mastering the datasheet sorting searching filtering and more
chirality at the nanoscale. nanoparticles, surfaces, materials and more, 2009, p.430
... out to explain the foundations of the formation and characterization of asymmetric structures as well as the effects they produce, and reveals the tremendous insight the tenets and tools of nanoscience ... conjugation and space inversion are applied together [50] The unification of the theory of the weak and electromagnetic interactions into a single electroweak interaction theory [50] revealed that the ... understanding them The chapters trace the development of the preparative methods used for the creation of chiral nanostructures, in addition to the experimental techniques used to characterize them,...
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Mastering the Complex Sale to Compete and Win_1 doc
... difficulty sorting through and understanding the competing solutions, they are squarely in Era The problem is that most companies and their sales and marketing strategies have not evolved with the times ... it as the age of ‘‘show and tell,’’ ‘‘spray and pray,’’ ‘‘cram and jam,’’ and ‘‘grab ’em by the tie and choke ’em ’til they buy.’’ Salespeople didn’t ask customers many questions at all; they ... told them what to and they did it in a very aggressive manner These Era tactics are the source of the common sales stereotypes that live in the minds of many people today They provided the major...
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Mastering the Complex Sale to Compete and Win_2 doc
... help them to make sense of their situation and then connect it to the right solution That is the underlying thesis of this book and the key insight that will help you orchestrate and win the complex ... pressure on the system They command their troops to make more cold calls, set more appointments, give more presentations, overcome more objections, and Eliminate the Dry Run 29 thus, close more sales ... raise their hands if this accurately describes what they have been taught and encouraged to Invariably, the room is full of hands held high Then, I ask the participants to keep their hands up if they...
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Mastering the Complex Sale to Compete and Win_3 docx
... times the average We want to understand what they believe, how they think, and how they interact with their customers and colleagues We’ve studied their reasoning and behavior patterns, and the ... understanding of two critical connections: how the offering applies to their situation and the value the offering will deliver to their business They not know why they should buy, what risks they ... case, the presentations are heavily skewed toward the seller and the solutions and the customer is often left out of the equation Assumption #3: The Presentation Trap 43 Look at this from the...
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Mastering the Complex Sale to Compete and Win_4 pot
... involved in the case to underestimate them and relax The suspects feel safe and secure, and the detectives quietly go about the business of solving the case These detectives solve their cases ... shortfalls and risk, uncovering their causes, and quantifying their consequences In its last links, the bridge helps define the expectations and alternatives for solving the customer’s problems and then ... risk in absence of the solutions our client provides The construction and design of decision trees is a complicated process that becomes more and more difficult and more and more involved as solution...
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Mastering the Complex Sale to Compete and Win_5 docx
... understand their customers’ worlds, they must develop a full understanding of their own environment and capabilities More specifically, they need to understand their offerings and the value they ... experiencing the consequences of the problem and the impact of the absence of the value These are frequently not the same people Key Thought Who Gets the Call in the Middle of the Night? The best ... leaders and employees approach and perceive their world the organization’s strategies and business culture, its driving forces and goals, and the attitudes and beliefs that underpin the behavior and...
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Mastering the Complex Sale to Compete and Win_6 docx
... salespeople understand customers’ problems, whether they can help customers expand their own knowledge of the problems, and how likely they are to be the best source for the solution The most compelling ... between the sales professional and the customer They lay out the ground rules for a constructive sales engagement These agreements lay the foundation for the beginning of the Diagnose phase of the ... their situations, the specific symptoms of their problems, and the consequences and costs of their problems We involve them ahead of the diagnosis, and we signal our intent to discuss their situation...
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Mastering the Complex Sale to Compete and Win_7 ppt
... always the best options for every customer, and they will only recommend their solutions if and when it is determined that they are in the best interests of their customers As always, they apply the ... pressure on the customer whatsoever Nevertheless, the customer has decided there is a problem that is costing more than he or she is willing to absorb and that you, the salesperson, understand the situation ... salespeople believe the decision to buy is made after they have presented the solution and as they are handling objections and attempting to close One of the most significant paradigm shifts of the Prime...
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Mastering the Complex Sale to Compete and Win_8 potx
... ensues as the client and the architect refine and enhance the design and the sketches become more and more complete You can’t actually construct a building from these drawings, but they serve ... through the Diagnose and Design phases In Diagnose, they have understood and confirmed the risks they are facing and their causes, along with the resulting consequences and their financial impact They ... company, and the customer Elements of the first goal, successful completion, include formalizing the sale and then delivering and implementing the solution The sale is formalized when the salesperson...
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Mastering the Complex Sale to Compete and Win_10 pptx
... the system, learn and use the skills, and live the discipline Assessment instruments remain the best way to quickly and accurately obtain insight into the strengths and weaknesses of sales candidates ... appointments in the field They learn the cast of characters, who buys from your company and, more importantly, why they buy, how they perceive your company, and how satisfied they have been with the value ... an insight into the candidate’s mental and emotional stamina Does the candidate have the fortitude and strength needed to actually execute the system? We also gain insights into the professional...
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Mastering the Complex Sale to Compete and Win_11 doc
... matching them to the profile of patients who are likely to need the drug, diagnose the individual patient, design the proper dosage and related therapy, and then prescribe the best solution and monitor ... Design, and Deliver value, they frame their assumptions in terms of the customer, and they test those assumptions against the reality of the customer’s world We want the scientists in R&D to view their ... create and align their efforts to bring the drug to the health-care providers who will prescribe it This time, the discovery process is used to segment and refine the markets for the drug The indications...
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Mastering the Complex Sale to Compete and Win_12 docx
... need to know the value they will receive and how they will receive it Thull’s insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale ... 93 understanding distinctive value in, 95–96 and value leakage, 235 value proposition and, 239–240 value hypothesis and, 91, 110–112 Discussion document: and Design phase, 62, 165–167 and new hires, ... Adam Smith, An Inquiry into the Nature and Causes of the Wealth of Nations (www.gutenberg.org/etext/3300) Peter M Senge, The Fifth Discipline: The Art and Practice of the Learning Organization...
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Tài liệu Finding, Filtering, and Sorting Rows in a DataTable ppt
... performed steps and and retrieved the rows from the Order Details table into a DataTable object named orderDetailsDataTable, then the following example retrieves the DataRow with an OrderID and ProductID ... table consists of more than one column, then you can pass an array of objects to the Find() method For example, the Order Details table's primary key is made up of the OrderID and ProductID columns ... Notice that the Find() method is called through the Rows property of productsDataTable The Rows property returns an object of the DataRowCollection class If the primary key for the database...
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Tài liệu Kalman Filtering and Neural Networks - Chapter 6: LEARNING NONLINEAR DYNAMICAL SYSTEMS USING THE EXPECTATION– MAXIMIZATION ALGORITHM doc
... on the other hand, we had access to the hidden state trajectories as well as to the observables, then the problem would be one of model-fitting, i.e estimating the parameters of f and g and the ... the observations=inputs and the parameter values The M-step involves system identification using the state estimates from the smoother Therefore, at the heart of the EM learning procedure is the ... outputs, and the conditional distributions over the hidden states For the model we have described, the parameters define the nonlinearities f and g, and the noise covariances Q and R (as well as the...
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Tài liệu Kalman Filtering and Neural Networks - Chapter VII: THE UNSCENTED KALMAN FILTER pdf
... weighted MSE cost The innovations covariance E½rk rT ¼ Rr , on the other hand, affects the convergence rate and tracking k k performance Roughly speaking, the larger the covariance, the more quickly ... that the true posterior mean and the mean calculated by the UT agrees exactly to the third order and that errors are only introduced in the first and higherorder terms The magnitudes of these ... position and velocity, and top and _ _ _ bottom pendulum angle and angular velocity, x ¼ ½x; x; y1 ; y1 ; y2 ; y2 The system parameters correspond to the length and mass of each pendulum, and the...
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Tài liệu Filtering and Sorting Data pptx
... property of the DataView accesses the expression that filters the view The Sort property of the DataView sorts the view on a single or multiple columns in either ascending or descending order In the ... both the Orders and Order Details table (the Country and EmployeeID fields, respectively) Additionally, the sample allows the data grid to be optionally sorted on the ContactName column The filter ... employeeIdFilter; // Bind the DataViewManager to the grid dataGrid.SetDataBinding(dvm, CUSTOMERS_TABLE); } Discussion The DataView filters and sorts the data in DataTable objects in the DataSet The DataViewManager...
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Tài liệu NEW TAX LAW SIMPLIFIED 2011: Tax Relief from the HIRE Act, Health Care Reform, and More doc
... during the Bush administration are set to sunset (expire) at the end of 2010 Action on tax rules for the future depends in part of the makeup of Congress, the size of the deficit, and the state of the ... at the End of the Year 40 or less 2010 2009 $ 330 $ 310 More than 40 but not more than 50 620 580 More than 50 but not more than 60 1,230 1,150 More than 60 but not more than 70 3,290 3,080 More ... married to each other and who are both first-time homebuyers with MAGI below the phaseout level buy a home together in February 2010 One contributes $45,000 and the other $15,000 toward the purchase...
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Oracle Application Express 3.2 The Essentials and More potx
... clarify some of these terms, and understand what they mean in the APEX context Web-based The term Web-based appears in the description of both the development tool and its product the APEX application ... Shortcuts availability Themes and templates Themes Templates 65 66 66 68 Templates and the APEX upgrade process Theme, templates, and good practice The f?p URL notation The p segments 71 71 71 ... 287 The identification section The user interface section The source section The caching section The header and footer section 278 278 279 280 280 The column attributes section The layout and...
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Báo cáo khoa học: Lysosomal localization of GLUT8 in the testis – the EXXXLL motif of GLUT8 is sufficient for its intracellular sorting via AP1- and AP2-mediated interaction docx
... APs in GLUT8 sorting, and (c) understand the role of the EXXXLL motif in GLUT8 sorting The data provide evidence that endogenous GLUT8 co-localizes with the lysosomal proteins LAMP1 and LAMP2 in ... compartment in spermatocytes and spermatids in the mouse testis The [DE]XXXL[LI] sorting motif of GLUT8 interacts with AP1 and AP2 but not with AP3 or AP4 Furthermore, the [DE]XXXL[LI] motif represents ... AP3-mediated sorting of lysosomal proteins [24] We therefore analysed the localization of GLUT8 and the GLUT8-LL ⁄ AA mutant in cells that lack specific subunits of AP3 The mouse mutants mocha and pearl...
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