Sabtu, 24 September 2011

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Written for plastics industry professionals as well as scientists, this book summarizes the state-of-the-art in additives: stabilizers, processing aids, plasticizers, fillers, reinforcements, and colorants. The new edition includes a wealth of information on technical and commercial aspects, physical and chemical fundamentals, products and product groups, and applications in individual plastics. An informative overview of possible future trends is provided, as is a helpful list of trade names and manufacturers. Three hundred tables and charts clarify the text.

  • Sales Rank: #2358545 in Books
  • Published on: 1990-09
  • Original language: English
  • Number of items: 1
  • Binding: Hardcover
  • 850 pages

Language Notes
Text: English (translation)
Original Language: German

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Sabtu, 17 September 2011

[P622.Ebook] Get Free Ebook NetEasy Marketing: Taking the 'Work' out of Network Marketing, by Wes Melcher

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Celebrated entrepreneur and network marketing visionary, Wes Melcher, has written an MLM page-turner: "NetEASY Marketing." This is an expository guide on how to be successful in the Direct Sales, Network Marketing, or MLM in the 21st century. Complete with building a brand, getting the most out of events, using social media and technology to build a mobile, international business, and much more, "NetEASY Marketing" teaches industry newcomers and veterans alike how to leverage their network, develop a team and build a better business. This is a comprehensive guide on how to cultivate a sustainable network and retain a team of motivated professionals.

  • Sales Rank: #960742 in Books
  • Brand: Brand: Infinity Publishing
  • Published on: 2012-10-04
  • Released on: 2012-11-05
  • Original language: English
  • Number of items: 1
  • Dimensions: 11.00" h x .37" w x 8.50" l, .55 pounds
  • Binding: Paperback
  • 157 pages
Features
  • Used Book in Good Condition

Review
"The New Age of Network Marketing is here and NetEASY Marketing is a great guidebook to Success!"
Steve Thompson
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From the Author
In this book, I will show you the new age of network marketing. These are not your mother's and father's Network Marketing, MLM, or Direct Sales strategies. With the creation of social networks and web 2.0, coupled with the increasing social desire to be part of someone's network club or organization, technology and society have made it easier than ever to stay in touch and network, and I am going to show you how to take advantage of these changes and turn a half-century-old industry into a stream of wealth and influence.This book will take an in-depth look at today's methods and strategies that have allowed me to build a global business comprising thousands of customers and distributors worldwide. I have used many of these strategies for more than half of my life to train hundreds of thousands of people and create multi-million-dollar-producing teams with a variety of products, and employing completely different approaches to marketing, selling and recruiting. I have been able to draw from my experience in sales, training, management, marketing, social media and promotion to create a book which has not been available until now. I have made it my life's mission to improve myself, my methods, my approach and my skills as I have evolved throughout my career. This book will illustrate and expand on my methodologies, all from a down-to-earth, easy-to-understand point of view that you can apply in any Direct Sales, MLM, or Network Marketing business. It is my sincere hope that you implement these tools into your business, no matter what product or service you promote, so you can, once and for all, live the life you have always dreamed of. It is time to turn NetWORK Marketing into NetEASY Marketing by taking the "Work" out of NETWORK MARKETING.

About the Author
Wes Melcher's foray into the Direct Sales Industry began in 1997, where he broke sales record after sales record with Vector Marketing, which markets Cutco Cutlery. His passion for team building and mentoring led him to the Network Marketing and MLM industry where he has trained more than 300,000 people over the last decade. He has consulted for both start-up and established MLM, Direct Sales, and Network Marketing companies worldwide over the last 15 years. Wes helped start WorldVentures, one of the fastest growing companies in the Network Marketing Industry in 2005, and which is now in the DSA Global Top 100 Companies. For more information on Wes Melcher, please visit WesMelcher.com

Most helpful customer reviews

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By Michael Walloch
Full of fresh money-making methods, not dinosaur-age, old ideas that you've heard a million times. Yes, it is possible today to become a millionaire in this industry with the techniques in this book. I like reading networking books, but they usually preach tired, old techniques that make the reader work extremely hard and look and sound like a geek when he tries them out. Nothing tired in this book -- just exactly what works today -- the stuff Wes and his students are cashing in on to make ridiculous money. Thank you Wes for making this book and taking the work out of network marketing.

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Unmatched Content
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In an industry that is notorious for the high rate of "failure" and only the "few" that really make the big$$$, Wes is able to tell the truth in a simple, elegant and humble manner. There is no "secret sauce" that so many run around and look for. Yes, the industry has changed over the years as have most others and Wes tells it like it is. A must read for the serious about having fun while working from home and generating an income not just sufficient to survive on but to thrive on. Most certainly a page turner!!

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Incredible content! While most people have a misconception that network marketing does not work, Wes Melcher proves them wrong. People fail because they make it like a job or work. Wes does an amazing job on teaching how to make keep it simple! His information on social media is phenomenal and will help me better my business. All in all, not only does it show how an average person can win, but how an experienced network marketer can take their business to a whole other level! I'd recommend this book to anyone period! Excellent purchase!

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Selasa, 13 September 2011

[R119.Ebook] Download Ebook The Baron's Cloak: A History of the Russian Empire in War and Revolution, by Willard Sunderland

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The Baron's Cloak: A History of the Russian Empire in War and Revolution, by Willard Sunderland

Baron Roman Fedorovich von Ungern-Sternberg (1885–1921) was a Baltic German aristocrat and tsarist military officer who fought against the Bolsheviks in Eastern Siberia during the Russian Civil War. From there he established himself as the de facto warlord of Outer Mongolia, the base for a fantastical plan to restore the Russian and Chinese empires, which then ended with his capture and execution by the Red Army as the war drew to a close.

In The Baron's Cloak, Willard Sunderland tells the epic story of the Russian Empire's final decades through the arc of the Baron's life, which spanned the vast reaches of Eurasia. Tracking Ungern's movements, he transits through the Empire's multinational borderlands, where the country bumped up against three other doomed empires, the Habsburg, Ottoman, and Qing, and where the violence unleashed by war, revolution, and imperial collapse was particularly vicious. In compulsively readable prose that draws on wide-ranging research in multiple languages, Sunderland recreates Ungern’s far-flung life and uses it to tell a compelling and original tale of imperial success and failure in a momentous time.

Sunderland visited the many sites that shaped Ungern’s experience, from Austria and Estonia to Mongolia and China, and these travels help give the book its arresting geographical feel. In the early chapters, where direct evidence of Ungern’s activities is sparse, he evokes peoples and places as Ungern would have experienced them, carefully tracing the accumulation of influences that ultimately came together to propel the better documented, more notorious phase of his career

Recurring throughout Sunderland’s magisterial account is a specific artifact: the Baron’s cloak, an essential part of the cross-cultural uniform Ungern chose for himself by the time of his Mongolian campaign: an orangey-gold Mongolian kaftan embroidered in the Khalkha fashion yet outfitted with tsarist-style epaulettes on the shoulders. Like his cloak, Ungern was an imperial product. He lived across the Russian Empire, combined its contrasting cultures, fought its wars, and was molded by its greatest institutions and most volatile frontiers. By the time of his trial and execution mere months before the decree that created the USSR, he had become a profoundly contradictory figure, reflecting both the empire’s potential as a multinational society and its ultimately irresolvable limitations.

  • Sales Rank: #519586 in Books
  • Published on: 2014-05-20
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.75" h x 6.50" w x 1.25" l, 1.49 pounds
  • Binding: Hardcover
  • 368 pages

Review

"The Baron's Cloak succeeds in drawing our gaze away from the metropolitan centres in which we conventionally chart the upheavals of the 'Russian Revolution' to a periphery that turns out to have been far from peripheral. The revolution was an intrinsically imperial affair - a vast, multi-ethnic and multi-confessional state pulled apart by messy conflicts across fractured frontiers; a new one forged and contested by men and women with their own multilayered local, regional and imperial identities. Willard Sunderland's innovative analysis of the dynamics which both destroyed the Russian Empire and shaped its Soviet successor is a triumph of scholarship and imagination.––Daniel Beer, Times Literary Supplement (December 19, 2014)



"This book is a genuine page-turner and a scrupulously researched microhistory, a finely stitched tapestry that captures well the loosely construed unity, diversity, and plural identities of Russia's borderlands of empire. . . . The book has lucid and elegant prose, and a deep sense of place. The Baron’s Cloak is full of insight and logistical sophistication, and Sunderland proves equal to the task. The final result is a gripping Bildungsreise (educational journey) and a model text for how historians should interrogate sources, depict the back-stories of scenes, change course, reconstruct identities, and tentatively formulate new questions about world history."―Steven Seegel, American Historical Review (February 2015)



"In this magnificent book, Willard Sunderland, Associate Professor of History at the University of Cincinnati, invites the reader to perceive the Russian Empire from a different perspective. Rather than surveying it from the vantage point of 'policies, structures, or ideologies, as historians usually do,' we should step into the shoes of imperial people and look for another set of truths. . . .The result is an engaging combination of micro-history, historical geography, and insightful travelogue."―Stephen N. Norris,Journal of Historical Geography(June 2015)



"While Sunderland's new book is certainly the deeply researched microhistory that he claims it is, it is also more. The Baron’s Cloak builds, and it offers an important new interpretation of key issues in the late imperial period from colonialism and modernization to Russification and nationalism. . . .The Baron’s Cloak is a delight to read, and Sunderland’s ability to combine forceful argument with a careful historian’s circumspection is admirable."―Samuel J. Hirst, Ab Imperio(January 2015)



"This work is an imaginative kind of history in how it reveals the historian's craft, a sort of 'laying bare his technique,' as the Russian formalists who emerged from this same period would have expressed it. Sunderland not only paraphrases or translates from archival documents but he often traces how those documents got to the archive and what sorts of notes and marginalia he finds in them. He also reminds us how incomplete the archival record on his subject is, and he does a very conscientious job of finding alternative sources to help us better enter [his subject's] many intersecting and overlapping worlds. The Baron's Cloak is beautifully written and a wonderful contribution to borderlands history, to the history of empire and nation, and to the history of war, revolution, and civil war."―Mark Von Hagen,Slavic Review(Summer 2015)



"[The Baron's Cloak] demonstrates just how important an understanding of the multinational and frontier aspects of the imperial state are to a comprehensive view of its last years, and perhaps even more importantly, to the transition from tsarist to Soviet empire. . . . Perhaps most significant is this work's contribution to our understanding of the process of imperial collapse through its analysis ofthe faliure of Ungern's efforts in Mongolia, in particular his attempt to reunite the various nationalities of the Russian state and reinstate imperial rule by bringing them together under the banner of loyalty to the monarchy."―Laurie Stoff,The Russian Review(July 2015)



"The Baron's Cloak can serve as an excellent introduction to the study of empire; it clearly describes the essential features of this now extinct political construction. Ungern's life history further demonstrates the devotion to the idea of empire that remained prevalent among non-Russian elites but can never be accurately quantified. As such, the book will be of great interest to Russian historians who have to wrestle with the longevity and sudden collapse of the tsarist regime."―William Pomeranz, Journal of Interdisciplinary History (August 2014)



"A specialist on the Russian Empire and borderlands, the historian Willard Sunderland inThe Baron's Cloak draws on his considerable talents as a storyteller to craft a fluidlywritten and engaging account of the twilight of the Russian Empire as it succumbed to thehard-hitting blows of war, revolution, and civil war."―Donald J. Raleigh, Journal of Modern History (March 2016)



"The result is a splendidly readable microhistory that brings together much excellent recent work on the multiethnic, imperial history of Russia – a literature to which Sunderland has been a leading contributor – to show how “the personal experience of empire has much to tell us about the bigger picture"… In sum, this is an exemplary and engaging study that newcomers to Russian history and the broader history of empires will find accessible and interesting -- and that more seasoned readers will find enormously insightful. It deserves a very wide readership.” – Mark A. Soderstrom, World History Connected (2016)



"Rare is the book this creative, engaging, and written with such unpretentious grace. The baron of the title is Roman von Ungern-Sternberg. . . . After the Bolsheviks took power, Ungern-Sternberg attempted to establish an independent state in Mongolia -- a monarchy that he himself would rule. In 1921, that dream was crushed by the Red Army, which captured and executed the baron. Sunderland does a remarkable job of blending Ungern-Sternberg's life story with an exquisite portrait of the far-flung reaches of the Russian empire, producing an utterly absorbing tale of one man encountering historic change in almost incomprehensibly complex surroundings."―Robert Legvold, Foreign Affairs (Nov./Dec. 2014)



"Many scholars have analyzed the peculiar dynamics that make up the vast, diverse world of the former Russian Empire and Soviet Union, but few have produced works as engaging and insightful as Willard Sunderland's book, The Baron’s Cloak. . . . Centered on one man, the Russian-German noble, Baron Roman Fedorovich von Ungern-Sternberg, Sunderland’s work is a brilliant portrait of the Russian Empire and its collapse in the face of revolution and civil war. With eloquence and wit, The Baron’s Cloak brings a complex historical epoch to life and provides a highly readable primer for anyone seeking to understand the Russian Empire and the legacies of imperial rule across Eurasia."―Mark Sokolsky, Origins (November 2014)



"The Baron's Cloak is the best book I've read in a very long time. It is brilliantly conceived and crafted. Willard Sunderland's research and erudition are unrivaled, and his writing is fast-paced, accessible, and often poetic. Sunderland does a terrific job of reimagining the Russian empire, territory, and power; this book will set the standard for a long time to come."―Robert Crews, Stanford University, author of For Prophet and Tsar: Islam and Empire in Russia and Central Asia



"Willard Sunderland's The Baron’s Cloak is a wonderful and an important book. Beautifully written, with an abundance of photographs and maps, it tells one man’s life story as a prism as way to explore the Russian empire at its twilight. Baron Roman Fedorovich Ungern-Sternberg was both a fascinating and appalling individual. (Imagine a character from a Dostoevsky novel transposed to the borderlands at the twilight of empire, in conditions war, revolution, ruin, and chaos.) Sunderland uses Ungern-Sternberg's life to illustrate the far-flung empire that made the life possible. His book unfolds almost cinematically across Eurasia: Graz, Austria; the Baltic Provinces; St. Petersburg; Manchuria; the Russian Far East; the killing fields of the First World War in Prussia, Galicia, Persia; climaxing with Ungern-Sternberg’s doomed campaigns in Mongolia and Siberia. Sunderland is the first to understand Ungern-Sternberg as a type, an imperial cosmopolitan. His book is compelling reading not only for Russian and Soviet historians but also for any reader who seeks to understand the full scope of the Great War’s imperial apocalypse."―Peter Holquist, University of Pennsylvania, author of Making War, Forging Revolution: Russia's Continuum of Crisis, 1914-1921

About the Author

Willard Sunderland is Associate Professor of History at the University of Cincinnati. He is the author of The Baron's Cloak: A History of the Russian Empire in War and Revolution and Taming the Wild Field: Colonization and Empire on the Russian Steppe, both from Cornell, and coeditor of Russia's People of Empire: Life Stories from Eurasia, 1500 to the Present and Peopling the Russian Periphery: Borderland Colonization in Eurasian History.

Most helpful customer reviews

9 of 10 people found the following review helpful.
war and revolution through one remarkable life
By Douglas Smith
Willard Sunderland has written a fascinating book that offers both a detailed and deeply researched portrait of Baron von Ungern-Sternberg and a sweeping account of Russia in the years of war and revolution. It is a book anyone interested in Russia's bloody and tragic collapse in the first decades of the twentieth century will want to read.

2 of 2 people found the following review helpful.
A fine history of a tragic era
By Paul E. Richardson
Born to Austrian nobility, a soldier of the Russian empire, a Cossack, a megalomaniacal, murderous anti-revolutionary, Baron Roman Feodorovich von Ungern-Sternberg was a reflection of his age. The turning of the twentieth century through the First World War was a time of great flux and modernization, when empires tore apart at their seams, when millions were sacrificed on the crucible of ideas, when a single soldier could muster a small force and commandeer a nation.

For Ungern, notorious for his cruelty, anti-Semitism, and ruthless leadership as a White commander during the Russian Civil War, that nation was Mongolia, and he (almost unwittingly, it seems) sought, in the final year of his life, to make it the vanguard of a new Asiatic power to counteract the scourge of Bolshevism. He failed in his “campaign” to take Mongolia (which Sunderland shows to be far less intentional than has been ascribed), was captured and shot. Yet he also partially succeeded, in that Mongolia gained a semi-autonomy that lasted through the Soviet era.

Unlike other accounts of Ungern, Sunderland does not give overmuch attention to this final year of his life, instead focusing on the broader sweep of events, on the full arc of Ungern’s life from Austria to Estland, from Trans-Baikal to Mongolia. In part, this is because there is really very little to know about Ungern, but also because Sunderland wants to show how the multinational, ever-bored Ungern was an apt, if sociopathic, mirror of his times. The effort succeeds and this is a fine history of the era.

As reviewed in Russian Life magazine

2 of 2 people found the following review helpful.
By far the best book on Ungern-Sternberg
By Jim C.
By far the best book on Ungern-Sternberg, but also provides broader insights into the late Romanov empire and its collapse. It's a fascinating story, told with panache.

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FOOD IS YOUR BEST MEDICINE, by HENRY G. BIELER

  • Sales Rank: #8023201 in Books
  • Published on: 1968
  • Binding: Hardcover

Most helpful customer reviews

10 of 10 people found the following review helpful.
Henry Bieler Saved My Life!
By Stephanie Riseley
This book, and the doctor who wrote it, saved my life. When I was 20, I was dying of SLE. I was taking 60 mg of prednisone, I had pericariditis, bi-lateral lung effusions and of my body was wracked with pain! But then I met Henry Bieler, MD, and I used his techniques to heal. I changed my died completely and followed his advice. The book seems somewhat "old fashioned" now, but Henry Bieler was born in the late 1800s, and I think he died in 1971, at 93 in a mountain climbing accident! What a way to go! What he said in 1965 is still valid!

4 of 4 people found the following review helpful.
Let's get back to Eden!
By Victor Pond
We desperately need more books like this. In an era when our pharmaceutical companies, Public health agencies, medical establishment continue herding us to ingest synthetic, experimental and toxic "medicines" we need to be reminded that what drives those systems is simply greed, not an authentic drive to heal (so every year we must endure "walks" and "marches" to "cure" this or that). Most of "health care" is in essence guess work and allegiance to flawed theories about the real causes of illness. Doctors are not educated as to the link between nutrition and repair and/or restoration. Their instincts have been trained out of them reducing them to being glorified "drug dealers."

God endowed nature with all the necessary ingredients to help our bodies heal themselves. The obsessive and fruitless "virus hunting" and microbe blaming has not brought us any closer to resolution or eradication of diseases (and please don't believe the "vaccine" hype!). Until the common people learn to take charge of their health, we will continue being exploited via these fear based "health care" messages. Diseases are caused by disruptions in the body due to dehydration, malnutrition, environmental toxins (ask those polio and bladder cancer victims forced to inhale carcinogenic fumes, etc.), stress, poor hygiene, substance abuse, etc. all immune suppressing conditions alone or in combination.

Then we have to contend with the likes of Monsanto who once again pretend to care about "food" production when it's really about filling their deep pockets. We've been duped for way too long. Too many die from preventable diseases, unnecessary procedures and health care professionals clueless as to how the body actually works. It's so bad that they gave it a name: Iatrogenesis....after all is said and done our health care professionals (doctors especially) are still "practicing" medicine!

7 of 7 people found the following review helpful.
Way ahead of his time!!! Advice hasn't changed a bit!
By MAID Marian
I have one of the first publications. It belonged to my dad & he credits it with saving his life.
After the doctor telling him, he would not live to see 35, he bought this book. HE LIVED TO BE 90YRS OF AGE!

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Revised and expanded to cover the most advanced instrumentation and techniques in the field of cytogenetics, this third edition includes: an expanded FISH chapter; information and protocols for breakage studies; coverage of computer imaging, regulation, and the molecular aspects of leukemia; and chromosone spreading. Over 200 step-by-step protocols are also presented throughout the text.

  • Sales Rank: #4909725 in Books
  • Published on: 1997-06
  • Original language: English
  • Number of items: 1
  • Dimensions: 11.50" h x 9.00" w x 1.50" l,
  • Binding: Hardcover
  • 688 pages

Most helpful customer reviews

1 of 1 people found the following review helpful.
Still the best overall guide for real-life cytogenetic techniques
By Anita Hawkins
A collection of protocols and explanations for cytogenetic techniques from the common to the peculiar, essential reference for any cytogenetic laboratory. Can still be ordered from the AGT at agt-info.org in spite of appearing unavailalbe on Amazon.

0 of 1 people found the following review helpful.
THE AGT CYTOGENETICS LABORATORY MANUAL
By Onaney Bonilla Peña
IT'S A EXCELLENT BOOK. I DONT WHY THE EDITORIAL DONT PUBLISHED ANOTHER EDITION.
I'M INTERETED IN BUY ONE, BUT NOBODY WANT TO SELL IT!!!

DRA. TAMARA BONILLA

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[W743.Ebook] PDF Download Introduction to Tunnel Construction (Applied Geotechnics), by David Chapman, Nicole Metje, Alfred Stärk

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Introduction to Tunnel Construction (Applied Geotechnics), by David Chapman, Nicole Metje, Alfred Stärk

Tunnelling provides a robust solution to a variety of engineering challenges. It is a complex process, which requires a firm understanding of the ground conditions as well as structural issues. This book covers the whole range of areas that you need to know in order to embark upon a career in tunnelling. It also includes a number of case studies of real tunnel projects, to demonstrate how the theory applies in practice.

The coverage includes:

  • Both hard-rock and soft-ground conditions
  • Site investigation, parameter selection, and design considerations
  • Methods of improving the stability of the ground and lining techniques
  • Descriptions of the various tunnelling techniques
  • Health and safety considerations
  • Monitoring of tunnels during construction

Clear, concise, and heavily illustrated, this is a vital text for final-year undergraduate and MSc students and an invaluable starting point for young professionals.

  • Sales Rank: #770952 in Books
  • Brand: Brand: CRC Press
  • Published on: 2010-07-10
  • Released on: 2010-05-17
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.69" h x .94" w x 6.85" l, 1.60 pounds
  • Binding: Paperback
  • 416 pages
Features
  • Used Book in Good Condition

Review

Invaluable to recently graduated engineers and university students ... A comprehensive work that could well become the standard introductory text for early stage tunnellers, and could attract more engineers into tunnelling. As such, it should be heavily promoted.
―World Tunnelling

About the Author

David Chapman is Reader in Geotechnical Engineering at the University of Birmingham, UK.

Nicole Metje is a Lecturer at the University of Birmingham, UK.

Alfred Stärk is a Senior Tunnelling Manager with the tunnelling contractor ALPINE BeMo Tunnelling GmbH in Innsbruck, Austria.

Most helpful customer reviews

11 of 11 people found the following review helpful.
Good book, accurate title.
By W. Acheson
I recently read this book nearly cover to cover. If you are seeking a good working introduction into tunnel construction, I think this is a great place to start. I provide the following thoughts:

- Pay attention to the book description provided by Amazon about what the book covers. If you are an engineer looking for a technical introduction into actual tunnel design/engineering this isn't it. However, I do think the review description quote "Clear, concise, and heavily illustrated, this is a vital text for final-year undergraduate and MSc students and an invaluable starting point for young professionals" is accurate - but don't forget the words "starting point."

- It begins with what I thought was a very good historical development leading to current practices before moving on to tunneling related geotechnology.

- It covers the traditional methods of drill and blast, road header, and TBM. It also briefly deals with micro-tunneling and boring large diameter vertical shafts. Tunnel lining techniques are also reviewed.

- Personally, I think the text spent a disproportionate number of pages covering/endorsing the New Austrian Tunneling Method (NATM) with heavy emphasis on using shotcrete to line the tunnel, perhaps to the loss of explaining how NATM is any different from other techniques that inherently use the rock mass for tunnel support.

- Extensive references and bibliography to provide a launch point for further inquiry.

- While some of the above might sound pretty negative, I think this is an excellent and very thorough primer for those who already have some technical education and need or want to know more about tunneling.

Good luck.

0 of 0 people found the following review helpful.
Four Stars
By Kyle J. Cronin
About 1/4 of the way through and seems like a decent primer on tunneling construction.

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  • Sales Rank: #231752 in Books
  • Color: Black
  • Brand: McGraw-Hill
  • Published on: 1994-09-22
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.50" h x .80" w x 7.60" l, 1.51 pounds
  • Binding: Hardcover
  • 224 pages
Features
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Review
Solution Selling is the most comprehensive sales and sales management process available today. Mike Bosworth has the best understanding of sales process in corporate America.''--Fisher, Jeffrey M. "Vice President, Symix Computer Systems "

Solution Selling is an excellent vehicle to teach new salespeople critical sales skills and allow experienced salespeople to fine tune their skills. Solution Selling is the best methodology I've seen for placing emphasis on business issues rather than product.''--Gorshi, Dan "Sales Manager, AT&T Global Business Communications Systems "

From the Back Cover
When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met.

About the Author
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Most helpful customer reviews

120 of 124 people found the following review helpful.
The Consultive Sales Bible, but only if you use it!
By James Carter
I own an agency for OD/HR consulting and have read HUNDREDS of books, manuals etc on selling. I am especially interested in books about selling high dollar intangibles (HR consulting is incredibly intagible). This book is by far the best book I have ever read for this type of selling. If you sell these intangibles, you must read this book.
HOWEVER, in order for these ideas to actually be effective, you must plan on implementing the ideas and putting in a lot of work. Bosworth shows you, tells you, gives you an outline, gives you specific questions and just about anything else you could need to be successful after implementing his process. But this is not a book you can simply read and be successful. It takes practice, practice, practice.
Since I have institued his process in my selling (and I STILL practice the process), my sales calls have dramatically improved. Most notibly, Bosworth shows you how to position yourself and ask questions in such a way so that the customer feels in control of the process. I actually have had prospects close themselves.
The ideas and plans in 'Solution Selling' require a great deal of hard work for the sales person to implement, but trust me, it will pay off. Not only that, if you love sales like I do, it will help sales be fun again.

74 of 76 people found the following review helpful.
recommended reading (with some reservations)
By Sid Sahni
I would recommend this book to anyone who wants to differentiate himself/herself in sales today. It examies the role of the "seller" and tries to position him/her as the "buying facilitator." Conceptually, it is difficult to argue with Mike's line of reasoning and process. However, I tried to examine some of my recent sales opportunities as I was reading this book, and found several execeptions that justified deviating from the process prescribed herein. Therefore, it goes back to the traditional wisdom in sales that every opportunity is unique in some way and should be treated as such. There is no one "silver bullet" process to go about winning opportunities (which is the paradigm I sense from this book).
3 additional drawbacks that are worth commenting on regarding the book: First of all, despite what Mike might claim, the book is biased towards selling products or products and services as opposed to pure services. Secondly, I think customers are more intelligent than what Mike gives them credit for. He presents them as being generally unaware of solutions for their problems, but discusses them in the context of being shrewd buyers. My experience is that most customers are fairly well-read and informed through journals and periodicals and even the hype (even for their "latent needs") - and this information has not necessarily been shaped by a competitor that entered the process earlier. Additionally, I have not found my customers to be as vicious price negotiators as Mike portrays them to be in his examples. Finally, my impression is that Mike's selling process assumes some level of brand recognition in favor of the seller's product/company. I think companies have a harder time letting you shape their vision if they have never worked with you before or heard of you!
For those that are aware of SPIN selling - the concept is very similar but the implementation is unique to the way Mike perceives and describes the problem. Even so, the book is insightful and worth a read!

51 of 54 people found the following review helpful.
A friend of mine sold me on this book
By Phil Scanlan
I was asking a friend of mine who is Director of Sales for a very successful business for some tips on how to improve our sales performance.
As CEO of an internet language translation startup, Worldlingo.com, we didn't have any established sales processes or procedures. So I figured lets do what successful sales organizations do - hence the request for advice.
Anyhow to cut a long story short, he frequently referenced this book and the process contained therein. Here are some of the key things he mentioned:
- Many top sales people tend to intuitively follow this Solution Selling process, but many other sales people work just as hard but do not achieve the same results. This book guides those others through a proven sales process.
- As a CEO you need to be able to accurately forcast sales, but traditional "pipelines" are not very accurate. The framework laid out in this book will give you a much better guide.
- This framework will make it much easier to identify where sales people are tripping up and help them to improve that part of their performance.
- Shows you how to apply lessons from your existing customers to improve your selling efforts.
So I read the book and found it every bit as good as my friend said it was. We are going to adopt this Solution Selling methodology at Worldlingo.com and think it will provide a solid foundation for our sales group.
I gave it 4 stars rather than 5, because I thought the last quarter of the book which focused on case studies was not as good as it could have been.
But the first three quarters was very good.

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