Kooperativer Bibliotheksverbund

UID:

Umfang: 1 online resource (277 pages)

ISBN: 1-00-329493-6 , 1-000-87815-5

Serie: Routledge Studies in Health in Africa Series

Inhalt: "This book analyses the first two years of South Africa's response to the COVID-19 epidemic, from its emergence in early 2020. Drawing on the perspectives of a range of public health experts, economists and other social scientists and development practitioners, the book argues that understanding this early response will be essential to moderate and improve future policy thinking around health governance and epidemic readiness. The book provides systemic analysis of not only the epidemiological progression of COVID-19 in South Africa, but also the socio-political factors that will be key in determining the future of the country as a whole: including health system challenges, socio-economic disparities and inequalities, and variable (often contradictory and tardy) policy responses. Overall, the book exposes Manichean thinking and the spurious policy dichotomies that pitch public health against human rights, economic recovery against viral vector control, and science against ideology, with lessons not just for South Africa, but also for elsewhere on the African continent, and beyond. This book will be perfect for researchers and practitioners across Public Health, Health Policy, and Global Health, as well as those with an interest in South African politics and development more generally"--

Anmerkung: 1. The emancipatory catastrophe we need? -- 2. COVID-19 in South Africa: History, impact, and government response - An overview -- 3. The rough and the smooth: South Africa's uneven response to COVID-19 -- 4. Placing the South African COVID-19 epidemic in a global context -- 5. Slow crises: South Africa's governmental responses to COVID-19 in times of 'crisis within crisis' -- 6. Mobilising the public sector to combat COVID-19, and the pandemic's effect on public sector governance -- 7.COVID-19 vaccines: Triumphs and tragedies -- 8. Police legitimacy and the SAPS's policing of the COVID-19 pandemic -- 9.The role of temporary social grants in mitigating the poverty impact of COVID-19 in South Africa -- 10. COVID-19 and mental health well-being in South Africa: Impact, responses, and recommendations 11. New foundations: Strengthening early childhood care and education provisioning in South Africa after COVID-19 -- 12. Tracking the pulse of the people: Support for democracy and the South African government's response to COVID-19.

Weitere Ausg.: ISBN 1-003-29493-6

Sprache: Englisch

Schlagwort(e): Electronic books.

URL: lizenzpflichtig

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UID:

Umfang: 1 online resource (465 p.)

ISBN: 0-19-999958-9 , 0-19-999957-0

Inhalt: Music Theory through Musical Theatre takes a new and powerful approach to music theory. Written specifically for students in music theatre programs, it offers music theory by way of musical theatre. Not a traditional music theory text, Music Theory through Musical Theatre tackles the theoretical foundations of musical theatre and musical theatre literature with an emphasis on what students will need to master in preparation for a professional career as a performer. Veteran music theatre musician John Franceschina brings his years of experience to bear in a book that offers musical theatre educ

Anmerkung: Description based upon print version of record. , Cover; Music Theory through Musical TheatrePutting It Together; Copyright; Contents; For Teachers; For Students; Part One THE LEAD SHEET; 1 Basic Concepts for Reading, Writing, and Appreciating Music; Pitch, Staff, Clef, and Ledger Lines; Recognizing Pitches on the Piano Keyboard; Accidentals: Sharps, Flats, and Naturals; Double Sharps and Double Flats; Notes and Rhythm; Augmentation and Diminution; Dots and Ties; Rests; Meter and Time Signature; Simple Time Signatures; Other Simple Time Signatures; Compound Time Signatures; Infrequently Used Time Signatures; Tuplets; Beaming; Syncopation , Musical Terms and SymbolsPickup Measures; Repeat Signs; Tempo Marks; Articulations; Dynamics; Expression Marks; 2 Major and Minor Scales; Major Scales; Key Signatures; Identifying Major Scales; Sight-Singing; Minor Scales; Writing Minor Scales; Identifying Minor Scales; Names of Scale Degrees; The Circle of Fifths; The Harmonic Minor Scale; The Melodic Minor Scale; Singing Minor Scales; The Major-Minor Scale (Mode Mixture); Modal Shifts; Performing Major and Minor Scales; 3 Modes and Other Scales; Modes; "Minor" Modes; Writing and Singing the "Minor" Modes; The Locrian Mode; "Major" Modes , Writing and Singing the "Major" ModesOther Scales: Pentatonic, Whole-Tone, and Chromatic; 4 Intervals; Perfect Intervals; Identifying the Qualitative Nature of Intervals; Major Intervals; Minor Intervals; Diminished Intervals; Augmented Intervals; The Tritone; Harmonic Intervals; Inversions of Intervals; Compound Intervals; Consonance and Dissonance; Review Quiz; Unit Test 1; Part Two THE ARRANGEMENT; 5 Triads, Seventh Chords, and Nonharmonic Tones; Harmony with Chords; Chord Tones; Inversions of Chords; Singing Chords; Seventh Chords; Seventh Chord Inversions; Singing Seventh Chords , Nonchord TonesNeighbor Tones; Passing Tones; Suspensions and Retardations; The Appoggiatura; Escape Tones; The Anticipation; Changing Tones; Pedal Tones; Free Tones; 6 Chord Progressions and Sixth Chords; Numbering Chords in Major Scales with Roman Numerals; Numbering Chords in Minor Scales with Roman Numerals; Numbering Diatonic Seventh Chords with Roman Numerals; Diatonic Chord Accompaniments; Alternating Bass; Chord Functionality; Harmonic Movement; Sight-Reading and Transposition; Major and Minor Sixth Chords; Review Quiz; Unit Test 2; 7 Singing Counterpoint 1; Counterpoint and Polyphony , Species CounterpointFirst Species Counterpoint; Dramatic Use of First Species Counterpoint; Second Species Counterpoint; Dramatic Use of Second Species Counterpoint; 8 Singing Counterpoint 2; Third Species Counterpoint; Dramatic Use of Third Species Counterpoint; Fourth Species Counterpoint; Dramatic Use of Fourth Species Counterpoint; Fifth Species Counterpoint; Dramatic Use of Fifth Species Counterpoint; Fugue; Review Quiz; Unit Test 3; 9 Chromatically Altered Chords; Secondary Dominants; Secondary Functions of the Leading Tone Chord; Common Tone Diminished Chords; Passing Diminished Chords , Neapolitan and Augmented Sixth Chords

Weitere Ausg.: ISBN 0-19-999954-6

Weitere Ausg.: ISBN 0-19-999955-4

Sprache: Englisch

Schlagwort(e): Electronic books.

URL: https://ebookcentral.proquest.com/lib/kxp/detail.action?docID=2068363

URL: Click to View

UID:

Umfang: 1 online resource (502 pages)

ISBN: 9783791058443

Anmerkung: Intro -- Inhaltsverzeichnis -- Hinweis zum Urheberrecht -- Impressum -- Vorwort -- Geleitworte -- Abbildungsverzeichnis -- Tabellenverzeichnis -- 1 Einleitung -- 2 Unternehmensziele bis zur Einbettung des Risikomanagements -- 2.1 Unternehmensziele -- 2.2 Unternehmensstrategie -- 2.3 Unternehmenspolitik -- 2.4 Bestimmung der Steuerungselemente -- 2.5 Ableiten der Risikostrategie -- 2.6 Unternehmenskultur -- 2.6.1 Risikomanagementkultur -- 2.6.2 Tone-at-the-Top -- 2.6.3 Ziele vereinbaren - aber richtig -- 2.6.3.1 Allgemeine Fehlsteuerungen -- 2.6.3.2 Konkrete Beispiele -- 2.6.4 Routinisierung, Standardisierung und Modularisierung -- 2.6.5 Auswirkungen einer starken Unternehmenskultur -- 2.6.5.1 Positive Wirkungen -- 2.6.5.2 Negative Wirkungen -- 2.6.6 Changemanagement -- 2.6.6.1 Wirkfaktoren -- 2.6.6.2 Veränderungsprozess -- 2.6.7 Die Rolle der Risk-und-Compliance-Officer -- 2.7 Wesentliche Vorüberlegungen -- 2.7.1 Proportionalitätsprinzip -- 2.7.2 Ein zweiter Blick auf die Risiken -- 2.7.3 Risiken der zweiten und dritten Ordnung -- 2.7.4 Risikodaten und Medienberichte -- 2.7.5 Psychische Effekte und Einstellungen -- 2.7.5.1 Selektive Wahrnehmung -- 2.7.5.2 Die moderne Informationssituation -- 2.7.5.3 Geringster Widerstand und Verdrängung -- 2.7.5.4 Kognitive Tiefenursachen: Bias -- 2.7.5.5 Priming und Framing -- 2.7.6 Schwarze Schwäne, ihr Nachwuchs und selbst gelegte Eier -- 2.7.6.1 Es beginnt meist ganz oben -- 2.7.6.2 Sich daraus entwickelnde schwarze Schwäne … -- 2.7.6.3 … deren Nachwuchs … -- 2.7.6.4 … und weitere selbst gelegte Eier -- 2.7.7 Top-down und bottom-up -- 2.7.7.1 Top-down -- 2.7.7.2 Bottom-up -- 2.8 Umgang mit Ressourcen -- 2.8.1 Die wichtigste Ressource »Mensch« … -- 2.8.1.1 Das Team -- 2.8.1.2 Agilität -- 2.8.2 Risikocontrolling und Compliance als Wettbewerbsfaktor -- 2.8.2.1 Unternehmensschutz und Regulierung. , 2.8.2.2 Haftungsschutz -- 2.8.2.3 Erschließung von Märkten und Lizenzerweiterungen -- 2.8.2.4 Pitch-Perfect und Ausschreibungen -- 2.8.2.5 Rating -- 2.8.2.6 Lenkung von und Umgang mit Ressourcen -- 2.8.2.7 Prävention sonstiger strafbarer Handlungen -- 2.8.2.8 Third-Party Risk Management -- 2.8.2.9 Prozessdesign, -effizienz und Digitalisierung -- 2.8.2.10 Werbewirksamkeit -- 2.8.2.11 Versicherungen -- 2.8.2.12 Risikoportfolio als Einstieg für neue Mitarbeitende -- 2.8.3 Organisationen als Human-Sammler -- 2.8.4 Desinvestition - aber mit Augenmaß und -kontakt -- 2.8.5 Daten als wertvolle Basis -- 2.8.5.1 Daten externer Parteien -- 2.8.5.2 Intern entstehende Daten -- 2.8.5.3 Analytische Anforderungen und Einschränkungen -- 2.8.5.4 Big Data -- 2.8.6 Glaubwürdigkeitspunkte als Indikator -- 2.8.6.1 Organisatorische Verortung eines Bereichs -- 2.8.6.2 Zuhören und Aussagen prüfen -- 2.8.6.3 Verhaltensweisen analysieren -- 2.8.6.4 Entwicklungsstand einer Abteilung -- 2.8.6.5 Motivationen feststellen -- 2.8.7 Drill Down -- 3 Risiko, Regulierung und effiziente Verankerung im Unternehmen -- 3.1 Begriffseingrenzung »operationelle Risiken« -- 3.1.1 Aufbau- und Ablauforganisation sowie Prozesse -- 3.1.2 Menschliches Versagen -- 3.1.2.1 Allgemeine Risiken -- 3.1.2.2 Spezielle Risiken -- 3.1.3 Systemrisiken (IT) -- 3.1.3.1 Allgemeine Risiken -- 3.1.3.2 Regulatorische Anforderungen und Risiken -- 3.1.4 Rechtsrisiken -- 3.1.5 Externe Risiken -- 3.2 Übergeordnete Risikosteuerung -- 3.2.1 Risikosteuerung -- 3.2.1.1 Präventiv -- 3.2.1.2 Detektiv -- 3.2.1.3 Korrektiv -- 3.2.2 Risk Committee -- 3.2.3 Risk Appetite -- 3.3 Effiziente und effektive Regulierungsarchitektur -- 3.3.1 Zusammenfassung von Anforderungen -- 3.3.2 Nutzenstiftende Erweiterungen -- 3.3.3 Digitalisierte Umsetzung -- 3.4 Überwachung und Verankerung -- 3.4.1 Prüf- und Überwachungsfunktionen. , 3.4.1.1 Unternehmenszugehörige Überwachungsfunktionen -- 3.4.1.2 Unternehmensexterne Prüf- und Aufsichtsinstanzen -- 3.4.2 Kodifizierung und Verankerung -- 3.4.2.1 Weisungswesen -- 3.4.2.2 Handbücher und Prozessbeschreibungen -- 3.4.2.3 Checklisten -- 3.4.2.4 Evidenz -- 3.4.2.5 Schulungen und Trainings -- 3.4.2.6 Fokus auf Ausbildungstechnik und Themenstellungen -- 4 Der Risikomanagementprozess bzw. das Risk Assessment -- 4.1 Identifikation -- 4.1.1 Erfassung aller Risiken -- 4.1.2 Wirkfaktoren und Informationen -- 4.1.2.1 Extern -- 4.1.2.2 Intern -- 4.2 Beurteilung und Bewertung -- 4.2.1 Kritische Würdigung einiger Bewertungs- und Beurteilungsansätze -- 4.2.1.1 Peer-Vergleiche -- 4.2.1.2 Statistische Methoden -- 4.2.1.3 CAPM-Ansatz -- 4.2.1.4 Scoring-Verfahren -- 4.2.1.5 Earnings Volatility -- 4.2.1.6 Organisations- und Unterlagenanalyse -- 4.2.1.7 Prozessorientierter Ansatz -- 4.2.1.8 Subjektivität von Beurteilungen -- 4.2.2 Beurteilung durch Experten -- 4.2.3 Die Beurteilung und Bewertung des Brutto- (Inherent) und Nettorisikos (Residual) -- 4.3 Priorisierung -- 4.3.1 Kontinuierliche Bewertung von Risiken -- 4.3.2 Verzerrungen und Abhängigkeiten -- 4.3.2.1 Persönliche subjektive Sichtweisen -- 4.3.2.2 Eintritt von Risiken -- 4.3.2.3 Korrelationen -- 4.3.2.4 Reihung von Risiken -- 4.4 Risikomanagement -- 4.4.1 Akzeptanz -- 4.4.2 Übertragen und Transferieren -- 4.4.3 Vermeidung -- 4.4.4 Verminderung -- 4.4.5 Kompensation -- 4.4.6 Wirtschaftlichkeit der Maßnahmen -- 4.4.6.1 Soll-Abweichungskosten -- 4.4.6.2 Maßnahmenkosten -- 4.4.6.3 Entscheidungsfindung -- 4.5 Datenzuweisung -- 4.6 Rückmeldung -- 4.7 Auswertung und Datennutzung -- 4.7.1 Qualität der Daten -- 4.7.2 Auswertung, Entwickeln, Monitoring und Berichtswesen -- 4.7.2.1 Maßnahmenentwicklung -- 4.7.2.2 Monitoring -- 4.7.2.3 Zielgruppenorientierte Information. , 4.7.2.4 Datennutzung und Entscheidungen -- 5 Wertvolle Soll-Abweichungen -- 5.1 Voraussetzungen -- 5.1.1 Soll-Abweichungsdatenbanken -- 5.1.2 Datenqualität -- 5.2 Soll-Abweichungen (Gain, Neutral und Loss) -- 5.2.1 Ursachenanalyse (Root Cause) -- 5.2.2 Weitere Zuordnungen der Soll-Abweichungen -- 5.2.3 Wesentliche Daten und deren Interpretation -- 5.2.3.1 Tag der Soll-Abweichung -- 5.2.3.2 Tag der Identifikation -- 5.2.3.3 Tag der taktischen Behebung -- 5.2.3.4 Tag der nachhaltigen Lösungsentwicklung -- 5.2.4 Soll-Abweichungen ohne finanzielle Auswirkungen -- 5.2.4.1 Beinaheverluste (Near Misses) -- 5.2.4.2 Null-Ereignisse (Zero-Events) -- 5.3 Maßnahmenentwicklung -- 5.3.1 Taktische Maßnahmen -- 5.3.2 Nachhaltige Maßnahmen -- 5.4 Analyse und Quantifizierung -- 5.4.1 Periodisierung -- 5.4.1.1 Schätzung von Erwartungswerten -- 5.4.1.2 Nutzung von Erfahrungswerten -- 5.4.2 Faltung -- 5.5 Risikoaggregation -- 5.5.1 Risikoportfolio -- 5.5.2 Berechnungsansätze -- 5.5.2.1 Risk-Adjusted Return on Capital (RAROC), Return on Risk-Adjusted Capital (RORAC) -- 5.5.2.2 Monte-Carlo-Simulation -- 6 Werkzeuge des Risikomanagements -- 6.1 (Key) Procedure Controls (KPC) -- 6.1.1 Aufbau eines Kontrollframeworks -- 6.1.2 Kontrolldokumentation -- 6.1.2.1 Kontrollziel -- 6.1.2.2 Kontrollbeschreibung -- 6.1.3 Kontrolltest -- 6.1.3.1 Design-Effektivität -- 6.1.3.2 Operating-Effektivität -- 6.1.3.3 Klassifikation eines Testergebnisses -- 6.2 (Key) Risk Indicators (KRI) -- 6.2.1 Entwicklungskriterien -- 6.2.2 Review und Überprüfung -- 6.2.3 Eskalationslevel (RAG-Status) -- 6.3 (Key) Performance Indicators (KPI) -- 6.3.1 Entwicklungskriterien -- 6.3.2 Eskalationslevel (RAG-Status) -- 7 Self-Identified-Issue-Konzept (SII) -- 7.1 Vorteile des Konzepts -- 7.2 Ein klarer Rahmen determiniert den Erfolg -- 7.2.1 Definition der Eingangsvoraussetzungen -- 7.2.2 Ablauf des Prozesses. , 8 »Neu-Produkt und wesentliche Änderungen«-Prozess (NPP) -- 8.1 Neue und bestehende Produkte -- 8.1.1 Produktentwicklung für Kunden -- 8.1.2 Bestehende Produkte -- 8.2 Regulierungsanforderungen -- 8.3 Neue Märkte -- 8.4 Wesentliche Prozessänderungen -- 9 Projektmanagement -- 9.1 Interdisziplinarität -- 9.1.1 Weisung -- 9.1.2 Team -- 9.2 Steuerung -- 9.2.1 Planung -- 9.2.2 Bericht -- 9.3 Rahmenbedingungen mit Risiken -- 9.3.1 Zeit -- 9.3.2 Qualität -- 9.3.3 Auftrag -- 9.3.4 Ressourcen -- 10 Sonstige strafbare Handlungen -- 10.1 Motivationsfaktoren und Denkweisen -- 10.1.1 Schwachstellen in der Aufbau- und Ablauforganisation -- 10.1.2 Personenebene -- 10.1.3 Sicht- und Denkweise eines Straftäters -- 10.1.4 White-Collar-Crime-Profil -- 10.2 Umgang mit Vorfällen -- 10.3 Wirkrichtungen auf das Unternehmen -- 10.3.1 Externe strafbare Handlungen -- 10.3.2 Interne strafbare Handlungen -- 10.4 Gefährdungsanalyse -- 10.4.1 Typologien und Beispiele -- 10.4.1.1 Externe Angreifer -- 10.4.1.2 Kombinationen von internen und externen Angreifern -- 10.4.1.3 Interne Angreifer -- 10.4.2 Bestandsaufnahme der Gefährdungen -- 10.4.3 Management der Gefährdungen -- 10.4.3.1 Sprengung Geldausgabeautomat (GAA) -- 10.4.3.2 Preismanipulation von Wertpapieren -- 10.4.3.3 Provisionsbetrug durch Involvierung eines Maklers -- 10.4.4 Nettorisiko-Betrachtung und Risikoappetit -- 10.4.5 Jährliche Analyse und Ad-hoc-Aktualisierung -- 10.5 Reverse Testing -- 11 Risikomodelle, Kalkulationsschemen und Ratingsysteme -- 11.1 Governance -- 11.2 Quellen der Soll-Abweichungen -- 11.2.1 Inputdaten -- 11.2.2 Implementierung -- 11.2.3 Nutzung -- 11.2.3.1 Funktionalität -- 11.2.3.2 Bedienung -- 11.2.4 Ergebnisse -- 11.2.5 Berichtswesen -- 12 Third-Party Risk Management -- 12.1 Auslagerung/Outsourcing -- 12.1.1 Vorüberlegungen, Analyse und Abgrenzung. , 12.1.1.1 Lokale und grenzüberschreitende Auslagerungen. , German.

Weitere Ausg.: Print version: Gammelin, Kai Non-Financial Risk Management​ Freiburg : Schäffer-Poeschel Verlag für Wirtschaft Steuern Recht GmbH,c2023 ISBN 9783791056357

Sprache: Deutsch

Fachgebiete: Wirtschaftswissenschaften

UID:

Umfang: DVD (89 Min.) , in Farbe , dolby digital , 12 cm

Serie: Pitch perfect 3

Anmerkung: Deutsch , Englisch

Sprache: Deutsch , Englisch

Schlagwort(e): DVD-Video

UID:

Umfang: 1 online resource: , illustrations (some color)

Ausgabe: 2nd ed.

ISBN: 3-446-42882-8

Inhalt: Plastics failure, to a certain extent, is the result of a phenomenal increase in the number and variety of applications in relatively few years. The focus of this book is on actual field and product failures. The treatment is comprehensive, emphasizing cause and prevention.

Anmerkung: Bibliographic Level Mode of Issuance: Monograph , Intro -- Preface to Second Edition -- Acknowledgements -- First Edition -- Second Edition -- Contents -- 1 A Preliminary Look at the Nature, Causes, and Consequences of Plastics Failure -- 1.1  Introduction -- 1.2  Plastics -- 1.3  Polymers -- 1.4  Rubbers and Elastomers -- 1.5  Natural Polymers -- 1.6  Plastics in the Family of Materials -- 1.7  Common Features and Differences in Performance or Failure of all Materials -- 1.8  Unintentional Factors Affecting Failure -- 1.9  Types and Causes of Failure -- 1.9.1  When Failure is Not Really a Failure -- 1.10  The People Factor -- 1.11  The Consequences of Plastics Failure -- 1.12  Legal and Financial Aspects of Plastics Failure (see Chapter 9) [3, 34] -- 1.12.1  Lessons -- 1.13  References -- 1.14  Papers by Myer Ezrin and Coauthors on Plastics Failure Analysis, Plastics Analysis, and Related Subjects -- 1.14.1  Plastics Failure Analysis -- 1.14.2  Plastics Analysis -- 1.14.3  Electrical Insulation -- 1.14.4  Solar Panel Encapsulant Discoloration -- 1.14.5  Plastics Recycling -- 2 Fundamental Materials Variables Affecting Processing and Product Performance or Failure -- 2.1  The Overall Picture -- 2.2  Polymer Composition [1, 2, 3] -- 2.2.1  Major Categories of Plastics Composition -- 2.2.1.1  Thermoplastic and Thermosetting Plastics -- 2.2.1.2  Thermoplastic Elastomers [3, 7] -- 2.2.2  Types of Polymers -- 2.2.2.1  Addition Polymers Based on Vinyl Monomers -- 2.2.2.2  Thermal and Photolytic Stability of Vinyl Addition Polymers -- 2.2.2.3  Thermal Analysis in the Study of Polymer Degradation -- 2.2.2.4 Controlling Thermal Effects in Performance or Failure of Plastics -- 2.2.2.5  Elastomeric Addition Polymers Based on Diene Monomers -- 2.2.2.6  Condensation Polymers -- 2.2.2.7  Other Polymer Types [1, 2, 3] -- 2.2.2.8  Homopolymers, Copolymers, Terpolymers, and Blends. , 2.3  Composition-Intentional Additives -- 2.3.1  Types of Additives (Table 2.3 [9]) -- 2.3.2  Failure Effects of Intentional Additives -- 2.3.2.1  Plasticizers -- 2.3.2.1.1  Adhesion Failure of Vinyl Floor Tiles -- 2.3.2.1.2  Other Plasticizer-Related Failures -- 2.3.2.2  Colorants -- 2.3.2.2.1  Staining of Clothes by Plastic Hangers [4,11] -- 2.3.2.2.2  Effect of Colorants on Notch Sensitivity -- 2.3.2.2.3  Poor Mixing of Colorant in Water Filter Canister -- 2.3.2.3  Flame Retardants -- 2.3.2.3.1  Omission of Flame Retardants -- 2.3.2.3.2  Effect on Mold and Part Dimensions -- 2.3.2.3.3  Effect on a Secondary Part of the Product [11] -- 2.3.2.3.4  Effect of Frozen-In Stress on Molded Parts Causing Early Failure in Service -- 2.3.2.4  Unanticipated Effect of Additive -- 2.3.2.4.1  Enhanced Crystallization Due to a Pigment -- 2.3.2.4.1.1  Shampoo Tube Screw Caps -- 2.3.2.4.1.2  The Case of the Shrinking Polyethylene Milk Case -- 2.3.2.5  Poor Dispersion of Additives-Antioxidant -- 2.3.2.6  Volatility of Additives-Antioxidant -- 2.4  Composition-Unintentional Additives -- 2.4.1  Types of Unintentional Additives -- 2.4.2  Failure Effects of Unintentional Additives -- 2.4.2.1  Extraneous Dirt, Lint, and Other Contaminant Materials -- 2.4.2.1.1  Contaminant from Previous Run in Extruder -- 2.4.2.2  Residual Monomer, Solvent, or Other Low Level Chemicals -- 2.4.2.3  Water -- 2.4.2.3.1  Beneficial Effects of Water Absorbed from the Air -- 2.4.2.3.2  Hydrolysis of Condensation Type Plastics in Melt Processing -- 2.4.2.3.3  Appearance Problem Due to Water in Melt Processing -- 2.4.2.3.4  Voids Formed by Water in Melt Processing -- 2.4.2.3.5  Water Treeing of Extruded Polyolefin Electrical Power Cables (see Chapter 13, Section 13.5.2.5) -- 2.4.2.3.6  Shrinkage and Expansion of Moldings -- 2.4.2.4  Compounding Process Aids in Additives Concentrates. , 2.4.2.5  Additives in Formulation Ingredients to Improve their Performance -- 2.4.2.6  Ionic Impurities from Water in Service (Chapter 13) -- 2.4.2.7  Ionic Impurities in Carbon Black (see Chapter 13) -- 2.4.2.8  Trace Metal from Extruder Barrel and Screw Coating -- 2.4.2.9  Impurities in Intentional Additives or Processing Materials -- 2.5  Molecular Weight (MW) -- 2.6  Intermolecular Order -- 2.6.1  Crystallinity -- 2.6.2  Crosslinking -- 2.6.3  Orientation Due to Processing -- 2.6.4  Degree of Fusion -- 2.6.5  Physical Aging [38-41] -- 2.7  Combined Effect of Molecular Weight and Crystallinity -- 2.8  Lessons -- 2.9  References -- 3 Failures Related to Design and Material Selection -- 3.1  Introduction -- 3.2  Basic and Practical Considerations in Design-Related Failures -- 3.2.1  The People Factor -- 3.2.2  Declaring War on Failure -- 3.2.3  To Test or Not to Test-or How Much is Enough? -- 3.2.4  The Perfect Design and Product-Does It Exist? -- 3.2.5  The Prototype -- 3.2.6  Effect of Design on Processing -- 3.2.7  Design Checklist -- 3.2.8  The Most Common Mistakes in Design of Plastics -- 3.2.8.1  Creep (see Section 3.2.16) -- 3.2.8.2  Stress (see Chapter 5, Section 5.6.1 -- Chapter 7, Section 7.6, 7.7) -- 3.2.8.3  Hostile Environment -- 3.2.8.4  Shrinkage -- 3.2.8.5  Color Variance -- 3.2.8.6  Gate Marks -- 3.2.8.7  Inadequate Draft -- 3.2.8.8  Sink Marks -- 3.2.8.9  Unanticipated Use -- 3.2.8.10  Time -- 3.2.9  Product Specifications -- 3.2.9.1  Materials -- 3.2.9.2  Design Specifications -- 3.2.9.3  Performance Specifications -- 3.2.10  Design for Service Life and Service Conditions -- 3.2.11  The Hazards of Simultaneous Service Factors -- 3.2.12  Brittle Fracture-A Balancing Act of Design and Material -- 3.2.12.1  The Ductile to Brittle Transition -- 3.2.12.2  Molecular Weight (MW) and Brittle Fracture. , 3.2.13  Comparison of Plastics and Metals [15] -- 3.2.14  Crack Phenomena in Fracture -- 3.2.15  Failure by Fatigue [24-27] (see Section 7.5.3) -- 3.2.15.1  Fatigue Failure by Crack Propagation -- 3.2.15.2  Failure by Softening Due to Hysteretic Heating -- 3.2.15.3  Effect of Environment -- 3.2.16  Failure by Creep -- 3.2.16.1  Fundamentals of Creep Behavior -- 3.2.16.2  Tests to Predict Creep Behavior -- 3.2.16.3  A Case Study of Creep Failure (see Section 3.2.20, Weld Lines) -- 3.2.16.4  Creep Failure of a Thermoset Polymer -- 3.2.17  Failure by Impact (see Chapter 7, Section 7.5.5) -- 3.2.17.1  Design Effects -- 3.2.17.1.1  Case Study of a Design Failure -- 3.2.17.2  Material Effects [31] -- 3.2.17.3  Molding Effects [31] -- 3.2.17.4  Molecular Weight (MW) Effects [32] -- 3.2.17.5  Polymer Composition and Crystallinity Effects -- 3.2.18  Electrical Stress [33, 36] (see Chapter 13) -- 3.2.19  Surface Effects in Failures Related to Design -- 3.2.20  Weld Lines -- 3.2.20.1  Examples of Weld Line Failures and Effects -- 3.2.20.1.1  Case Studies of Weld Line Failures -- 3.2.21  Warpage -- 3.3  Lessons -- 3.4  References -- 4 Examples of Failure Due to Design and Material Selection -- 4.1  Introduction -- 4.2  Part or Product Design -- 4.2.1  Examples of Failure Due to Design and/or Material -- 4.2.1.1  Mold Design Problems -- 4.2.1.1.1  The Replacement New Mold that Failed [22] -- 4.2.1.1.2  Fracture of Ultrasonically Welded ABS Part Due to Mold Design Problem [27] -- 4.2.1.1.3  Fracture of Plastic Parts in Water Service Due to a Mold Problem [28] -- 4.2.1.2  Water Service Failures Not Related to a Mold Problem -- 4.2.1.2.1  Fracture of a Toilet Connector Nut at an Abrupt Wall Thickness Change [29] -- 4.2.1.2.2  How to Turn a Threaded Part Inside Out [22] -- 4.2.1.2.3  Toilet Valve Design [22] -- 4.2.1.2.4  Water Filter Design [22]. , 4.2.1.2.5  Elbow Coupling Design [22] -- 4.2.1.2.6  Plastic Failure Because of a Metal Failure [22] -- 4.2.1.3  Processing-Related Failure Due to Design -- 4.2.1.3.1  Spin Welding of a Water Filter [22] -- 4.2.1.3.2  A War-Material Process Problem [30, 31] -- 4.2.1.4  Failure Due to a Metal Component of a Part -- 4.2.1.4.1  Plastic Over Metal-The Fractured Kitchen Blender [32] -- 4.2.1.4.2  Metal Inserts (see Chapter 3, Section 3.2.13) -- 4.2.1.5  Design Based on Metal Design-Bad News [1] -- 4.2.1.6  Attachment Stresses-Fracture of Bosses Attaching Motor Housing to Lawnmower [35] -- 4.2.1.7  Failure Due to Static Load Imposed by Screws and Rivets -- 4.2.1.7.1  Cracks at Molded-In Holes -- 4.2.1.7.2  Cracks at Screw Holes Drilled into Plastic Sheet -- 4.2.1.8  Stress Concentration at a Weak Point -- 4.2.1.8.1  Weld Lines (see Chapter 3, Section 3.2.20) [38-41] -- 4.2.1.8.1.1  Fracture of ABS Syringe Needle Holder with Flats Close to Weld Lines (see Section 7.3.2.1.3, Figs. 7.5, 7.6) -- 4.2.1.8.2  Externally Applied Stress -- 4.2.1.8.2.1  Failure to Consider Occasional Impact in Design of Umbrella -- 4.2.1.8.2.2  Fracture at Gate of PP Antiperspirant Bottle Cap Located at High Stress Location Where Cap is Tightened [27] -- 4.2.1.8.2.3  Microwave Oven Door Handle Screw Located at Point of High Stress When Door is Opened -- 4.2.1.8.3  Internal Stress Due to Design -- 4.2.1.8.3.1  Poor Design and Stress Concentrations in Automobile Coolant Reservoir Tank [42] -- 4.2.1.8.3.2  Stresses in Interference Fit-Fracture of Nylon Head Harness Inside Hard Hat [43] -- 4.2.1.9  Poor Design -- 4.2.1.9.1  Multiple Modes of Failure of a Poorly Designed PS Pitcher [35] -- 4.2.1.9.2  Flexible Hinges Require Special Design-Polyethylene Soap Dish. , 4.2.1.9.3  Fracture of Pultruded E-Glass Rod Due to Retention of Atmospheric Liquid in Cuplike Design of Metal End Fitting (see Section 6.3.9, Fig. 6.19, and Section 10.5.1.2).

Weitere Ausg.: ISBN 3-446-41684-6

Sprache: Englisch

UID:

Umfang: 1 online resource (xxviii, 950 pages) : , illustrations, plans

Ausgabe: Second edition.

ISBN: 0-12-398265-0 , 9780123982582

Serie: Gale eBooks

Inhalt: Architectural Acoustics, Second Edition presents a thorough technical overview of the discipline, from basic concepts to specific design advice. Beginning with a brief history, it reviews the fundamentals of acoustics, human perception and reaction to sound, acoustic noise measurements, noise metrics, and environmental noise characterization. In-depth treatment is given to the theoretical principles and practical applications of wave acoustics, sound transmission, vibration and vibration isolation, and noise transmission in floors and mechanical systems. Chapters on specific design p

Anmerkung: Description based upon print version of record. , Front Cover; ARCHITECTURAL ACOUSTICS; Copyright; Dedication; CONTENTS; PREFACE; FIRST EDITION ACKNOWLEDGMENTS; SECOND EDITION ACKNOWLEDGMENTS; 1 - HISTORICAL INTRODUCTION; 1.1 GREEK AND ROMAN PERIOD (650 BC-AD 400); 1.2 EARLY CHRISTIAN PERIOD (AD 400-800); 1.3 ROMANESQUE PERIOD (800-1100); 1.4 GOTHIC PERIOD (1100-1400); 1.5 RENAISSANCE PERIOD (1400-1600); 1.6 BAROQUE PERIOD (1600-1750); 1.7 ORIGINS OF SOUND THEORY; 1.8 CLASSICAL PERIOD (1750-1825); 1.9 ROMANTIC PERIOD (1825-1900); 1.10 BEGINNINGS OF MODERN ACOUSTICS; 1.11 TWENTIETH CENTURY; 2 - FUNDAMENTALS OF ACOUSTICS , 2.1 FREQUENCY AND WAVELENGTH2.2 SIMPLE HARMONIC MOTION; 2.3 SUPERPOSITION OF WAVES; 2.4 SOUND WAVES; 2.5 ACOUSTICAL PROPERTIES; 2.6 LEVELS; 2.7 SOURCE CHARACTERIZATION; 3 - HUMAN PERCEPTION AND REACTION TO SOUND; 3.1 HUMAN HEARING MECHANISMS; 3.2 PITCH; 3.3 LOUDNESS; 3.4 INTELLIGIBILITY; 3.5 ANNOYANCE; 3.6 HEALTH AND SAFETY; 3.7 OTHER EFFECTS; 4 - ACOUSTIC MEASUREMENTS AND NOISE METRICS; 4.1 MICROPHONES; 4.2 SOUND LEVEL METERS; 4.3 FIELD MEASUREMENTS; 4.4 BROADBAND NOISE METRICS; 4.5 BAND-LIMITED NOISE METRICS; 4.6 SPECIALIZED MEASUREMENT TECHNIQUES; 5 - ENVIRONMENTAL NOISE , 5.1 NOISE CHARACTERIZATION5.2 BARRIERS; 5.3 ENVIRONMENTAL EFFECTS; 5.4 TRAFFIC NOISE MODELING; 5.5 RAILROAD NOISE; 5.6 AIRCRAFT NOISE; 6 - WAVE ACOUSTICS; 6.1 RESONANCE; 6.2 WAVE EQUATION; 6.3 SIMPLE SOURCES; 6.4 COHERENT PLANAR SOURCES; 6.5 LOUDSPEAKERS; 7 - SOUND AND SOLID SURFACES; 7.1 PERFECTLY REFLECTING INFINITE SURFACES; 7.2 REFLECTIONS FROM FINITE OBJECTS; 7.3 ABSORPTION; 7.4 ABSORPTION MECHANISMS; 7.5 ABSORPTION BY NONPOROUS ABSORBERS; 7.6 ABSORPTION BY RESONANT ABSORBERS; 8 - SOUND IN ENCLOSED SPACES; 8.1 STANDING WAVES IN PIPES AND TUBES; 8.2 SOUND PROPAGATION IN DUCTS , 8.3 SOUND IN ROOMS8.4 DIFFUSE-FIELD MODEL OF ROOMS; 8.5 REVERBERANT FIELD EFFECTS; 9 - SOUND TRANSMISSION LOSS; 9.1 TRANSMISSION LOSS; 9.2 SINGLE PANEL TRANSMISSION LOSS THEORY; 9.3 DOUBLE-PANEL TRANSMISSION LOSS THEORY; 9.4 TRIPLE-PANEL TRANSMISSION LOSS THEORY; 9.5 STRUCTURAL CONNECTIONS; 10 - SOUND TRANSMISSION IN BUILDINGS; 10.1 DIFFUSE FIELD SOUND TRANSMISSION; 10.2 STC RATINGS OF VARIOUS WALL TYPES; 10.3 DIRECT-FIELD SOUND TRANSMISSION; 10.4 EXTERIOR TO INTERIOR NOISE TRANSMISSION; 11 - VIBRATION AND VIBRATION ISOLATION; 11.1 SIMPLE HARMONIC MOTION; 11.2 SINGLE DEGREE OF FREEDOM SYSTEMS , 11.3 VIBRATION ISOLATORS11.4 SUPPORT OF VIBRATING EQUIPMENT; 11.5 TWO DEGREE OF FREEDOM SYSTEMS; 11.6 FLOOR VIBRATIONS; 12 - NOISE TRANSMISSION IN FLOOR SYSTEMS; 12.1 TYPES OF NOISE TRANSMISSION; 12.2 AIRBORNE NOISE TRANSMISSION; 12.3 FOOTFALL NOISE; 12.4 STRUCTURAL DEFLECTION; 12.5 FLOOR SQUEAK; 13 - NOISE IN MECHANICAL SYSTEMS; 13.1 MECHANICAL SYSTEMS; 13.2 NOISE GENERATED BY HVAC EQUIPMENT; 13.3 NOISE GENERATION IN FANS; 13.4 NOISE GENERATION IN DUCTS; 13.5 NOISE FROM OTHER MECHANICAL EQUIPMENT; 14 - SOUND ATTENUATION IN DUCTS; 14.1 SOUND PROPAGATION THROUGH DUCTS , 14.2 SOUND PROPAGATION THROUGH PLENUMS , English

Weitere Ausg.: ISBN 0-12-398258-8

Sprache: Englisch

UID:

Umfang: 1 online resource (403 pages)

Ausgabe: 4th ed.

ISBN: 1-5231-4575-7 , 1-63081-873-9

Inhalt: This bestselling book -- now in its Fourth Edition - has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment - or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You'll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative. The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers. With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today's challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer's world. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.

Anmerkung: Intro -- Contents -- Acknowledgments -- Introduction -- You, the Audience -- Using the Book -- The Bottom Line -- Chapter 1 What Is a Sales Engineer? -- Role #1: The Technical Engineer -- Role #2: The Salesperson -- Role #3: The Trusted Advisor and Consultant -- Role #4: The Explainer of All Things (the Storyteller) -- All the Other Skills -- Summary -- Chapter 2 An Overview of the Sales Process -- Definition of the Market -- The Marketing Campaign -- Lead Qualification -- Request for Proposal -- Discovery and First Customer Engagement -- Present, Demonstrate, and Propose -- Proof of Concept -- Negotiations: Closed Won or Closed Lost -- Post-Sales Support and Account Management -- Summary -- Chapter 3 Lead Qualification -- Lead Generation -- Initial Lead Qualification -- Lead Quality -- Monitoring the Incoming Leads -- Summary -- Chapter 4 The RFP Process -- The Creation of an RFP -- The Truth Behind Three RFP Myths -- The Go or No-Go Decision -- Response Team Infrastructure -- Scoring the RFP -- RFP Avoidance Strategies -- The Alternate Response -- Completing the RFP -- Presenting the RFP -- Summary -- Chapter 5 Technical Discovery -- Initial Research-Before the Main Engagement -- Prelude: The Three Behavioral Crimes of Discovery -- Tell -- Accept -- Guess -- The Basic Methodology -- The Inputs -- The Middle Layer/Process -- The Outputs -- The Visualization -- The (Optional) Magic Wand -- Summary -- Chapter 6 Goals Business Value Discovery 1: Pains and Gains -- The Sales Engineer Concept of Pain -- Latent Pain -- Current Pain -- Vision Pain -- How Not to Talk About Your Technology -- The Heart of the Process -- Gather a Complete List -- Verify That the List Is Complete -- Ask Permission to Add Your Own -- Prioritize the List -- Summary -- Chapter 7 Business Value Discovery 2: Time, Money, and People -- The BVD Quadrants. , How Do You Know It Is a Problem (Evidence)? -- What Is the Size of the Problem (Impact)? -- How Will You Know When It Is Fixed (Evidence)? -- What Is the Impact of the Problem Going Away? -- Questions About Questions -- The Closed-Ended Questions -- The Open-Ended Question -- The Nonquestion Question -- Answers About Answers -- The 3WM+M Approach -- The Time, Money, and People Approach -- You Can Be the Expert -- The Preliminary Financial Checkpoint-a Cost/Impact Comparison -- Summary -- Chapter 8 The FABulous Sales Engineer -- Some Basic Definitions -- The Sales Engineer Problem -- A Classic Nontechnical Example -- A More Functional Example -- The Fuzziness of Benefits -- FAB in a Zero Discovery Setting -- Back to Being FABulous -- Summary -- Chapter 9 Successful Customer Engagement -- The Technical Account Plan -- People: The Organizational Chart -- Installs: The Product Chart -- Projects: The Initiative Chart -- "Coolness": The Technology Adoption Chart -- First Contact -- Where to Focus -- Find a Coach -- Now What? -- Summary -- Chapter 10 The Perfect Pitch: Structure -- Pay Attention to the Attention Curve -- Developing a Focused Message -- Start with Structure: Success = RM + 3KP -- Drill Down on Solution and Proof Points -- Organize the Ideas -- Focus the Key Points -- Transfer to Your Delivery Mechanism -- Summary -- Chapter 11 The Perfect Pitch: Delivery -- Nonverbal Delivery Skills -- Physical Appearance -- Posture -- Eye Contact -- Gestures -- Movement -- Facial Expressions -- Verbal Delivery Skills -- Pace -- Pitch -- Tone -- Volume -- Articulation -- Start with a Bright and Beautiful Beginning -- Make a Fantastic Finish -- Using Your Nervous Energy -- Presenting to Large Groups -- Summary -- Chapter 12 The Dash to Demo -- Why Does the Dash to Demo Occur? -- Failing to Plan Is Planning to Fail -- The Agenda -- Before You Even Start. , Preparing the Way -- Engaging the Audience -- Back to the Dash to Demo -- Checkpoint Charlie -- Summary -- Chapter 13 Building the Demo -- The Pain of the Demo (Customer Perspective) -- Introducing the Demo GPS Roadmap -- Building the Demo GPS Roadmap -- Using the Demo GPS Roadmap -- Summary -- Chapter 14 Remote Demonstrations and Presentation -- The Basic Premise -- Advantages and Disadvantages -- Know Your Customer -- Know Your Technology -- Know Your Product and Know Your Demo -- Summary -- Chapter 15 Whiteboarding and Visual Selling -- The Power of Whiteboarding -- The Drawbacks of Whiteboarding -- Whiteboarding Within the Sales Cycle -- Getting Started -- The Overall Content -- The Visuals -- Whiteboarding Mechanics 101 -- Stance -- Timing and the Chunk -- Cadence and Rhythm -- Speed and Handwriting -- Artistic Ability and Iconization -- The Implications of Color -- Some Shortcuts (Cheats) from Customers -- Using the Whiteboard as a Closing Tool -- Summary -- Chapter 16 Storytelling -- The Good and the Bad of Stories and Sales -- What Makes a Good Story-Structure and Syntax -- Fine-Tuning the Story-Grammar and Numbers -- A Special Case-The Conversational Customer Reference Story -- Summary -- Chapter 17 Evaluation Strategies -- The Effort Scale (How Did We Get Here?) -- Creating the Project Plan -- How Do You Define Success? -- How to Win: Determining the Success Criteria -- Evaluating the Success Criteria -- Intellectually Closing the Deal -- Running a Proof of Concept -- Phase 1: Document the Success Criteria -- Phase 2: Mini-Discovery -- Phase 3: Development -- Phase 4: Test -- Phase 5: Deployment -- Phase 6: Demonstration and Validation -- Phase 7: Presentation of Results -- Don't Forget Training and Documentation -- Don't Forget the Competition! -- And Don't Forget the People -- The Technical Win -- Summary -- Chapter 18 Answering Questions. , Listen, Accept, Clarify, and Execute-The LACE Strategy -- Listen to the Customer -- Accept the Question -- Clarify Everything -- Execute the Answer -- Categorizing the Questions -- The Standard Question -- The Coach Question -- The Competitive Question -- The Consultants Question -- The Seymour Question -- The Hostile Question -- Summary -- Chapter 19 The Trusted Advisor Sales Engineer -- The Quantitative Benefits of Trust -- Defining the Trusted Advisor -- An Introduction to the Trust Equation -- Credibility (C) -- Reliability (R) -- Intimacy (I) -- Self-Orientation (S) -- Positivity (P) -- The Automatic Trust Advantage of the Sales Engineer -- Creating Your Own Trust Scale -- Calculating the T Score -- Using Trust in the Buying Process -- Some SE Specifics -- Summary -- Chapter 20 The Executive Connection -- An Executive Definition -- What Do They Want from You? -- Plan the Meeting -- Setting the Stage -- Follow the Money -- Setting the Goals of the Meeting -- You Are the Expert -- Execute the Meeting -- Presentation Ideas -- Answering Questions -- Follow-Up After the Meeting -- The Informal Executive Connection -- Summary -- Chapter 21 Doing the Math and Proving Business Value -- Proving the Value -- How Do Customers Assess Value? -- Typical Assessment Methods -- The Importance of Time to Value -- Closing the Loop -- The Customer Does Have to Spend Money, Too -- How Do Customers Create Budget? -- Value Engineering and FinOps -- Cloud Financial Operations -- The Emotional Return on Investment -- Summary -- Chapter 22 The New SE: Getting Started -- The Ramp Process -- Setting Goals with Your Manager -- The Need to Succeed -- Boot Camp -- Develop a 30-/90-/180-Day Plan -- The Overall 30-90-180 Structure -- The First Six Months -- Find a Mentor -- Read the Manual -- Watch the Movies -- Join the Club -- Master the Product -- Work in the Factory. , Practice, Practice, Practice -- Know Your Customer Stories -- Use Your Product (If You Can) -- Get Feedback-from Everyone -- Summary -- Chapter 23 Creating Your Personal Brand -- Defining Personal Brand -- Building the Foundation -- Creating the Statement -- Using and Living the Brand -- Honesty and Ethics -- Summary -- Chapter 24 Selling with and Through Partners -- The Different Forms of Partnership -- Working the Relationship and the Infrastructure -- Defining Account Ownership -- Rules of Engagement -- Categorizing the Partners -- Partner Enablement -- The Special Role of the Partner Engineer -- Summary -- Chapter 25 Competitive Tactics -- The Competitive Landscape -- Your Number One Competitor -- Identify Your Competition -- Know Thine Enemy -- Five Competitive Strategies for the SE -- The Frontal Strategy -- The Flanking Strategy -- The Fragment Strategy -- The Defend Strategy -- The Develop Strategy -- The Customer and the Competition -- Reversing the Dirt -- Summary -- Chapter 26 Using the CRM System -- Why CRM Is Your Best Friend -- Time and People Management -- The Beauty of Repeatability -- Using the Features and Tapping Organizat -- CRM and Personal Gain -- Annual Review Time -- Summary -- Chapter 27 Compensation (Show Me the Money) -- The Basic Components of a Plan -- Fixed (Base) Salary -- Variable Pay -- MBOs and General Performance -- Stock Options and Equity -- Other Plans -- Leveraging the Plan -- Ramping -- Who Else Cares? -- Negotiating the Plan -- What Is a Target? -- Building the First Plan -- Summary -- Chapter 28 Moving into Sales -- Skill Building -- You Want to Do What? -- Preparing for the Transition -- What Are My Chances? -- What Should I Expect? -- Making It All Work -- Summary -- Chapter 29 Career Progression -- Some Typical Organizational Structures -- Behavioral Competencies -- Functional Competencies. , The Many Paths to Greatness. , In English.

Weitere Ausg.: Print version: Care, John Mastering Technical Sales: the Sales Engineer's Handbook, Fourth Edition Norwood : Artech House,c2022 ISBN 9781630818722

Sprache: Englisch

UID:

Umfang: 1 online resource

ISBN: 9781119280972 , 1119280974 , 9781119280965 , 1119280966 , 9781119280989 , 1119280982

Inhalt: "Learn the overlooked skill that is essential to Wall Street success Pitch the Perfect Investment combines investment analysis with persuasion and sales to teach you the "soft skill" so crucial to success in the financial markets. Written by the leading authorities in investment pitching, this book shows you how to develop and exploit the essential, career-advancing skill of pitching value-creating ideas to win over clients and investors. You'll gain world-class insight into search strategy, data collection and research, securities analysis, and risk assessment and management to help you uncover the perfect opportunity; you'll then strengthen your critical thinking skills and draw on psychology, argumentation, and informal logic to craft the perfect pitch to showcase your perfect idea. The ability to effectively pitch an investment is essential to securing a job on Wall Street, where it immediately becomes a fundamental part of day-to-day business. This book gives you in-depth training along with access to complete online ancillaries and case studies so you can master the little skill that makes a big difference. It doesn't matter how great your investment ideas are if you can't convince anyone to actually invest. Ideas must come to fruition to be truly great, and this book gives you the tools and understanding you need to get it done. Persuade potential investors, clients, executives, and employers Source, analyze, value, and pitch your ideas for stocks and acquisitions Get hired, make money, expand your company, and win business Craft the perfect investment into the perfect pitch Money managers, analysts, bankers, executives, salespeople, students, and individual investors alike stand to gain massively by employing the techniques discussed here. If you're serious about success and ready to start moving up, Pitch the Perfect Investment shows you how to make it happen"--

Inhalt: "This book combines investment analysis with persuasion and sales to teach you the "soft skill" so crucial to success in the financial markets. Written by the leading authorities in investment pitching, this book shows you how to develop and exploit the essential, career-advancing skill of pitching value-creating ideas to win over clients and investors"--

Anmerkung: PART I THE PERFECT INVESTMENT; Chapter 1 How to Value an Asset; Chapter 2 How to Value a Business; Chapter 3 How to Evaluate Competitive Advantage and Value Growth; Chapter 4 How to Think About a Security's Intrinsic Value; Chapter 5 How to Think About Market Efficiency; Chapter 6 How to Think About the Wisdom of Crowds; Chapter 7 How to Think About Behavioral Finance; Chapter 8 How to Add Value Through Research; Chapter 9 How to Assess Risk; PART II THE PERFECT PITCH; Chapter 10 How to Select a Security; Chapter 11 How to Organize the Content of the Message; Chapter 12 How to Deliver the Message.

Weitere Ausg.: Print version: Sonkin, Paul D. Pitch the perfect investment. Hoboken : Wiley, 2017 ISBN 9781119051787

Sprache: Englisch

Schlagwort(e): Electronic books. ; Electronic books. ; Electronic books.

URL: https://onlinelibrary.wiley.com/doi/book/10.1002/9781119280989

URL: https://onlinelibrary.wiley.com/doi/book/10.1002/9781119280989

URL: https://onlinelibrary.wiley.com/doi/book/10.1002/9781119280989

UID:

Umfang: 3 DVD (Ländercode 2, ca. 286 Min.)

ISBN: 5053083151492

Serie: Pitch Perfect 1-3

Inhalt: PITCH PERFECT: Das A cappella-Team der Bellas verliert nach einem blamablen Meisterschaftsauftritt fast alle Mitglieder. So nimmt die propere Teamführerin gezwungenermaßen eine Reihe von unpopulären und unangepassten Außenseiterinnen auf. Darunter auch die ausgeflippte Beca, die einige Ideen hat, um die Sachen auf Techno- und HipHop-Trab zu bringen. Doch Aubrey ist zunächst nicht umzustimmen. Mit kleinen Modernisierungen schaffen sie es dennoch bis ins Finale. Auf einen Sieg können sie jedoch nur mit einem Komplett-Makeover hoffen. PITCH PERFECT: Das Finale der College-Meisterschaft haben die Barden Bellas gegen die Treblemakers mit ihrem genialen A-Cappella-Auftritt gewonnen. Und obwohl Beca sich anfangs dagegen wehrte, hat sie nun in der Band neue Freundinnen gefunden - und dazu mit Jess noch einen echt coolen Freund. Aber jetzt warten weitere Herausforderungen auf die Mädels. Der Collegeabschluss steht bevor und Beca, Fat Amy und die anderen Bellas machen sich Gedanken, wie es mit ihnen und ihrer Freundschaft weitergeht. Aber erstmal sorgt die Teilnahme an der A-Capella Weltmeisterschaft in Kopenhagen für Aufregung! PITCH PERFECT: Gerade erst vom College, müssen die Bellas schon feststellen, dass es schwieriger ist, in der erbarmungslosen Arbeitswelt den richtigen und passenden Ton zu treffen als auf einer A-cappella-Bühne. Die Euphorie nach dem Sieg bei der Weltmeisterschaft ist schnell verpufft, als jede von ihnen bei der Suche nach einem richtigen Job auf sich allein gestellt ist. Umso erfolgsversprechender scheint ihnen die Möglichkeit, sich für einen internationalen Wettbewerb ein letztes Mal zusammen zu tun

Anmerkung: Sprachen: dt, en. - Untertitel: dt, en. - Bonusmaterial. - Musikfilm, USA. 2012/2014/2017 ; Deutsch

Sprache: Deutsch

UID:

Umfang: 1 DVD ca. 89 Minuten

Serie: Pitch Perfect 3

Originaltitel: Pitch Perfect

Inhalt: Gerade erst vom College, müssen die Bellas schon feststellen, dass es schwieriger ist, in der erbarmungslosen Arbeitswelt den richtigen und passenden Ton zu treffen als auf einer A-cappella-Bühne. Die Euphorie nach dem Sieg bei der Weltmeisterschaft ist schnell verpufft, als jede von ihnen bei der Suche nach einem richtigen Job auf sich allein gestellt ist. Umso erfolgsversprechender scheint ihnen die Möglichkeit, sich für einen internationalen Wettbewerb ein letztes Mal zusammen zu tun.

Sprache: Deutsch