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Senin, 04 Februari 2013

[F184.Ebook] Ebook Free The Royal Guide to Spot and Stain Removal, by Linda Cobb

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"Out, damned spot!"

For some, it's an obsession. For the Queen of Clean� it's a snap! Now you can tame even the most vexing spots and stains with this handy pocket guide, drawn from the royal bestsellers Talking Dirty with the Queen of Clean® and Talking Dirty Laundry iwith the Queen of Clean�. Here are Her Majesty's most sought-after stain removal secrets -- in one portable companion!

Banish Stubborn Stains:

mustard

wine

spaghetti sauce

lipstick

grass stains

chewing gum

ink

chocolate

grease

tar

rust

nail polish

coffee and tea

and so many more!

Discover Magical Solutions:
Lemon juice, shampoo, salt, vinegar, and other inexpensive, effective spot treatments make light work -- and are waiting in your pantry!

Pamper Your Washables:
From silk sheets to cotton tees, wool sweaters to suede jackets, consult the Queen's sage advice on fabric types -- and lift stains from all your belongings with tender loving care!

Sales Rank: #2185076 in Books
Published on: 2001-10-30
Released on: 2001-10-30
Original language: English
Number of items: 1
Dimensions: .39" h x 4.19" w x 6.87" l, .17 pounds
Binding: Mass Market Paperback
128 pages

About the Author
Linda Cobb first shared her cleaning tips with readers in a newspaper column in Michigan, where she owned a cleaning and disaster-restoration business dealing with the aftermath of fires and floods. Since then she has shared her housekeeping tips on radio and television shows across the world, including a fabulous appearance on OPRAH. Linda Cobb lives in Phoenix with her husband. Visit her popular Web site: www.queenofclean.com

Chapter One: Stain Removers That Are Hiding in Your Cupboard

Some of the very best spot and stain removers are things you use every single day! These stain removers work great and they're right at your fingertips!

Alcohol: Rubbing alcohol is great for grass stains and so much more.

Ammonia: The perspiration stain fighter.

Automatic dishwasher detergent: Keep this on hand as a bleach substitute and whitener/ brightener even if you don't have a dishwasher. Liquid, powder, and tablet form all work well. If you choose the tablet, make sure it has dissolved before you add clothes. Pour directly on stain, or soak.

Baking soda: Removes odors.

Club soda: My favorite Oh my gosh, how did I do that? spotter. Use it on any fabric or surface that can be treated with water. A slight dabbing on dry-clean-only fabrics is also permissible, just be sure to test first! Use club soda on any spill -- ask the waiter for some if you're dining out -- dab it on and blot it off. Club soda keeps spills from becoming stains and brings the offending spill to the surface so it can be easily removed. It's totally safe. I always make sure to have a bottle on hand.

Cream of tartar: I bet you have some of this in the kitchen cupboard, but how often do you use it? Well, here's your chance. Mix cream of tartar with lemon juice and you have a wonderful bleach for white clothes spotted with food or other stains. It's even effective on many rust stains.

Denture-cleaning tablets: The cure-all for white table linens with food stains and white cotton with stains. Dissolve one tablet per 1/2 cup water. Pour directly on stain or spot.

Dishwashing liquid: A wonderful spotter, used undiluted on tough stains.

Glycerin: You can remove tar, tree sap (think Christmas tree), juice stains, mustard, ketchup and barbecue sauce.

GOJO Cr�me Waterless Hand Cleaner�: Totally awesome for removing grease and oil, including shoe polish.

Hydrogen peroxide: 3 percent hydrogen peroxide is super for removing bloodstains, especially if they are fairly fresh. It also is a wonderful bleaching agent for stubborn stains on white clothes. Combine 1/2 cup of hydrogen peroxide and 1 teaspoon of ammonia for an unbeatable stain removal combination. Make sure to use 3 percent and not the kind you use to bleach your hair!

Lemon juice: This is nature's bleach and disinfectant. I don't know where we'd be without it. If you have spots on white clothes, apply some lemon juice and lay them in the sun. Apply a little more lemon juice prior to laundering, or prespray and launder as usual. This is really effective on baby formula stains.

Meat tenderizer: A combo of meat tenderizer (unseasoned, please, or you'll have a whole new stain!) and cold water is just the answer to protein-based stains such as blood, milk, etc.

Salt: Sprinkling salt on spilled red wine will keep the wine from staining until you can launder it. Mixed with lemon juice, salt will remove mildew stains.

Shampoo: Any brand will do. Cheap is fine. I save the small bottles from hotel/motel stays and keep them in the laundry room. Great for treating ring-around-the-collar, mud and cosmetic stains.

Shave cream: That innocent-looking can of shave cream in your bathroom is one of the best spot and stain removers available. That's because it's really whipped soap! If you have a spill on your clothes (or even your carpet), moisten the spot, work in some shave cream, and then flush it with cool water. If the offending spot is on something you're wearing, work the shave cream in and then use a clean cloth (a washcloth works fine) to blot the shave cream and the spot away. A quick touch of the blow-dryer to prevent a ring and you're on your way. The best thing about shave cream is that even if it doesn't work it won't set the stain, so the spot can still be removed later. Keep a small sample can in your suitcase when you travel. It's saved me more than once!

WD-40 Lubricant�: Check out your garage or the "fix-it" cupboard. If you don't have any, pick up a can the next time you're at the hardware store or home center. Why? Because we've all had those nasty grease stains and oil stains on clothes: Salad dressing misses the salad and gets the blouse, or grease splatters when you are cooking -- or crayon/lipstick/Chap Stick� gets on your clothes! WD-40 is your answer. Spray some on, wait 10 minutes, and then work in undiluted liquid dishwashing soap and launder as usual. Works well on everything except silk!

White vinegar: A great spotter for suede -- used undiluted. It's also a wonderful fabric softener. Just put 1/4 cup white vinegar in the final rinse. (And no, you won't smell like a salad!)

It's worthwhile to keep these things on hand. As you can see, most are inexpensive and have other uses. They'll make you the laundry Queen -- or King! -- in your home.

Most helpful customer reviews

0 of 9 people found the following review helpful.
The Royal Guide to Spot and Stain Removal
By D. Tabler
Compared to the other books I received in this order, this one was very small with yellowed pulp type pages. The book's content may still be fine but the book itself looks very dated.

4 of 4 people found the following review helpful.
Specific Advice for Each Type of Laundry Stain
By MLSchoenfeld
I decided that I'd like to buy a guide to stains for the laundry room. I started by checking out some books at the library. I wanted to see some stain books in person, to make my decision.

Stain Rescue! The A to Z Guide, by Good Housekeeping was not my choice. Too many of the entries told me to simply, "use a commercial stain remover." Well, I could have guessed that. I wanted specific advice for each type of stain. This book said to treat all laundry stains the same way, with a commercial stain remover, and only gave specific advice if the stain is on carpet, upholstery, etc. Not for me.

The Field Guide to Stains DID have specific advice, but was also a little too "fluffy" for me. The little bits of humor -- there were simply too many of them for my taste -- seemed to get in the way of the great information. There was a section of color photos showing what stains look like, but I think I can usually tell what the stain is by looking. That might be very helpful to some.

I continued to seek my stain guide. Next, I checked out the little paperback Queen of Clean book. It was published in 2002. There was specific advice for each type of stain. I was also pleased to read about the many common household items can be used to treat stains. And there is a section about commercial cleaning products. The Queen recommends her favorites -- and she's "tried them all." There were specific recommendations about each.

There is also a section that gives a heirarchy of stain removal when the stain is unknown, or set in with age. You start with the most gentle cleaning methods, then gradually work your way up to things that are more and more effective, but also irreversible and risky. That way, you might get the stain out with less trouble and less damage to the garment before you have to use the more drastic methods.

The Queen also warns in many places that some stain removers might remove the dye from some garments. The advice is to test on a seam allowance or other inconspicuous place. How many times have I removed the dye, along with the stain, by using a commercial cleaning product? That's why I wanted specific advice and gentle stain removal.

Well, all that sounded good to me! I decided that this will be the stain guide I keep in my laundry room. I came to Amazon, and found out that there's a 2010 edition. That's even better. I'm gettin' it right away!

2 of 2 people found the following review helpful.
Spot and Stain Removal by Linda Cobb
By Trust Yourself
After being amazed with what I saw Linda Cobb do on Oprah, I purchased her "Spot and Stain Removal" guide and have been extremely pleased with her suggestions that have worked tremendously for me. Would highly recommend it.

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Minggu, 03 Februari 2013

[F128.Ebook] Fee Download Diary of a Worm, by Doreen Cronin

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One small worm . one big world!

This is the diary . of a worm. This worm lives with his parents, plays with his friends, and even goes to school. But unlike you or me, he never has to take a bath, he gets to eat his homework, and because he doesn't have legs, he just can't do the hokey pokey – no matter how hard he tries.

This hysterical picture book by New York Times bestselling author Doreen Cronin and New York Times bestselling illustrator Harry Bliss tells the daily doings of a small worm in a gigantic worm world.

Ages 4–8

Sales Rank: #10996 in Books
Brand: Harper Collins
Published on: 2003-08-14
Released on: 2003-08-14
Original language: English
Number of items: 1
Dimensions: 10.00" h x .25" w x 7.50" l, .75 pounds
Binding: Hardcover
40 pages

Features

Amazon.com Review
Doreen Cronin (Click, Clack Moo: Cows That Type) and cartoonist Harry Bliss (illustrator of A Fine, Fine School) shed a whole new light on a creature that spends most of its time underground: the earthworm. Written in diary form, this truly hilarious picture book tracks the ins and outs of a worm's life from the perspective of the worm family's young son. Take June 15's entry: "My older sister thinks she's so pretty. I told her that no matter how much time she spends looking in the mirror, her face will always look just like her rear end. Spider thought that was really funny. Mom did not." Except for the fact that he can't chew gum or have a dog, the boy likes being a worm. He never has to go to the dentist ("No cavities--no teeth, either"), he never gets in trouble for tracking mud through the house, and he never has to take a bath. As long as he can remember Mom's rule "Never bother Daddy when he's eating the newspaper," all is well. Bliss's endearing cartoonish illustrations of anthropomorphized worms are clever visual punchlines for Cronin's delightfully deadpan humor. For example, "June 5: Today we made macaroni necklaces in art class" sounds normal enough until you see the worms wearing one piece of macaroni around their necks, taking up a good part of each worm's body. Children and adults alike will adore this worm's eye perspective on the world. (Ages 6 and older) --Karin Snelson

From School Library Journal
PreSchool-Grade 3-A baseball-capped crawler gives readers an episodic glimpse into the vicissitudes of his life in these hilarious diary entries. Difficulties such as having no arms, having a head that looks a lot like your rear end, and facing the dangers imposed by people digging for bait are balanced by a loving family and good friends. The young protagonist describes playing with his friend Spider, engaging in a variety of activities at school, and interacting with his parents and sister. Packed into these droll slice-of-worm-life vignettes are a few facts about earthworms and their behavior, all rendered with a dry sense of humor. The full-color watercolor-and-ink illustrations sprawl across the pages in lush earth tones. Bliss's cartoons give the worms lots of personality without overly anthropomorphizing them. The use of multiple perspectives will have children eagerly looking at the pictures to identify objects and locales. Primary-grade youngsters will especially appreciate the classroom scenes. This quirky worm's-eye view of the world makes these ubiquitous invertebrates a little more understandable and a lot more fun.
Marge Loch-Wouters, Menasha's Public Library, WI
Copyright 2003 Reed Business Information, Inc.

From Booklist
PreS-Gr. 1. The verbal puns and the wry, colorful cartoons create a funny worm's-eye view of the world in this playful picture book. There's no sustained story here, as there was in Cronin's wonderful Click, Clack, Moo: Cows That Type (2000), but the hilarious vignettes of the worm-child with his family, friends, and enemies show the absurd in humans as much as in the wriggling creatures in the earth. When the worm forgets his lunch, he eats his homework, and he loves telling his older sister that her face will always look like her rear end. One advantage of being a worm is that he never has to go to the dentist: no cavities. "No teeth, either," says Dr. D. Kay. The pictures are both silly and affectionate, whether the worm holds a pencil or hugs his favorite pile of dirt. And there's always the elemental child appeal of how it feels to be tiny in a world of giants. Hazel Rochman
Copyright � American Library Association. All rights reserved

Most helpful customer reviews

0 of 0 people found the following review helpful.
Great book!
By Amazon Customer
This is a book every kid should read or have read to. It's great humor especially for kids from 1st grade to 4th grade. It's so funny!

11 of 11 people found the following review helpful.
Such a Great Book!
By Zelda
I bought this book when it first came out and have shared it with so many people who love it! This book is a hoot! A little worm keeps a journal, sharing daily life from a worm's perspective and it's very funny - such as "Dad was busy eating the newspaper" and worries about fishing season starting or trying to make it across a playground blacktop with kids jumping rope. I just love this book! The illustrations are wonderful, but the text is excellent. Just one of the best books I own! Kids love it, too, of course!

0 of 0 people found the following review helpful.
One Star
By karen swalley
It was ripped and dirty. I was very disappointed.

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Rabu, 30 Januari 2013

[I181.Ebook] Get Free Ebook Leading School Improvement: A Framework for Action, by Joseph Murphy

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What does it mean to lead in a learning environment, as opposed to a system of knowledge transmission? A community, as opposed to a bureaucracy? A customer-oriented organization, as opposed to a public monopoly? To create truly powerful learning environments, school leaders must focus the lens on leadership, school improvement, and leadership for school improvement. In Leading School Improvement: A Framework for Action, author Joseph Murphy pulls together 14 practitioner-based articles to present a cohesive narrative about the unique and critical role that leadership plays in school improvement. Murphy clearly identifies key factors that shape the future of any school and explains the work that leaders must do to ramp up academic press and foster a supportive culture for school improvement He goes on to unpack the concept of leadership practice, focusing on principles and values that define excellence in leadership in schools. Personal characteristics and virtues, such as persistence

Sales Rank: #192058 in Books
Published on: 2015-09-11
Original language: English
Number of items: 1
Dimensions: 10.00" h x .30" w x 6.90" l, .0 pounds
Binding: Paperback
120 pages

Review
"Leading School Improvement is inspiring and thought provoking. It made me look at leadership, student success, and what we do/don't do as leaders, through a lens I had not used before." -- Ann Caine "2014 Oklahoma Superintendent of the Year"

"Leading School Improvement will be useful to administrators, as well as individuals in administrative preparation programs, because it identifies models of leadership that they can apply directly to their work." -- Jared C. Wastler "2014 Maryland Assistant Principal of the Year"

"Leading School Improvement shares excellent leadership concepts and explains their significance in a concise manner. It is a quick but effective read for busy school leaders." -- Darren T. Guido "2012 Delaware Middle School Principal of the Year"

About the Author
Joseph Murphy is the Frank W. Mayborn Chair of Education at Peabody College of Education at Vanderbilt University. He also has been a faculty member at the University of Illinois and The Ohio State University, where he was the William Ray Flesher Professor of Education. In public schools, he has served as an administrator at the school, district, and state levels. His most recent appointment was as the founding president of the Ohio Principals Leadership Academy. He is a past vice president of the American Educational Research Association (AERA) and an AERA Fellow.

Joe Murphy is a Librarian and Technology Trend Spotter. He works as a consultant helping libraries and other industries prepare to meet upcoming technology shifts in the constantly evolving information landscape. He is an international keynote speaker, an author and editor, and a conference organizer. He worked at Yale as a Science Librarian from 2007 to 2011. He enjoys sipping tea, traveling, poetry, practicing yoga, and checking in while doing all of the above. More information about Joe can be found on his website. You can also connect with him on Twitter and LinkedIn.

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0 of 1 people found the following review helpful.
Five Stars
By Kim Loringer
thank you

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Senin, 28 Januari 2013

[N611.Ebook] Ebook Download 15 Days, by Dr Corey Levernon Thompson

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15 Days describes the passion, purpose and program of one urban teacher's impact on his elementary students, their families, his student teachers and the world! Follow veteran teacher Mark Horowitz and his incredible students as they prove that lives can be touched and transformed in merely 15 days. 15 Days gives new meaning to the field of education's three R's: Relationships, Rigor and Relevance.

Sales Rank: #2984086 in Books
Published on: 2012-06-12
Dimensions: 8.00" h x .31" w x 5.25" l,
Binding: Paperback
136 pages

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4 of 4 people found the following review helpful.
Remarkable education
By geneticist
Dr. Corey Thompson chronicles the 40 year teaching career of a Milwaukee, Wisconsin
4th grade teacher who for the past 18 years has taken his public school class to
Denmark for a two week school experience in a different culture. The impact
of their experience abroad is described by students and parents. The entire
year's curriculum is focused on this experience, from learning Danish language
and song to geography and math. Lasting relationships between many of the
500 students and their host families have developed, with many return
trips to Milwaukee by Danish families. The story demonstrates what one
determined and committed teacher can accomplish, with many specifics
about the details of organizing the undertaking. Inspiring!

1 of 1 people found the following review helpful.
This book is beautifully written by Dr
By Kayla Delaney
This book is beautifully written by Dr. Thompson, a former student of Mark Horowitz. I really liked that he showed how Mark, a public school teacher in Milwaukee, WI, does not teach to the test, but instead takes a holistic approach to teaching his fourth grade class. They go on a trip to Denmark towards the end of each year and use the trip as their focus throughout the year - yes, fourth graders. The children in his class learn some Danish and a lot about the culture before they go. It seems as if everything they learn (across the curriculum) can be incorporated in planning for the trip. I love that he has such a large focus on something so special to the kids throughout the year. Dr. Thompson makes it very clear that Mark has touched a vast majority of his students' lives. This trip changes them. I can only imagine how much they grow throughout the year! Some of these children have grown up to be teachers and Mark has had a great deal of student teachers throughout the years, as well. The "ripple" that he has made truly amazes me. I highly recommend this book to anyone involved in an educational setting (teachers, pre-service teachers, parents, grandparents...), because I know Mark's classroom is the type of classroom I would want my child to be part of. In this book you see how Mark has changed the way many teachers who have had the opportunity to be in his classroom teach in their own classrooms. There stories are very interesting and worth the read! There goes that ripple! :)

2 of 2 people found the following review helpful.
15 Days (in Denmark)
By Mark Horowitz
This is an outstanding book!! It shows what can be done for students to help them mature, become self-directed, and develop respect and understanding for people from different cultures, religions, and races.

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Senin, 21 Januari 2013

[E590.Ebook] PDF Ebook Motor Speech Disorders: Diagnosis & Treatment, by Donald B. Freed

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MOTOR SPEECH DISORDERS: DIAGNOSIS AND TREATMENT, 2E offers a detailed, yet streamlined introduction to motor speech disorders. The book opens with a brief historical review of motor speech disorders, providing useful context for understanding the technology and methodology modern speech-language pathologists employ for evaluation and treatment today. Without overwhelming you with complex detail, the book also provides a practical introduction to the human motor system, including the anatomy and physiology involved in motor speech disorders. A series of chapters offers an in-depth look at the six pure dysarthrias, as well as mixed dysarthria and apraxia of speech, including detailed information on etiology, characteristics, and treatment. MOTOR SPEECH DISORDERS: DIAGNOSIS AND TREATMENT, 2E has been updated with high quality illustrations, as well as information on cutting-edge treatment procedures and current best practices. An accompanying DVD features clinical videos to deepen your understanding of the disorders by exposing you to real-life case examples.

Sales Rank: #294363 in Books
Published on: 2011-11-01
Original language: English
Number of items: 1
Dimensions: 9.00" h x .70" w x 7.30" l, 1.00 pounds
Binding: Paperback
320 pages

Most helpful customer reviews

4 of 4 people found the following review helpful.
Outstanding as a text
By Archilochus
This text covers the field like no other, giving straightforward and thorough information on a difficult subject matter. Including treatment overviews in each chapter is a special benefit. The questions for each topic are helpful both to student and instructor. As an instructor, I highly recommend this book. I had difficulty attaining access to the website meant to accompany the product. Purchase of the book via Kindle means no CD.

2 of 2 people found the following review helpful.
Great User-Friendly Book
By Melissa D.
In this textbook, Freed writes in a clear and easy to read manner while including a lot of pertinent information. Many illustrations are included to give the reader an understanding of the patologies that cause motor speech disorders. Case studies are included and also many step by step instructions on evidence-backed therapeutic treatments. I will definitely be keeping this textbook for reference when my class has ended.

1 of 1 people found the following review helpful.
GREAT!!
By SLP Student
This is an excellent book for future speech-language pathologists. The book is easy to read and explains the material well. Each chapter explains all of the dysarthrias, as well as, apraxia. Overall great book!

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Minggu, 20 Januari 2013

[T189.Ebook] Ebook The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales, by George W. Dudley, Shannon L. Goodson

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Overcoming the Fear of Self-Promotion

Performance alone no longer determines success. Pioneering researchers George W. Dudley and Shannon L. Goodson discovered something more important: self-promotion. Some of the most highly-paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion.

Some people are natural promoters. They are born with the instinct to self-promote. For others often the most loyal, motivated and deserving self-promotion is emotionally difficult. They are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion.

When the fear of self-promotion victimizes salespeople, emotionally limiting their ability to initiate contact with prospective buyers, it s tagged sales call reluctance. Far more than the fear of making cold calls or using the telephone, sales call reluctance obstructs all forms of prospecting for new business. And it costs. Each year, sales call reluctance single-handedly accounts for over half of all failures in one of the largest professions in the world.

Although written primarily for salespeople, anyone who has to practice visibility management to get ahead can benefit from reading this book. Through anecdotes, examples, and step-by-step directions, you will discover what sales call reluctance really is, how it cripples careers, and how to keep it from limiting your career.

Exchanging white lab coats for blue jeans practicality, the authors, top international authorities on sales call reluctance, guide you through the treacherous myths and subtle misunderstandings which make sales call reluctance the social disease of the direct sales profession. You ll discover key concepts and proven techniques for evicting fear from your career.

Sales Rank: #545507 in Books
Brand: Brand: Behavioral Sciences Research Press, Inc.
Published on: 2007-11-15
Original language: English
Number of items: 1
Dimensions: .92" h x 7.16" w x 8.96" l, 1.53 pounds
Binding: Paperback
456 pages

Features

Used Book in Good Condition

From the Back Cover
Performance alone no longer determines success. Pioneering researchers Dudley and Goodson discovered something more important: self-promotion. Some of the most highly paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion. Some people are natural self-promoters. They are born with the instinct to self-promote. For others, often the most loyal, motivated and deserving, self-promotion is emotionally difficult. They are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion.

When the fear of self-promotion victimizes salespeople, emotionally limiting their ability to initiate contact with prospective buyers, it's tagged sales call reluctance. Far more than the fear of making cold calls or using the telephone, sales call reluctance obstructs all forms of prospecting for new business. And it costs. Each year, sales call reluctance single-handedly accounts for over half of all failures in one of the largest professions in the world.

Although written primarily for salespeople, anyone who has to practice visibility management to get ahead can benefit from reading this book. Through anecdotes, examples and step-by-step directions, you will discover what sales call reluctance really is, how it cripples careers and how to keep it from limiting your career.

"Your most valuable asset is your earning ability, and in this practical, insightful book, you'll learn how to increase your value and your income continuously throughout your career. It's worth its weight in gold." - Brian Tracy

"The key to success and recognition...down-to-earth theories and practical advice." - -The London Financial Times

"In today's global arena, where change rules and knowledge is power, you either are a leader or a loser. This book is your passport to survive and thrive in the new era. It will get you promoted instead of downsized, teach you how to become CEO of your own life and make your career 'fireproof'." --Denis Waitley

About the Author
George W. Dudley and Shannon L. Goodson are recognized as the world s leading authorities on sales call reluctance and the fear of self-promotion. For almost thirty years they have studied the reasons why so may talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It s a lifestyle. Their research has been featured in popular and professional media including CNN, The Financial Times of London, The Australian, European Association for Behavioural and Cognitive Therapies, and the Society for Industrial and Organizational Psychology.

Dudley has degrees in research psychology from Baylor University and the University of North Texas. He began working with psychological assessments while serving in the U.S. Marine Corps, and for many years directed the Field Testing & Research department of a Fortune 500 financial services company. He is the principal author of the seminal textbook, The Hard Truth About Soft-Selling. His scientific studies such as Where In the World Can You Find an Honest Salesperson? and What Really Motivates Salespeople: A Multi-Nation Comparison have generated worldwide interest. He is listed in Who s Who in America and Who s Who in Science and Engineering.

Goodson holds a Master s degree in psychology from Lamar University. An experienced psychotherapist, author, and researcher, she is also a noted expert on women in the business world. Her research studies such as Women in Management: Self-imposed Barriers to Career Advancement and Leadership Networking: Attitudes toward Networking in Outplaced Executives have been presented to professional associations all over the globe. She is listed in Who s Who in America and Who s Who of American Women.

Excerpt. © Reprinted by permission. All rights reserved.
It's a typical Monday evening at the United Metro Insurance Agency. Nancy, an agent for three weeks, sits at her desk. Now and then she glances at a nearby wall clock. She knows that prospecting for new business is critical if she is to succeed in her new sales career. But that awareness is not enough to immunize her against an involuntary, heart-pounding fear she can't understand or control.

The selection psychologist who evaluates prospective salespeople strongly recommended Nancy for a career in sales. The standard paper-and-pencil psychological test administered during the selection process awarded her its highest score. She has the personality, intelligence and motivation to succeed in sales. She had been armed with newly sharpened interpersonal skills, an array of aggressively competitive new products, access to expensive state-of-the-art portable computers, and expert support from the home office. But Nancy is like the caterpillar who said to the butterfly as it winged effortlessly overhead, "You'll never get me to go up in one of those." Though equipped by nature and nurtured for success, prospecting scares her to death and keeps her career from ever getting off the ground.

But today she is determined to get an appointment. So she draws a few deep, self-assuring breaths and reaches for the first card in her prospect card file.

"I know what to say and how to say it," she reminds herself. Then she dials the number. As the phone rings on the other end, her resolve strengthens but her composure weakens. Her breath rate increases. Each breath becomes shallower than the one before. Her memory, usually saber-sharp, becomes murky and clouded over. Struggling desperately to conceal her discomfort, she begins her presentation in a voice which is now barely audible.

"Hello, my name is Nancy..."

Larry is a sales veteran. He has fought in the trenches since 1980 selling computer hardware/software products. He is undeniably dedicated and extremely capable in every respect except one-prospecting. While he has changed over the years as a sales professional, his production has not significantly grown. It remains at 1981 levels. Nonetheless, Larry likes to boast that he can "sell anybody, anytime, anyplace," and he probably can unless they happen to be physicians, lawyers, accountants or other up-market professionals and decision makers. Unfortunately for Larry, these groups represent the prime market for his company's new product line.

Larry has been asked, begged and ordered to direct his sales calls to the company's primary market. He either can't or won't. He has been sent to psychiatrists, stress managers, and the best sales training seminars in his industry. He has listened to exhortations from motivational speakers, read inspirational books, and learned how to establish eye contact. But he is still downsighted. He can only set his prospecting sights in one direction, downward. His overworked rebuttal is, "I don't make calls on them SOB's."

Our call reluctance research, the first of its type, was launched in 1970 under the misguided presumption that we were confronting a one-dimensional aggravation, like "shyness" or "timidity." But the view that call reluctance could be condensed to one or two tidy notions, such as "fear of rejection" or "fear of failure," soon broke under the strain of mounting evidence. By 1986, when the first edition of this book was published, nine types of call reluctance had been identified. Since then we have discovered three more. There are probably others.

The custom of down-grading complex behaviors like call reluctance to simple-minded clichs like the "fear of rejection" is a venerable piece of nonsense. For some veteran sales trainers, the practice is still too entrenched to be displaced by objective evidence. Serious practitioners, however, have soundly discredited and permanently discarded these banalities. They know that the dark, mental landscape where call reluctance presides is more complicated than originally thought. It's a province where motivated, goal-directed ambitions are stalked by 12 separate specters, not just one.

Remember Nancy and Larry? Nancy is fighting a form of call reluctance called Doomsayer. It's characterized by a paralyzing preoccupation with mental and physical safety that results in relentless preparation for things that could go wrong.

Doomsayers tend to presume that things are bound to go wrong. They divert too much of their motivational energy to being prepared for the worst. They're perpetually on "red alert." To them, any risk taking is distressful. Since initiating contact with prospective buyers requires taking social risks, prospecting becomes difficult, if not impossible, for Doomsayers to do on a regular basis. They must first receive corrective training.

Larry's sales career isn't suffering from vague psychological aches and pains like the "fear of rejection." He has Social Self-Consciousness Call Reluctance.

Social Self-Consciousness Call Reluctance is an emotional condition that makes salespeople feel inferior to prospective buyers they consider socially or economically better off. Larry habitually permits himself to be intimidated by persons of wealth, education, prestige or power. He copes by avoidance-aiming his prospecting efforts downward. He sustains prospecting comfort by sacrificing one of his most lucrative markets. By doing so, he defaults on his performance objectives. It's a bitter trade-off. Social Self-Consciousness is particularly dangerous in salespeople whose companies routinely market to upscale clientele. Without proper training, salespeople with Social Self-Consciousness Call Reluctance can't make the grade.

Most helpful customer reviews

3 of 3 people found the following review helpful.
Explains the problem, a little bit too technical on the solution
By PriorLight
I'm new to the cold-calling world and was looking for an idea about how to overcome the common anxieties I was feeling when I heard the dial tone. I purchased this book out of hopes to understand the roots of these fears and hopefully come to terms with them so as to perform my job better.

This book does not lack for explaining the different kinds of call reluctance, such as over-preparing, social-status anxiety, or "doomsayers", and it does an excellent job of showing that there is a whole spectrum of specific fears and issues under the umbrella of "call reluctance". I personally found that to be a big help as I was able to more accurately pinpoint what exactly my challenges were.

What I had hoped for a little more of was an equally easy to understand list of solutions for each problem. The book lists everything in very psychological and academic terms, and while that might be useful for diagnosing call reluctance it doesn't provide as satisfying of a solution for the problems it lists.

1 of 1 people found the following review helpful.
This does a great job of identifying call reluctance types
By Devildog
This does a great job of identifying call reluctance types. If you go to the authors' website you can also take their evaluation by finding a coach. If you think you can buy the book and find ways to fix yourself I think you will be disappointed. This book might give you a diagnosis, but, for me, the "treatment" areas were way too difficult to analyze and apply to myself.

1 of 1 people found the following review helpful.
Most Helpful information on this topic I've ever read
By Marilyn C.
Dudley and Goodson's well-researched and humorously written book beats anything I've ever heard or read about this common problem
in sales training. They break down sales call reluctance into specific types, with different psychological roots that require different treatments. By understanding your own issues and patterns, you can focus on their recommended strategies and achieve real
progress in overcoming this debilitating and limiting problem.

Highly recommended for overcoming not only sales call reluctance, but the overall fear of self-promotion.

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Rabu, 02 Januari 2013

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Sales Rank: #1705547 in Books
Published on: 2006-03-28
Original language: English
Number of items: 1
Dimensions: 7.60" h x .80" w x 5.10" l,
Binding: Paperback
208 pages

About the Author
Dan Abnett lives and works in Maldstone, Kent. Well known for his comics work, he has written everything from Mr Men to the X-Men in the last decade, and currently scripts Legion of Superheroes and Majestic for DC Comics. His work for the Black Library includes the popular strips Lone Wolves and Darkblade, the best-selling Gaunt's Ghosts novels, and the acclaimed Inquisitor Eisenhorn trilogy.

Most helpful customer reviews

6 of 6 people found the following review helpful.
Great Stories, Poor Binding and Construction
By S. Frost
This is a collection of two Dan Abnett comic stories set in the WH40K universe. "Lone Wolves" tells the story of an Imperial Guard unit's survival on a planet infested with Tyranids, with a lot of help from the Space Wolves. "Inquisitor Ascendant" reminds people that instincts aren't always the safest or most reliable gauge of a person. Abnett's writing is crisp, to the point, and power packed. I found myself eagerly turning the pages just to see what happens next.

Unfortunately, turning those pages to get to that story and dialog is a real problem. Most graphic novels are much larger than this one, with the comic panels set far off of the binding gutter so that the artwork and the dialog can be easily seen and read, respectively. This one is smaller than most graphic novels, and the comic panels bleed into the binding gutter. I found myself struggling with the binding to read all the story for a particular scene. When the comic panels didn't bleed into the gutter, they were so small that it became somewhat laborious to track the transitions between panels. Furthermore, the binding was very tight on my copy, and it has split a bit after two readings. A larger format like a traditional graphic novel and better page layout would have made more sense and would have made for a better reading experience.

Abnett's writing rocks, and he "gets" the WH40K universe, weaving it's odd mashing of English and Latin-esque terminology easily into his stories. His writing pulls you in, if only because his characters actually use the science fiction technology rather than delving into long-winded narratives about it. Too bad the physical construction of the book made for difficult reading at times.

3 of 3 people found the following review helpful.
Fast paced and exciting (Typical Abnett)
By Chip Hunter
By combining the bold and intense writing style of Dan Abnett with the detailed drawings of the Warhammer artists, a remarkable product is created. In this book, two separate stories are presented, each with very Abnettesque characters and settings. The first is about an Imperial Guardsman unit that calls to mind Gaunt's Ghosts, with desperate fighting and overwhelming odds on a cold and desolate planet. The second set tells of a rising Inquisitor and his investigation and extermination of Chaotic forces and has many obvious similarities to the Eisenhorn novels. Personally I liked both sets of stories, but the Space Wolves set has the better and more detailed art work, while the Inquisitor Ascendent set has the more in depth and captivating story line. Both sets of short comics (that came out in Warhammer monthly magazine and are progressive series) are fun and engrossing. The progressivness is obvious mostly in the gradual increase in detail of the drawings from the older to the more recent of the episodes.

The only complaint I can make about this edition is that not enough space was left for margins between the pages, forcing a choice between creasing and ruining the book binding or not quite being able to read some of the writing or see all of some pictures. Overall this didn't really create too much of a problem, but it is somewhat annoying.

11 of 12 people found the following review helpful.
ACTION FROM THE MASTER, DAN ABNETT!
By Tim Janson
Imperial Gothic collects several of Dan Abnett's Warhammer 40,000 comic strips from the pages of Warhammer Monthly and packs them into this eagerly anticipated, 208 page digest-sized graphic novel with tales of the near mythical Space Wolves as well as the Inquisitor Ascendant. In the grueling opening story, a group of Imperial Guards stationed on the desolate, frozen world of Shadrac face a desperate battle against overwhelming hordes of alien Tyranid. Just as it seems they are about to be overrun they are miraculously saved by the legendary Space Wolves. After being saved by the elite force on several occasions the guardsmen see the Wolves in trouble. As they prepare to flee, their commander turns them about and they return the favor by rescuing the Wolves and are made Bloodgeld, blood brothers essentially as they learn the ways of these unique soldiers and prepare for one final standoff against the Tyranid...to the death!

In the Inquisitor Ascendant, the Lord Inquisitor Defay has detected the taint of chaos on the world of Nicodemus. Along with his pupil Gravier, DeFay investigates the cause of this outbreak on the ancient world and confronts Cardinal Sarthos who constantly hinders his investigation. The cardinal is outraged when DeFay seeks to search the keep of one of the most prominent families but his outrage turns to terror when it's discovered that they are sheltering and hiding the servants of chaos and soon unleash a powerful chaos demon on DeFay and his apprentice.

Imperial Gothic reads as good as any of Abnett's Warhammer novels with bigger than life heroes and the vilest hosts of chaos to be found anywhere. The first story had the feel of Starship Troopers although it was decidedly more grim and desperate. The Space Wolves are truly one of the most unique and interesting forces in the empire. Abnett's work is complemented by the fantastic art of Karl Richardson and Simon Coleby. One of the very best Warhammer 40,000 graphic novels yet!

Reviewed by Tim Janson

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