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If you work in a small business, you have to know how to sell. Full stop. But selling as most people know it doesn’t work anymore. It’s relationships that count. Real selling is about understanding customers’ goals and helping them to buy, not topping off a template presentation with a pushy attitude. So how do you put relationships first and still get results? Sales Therapy smashes the age-old sales model with an effective new approach grounded in behavioural psychology. It is natural and effortless to use because it mirrors the way people actually interact with each other. And it really works. Thomas Power, Chairman of Ecademy, describes it as ‘One of the finest pieces of content on how to sell better in the 21st Century.’ At last, you can commit those terrible ‘closing techniques’ to the recycle bin. Sales Therapy will help you build great relationships with your customers while making the art of selling fun and effective and helping your business to grow. PRAISE FOR SALES THERAPY ‘This is one of the finest pieces of content on how to sell better in the 21st Century. Grant you are absolutely right with your judgment’ Thomas Power, Chairman of Ecademy
Update yourself on the latest developments in intellectual property regulation and practices As the 2019 supplement to the Fifth Edition of Intellectual Property, Valuation, Exploitation, and Infringement Damages, this handbook covers changes made to laws and industry practices within the last year since the current edition's release. Like its parent volume, it is designed to simplify the process of attaching a dollar amount to intangible assets, be it for licensing, mergers and acquisitions, loan collateral, or investment purposes. The author explains commonly used strategies for determining the value of intellectual property, as well as methods used to set royalty rates based on investment rates of returns. The text also examines the business economics of strategies involving intellectual property licensing and joint ventures, providing practical tools for evaluating the investment aspects of such arrangements and discussing the legal, tax, and accounting practices and procedures related to them. In addition, analytical models are provided that can be used to determine reasonable royalty rates for licensing and for determining fair equity splits in joint venture arrangements. The author gives these models practical applications, critiquing commonly used royalty rate derivation techniques and presenting real world examples of exploitation strategies being used by major corporations. Understand the theory behind intellectual property law and industry practices Learn from practical real-world case studies Ensure compliance with any relevant regulations Get ahead of the competition by subscribing and being among the first to receive the supplement Written by the President of Intellectual Property Research Associates, this supplement is an excellent expansion of the foundation laid in Intellectual Property, Valuation, Exploitation, and Infringement Damages. It will prove a valuable investment for any professional whose field deals with intellectual property, its law, and its administration.
Horticultural Therapy and the Older Adult Population is the guidebook you’ve been waiting for since the American Horticultural Therapy Association’s (AHTA) 1981 publication. With an updated collection of chapters in the area of horticultural therapy and older adults--ranging from a review of relevant literature to descriptions of existing horticultural therapy programs--this book will stimulate networking and information sharing among horticultural therapists and other professionals working with older adults, spur new ideas, and foster continuing research in the field. The book’s importance is recognized internationally, and it is soon to be published in Japanese. In Horticultural Therapy and the Older Adult Population, you will find chapters on garden designs to enhance the horticultural therapy experience, descriptions of existing horticultural therapy programs for older adults, and new research to evaluate the effectiveness of horticultural therapy with this population. Whether you’re an established horticultural therapist, a nursing home administrator, or a gerontology educator, this book will help you design gardens, set up and evaluate programs, and develop curriculum. Horticultural Therapy and the Older Adult Population also includes the results of a survey sent to all registered members of AHTA who work with the older adult population. The survey responses provide information about the institutions and the population served, programming activities, program staffing, program evaluation, and funding. Another beneficial feature of the book is a resource-packed bibliography. Prepared as a service to horticultural therapists and others working with older adults, it covers the most relevant publications--giving you more places to find inspiration and ideas for improving care to the elderly through horticultural therapy.
Values in Therapy is a powerful and practical guide for any therapist—chock-full of insight and tools to conceptualize, integrate, and effectively apply values work in-session. With an emphasis on cultivating meaning and vitality in client lives, the values component of acceptance and commitment therapy (ACT) is what draws many clinicians to the treatment model. Yet, until now, there have been no practical guides available on values-based practice written from an ACT perspective. And while values work may appear deceptively simple, it’s often difficult to effectively carry out in practice. That’s where this comprehensive guide comes in. Values in Therapy emphasizes the facilitation of specific qualities inherent in effective values conversations, such as vitality, choice, present-focused awareness, and willing vulnerability. This book will help you move away from basic techniques and exercises and toward the nuance and skills you need to do effective values work. You’ll also learn how to use these tools, with detailed scripts for in-session exercises, handouts for clients, homework ideas, assessment and tracking tools, case examples, practical vignettes, and more. Whether you’re an ACT clinician, or simply looking to incorporate values-based work into your treatment, this essential guide provides everything you need to help clients connect with what really matters to them, so they can live full and meaningful lives.
This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
"An enjoyable book that helps to bring counselling into the 21st century. Kate and DeeAnna have played a significant role in the development of online therapy and their enthusiasm for the subject matter, and experience as trainers and practitioners, comes through in this informative text." Terry Hanley, Director of MA in Counselling, University of Manchester The plethora of online services now available has led to a growing demand for practitioners to look beyond traditional face-to-face therapy and take advantage of the flexibility which email and the Internet can offer them and their clients. This guide gives up-to-the minute information and research, ethical and legal advice, on the practicalities of setting up or joining a service, and the essential therapeutic skills needed to be an effective online therapist. Writing for an international audience, the authors discuss the issues for practitioners using the Internet today, as well as in the future. Basing their study on published empirical research, they address: - text-based therapeutic interventions such as email, Internet Relay Chat and forums, from the perspective of different theoretical orientations, illustrated with a full length case study - new Ethical Framework for using Technology in Mental Health - online supervision, online research; group therapy online - the "business" of setting up in private practice or e-clinics - other therapeutic uses of technology including use of video therapy, mobile SMS, telephone therapy, Virtual Reality environments, gaming and computerised CBT. The authoritative guide to all aspects of being an online therapist, this practical text is a vital addition to any therapist′s library. It will also be valuable reading for anyone training to be a counsellor or psychotherapist in our increasingly ′electronic′ world.