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Medium 9781937434342

39. Transactional Content Map

Abel, Scott XML Press ePub
Medium 9780874257168

22. Ethical Salesmanship - A Sale of Need Is a Sale Indeed

Marlene Caroselli HRD Press PDF

22. Ethical Salesmanship

A Sale of Need Is a Sale Indeed

Approximately 25 minutes (more or less, depending on size of class)

OVERVIEW

The sales process should never be one-directional, based only on the salesperson’s need to sell a product or service. This exercise illustrates the importance of involving the buyer in the selling process and of ethically considering the role of need in sales and non-sales.

PURPOSE

To encourage buyer-input while a sale is being conducted.

GROUP SIZE

Any size group, divided into subgroups of four or five.

ROOM ARRANGEMENT

If possible, table groups for four or five participants.

MATERIALS

Optional: A bag of candy

PROCEDURE

1. Hold up some common item—perhaps one that is in the room already, such as a role of masking tape or a token prize that you’ve purchased in advance— perhaps a dictionary or a set of marking pens.

2.

Explain that you’ll allow only 10 minutes for table groups to come up with a convincing sales pitch, the objective of which is to persuade you to purchase the common item you’re holding. Note that one person will serve as sales spokesperson for the group.

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Medium 9781780424569

“The spreading of the ideas”. Paris, 1886-1888

Jp. A. Calosse Parkstone International PDF

45. Self-Portrait,

Saint-Rémy, late August 1889.

Oil on canvas,

57 x 43.5 cm.

New York,

Private collection.

54

The brothers eventually overcame this crisis, and drew closer than ever before. To

Van Gogh, Paris offered a time for reflection and a time for painting. It was there that he first saw the Impressionist canvases of which Theo had written so often. He found work in the studio of Fernand Cormon, whose liberal way of teaching and disdain for the beaten track of the salons attracted many young painters. Henri de ToulouseLautrec and Emile Bernard also worked in Cormon’s studio, and both befriended Van

Gogh. Another student, François Gauzi, recalled that “When discussing ‘art’, if one disagreed with him and pushed him to the limit, he would flare up in a disturbing way.

[...] He worked with a disorderly fury, throwing colours on the canvas with feverish speed. He gathered up the colour as though with a shovel, and the gobs of paint, covering the length of the paintbrush, stuck to his fingers. When the model rested, he didn’t stop painting. The violence of his study surprised the atelier; the classicallyoriented remained bewildered by it.” 34

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Medium 9780819870193

2: Why?

Margaret Charles Kerry Fsp Pauline Books and Media ePub

2

Why?

There wasn’t a game Fernando hadn’t won or some trick he hadn’t thought up. At least that’s what Mama Maria thought as she kept a watchful eye on her children playing by a large tree.

“Giles! Capture the enemy!” Fernando yelled to his younger brother.

“Yes, Sir!” Giles snapped back.

Maria, their little sister, started to run, but her short legs couldn’t carry her fast enough. She squealed as a pair of strong hands caught her.

“We’ve got the tyrant!” Giles cried.

“Good! Tie her to the tree!” Fernando commanded, tossing Giles a length of rope.

Fernando strolled over and frowned down at Maria. “Now don’t move until we decide what to do with you.” Then he and Giles huddled behind the tree to hold a conference. Within seconds they were back screaming: “We’ll slay the enemy!”

By then little Maria had had enough of this game. She let out a shrill shriek that sent Mama Maria flying out the door.

“Fernando! Giles! Untie your sister—right now!”

Fernando looked at his brother and nodded. “Giles, release the prisoner,” he directed. The younger boy quickly unwound the rope according to Mama Maria’s orders, and little Maria bounded into the house.

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Medium 9781931332927

CHAPTER 55 - Adult and Childhood Hydrocephalus, David S. Younger

David S. Younger MD Rothstein Publishing PDF

CHAPTER 55

Adult and Childhood Hydrocephalus

David S. Younger

Normal pressure hydrocephalus (NPH) is typified by the clinical triad of altered mentation, gait difficulty, and urinary sphincter disturbances in conjunction with ventricular dilatation of the brain and normal manometric pressure of the cerebrospinal fluid (CSF) at lumbar puncture. This chapter addresses the background, nosological concepts, etiopathogenesis, diagnostic laboratory studies, and management of adult and childhood NPH.

TERMINOLOGY

The term hydrocephalus refers to distention of the cerebral ventricles, usually as a result of obstruction of the CSF circulation. Communicating or non-obstructive hydrocephalus denotes patent CSF pathways from the ventricular system to lumbar subarachnoid space via the foramina of

Luschka and Magendie, whereas non-communicating or obstructive hydrocephalus denotes blockage of the CSF circulation somewhere in the ventricular system. The onset of hydrocephalus may be at birth before union of the cranial sutures with enlargement of the head, or discovered later in adulthood wherein is it termed occult. Hydrocephalus is deemed to be idiopathic when there is no known cause for its occurrence, and secondary or symptomatic in the setting of another causative factor, including an encroaching ventricular tumor or infiltrating meningeal carcinomatosis, atresia, tumor, or ependymal gliosis of the Sylvian aqueduct,

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