
- What criteria is used in most organizations for promotion from sales rep to sales manager? (Most often, it's great sales results with the very best sales reps being promoted into roles for which they don't have the competencies.)
- How often do sales managers receive practical, helpful training and reinforcement on how to be a great sales manager?
- What training do most sales managers receive on interpreting selection assessments, conducting behavioral interviews, running and judging sales simulations, or utilizing other great hiring/selection methods?
- When was the last time you saw sales managers trained on exactly what their reps were being trained on, before the reps were trained?
- How do you use sales managers to reinforce and support rep training, to ensure new skills transfer from the learning environment to the real-world?
- What training exists to help new sales managers read and diagnose organizational reporting, to understand what activity or skills gaps might exist in their reps/team?
- How are most sales managers taught to diagnose the root causes of underperformance, once the reporting highlights an issue, and to close the gap and solve the root cause?
- What diagnostic or coaching models are commonly taught to sales managers? And are those same models used in their development as well?

Sure, some organizations have great answers to these questions. But let's be honest... many don't. What's odd and sad, is that when you discuss these things around a conference table, everyone always nods their head, like they're great ideas. But so few seem to be executing well to elevate the role of sales manager and drive growth through them. In the book, one of the headings says it very plainly. "It's the Sales Manager, Stupid." Frontline sales managers are the key to real sales performance growth and rep success. Cracking this code, for your organization, is simply vital to maximizing sales efforts.

In the rest of the book, the authors take you on the journey they made while cracking the code through their research and work with clients. Their cogent explanation and differentiation between Business Results, Sales Objectives and Sales Activities made me cheer. Their Building Blocks of Control laid the foundation for the oft-cited but rarely-implemented "accountability." Their Troubleshooting Guide is a great job aid/performance support tool to help you keep in all in mind. And the book contains one the best collection of possible sales metrics, organized by type, that I've seen in print. I truly enjoyed this one and recommend it highly.

I should also offer that the forward by Neil Rackham, while only a handful of pages, is worth the price of the book, in itself. This is not to diminish the detailed, clear and insightful work of the authors, but Rackham added some great value and clarity, right out of the box. The authors continued that trend, straight to the end.

Buy the book and read it. You won't regret it. And use it as the fuel to start a relentless focus on building logical and data-driven methods, systems, processes, resources and tools to develop and support sales management, to drive growth and sales success in your organization. Crack the code, and grow your company. It's the Sales Manager, Stupid. ;-)

13 of 15 people found the following review helpful.
A great addition to sales literature
By Craig Waldon
The authors make a comment on the last page that they find some people don't make it to the end of a management book because the key concepts can be gleamed from the first few chapters. And I have certainly found that to be the case with other sales and management books. They are also often hard to read and easy to put down and then you move on.

Cracking the Sales Management Code was not like that and I suppose the main reason I kept reading was it was putting into words the nagging feeling I had about managing sales people but never really found the time to analyse. The authors then provided a solid and well thought through structure to use when managing a sales team in a well worded easy to read manner with lots of good examples of their theory in practice.

It's a well written book and definitely worth the read for Sales Managers and Company Executives. The only people I won't recommend it to are my competitors!

10 of 13 people found the following review helpful.
The first REAL systematic approach to Sales Management
By Malte Holm
After months of searching for a solid way to measure and manage sales performance we finally found "Cracking the Sales Management Code". The book is based on the author's extensive research and reveals a new framework for how to make sure your sales performance is trimmed and delivering the results the company is looking for.

The authors take us through three categories of metrics; Results, Objective and Activities. Far to often we as companies focus on the top- and bottomline (eg. hit sales quota of $2MM this year) and start looking for ways to tell our salespeople how to do this (sometimes just as "best of luck - let me know if you need anything" or "you need to make more cales this week!"). However the authors tell us that we must not forget to determine the Objectives (the "how are we going to get the results", as for example "more repeat customers", "more referrals", "focusing on Fortune 100 companies only") to understand what Activities will lead us to these, and further on to reach our business Results. The point is to manage what can really be managed and the authors show us that only the Activities can really be managed which is why we need to make sure we're doing the right thing.

The framework is solid and gives the sales manager a new approach as for how to think about managing reps. I'd highly recommend this book to anyone in sales (from the seasoned manager/director to sales reps) to understand how to measure the right things and make sure you're not trying to manage stuff that can't really be managed.

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Sabtu, 01 November 2014

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Lessons From France: Eating, Fitness, Family, by Rebeca Plantier, Tina Isaac-Goize, Meredith Keeve

Collectively, the three American authors have clocked more than 60 years in France, became much fitter in their 40s than they were in their 20s and increased the pleasure in their lives - all without deprivation! As professional journalists and writers, their articles on well-being, health, style, fashion, and women's lifestyles have been read by millions across the globe! And now they bring their experience to you!

"Lessons From France" will teach you how to get fitter, slimmer and keep your family healthy, French style. Get tons of tips, recipes, nutritionist advice, and secrets straight from their girlfriends, all intertwined with cultural tidbits and insider information! Plus recipes from celebrity chef Laura Calder and leading French nutritionist Maia Baudelaire! Added bonus: certified trainer Celine Jeanneaux shares her 12-week fitness program for women with no extra time!

  • Sales Rank: #84355 in eBooks
  • Published on: 2015-06-21
  • Released on: 2015-06-21
  • Format: Kindle eBook

Review
"The best life is a balance between pleasure and well-being.  France taught me how to do this.  And now 'Lessons From France' teaches you too!"
-LAURA CALDER, CELEBRITY TV CHEF, AUTHOR OF COOKBOOK "PARIS EXPRESS"

"As a nutritionist, I teach women how to eat healthy, delicious food to obtain optimum well-being.  Allowing yourself treats is essential too!  This guide tells you how to do it!"
-MAIA BAUDELAIRE, LEADING FRENCH NUTRITIONIST AND FOUNDER OF NUMBER ONE FRENCH ONLINE WEIGHT-LOSS CENTER FOR WOMEN

"Feeding your family delicious, healthy food doesn't have to be complicated or take the whole day.  This book outlines the essentials and teaches you how French women do it!"
-CAMILLE LABRO, FRENCH JOURNALIST LE MONDE NEWSPAPER, FOOD BLOGGER AND AUTHOR

"A good workout doesn't have to involve two hours in the gym or grueling activity.  French women have it figured out.  They fit enjoyable physical activity into even the busiest of days! This book explains how they do it...and keep so fit!"
-MICHELE GORDON, FOUNDER MISS MOTIVATIONAL, PERSONAL TRAINER, GROUP EXERCISE INSTRUCTOR, MOTIVATIONAL SPEAKER

About the Author
Rebeca is the founder of women's well-being community Fit to Inspire.  The community inspires women to greater well-being and fitness whatever their age, shape or size.  The Fit to Inspire philosophy is simple: moderation not deprivation, fostering friendships, pleasure not pain, and making fitness accessible and fun.

She is a regular Huffington Post and MindBodyGreen well-being contributor.  Her well-being articles have also been featured in Salon, EatLocalGrown, Business Insider, KrisCarr.com, Australia's News.Com, The Elephant Journal, and the world's largest independent travel site Matador Network, amongst others.

Rebeca's posts about eating and moving like the French have had more than a million shares on social media since 2014.  Her book "Lessons From France: Eating, Fitness, Family" discusses the simplicity and efficiency of well-being in France, and guides readers into adapting these principles to increase overall well-being and pleasure.

Rebeca has lived in France for more than 15 years; she and her husband are raising three children in the Southeastern corner of France, near the Alps.  Her personal philosophy of eating, fitness and well-being are heavily influenced by the moderate approach to life embraced by the French.  She is an advocate of sit-down family meals, outdoor family activities, and keeping life as simple as possible.

Most helpful customer reviews

2 of 2 people found the following review helpful.
inspiring a Healthy Lifestyle
By JR
Lessons From France is a well-organized and comprehensive book written by the creator of the French website Fit to Inspire in collaboration with an expert stylist, a nutritionist, and a writer. These busy moms share their wisdom on fostering a healthy lifestyle with occasional indulgences while realistically balancing the demands of work and family through stories, tips, meal planning, meal timing, recipes, entertaining, and even a full fitness program. What better gift can a person give to themselves and their family than health and happiness?

2 of 2 people found the following review helpful.
Highly recommend this book!
By Haley Whitley
This is a wonderfully inspiring read for many of us Americans that are ultra concerned about slimming down and obsessed with dieting. The authors show us that long-term health and sustainable, positive eating habits are more about shifting mentality and not starving ourselves. Although the philosophy is simple, French culture is right on point: relax, enjoy the food you're eating, eat with your family, and practice mindful living. We can all sigh in relief because we CAN have our cake and eat it too!

2 of 2 people found the following review helpful.
A Terrific Book
By Lisa Lori
I love the advice in this book and am a big believer in the French/Italian approach to eating and life. Some of the tips are so simple but can get lost in the "busy ness" of American life. Drink water, set meal times, eat whole food. Rebecca and her co-writers live and breath the American/French way of life incorporating the best of both worlds. This book is a wonderful way to keep on track with a healthy life style for you and your family. Highly recommend!

See all 27 customer reviews...

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