Minggu, 29 September 2013

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, by Lee Varis: Skin: The Complete Guide to Digitally Lighting, Photographing, and Retouching Faces and Bodies Second (2nd) EditionFrom 2n

  • Sales Rank: #11507344 in Books
  • Published on: 2010-12-09
  • Binding: Paperback

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136 of 139 people found the following review helpful.
Provocative
By Conrad J. Obregon
It probably says more about me than the book that I found a title which applies to something that surrounds every person provocative. However, it's likely that advanced Photoshop users will find something provocative in this book

The book is aimed at photographers who know the basics of photography, including exposure, and the use of Photoshop including layers and masks. The author's emphasis is on portraits and people photography and how to get the most from photographs of these subjects. Although the author spends a little time looking at hardware like digital cameras and at basic portrait lighting techniques, his main concern is with post processing.

The author's stated aim is to fill the gaps left by other books, like the reproduction of dark skin. And he does this in many ways that I haven't seen before. For example he suggests better skin colors can be achieved by looking at the CMYK readings and applying a rule of thumb. (If you don't know what CMYK is, this book isn't for you.) Varis suggests that for Caucasians magenta and yellow should be of approximately equal value, with cyan a fourth to a third of the value. Images of African Americans should have a higher percentage of cyan and magenta. He then tells you how to make these adjustments. He also shows how to make tone and contrast adjustments for both color and black-and=white images.

The author devotes a chapter to retouching, showing the reader how to ease those wrinkles and even do a little tummy tuck in Photoshop. He also devotes space to special effects, but he emphasizes alteration of the image not to tell lies, so much as to give effect to the photographer's vision. There is also a chapter on preparing output for print.

Most of the techniques that Varis shows are attempts at improvements on simpler Photoshop techniques. For example in the chapter on preparing for printing, he describes a method of improving on the usual unsharp mask sharpening. He does this by adding two additional layers that allow individual control of the prominence of the light halos and the dark halos that are the essence of unsharp mask.

Application of these techniques requires effort above and beyond normal Photoshop processing. How useful they will be depends on the amount of work you are willing to invest in an image, although most of the techniques could certainly be embedded in actions. Equally important is the question of your own ability to envision when to employ a particular technique to improve your work. An alternate consideration might be your willingness to experiment with several techniques to see which will benefit you.

The book includes a CD with the images used as examples in the book. I recommend that you read chapter 9 of the book which discusses these images before any other chapter. Then unzip the folders they come in into a new folder and follow along with the book. Often the changes are subtle and more easily seen on a monitor as they are made than on the printed page.

In summary, this is a book for the experienced Photoshop user, willing to spend the time examining techniques that might enable one to get that slight edge in his or her photographs that would put one ahead of other digital photographers.

53 of 54 people found the following review helpful.
Skin: Highly Recommended
By Kevin H. Stecyk
Skin: The Complete Guide to Digitally Lighting, Photographing, and Retouching Faces and Bodies

I just finished reading Skin: The Complete Guide to Digitally Lighting, Photographing, and Retouching Faces and Bodies, a wonderful book for Adobe� Photoshop� enthusiasts. Although I would only consider myself an intermediate user of Photoshop, I found Lee Varis' book immensely helpful, and I highly recommend it to all those who photograph people.

Chapter 1: Digital Imaging Basics is a brief introduction to digital imaging basics. It quickly covers chips and pixels as well as dynamic ranges. Furthermore, Varis covers JPEG artifacts, cameras, memory cards, computers and monitor calibration. He finishes the chapter with a discussion on Photoshop preferences.

Chapter 2: Color Management Workflow, and Calibration is as the title suggests. The first few pages provide a high level overview of workflow management. Then Varis discusses color and light calibration. I must admit, he does have a rather funky looking set up of test targets that include the GretagMacBeth 24 patch plus Styrofoam cutouts and black traps. Varis provides a lengthy and detailed discussion on his calibration method. He also mentions that he prefers 8 bit processing as opposed to 16 bit. Moreover, he comments on the popular expose to the right practice.

::::The idea is good theory but bad practice because the histogram cannot tell you where you are placing your tones with any precision, and it can't tell you whether the histogram is appropriate for the subject. (What picture goes with this histogram?) The camera's histogram is only a general indication of the distribution of values in the camera-generated JPEG. It is usually a composite of all three channels. The RAW data has a much wider distribution of tones that will vary in each channel, so you may not know if you are clipping important data in the Red Channel simply by looking at the histogram display on the camera.::::

Chapter 3: Lighting and Photographing People is an overview of lighting. Varis uses different configurations of lights and reflectors to demonstrate various effects. The photographs contained in the book are helpful to understanding the concepts discussed.

Chapter 4: The Color of Skin teaches the reader about proper skin tones. Varis introduces how to use curves effectively as well as how to adjust skin tones by using the CMYK values. He then finishes the chapter with a discussion on cultural and personal preferences. What one group of people might desire, others might oppose. So it is important to understand your audience.

Chapter 5: Tone and Contrast: Color and B+W is an extremely interesting chapter because it discusses how to create B+W conversions and how B+W conversions can create better color photos. The first few pages discuss the channel mixer and split channels to obtain stunning B+W conversions. Next, Varis teaches the reader how B+W image can be used in luminosity blending to darken, lighten, and recover detail. I enjoyed part of the chapter because it opened up new avenues for processing my photos. Last, he discusses hue, saturation and toning effects.

Chapter 6: Retouching is a thoroughly enjoyable chapter. Varis begins with a basic retouching where he uses the healing brushes to smooth away wrinkles. But then he kicks it up a notch by subtly using the dodge and burn tools to make the image just that much better. He then goes on to show how to use Hue/Saturation Repair to address red blotchy skin. I found the before and after pictures were amazing. Varis then walks his readers through an example of an attractive woman in her fifties. The before and after pictures are remarkable. He then shows a similar set of before and after pictures for a beautiful young model likely in her twenties. He wraps the chapter up by discussing some thinning techniques as well as some further skin processing.

Chapter 7: Special Effects provides some useful tricks to generate interesting images. The four main themes of this chapter are soft focus, film grain and mezzotint, cross-processing, and tattoos. A substantial portion of the chapter is devoted to soft focus, which includes depth of field effects. Because photographers often want to create a softer, less harsh image or part of an image, I found this discussion helpful. I am not one for film grain and mezzotint. Similarly, I am not wild about cross-processing where you get unexpected colors in unexpected places. The last section on tattoos was interesting, even though I am not a tattoo fan. I liked the last part of the tattoo section where he described how to use Photoshop to create a fake tattoo.

Chapter 8: Preparing for Print focuses the following key themes: sharpening, color management for print, soft proofing, desktop printing, and creative print finishing. I am going to comment on the first and last items. Varis' sharpening discussion is very helpful. Prior to reading this book, I simply used unsharp mask and was done. Now, when I want to get a sharper picture, I use multiple sharpening layers in luminosity blending modes as well as darkening and lighting blending modes. This technique has the advantage of offering better control of the halos. Creative print finishing provides some options for designing captivating borders or edges to the photographs. In his examples, Varis shows how the edges provide added pizzazz to the already great photo.

Chapter 9: Parting Shots is a short chapter that provides some further high level commentary on workflow. Varis then walks the reader through the companion CD. I suspect most readers have already opened the CD and have been using the files all along, so this information is superfluous at this point. And last, he reminds readers that digital photography is still in its infancy. Much of what we have just learned is likely to become outdated soon. I believe, however, that if we understand and have developed a sense of adventure to experiment, our newly gained knowledge will help us as newer technologies and techniques emerge.

Being an intermediate, at best, Photoshop user, I found Skin to be a valuable resource. I enjoyed learning by working through the examples. I also enjoyed seeing how just some subtle steps make a significant difference. I highly recommend this book.

36 of 38 people found the following review helpful.
The Best Book of Its Kind
By Leigh Miller
How many times have you taken a photograph that was "almost perfect"? You know what I mean. Either there's something in the background you didn't notice, a shadow or blemish on someone's face, or worse yet, it's the best photograph you've ever had taken of yourself, but your stomach was sticking out. As someone who has worked with Photoshop pretty regularly for a few years, I'm happy to say I can remedy most of those situations. Although I've used 'Photoshop for Dummies' and it has been helpful, 'Skin' offers suggestions most photographers never even though about. It was mostly through creativity and tenacity that Photoshop worked fairly well for me. It wasn't until I read 'Skin' that I realized I was working entirely too hard to achieve the effects I was after. Achieving appropriate skin tones is no longer guess work, eliminating or softening facial lines is a snap, and balancing colors throughout the photo has become a mandatory element. Trial and error is no longer a prerequisite in my photography. Author Lee Varis offers more information than I will ever use as an amateur. However, whether or not I ever incorporate all this information into my photography, it was fascinating to read about how easily it's all done. For me, the portrait "tricks" alone make this book worth while. I plan to keep it on my desk and use it every time I work on a photo.

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Jumat, 27 September 2013

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The Fourth Amendment in Flux: The Roberts Court, Crime Control, and Digital Privacy, by Michael C. Gizzi, R. Craig Curtis

When the Founders penned the Fourth Amendment to the Constitution, it was not difficult to identify the “persons, houses, papers, and effects” they meant to protect; nor was it hard to understand what “unreasonable searches and seizures” were. The Fourth Amendment was intended to stop the use of general warrants and writs of assistance and applied primarily to protect the home. Flash forward to a time of digital devices, automobiles, the war on drugs, and a Supreme Court dominated by several decades of the jurisprudence of crime control, and the legal meaning of everything from “effects” to “seizures” has dramatically changed. Michael C. Gizzi and R. Craig Curtis make sense of these changes in The Fourth Amendment in Flux. The book traces the development and application of search and seizure law and jurisprudence over time, with particular emphasis on decisions of the Roberts Court.

Cell phones, GPS tracking devices, drones, wiretaps, the Patriot Act, constantly changing technology, and a political culture that emphasizes crime control create new challenges for Fourth Amendment interpretation and jurisprudence. This work exposes the tensions caused by attempts to apply pretechnological legal doctrine to modern problems of digital privacy. In their analysis of the Roberts Court’s relevant decisions, Gizzi and Curtis document the different approaches to the law that have been applied by the justices since the Obama nominees took their seats on the court. Their account, combining law, political science, and history, provides insight into the court’s small group dynamics, and traces changes regarding search and seizure law in the opinions of one of its longest serving members, Justice Antonin Scalia.

At a time when issues of privacy are increasingly complicated by technological advances, this overview and analysis of Fourth Amendment law is especially welcome—an invaluable resource as we address the enduring question of how to balance freedom against security in the context of the challenges of the twenty-first century.

  • Sales Rank: #436116 in Books
  • Published on: 2016-06-17
  • Released on: 2016-05-24
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.00" h x .60" w x 6.00" l, .0 pounds
  • Binding: Paperback
  • 208 pages

Review
"A significant contribution to the literature on Fourth Amendment jurisprudence that is written clearly and concisely. It should be read by legal scholars and students, and anyone with an interest in how law enforcement interests collide with the privacy rights of citizens."—Craig Hemmens, Chair and Professor, Department of Criminal Justice and Criminology, Washington State University

"The Fourth Amendment in Flux is an excellent book for political science, pre-law and criminal justice students."—Michael Palmiotto, Professor of Criminal Justice, Wichita State University

About the Author
Michael C. Gizzi is associate professor of criminal justice at Illinois State University.

R. Craig Curtis is associate professor of political science at Bradley University.

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Minggu, 15 September 2013

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  • Sales Rank: #471066 in Books
  • Brand: Brand: SAGE Publications, Inc
  • Published on: 2005-07-15
  • Original language: English
  • Number of items: 1
  • Dimensions: 9.25" h x .91" w x 7.52" l, 1.63 pounds
  • Binding: Paperback
  • 448 pages
Features
  • Used Book in Good Condition

About the Author

Dr. Eric Morse is an assistant professor of entrepreneurship at the Ivey School of Business, where he serves as the Executive Director of The Institute for Entrepreneurship. His principle areas of expertise include entrepreneurial strategy, corporate entrepreneurship and entrepreneurial cognition. Dr. Morse’s research has appeared, or is forthcoming, in AMJ, ET&P, JBV and other top research journals. Previously, at the University of Victoria, he was co-designer of the UVic Entrepreneurship Program, and also taught management consulting and the capstone strategy class for the MBA Program. He was the architect of UVic's partnership in International Executive M.B.A. education (Taiwan) and President/Director of the International Centre for Venture Expertise. Dr. Morse serves, or has served on the board of directors for several entrepreneurial start-ups and actively consults with both private and government enterprises. Dr. Morse's past work experience includes stints with Andersen Consulting and the Los Alamos National Laboratory - in their technology transfer office.

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0 of 0 people found the following review helpful.
Good case book
By CAesar
It's a textbook that I needed for a class. The cases are all based in Canada and discuss different business scenarios and how identify several business problems.

0 of 0 people found the following review helpful.
Review for book
By Joseph
It was in pretty good shape I like it a lot.. I like how the person didn't lie because sometimes that happens

0 of 0 people found the following review helpful.
Three Stars
By MikialaJ
It was for a class I was taking.

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Sabtu, 14 September 2013

[U652.Ebook] Free PDF Numerical Python: A Practical Techniques Approach for Industry, by Robert Johansson

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Numerical Python: A Practical Techniques Approach for Industry, by Robert Johansson

Numerical Python by Robert Johansson shows you how to leverage the numerical and mathematical modules in Python and its Standard Library as well as popular open source numerical Python packages like NumPy, FiPy, matplotlib and more to numerically compute solutions and mathematically model applications in a number of areas like big data, cloud computing, financial engineering, business management and more.

After reading and using this book, you'll get some takeaway case study examples of applications that can be found in areas like business management, big data/cloud computing, financial engineering (i.e., options trading investment alternatives), and even games.

Up until very recently, Python was mostly regarded as just a web scripting language. Well, computational scientists and engineers have recently discovered the flexibility and power of Python to do more. Big data analytics and cloud computing programmers are seeing Python's immense use. Financial engineers are also now employing Python in their work. Python seems to be evolving as a language that can even rival C++, Fortran, and Pascal/Delphi for numerical and mathematical computations.

  • Sales Rank: #1130569 in Books
  • Published on: 2015-10-02
  • Released on: 2015-09-28
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.00" h x 1.16" w x 7.00" l, .0 pounds
  • Binding: Paperback
  • 487 pages

From the Back Cover
Numerical Python by Robert Johansson shows you how to leverage the numerical and mathematical capabilities in Python, its standard library, and the extensive ecosystem of computationally oriented Python libraries, including popular packages such as NumPy, SciPy, SymPy, Matplotlib, Pandas, and more, and how to apply these software tools in computational problem solving.Python has gained widespread popularity as a computing language: It is nowadays employed for computing by practitioners in such diverse fields as for example scientific research, engineering, finance, and data analytics. One reason for the popularity of Python is its high-level and easy-to-work-with syntax, which enables the rapid development and exploratory computing that is required in modern computational work.� � � � � ��After reading and using this book, you will have seen examples and case studies from many areas of computing, and gained familiarity with basic computing techniques such as array-based and symbolic computing, all-around practical skills such as visualisation and numerical file I/O, general computational methods such as equation solving, optimization, interpolation and integration, and domain-specific computational problems, such as differential equation solving, data analysis, statistical modeling and machine learning. Specific topics that are covered include:�

  • How to work with vectors and matrices using NumPy
  • How to work with symbolic computing using SymPy
  • How to plot and visualize data with Matplotlib
  • How to solve linear and nonlinear equations with SymPy and SciPy
  • How to solve solve optimization, interpolation, and integration problems using SciPy
  • How to solve ordinary and partial differential equations with SciPy and FEniCS
  • How to perform data analysis tasks and solve statistical problems with Pandas and SciPy
  • How to work with statistical modeling and machine learning with statsmodels and scikit-learn
  • How to handle file I/O using HDF5 and other common file formats for numerical data
  • How to optimize Python code using Numba and Cython

  • About the Author
    Robert Johansson is a numerical Python expert, computational scientist. �He has experience with SciPy, NumPy and works on QuTiP, an open-source python framework for simulating the dynamics of quantum systems.

    Most helpful customer reviews

    2 of 2 people found the following review helpful.
    Practical indeed, very usable, and an interesting read beyond one's own domain.
    By Llewelyn
    In the last 50 years there are two things that have emerged in a technological world. First, applied mathematics has moved much more into numerical methods than in trying to solve problems analytically. The second thing that has emerged is that computing has both led and followed the numerical computing revolution. Python, amongst languages, is arguably a language with links to optimized code (such as C or Fortran) plus a language capable of a plethora of tasks, including scientific calculation, statistical modelling, network analysis, machine learning, language processing, and so forth. Johansson's book fits beautifully into a niche where serious science or other endeavour requires both some cookbook code and explanation of some basics. This book steps beautifully through from setting up to topics that will help a person with intermediate mathematical understanding and basic Python programming skill implement practical and useful code. There is a coding consistency that allows the user to add and modularise code blocks, if required. There is the support of code online. As a fairly critical consumer of literature purporting to be of practical industry use, my sense is that this book exceeds expectations.

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    Jumat, 13 September 2013

    [J679.Ebook] Ebook Download The Seven Lady Godivas., by Dr. SEUSS

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    The Seven Lady Godivas., by Dr. SEUSS

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    Rabu, 11 September 2013

    [B934.Ebook] Download PDF Faithful Mind, Thoughtful Faith: Integrating Faith and Learning, by Robert Harris

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    This book supplies both theoretical and practical strategies for integrating faith and learning at the Christian college and university level. Aimed primarily at faculty, it is useful for students also.

    • Sales Rank: #1156073 in eBooks
    • Published on: 2015-07-03
    • Released on: 2015-07-03
    • Format: Kindle eBook

    About the Author
    Robert A. Harris, PhD, taught at the college and university level for more than 25 years. He is the author of more than 10 books, including The Integration of Faith and Learning: A Worldview Approach (2004).

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    0 of 0 people found the following review helpful.
    Faith and Learning
    By Kevin
    Great book for an overview of the integration of faith and learning

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    [V888.Ebook] Get Free Ebook The Challenger Sale: Taking Control of the Customer Conversation

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    The Challenger Sale: Taking Control of the Customer Conversation

    • Sales Rank: #956849 in Books
    • Published on: 2013-02-07
    • Binding: Paperback

    Most helpful customer reviews

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

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

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

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

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

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

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

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

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

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

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

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

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

    Key insight #3: Focus on the core 60%

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

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

    99 of 101 people found the following review helpful.
    Challenging The Challenger Sale
    By Dave Kinnear
    The good news about The Challenger Sale is that Dixon and Adamson further the concept of consultative selling. Even better, in my estimation, is that the authors seemed to use some solid data on which to base their theories. I like some of their approach such as, “Lead to your solution not with your solution,” and “Differentiate yourself by showing your customer something new about their industry that they didn't know or provide them with a different view.” I believe the authors also get it right when they state, “In this world of dramatically changing customer buying behavior and rapidly diverging sales talent, your sales approach must evolve or you will be left behind.”

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

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

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

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

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

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

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

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

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

    193 of 214 people found the following review helpful.
    More for Marketing than Sales
    By Amazon Customer
    I'd say read it - and don't expect too much in the way of earth-shattering revelations or some actionable sales methodology. The authors spend a lot of time up front in the book validating the credibility of their research. Throughout the book, they refer to their case study clients as "members" - as if they are the Sam's Club of business insight. (The Corporate Executive Board is a "for-profit" BUSINESS TRAINING company, not a non-profit member association)

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

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

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

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    [G356.Ebook] Ebook Free Salvation, by Earl D. Radmacher

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    Salvation, by Earl D. Radmacher

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    Salvation, by Earl D. Radmacher

    God's ultimate gift to His children is salvation. In this volume Earl Radmacher offers an in-depth look at the most fundamental element of the Christian faith. From defining the essentials of salvation to explaining the result of Christ's sacrifice, this book walks readers through the spiritual meaning, motives, application, and eternal result of God's work of salvation in our lives.

    • Sales Rank: #1674142 in Books
    • Published on: 2000-02-27
    • Released on: 2000-02-25
    • Original language: English
    • Number of items: 1
    • Dimensions: 9.25" h x .98" w x 6.26" l, 1.47 pounds
    • Binding: Hardcover
    • 324 pages

    Most helpful customer reviews

    5 of 5 people found the following review helpful.
    Sweet & Simple
    By Brad Doskocil
    "Salvation" by Dr. Radmacher is a wonderful study of all God has done for mankind expressed through His Son, Jesus Christ. It well written and is easy to read and understand. The book emphasizes God's plan of salvation in all of its aspects and how we receive this gift by simple belief. God's grace is emphasized throughout the book and was a reminder that God's greatness is expressed in providing us a way of relationship with Him without lowering His perfect standards to let us in. Theological terms are defined throughout the text and explained so that any reader will grasp their meaning and importance. Also, one is not left guessing as to where the author stands on any point. This book is a great study and should be very helpful to new or growing believers. I highly recommend it.

    2 of 2 people found the following review helpful.
    "What must I do to be saved"?
    By Samuel D. Sacco
    Dr. Earl Radmacher of Western Seminary in Portland, OR does a maginficent job in describing all parts and facets of this word salvation in the book titled the same. Salvation is the message of all of Scripture and is the very reason for our hope and faith in Christ alone for it. The words of the Phillipian jailer resonate throughout the ages, "What must I do to be saved"? Dr. Radmacher does a thorough job of answering that question as well as the other aspects of salvation such as sanctification, temporal deliverance and glorification. If you are seeking to better understand this often misused and misunderstood word Dr. Radmacher's book is for you. I would encourage all students of the Scripture to pick this one up. Its a must for any library.

    2 of 2 people found the following review helpful.
    radmacher excels
    By chris skiles
    I read Dr Radmacher's Book "Salvation" a few years ago. It is excellent and fairly easy to read. Radmacher is very precise, acurate and holds the readers attention. DR Radmacher has spoken at bible conferneces at my church three different times. As a speaker he is captivating , brilliant and loves God's Word! If you ever get a chance to hear him don't miss it!

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