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Trust-Based Selling: Finding and Keeping Customers for Life
The first year of developing a new sales territory or customer list is a daunting task—especially in dog-eat-dog industries. The traditional advice is to train quickly on product, 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... | | Introduction to Tribology
A fully updated version of the popular Introduction to Tribology , the second edition of this leading tribology text introduces the major developments in the understanding and interpretation of friction, wear and lubrication. Considerations of friction and wear have been fully revised to include recent analysis and data work, and friction... | | The Foreign Office Mind: The Making of British Foreign Policy, 1865-1914
With this pioneering approach to the study of international history, T. G. Otte reconstructs the underlying principles, elite perceptions and 'unspoken assumptions' that shaped British foreign policy between the death of Palmerston and the outbreak of the First World War. Grounded in a wide range of public and private archival... |
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