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Validate your AWS skills. 

This is your opportunity to take the next step in your career by expanding and validating your skills on the AWS cloud.  AWS has been the frontrunner in cloud computing products and services, and the AWS Certified Solutions Architect Official Study Guide for the Associate exam will get you fully prepared through expert content, and real-world knowledge, key exam essentials, chapter review questions, access to Sybex’s interactive online learning environment, and much more. This official study guide, written by AWS experts, covers exam concepts, and provides key review on exam topics, including:

• Mapping Multi-Tier Architectures to AWS Services, such as web/app servers, firewalls, caches and load balancers
• Understanding managed RDBMS through AWS RDS (MySQL, Oracle, SQL Server, Postgres, Aurora)
• Understanding Loose Coupling and Stateless Systems
• Comparing Different Consistency Models in AWS Services
• Understanding how AWS CloudFront can make your application more cost efficient, faster and secure
• Implementing Route tables, Access Control Lists, Firewalls, NAT, and DNS
• Applying AWS Security Features along with traditional Information and Application Security
• Using Compute, Networking, Storage, and Database AWS services
• Architecting Large Scale Distributed Systems
• Understanding of Elasticity and Scalability Concepts
• Understanding of Network Technologies Relating to AWS
• Deploying and Managing Services with tools such as CloudFormation, OpsWorks and Elastic Beanstalk.

Learn from the AWS subject-matter experts, review with proven study tools, and apply real-world scenarios. If you are looking to take the AWS Certified Solutions Architect Associate exam, this guide is what you need for comprehensive content and robust study tools that will help you gain the edge on exam day and throughout your career. 

• Sales Rank: #5486 in Books
• Published on: 2016-10-17
• Original language: English
• Dimensions: 9.10" h x 1.00" w x 7.20" l, .0 pounds
• Binding: Paperback
• 504 pages

From the Back Cover

Covers exam objectives, including designing highly available, cost efficient, fault tolerant, scalable systems, implementation and deployment, data security, troubleshooting, and much more....

Includes interactive online learning environment and study tools with: + 2 custom practice exams
+ More than 100 electronic flashcards
+ Searchable key term glossary

Your complete guide to preparing for the AWS Certified Solutions Architect — Associate Exam

The AWS Certified Solutions Architect Official Study Guide is your one-stop resource for coverage of the Associate Level Exam. This Sybex Study Guide covers the Associate Exam objectives. You'll prepare smarter and faster with Sybex thanks to expert content, including assessment tests that check your exam readiness, an objective map, real-world scenarios, hands-on exercises, key topic exam essentials, and challenging chapter review questions. Reinforce what you have learned with the Sybex online learning environment and test bank, accessible across multiple devices. Get prepared for the AWS Associate Level Exam today.

Coverage of the exam objectives in this Study Guide means you'll be ready for:

• Mapping Multi-Tier Architectures to AWS Services, such as web/app servers, firewalls, caches, and load balancers
• Understanding managed RDBMS through AWS RDS (MySQL®, Oracle®, SQL Server®, Postgres, Aurora)
• Understanding Loose Coupling and Stateless Systems
• Comparing Different Consistency Models in AWS Services
• Understanding how AWS CloudFront can make your application more cost efficient, faster, and secure
• Implementing Route tables, Access Control Lists, Firewalls, NAT, and DNS
• Applying AWS Security Features along with traditional Information and Application Security
• Using Compute, Networking, Storage, and Database AWS services
• Architecting Large Scale Distributed Systems
• Understanding of Elasticity and Scalability Concepts
• Understanding of Network Technologies Relating to AWS
• Deploying and Managing Services with tools such as CloudFormation, OpsWorks, and Elastic Beanstalk

Interactive learning environment

Take your exam prep to the next level with Sybex's superior interactive online tools. To access our interactive learning environment simply visit www.wiley.com/go/sybextestprep type in your unique PIN, and instantly gain access to:

• Interactive test bank with 2 custom practice exams helps you identify where you need additional study. Practice exams help you identify areas where further review is needed. Get more than 90% of the answers correct, and you're ready to take the certification exam. 100 questions total!
• More than 100 electronic flashcards to reinforce learning and last-minute prep before the exam
• Comprehensive glossary in PDF format gives you instant access to the key terms so you are fully prepared

AWS Certification

AWS Certifications recognize IT professionals with the technical skills and expertise to design, deploy, and operate applications and infrastructure on AWS. Exams are offered in multiple languages at testing centers around the world.

The AWS Certified Solutions Architect – Associate Exam is intended for individuals with experience designing distributed applications and systems on the AWS Cloud.

Most helpful customer reviews

49 of 52 people found the following review helpful.
Seems like it was written for an outdated version of the AWS site that is served to old clients
By rpgmaker
There's something you need to be aware about this book if you're new to AWS. It seems that it is either outdated (improvable given that it was released just a couple of days ago, but maybe they started to be write it years ago and released just now..) or it was written with an outdated version of the AWS site that is served to old AWS clients, which would be understandable if you read the authors bio at the beginning but it's an unforgivable editing oversight since the reader isn't warned about this. I'm just starting but there have been several assumptions made in the book that are just weird. For example they keep telling you to choose either EC2-VPC or EC2-Classic but EC2-Classic isn't available for new clients anymore and they don't tell you this in the book.

So far it's a good book and I will update this score when I finish reading it or find another way to contact the authors (I found no contact information regarding errata listed in the book). I was waiting to finish the book before posting but I thought I should let everyone know before everything else is drowned out by the 5 stars reviews written by people that haven't finished reading it either.

10 of 10 people found the following review helpful.
Essential Book to pass the certification
By Alex
Excellent material! I passed the certification exam just by reading it and completing the quizzes and flashcards.
Register for the quizzes and flashcards as instructed in the first pages

4 of 4 people found the following review helpful.
Good as reference, lot of questions, some details to improve though
By Celestino
Cons:
- I have to agree with one of the reviews above, there are things that are outdated or even discontinued, seems they wrote few chapters long ago and others just a month ago.
- In my opinion something worth to mention is the way they wrote the Security chapter (12). This was rather confusing if you compare with the rest of the book, e.g. they mention a service, and instead to highlight the security features use two paragraphs to describe the service and how works, advantages, etc. ( when this was already explained in previous chapters), may be good to refresh your knowledge, although in my case make me lost focus a bit. Some parts on this chapter are literally a "copy&paste" of the AWS security whitepaper, maybe that is the reason. Even in the summary part they also do the same a bit, Exam Essentials are OK though.
- The exercises are too simple or too generic, with not much explanation and referring to amazon manuals.

Pros:
- One value of this book is that it comes with the exams and a fair amount of questions.
- Is a good complement to study or to get into AWS
- Most of the book is a good digested version of whitepapers and official documentation
- The fact to be the "official study guide" wrote by some people related to the exam may give you some piece of mind when going to the test :)

See all 13 customer reviews...

AWS Certified Solutions Architect Official Study Guide: Associate Exam, by Joe Baron, Hisham Baz, Tim Bixler, Biff Gaut, Kevin E. Kelly, S PDF
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[I921.Ebook] Download PDF Kyuyoh Ishikawa (Art Random Series)From Kyoto Shoin

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• Sales Rank: #3605691 in Books
• Published on: 1991-01
• Ingredients: Example Ingredients
• Original language: Japanese
• Number of items: 1
• Dimensions: 8.28" h x 5.28" w x 1.04" l,
• Binding: Hardcover
• 1 pages

Most helpful customer reviews

1 of 1 people found the following review helpful.
Wonderful avant-garde calligraphy/painting.
By A Customer
A cross between musical-notation, a circuit board,
and calligraphy - this is fresh, unique work.
I liked it so much that I had some of Ishikawa's work tattooed on my arm!

See all 1 customer reviews...

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[A710.Ebook] Free Ebook Watching Anime, Reading Manga: 25 Years of Essays and Reviews, by Fred Patten

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Anime’s influence can be found in every corner of American media, from film and television to games and graphic arts. And Fred Patten is largely responsible. He was reading manga and watching anime before most of the current generation of fans was born. In fact, it was his active participation in fan clubs and his prolific magazine writing that helped create a market and build American anime fandom into the vibrant community it is today. Watching Anime, Reading Manga gathers together a quarter-century of Patten’s lucid observations on the business of anime, fandom, artists, Japanese society and the most influential titles. Illustrated with original fanzine covers and archival photos. Foreword by Carl Macek (Robotech).

Fred Patten lives in Los Angeles.

"Watching Anime, Reading Manga is a worthwhile addition to your library; it makes good bathroom browsing, cover-to-cover reading, and a worthwhile reference for writing or researching anime and manga, not to mention a window into the history of fandom in the United States." -- SF Site

 

• Sales Rank: #2177178 in Books
• Brand: Brand: Stone Bridge Press
• Published on: 2004-09-01
• Original language: English
• Number of items: 1
• Dimensions: 8.40" h x 1.00" w x 5.40" l, .97 pounds
• Binding: Paperback
• 360 pages

Features

• Used Book in Good Condition

Review
"Fred Patten is an acknowledged authority on manga and anime in the United States, having been an active part of its fandom decades before it became mainstream. Fred's writings give a unique insider's view into this fascinating genre." -- Stan Sakai, writer and artist of "Usagi Yojimbo

About the Author
Fred Patten was an anime fan before most of this generation of fans were born, back when color television was a novelty and the idea of playing back TV shows on tapes and discs was a science fiction fantasy. Actually, Patten was a big part of the science fiction and fantasy world before he was drawn into anime fandom in the mid-1970's. He remains active in the animation industry with Streamline Pictures. Patten is best known for his writings on anime history. This is his first collection.

Most helpful customer reviews

20 of 26 people found the following review helpful.
It's a shame more anime and manga fans don't buy this book!
By Courtland J. Carpenter
To be honest with my title, had I seen this in a bookstore, I probably would have passed. Essays and collected reviews from one person too often give you a slanted point of view, and often not much real information. I like history, and that was the big selling point on this book for me. Too often we buy what's popular, what we know (are exposed to), or from listening to the suggestions of our friends. I'm not speaking of this book purchase now, but of the act of collection, reading, and watching of anime. It's really nice to know the history behind it.

By rights, maybe this book should be four stars instead of five, but I couldn't resist because it filled in a point of interest for me I've wondered about for years. I wrote an Amazon review a few years ago on the anime classic, Spirited Away. In the review I compared the movie to a life changing animated film I had seen as a boy. I've never been able to recall the name, and because of the era, I thought it American or perhaps a Chinese production. I've always looked for it to show up on TV, or in video, hoping I'd recognize the title or the plot. I knew little more than the type of film, plot, and name of the main character.

My dad took me to the film, and I thought it must have been because he was interested in its philosophy. My dad had visited China, and India during WWII as a Cryptographer. After the war, he brought home some items from China, and a good deal of Eastern Philosophy. What I didn't realize is that the movie he took me too, was in reality one of the earliest anime shown in the United States. It was a dubbed film called Magic Boy, that was shown in a limited release in Fort Wayne, Indiana, in June of 1961. Strangely enough, it was another limited release anime, Princess Mononoke, that sparked me to begin collecting anime and manga in 1999. Little did I know that my childhood had been influenced greatly by the earliest film of the anime genre to hit the US. Perhaps I was destined to become an anime lover!

My point here is that this book helped me find out that fact. When I read in the book about the early anime films, I suddenly realized they were from the era when I saw that film. There were three titles, released in the US about then. I looked up the pictures, plots from the web, and got a dead-on match with the film, Magic Boy! As I've read further in this book I find more things I knew little about, milestones that brought about the popularity of anime and manga. As a kind of a time-line, (based on the dates of the articles collected in the book) you can see the growth of anime and manga in the US. You can see as well why there is still a great deal of resistance to it's becoming mainstream, even today.

Just to speak to that issue, inject a little of my own philosophy to a theme expressed in many of the books articles. The answer I speak of is that viewing anime, and reading manga, is justified by the main reason many avoid it. It's new, and its different! While many anime and manga are generic SciFi or Fantasy, often they contain elements of the Japanese culture. If you've watched one too many episodes of some reality show, the same rehashed episode of a sitcom for the 50th time ,you know you too long for something new. Despite cultural differences, most anime stories are easy enough to relate to, we're all humans and many of our goals are the same regardless of culture.

One more thing on the book, this is a good read to put somewhere (you know where I mean) to read in small bursts, periodically. Since it's a collection of anime reviews and small articles, you can read one or two at a time, and pick it back up later. It's not a book you have to read in long sittings.

3 of 7 people found the following review helpful.
A 'must' for anime followers
By Midwest Book Review
Fred Patten's Watching Anime, Reading Managa: 25 Years Of Essays And Reviews reports on the anime culture in America, gathering articles on Japanese animation and comics and examining both its fan world and the business of its production. Chapters cover everything from individual anime artists to overall licensing and theatrical issues and features, anime pornography, Japanese anime and manga culture, and more. The range of issues and considerations come from an active participant in fan clubs and writings over the years and will prove a 'must' for anime followers.

0 of 0 people found the following review helpful.
Dated but still worthwhile
By jmchale1959
Interesting. It's difficult to not give this collection of essays at least four stars, simply because there's so much
material presented. It is, however, like many other books of this type, dated. Also, Patten is dealing with
anime and manga in general, so specific titles/series are not dealt with except where needed to illustrate
the point being made. I guess you could label this as a history text, of sorts, dealing with the medium
during a certain time period, by way of the observations of one individual who was in a position to do so.
If you are interested in that sort of perspective, it's worthwhile.

See all 5 customer reviews...

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Acoustic microscopy enables you to image and measure the elastic properties of materials with the resolution of a good microscope. By using frequencies in microwave regime, it is possible to make the acoustic wavelength comparable with the wavelength of light, and hence to achieve a resolution comparable with an optical microscope. Solids can support both longitudinal and transverse acoustic waves. At surfaces a unique combination of the two known as Raleigh waves can propagate, and in many circumstances these dominate the contrast in acoustic microscopy. Following the invention of scanning probe microscopes, it is now possible to use an atomic force microscope to detect the acoustic vibration of a surface with resolution in the nanometre range, thus beating the diffraction limit by operating in the extreme near-field. This 2nd edition of Acoustic Microscopy has a major new chapter on the technique and applications of acoustically excited probe microscopy.

• Sales Rank: #2682222 in Books
• Published on: 2009-11-16
• Original language: English
• Number of items: 1
• Dimensions: 6.00" h x .90" w x 9.30" l, 1.72 pounds
• Binding: Hardcover
• 384 pages

Review
`Review from previous edition Acoustic microscopy had already helped to solve many problems in materials science. A textbook giving a full treatment of acoustic microscopy was therefore bound to be very welcome. Here it is!' Ultrasonics

`Such an elegant technique, so widely applicable, is bound to attract increasing numbers of enthusiasts. They can do no better than turn to this excellent book and learn not only the tools of their specialism but also a great deal of physics admirably expounded and faultlessly illustrated. [...] This is a great book.' Contemporary Physics

`A masterly volume that will not easily be surpassed.' Proceedings RMS

About the Author

Professor Andrew Briggs
Professor of Nanomaterials
Department of Materials
University of Oxford
Dr Oleg Kolosov
Department of Physics
University of Lancaster

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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

• Sales Rank: #1769 in Books
• Published on: 2011-11-10
• Released on: 2011-11-10
• Original language: English
• Number of items: 1
• Dimensions: 9.30" h x .80" w x 6.25" l, .90 pounds
• Binding: Hardcover
• 240 pages

Review
“The history of sales has been one of steady progress interrupted by a few real breakthroughs that have changed the whole direction of the pro­fession. These breakthroughs, marked by radical new thinking and dra­matic improvements in sales results, have been rare. . . . Which brings me to The Challenger Sale and the work of the Sales Executive Council. . . . On the face of it, their research has all the initial signs that it may be game-changing. . . . My advice is this: Read it, think about it, implement it. You, and your organization, will be glad you did.”

—Professor Neil Rackham, author of SPIN Selling, from the foreword

“The amazing thing is that the Challenger sales rep has been hiding in plain sight all these years. The Challenger Sale breaks the winning elements of this powerful approach into a set of teachable skills that can take even a top sales team to a new level of results delivery.”

—Dan James, former chief sales officer, DuPont

 

“This is a must-read book for every sales professional. The authors’ groundbreak­ing research explains how the rules for selling have changed—and what to do about it. If you don’t want to be left behind, don’t miss this innovative book that provides the new formula for selling success.”

—Ken Revenaugh, vice president, sales operations, Oakwood Temporary Housing

“Groundbreaking, timely, and disciplined research—presented in a way that is both intuitive and completely actionable—that has already had an impact on our organization by creating a customer lens that enhanced our sales recruiting, hiring, training, and deployment.”

—Jeff Connor, senior vice president and chief growth officer, ARAMARK Global Food, Hospitality and Facility Services

“The Challenger Sale shows you how to maintain control of the complex sale. The output of this superbly researched body of work is that you will know how to better differentiate your organization, your offering, and yourself in the mind of the customer.”

—Adrian Norton, vice president, sales, Reckitt Benckiser Pharmaceuticals

“There is a healthy dose of constructive tension throughout this brilliant book. Tension that will bring insight and clarity into how customers buy today and how your sales team must sell. If you are seeking to raise the bar in your sales orga­nization, The Challenger Sale is a must-read.”

—Tom Meek, vice president, sales, Henkel Adhesives Technologies

About the Author
Matthew Dixon is a managing director and Brent Adamson is a senior director with Corporate Executive Board's Sales Executive Council in Washington, D.C.

About Corporate Executive Board
By identifying and building on the proven best practices of the world's best companies, Corporate Executive Board (CEB) helps senior executives and their teams drive corporate performance. CEB tools, insights, and analysis empower clients to focus efforts, move quickly, and address emerging and enduring business challenges with confidence.

For more information visit
www.executiveboard.com
www.thechallengersale.com

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146 of 150 people found the following review helpful.
Strong research and important sales insights
By J. F. Malcolm
This book comes very highly touted, especially by Neil Rackham himself, who calls it "the most important advance in selling for many years."I personally don't think it reaches quite that level, but overall it is an excellent book, with provocative insights and useful information for salespeople looking for ways to break out of the pack.

The key to a really good book is that it makes you say, "I never thought of that before," and to use that insight to improve your life in some way. Interestingly, that's also the key to a really good salesperson, as well.

The book is based on extensive research by the Sales Executive Council into the attributes of successful sales professionals. They found that salespeople tend to cluster into five different types, based on their behaviors: Hard Workers, Challengers, Relationship Builders, Lone Wolves, and Reactive Problem Solvers. Research is great when it generates new and unexpected insights, and three are central to the book.

Key insight #1: Salespeople matter--a lot!

One of the surprising insights generated by their research was that the Sales Experience accounted for 53% of the contribution to customer loyalty, more than company and brand impact, product and service delivery, and value-to-price ratio combined! In other words, the latter three are just tickets to be able to play; how you sell is more important than what you sell. In complex solution sales, star performers outperform core performers by 200%, as opposed to 59% in transactional selling, so it's a critical insight.

If how you sell is so important, the next critical insight is about what the most effective reps out of the 6,000 that they surveyed do differently.

Key insight #2: They don't care how much you care until they know how much you know

Of the five types, relationship builders are the least effective performers. The old saying, "They don't care how much you know until they know how much you care," is better said, "they don't care how much you care until they know how much you know." Relationships are important, but they are the result of successful selling and not the cause (as Rackham says in the Foreword).

In other words, what customers value most today is a rep who teaches them something, who challenges their insights and their view of the world. These reps are the Challengers and they comprise the largest component of top performers. Unlike relationship builders who focus on resolving tension and keeping everyone happy, challengers like to produce constructive tension, because major sales are about creating change and change generally requires discomfort.

The key is not in discovering the customer's needs and being able to express them, it's in being able to create the need that they didn't even have by getting them to look at their world in a way they had not before. As they say, if your customer's reaction to your pitch is, "That's exactly what's keeping me up at night. You really understand our needs", you've actually failed. What you want them to say is, "Huh, I never thought of it that way before."

Of course, if you do this and then they go ahead and solve their problem with a cheaper competitor, all you've done is sold for someone else. So, the other critical piece is to answer the most important question: "Why should our customers buy from us over all competitors?" This question is surprisingly difficult for reps to answer, as I personally have observed in my own training classes. But, with enough thinking and refining, you can answer the question. The thought process then becomes:

* What are our strengths?
* How do those strengths give the customer the capability to solve a problem or take advantage of an opportunity they don't know they have?
* What do we need to teach the customer so they will value that capability?

As the book says, "The sweet spot of customer loyalty is outperforming your competitors on those things you've taught your customers are important."
In order to achieve this sweet spot, Challengers do three things very well: teach, tailor, and take control. The middle section of the book explains how to build the teaching conversation, tailor your strengths to individual stakeholders, and take control of the sale. The teaching phase is the most expensive part of the book and appropriately enough, by far the most insightful and most innovative. Just this part of the book would make it worthwhile.

Key insight #3: Focus on the core 60%

The final two chapters focus on how to implement the approach in the sales organization. Here their most important insight is that the focus should be on equipping the 60% of the sales force who are core performers to be able to follow the Challenger Selling model. The top 20% won't need it, and the bottom 20% won't get it.
The only quibble I have with The Challenger Sale is that many ideas which are relatively well-known already are treated as if they are startling new discoveries. I read some of the passages with the same irritation that Native Americans must feel when told Columbus "discovered" America. For example, they introduce the idea of tailoring your insight to the specific individual needs of the different stakeholders, which all good sales methodologies have incorporated for years. (In fairness, though, so many of these ideas that are common knowledge are still not common practice.)

I would strongly recommend this book to sales executives, sales managers, and most of all, to sales professionals; I challenge you to read it and apply it.

93 of 95 people found the following review helpful.
Challenging The Challenger Sale
By Dave Kinnear
The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a different view.” I believe the authors also get it right when they state, “In this world of dramatically changing customer buying behavior and rapidly diverging sales talent, your sales approach must evolve or you will be left behind.”

However, they missed an opportunity to move complex sales to the next level. By complex sales, I mean to segregate commodity sales from the intangible products and services that require trust. And by the next level, I mean a salesperson who authentically has the customer’s best interest at heart and not just their own.

The subtitle of this book is “Taking control of the customer conversation.” As though to inoculate themselves from criticism, the authors state that they know some people will interpret this statement as being “arrogant” while stating that it isn't. They also speak about “educating the customer” and recognize that the same interpretation may be made about that point as well. Indeed, this reader believes that the mindset of a salesperson who takes it upon themselves to control the conversation and educate the customer/client is absolutely being arrogant. The authors seem to give short shrift to the human capacity to sense when they are being talked down to or manipulated. While you may be able to fool some of the people some of the time, most customers will sense when they are being manipulated.

Many consumers today are, for the most part, immune or at least becoming immune to advertising and sales tactics that are focused on achieving the salesperson’s goals. They are skeptical. They listen to their friends and associates and depend on organic search results (not paid results) when researching a purchase. Product, solution and consultative selling (which includes Challenger Sales) are all still focused on gaining the salesperson’s goal of selling a product. Yet, between all the self-serving tactics and training, this book does provide some nuggets of insight for the alert reader.

The authors have defined two categories of sales people, core performers and high performers as well as five major “salesperson profiles”: The Hard Worker, The Challenger, The Relationship Builder, The Lone Wolf and The Reactive Problem Solver. In their research, the authors found that The Challenger was the person who continued to make sales quotas even through tough times like the 2008 recession. “The Challengers are the debaters on the team” and have a deep understanding of the customer’s industry. [Debate: to engage in argument by discussing opposing views.] They took control of the conversation, challenged the customer’s thinking and differentiated themselves by educated the customer on things about their industry/customers that were new to the customer. The Hard Workers are just that, they show up early, stay late and are persistent. The Relationship Builder is an unfortunate profile title. A better profile title would be “The Appeaser.” In this profile, the salesperson believes the relationship is the most important aspect of their job and will do nothing to jeopardize that customer relationship. They appease the customer at any cost – including the cost of losing a sale. The Lone Wolf is the prima donna of the salesforce. They do things their way, AND, they are high performers despite being difficult if not impossible to manage. The Reactive Problem Solver is focused like a laser on solving the customer’s problem. They will sacrifice spending time generating new sales as soon as an existing customer calls with an issue or new problem.

According to the data presented by the authors, The Challengers are by far the best salespeople in terms of results with 39% of that profile in the “High Performer” category. The Lone Wolf (25%), Hard Worker (17%), Problem Solver (12%) and Relationship Builders (7%) profiles follow in order.

A clearer and, in my opinion, better model for the “new” consumer driven market is that outlined by Patrick Lencione in his book Getting Naked and Charles Green in his book, Trust Based Selling. In both of those books, the authors make it clear that the proper mindset for sales is to authentically have the customer’s best interest at heart, not just the salesperson’s best interest. Any model that incites a mindset or intention that is designed to sell rather than to let the consumer buy will eventually be a roadblock to success.

In my opinion, a closer reading of the data and parsing of the survey results will show that the so called Challenger Salesperson is someone who first builds a trusting relationship by demonstrating that they have the customer’s best interest at heart, not just their own, and then help their customer better serve the end customers. They earn the right to share insights rather than simply build credibility from a position authority. They share rather than sell, tell or educate. They listen more rather than debate. They recognize that by representing a specific company with a specific set of products and services that they are already suspected of having a self-serving and highly biased point of view. Anything they say is suspect the same way that paid results in a Google search are suspect. They work hard to gain trust to offset the natural skepticism.

If we take the author’s research and survey results to the logical conclusion and combine that with how consumers are skeptical of large companies and “vested interests,” we would wind up with the best salespeople being independent consultants and manufacturer’s representatives rather than our own direct sales employees. Our products or services would be employed only by the customers who would truly be best served by using them as determined by someone who had nothing to gain by selling one manufacturer or consulting service over another. That is, presumably, how large complex ERP systems are sold – independent consultants and the customer review the large complex software offerings, determine the most suitable fit and the selection is made by the customer with only “arm’s length” influence by the software vendor. We would be forced to recognize that the “new customer” (i.e. the consulting firm) is as knowledgeable as or perhaps even more knowledgeable than we are. We would definitely change our approach to be more based on trust and competency.

Words are important and will establish a mindset in those who are listening. The authors have chosen words that will create aggression rather than assertiveness, being didactic rather than sharing information and focusing on the salesperson rather than on the customer. It is unfortunate since the authors are exactly correct that “In this world of dramatically changing customer buying behavior and rapidly diverging sales talent, your sales approach must evolve or you will be left behind.” Sadly, their prescription will result in more of the same salesperson focused tactics. Ironically, if you want to sell more you have to stop selling. Instead, build trust, demonstrate competence, be dependable and always authentically have your customers best interest at heart, not just your own.

191 of 212 people found the following review helpful.
More for Marketing than Sales
By Amazon Customer
I'd say read it - and don't expect too much in the way of earth-shattering revelations or some actionable sales methodology. The authors spend a lot of time up front in the book validating the credibility of their research. Throughout the book, they refer to their case study clients as "members" - as if they are the Sam's Club of business insight. (The Corporate Executive Board is a "for-profit" BUSINESS TRAINING company, not a non-profit member association)

I always held the belief that relationship-only salespeople were creepy, unproductive and non-scalable generalists - and now, thanks to this book, I have the data to prove it. Their branded "Commercial Teaching" is when marketing is forced into actually helping salespeople create compelling and provocative messages vs. non-value added brochures and seminars. After reading the book, I was left wanting something that brought it all together as a repeatable sales methodology or process. Unfortunately, that wish was never satisfied.

The book was very good at debunking bad techniques like "answering a question with a question", asking rhetorical and irritating questions like "what keeps you up at night?" and does an all out assault on "inquiry only" sales calls & methodologies. The section on coaching was very good and applicable to most sales improvement programs - and didn't seem overly unique to coaching to whatever the "The Challenger Sale" actually is.

Here is the highlight reel: 1) Relationship-only reps are the typically worst performers 2) Have marketing & sales co-create a good, orchestrated script that anticipates customer problems, creates disruptive tension and ends with innovative ways of addressing client issues 3) Hand the script to a rep and tell them to learn it and tailor it 4) Provide coaching to make it stick 5) Rinse & repeat with every client interaction.

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The glamorous life of an international flight attendant can be anything but, as Vera Hanson discovered the morning one of her crew members was found murdered in a Paris hotel room. That morning began to put into focus some of the experiences of Vera's thirty year airline career, which she had purposely been avoiding. It caused her to look more deeply into the questions surrounding 9/11 that never made sense to a flight attendant, but that no one had seriously investigated. With the help of her pilot friend Jim Bowman, they embark on a cross country journey employing their wisdom, experience and intense research to uncover the mysteries of what really happened to the four airplanes and the people on them that fateful day. Written as a novel, Methodical Illusion has been excruciatingly researched from an insider's perspective, utilizing proprietary knowledge of airplanes, universal FAA protocols, standardized fight crew procedures and all hijacking policies. The results are the never before revealed answers to the daunting questions everyone has had, but few had dared ask aloud for fear of the repercussions that undoubtedly follow. Rebekah Roth is right on target with her mind blowing research which is guaranteed to open your eyes.

• Sales Rank: #17324 in Books
• Published on: 2014-11-03
• Original language: English
• Number of items: 1
• Dimensions: 7.99" h x .69" w x 5.24" l, .77 pounds
• Binding: Paperback
• 308 pages

Most helpful customer reviews

115 of 120 people found the following review helpful.
Roth is wide awake and spot-on...
By chuck maultsby
Ms. Roth has done a remarkable job of taking impecable research regarding the 9/11 False Flag Operation and incorporating it into a very readable novel.... but do not doubt that the information contained in this particular novel is all real and true... Her perspective as a career flight attendant adds points of view and information that only those in the airline industry can share... Definately worth your time and money..!

90 of 94 people found the following review helpful.
I find it refreshing to know that there are other ...
By Michael L Carr
I find it refreshing to know that there are other people in America that are aware that the September 11th attack on America was not accomplished by a rag tag team of terrorist unable to fly a very basic Cessna 172 but somehow they were capable of flying sophisticated Boeing 767s with enough precision to hit a target that pilots with 30,000 hours of flight time could not do in a simulator.
This book is non-fiction wrapped in a novel. There is so much more written between the lines if you are willing to find it and understand what she is trying to say. For example, go to pilots for 911 truth on the internet to find out so much more about where she finds corroboration for her story.

85 of 92 people found the following review helpful.
Kick some tires and light some fires...Truth is on the tarmac
By Glen
Once in a great while you come across a "fiction" that is a thinly veiled "non-fiction". The thing that sets a great book in this class apart from the rest is its ability to tell the truth, nothing but the truth, so help it God, while at the same time creating a cast of characters complete with a story line that will keep you on the edge of your seat the entire time you are reading it. Whether you are an avid 9-11 researcher or a citizen who is for the first time starting to realize the whole convoluted tale
just doesn't seem to be quite right, this book is for you. Both categories will glean new information from the read. Whatever the case may be, this book is for you America ...

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[F688.Ebook] Download PDF Biology: Study of Life, by William D. Schraer, Herbert J. Stoltze

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Biology: Study of Life, by William D. Schraer, Herbert J. Stoltze

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Revised to meet the needs of today's increasingly diverse classrooms, this program offers comprehensive, up-to-date content that is systematically organized. This approach emphasizes the unity and diversity of life that many teachers have found helpful to students learning basic biology concepts.

• Sales Rank: #941565 in Books
• Published on: 1999-01
• Original language: English
• Number of items: 1
• Dimensions: 10.00" h x 8.00" w x 1.50" l,
• Binding: Hardcover
• 944 pages

Features

• Biology: Study of Life

Most helpful customer reviews

0 of 0 people found the following review helpful.
Great Experience
By Amazon Customer
The quality of the book was better than I had expected and it was delivered within a very reasonable time.

1 of 11 people found the following review helpful.
ok
By A Customer
hard book to understand and not written too clearly, however if your teacher required it, ure ganna have to sruggle

5 of 5 people found the following review helpful.
Extremely helpful in understanding the main idea
By Sheepie
I used this textbook as a supplement study tool for my high school biology class. This is one of the most comprehensive texts that I've come across. The content is easy to understand and the diagrams are coherent. If you are looking for a book that translates biological jargon, this is the definitely the one. This book has helped me get throught the SAT II's and other standardized tests. I also recommend buying the test data bank, which also runs by the same author and publisher. The depth of the topics covered, do not reach beyond a high school level general biology class. For AP Biology or general biology in college, I suggest you to purchase "Life on Earth" by Gerald and Teresa Audesirk or "Biology" by Neil A. Campbell and Jane B. Reece.

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Biology: Study of Life, by William D. Schraer, Herbert J. Stoltze PDF
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