This is a complete and practical guide which highlights the authors' new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That's the key.
It all starts with how the buyer initially says, "No." Too many sales reps don't pay close attention as to how that's presented. Hopkins and Katt point out that "no" may suggest all sorts of other options -- avenues that can eventually lead to the buyer actually saying yes.
The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.
There's particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.

Martin Margiela, known for his avant-garde ideas and cult following, became the arbiter of all things classic French Chic. His ability to apply his unique design process to vastly different fashion houses is the hallmark of a great designer. This new edition of Margiela. The Hermes Years has been published with the cooperation of the reclusive Margiela himself, including never-before-published photographs, drawings and testimonies.

The incomparable play of light and color in Paul Cezanne's work was the foundation of his reputation as a forerunner of modernism. From the start he went his own way, and his paintings initially evoked a lack of understanding in art critics of the time, as well as ridicule. Despite his romantic, baroque, impressionist, and finally classical influences, it is still difficult to ascribe Cezanne to any particular art movement. Still, which specific places left lasting impressions on the scion of a provincial banker's family? What and who were major influences supporting and advancing his innovative oeuvre? James H. Rubin traces Cezanne's life and work from A to Z in this brief volume, creating an image of a painter who wanted to transform painting itself. The author-and established connoisseur-succeeds in closely approaching the artist while at the same time maintaining the necessary distance to his inimitable paintings.

Pivotal in modern art’s move towards abstraction, Piet Mondrian’s oeuvre is extraordinarily versatile and complex. Not only did he paint and draw, he also wrote extensively about his thoughts and theories on art and life. Moving from traditional Dutch landscape painting to a pronounced rhythmic framework focusing on compositional structure rather than naturalistic representation, Mondrian was profoundly impressed by contemporary culture. Thus, he was not only inspired by the pattern of the extensive Dutch canal system, but also by the rhythm of jazz and the foxtrot. Demonstrating the impact of his oeuvre, Yves Saint-Laurent's famous "Mondrian Dress" even made him a fashion icon posthumously. Celebrating the 150th anniversary of his birth, Ulf Küster entertainingly leads through well- and lesser-known aspects of Mondrian's life and work offering inspiring impulses for reflection and further engagement with the fascinating artist.

Lucas Cranach the Elder created around 500 works during his lifetime. With his portraits of Martin Luther and Philipp Melanchton and as court painter to Frederick the Wise, he became one of the most sought-after painters of the Reformation. At the same time, Cranach was the first to translate the Italian Renaissance tradition of the life-size nude into art north of the Alps; his lascivious, barely veiled depiction of Venus, the goddess of love, bears witness to this. On the occasion of the large Cranach exhibition at the Kunsthistorisches Museum in Vienna, the Austrian writer Teresa Praauer explores the work of this busy prince of painters from A to Z. She focuses not only on Cranach's art, but also on the society that surrounded him, the subjects he painted, and the events that shaped his development.

Der vorliegende Band der Fontes Iuris Gentium enthalt die Bearbeitung der Recht- sprechung deutscher Gerichte in volkerrechtlichen Fragen aus den Jahren 1971 - 1975; nur in Einzelfallen sind Entscheidungen aus dem Jahre 1970 nachgetragen worden. Die Gesamtreihe der Bearbeitung, die mit den Entscheidungen des deutschen Reichsge- richts aus dem Jahre 1879 begonnen wurde, hat damit den Anschluss an die Gegenwart gefunden und umfasst jetzt nahezu einhundert Jahre deutscher Rechtsprechung. Die zusammenfassende Bearbeitung der Entscheidungen aus jeweils funf Jahren soll auch in Zukunft beibehalten werden; der Band mit den Entscheidungen aus den Jahren 1976 - 1980 befindet sich bereits in der laufenden Bearbeitung. Das System der Darstellung (Teil I: Analytisches und systematisches Repertorium; Teil 11: Auszuge aus den Entscheidungen) ist in der im vorangegangenen Band (To- mus All 6) geanderten Form beibehalten worden, d. h. der Inhalt der deutschen Leit- satze wird soweit wie moglich in kurzen Satzen oder stichwortartig in englischer und franzosischer Sprache wiedergegeben, um dem auslandischen Benutzer die Auswertung zu erleichtern. Die Auswahl der Gerichtsentscheidungen ist wie bisher (seit Tomus All 5) nicht mehr auf die Auswertung nur der hochstrichterlichen Rechtsprechung beschrankt.

Known for her paper art and collages, Marion Eichmann spent many weeks in the Reichstag building and the enclosed parliamentary buildings. Not only did she visit the plenary chamber, the floor designated to the parliamentary groups and the committee rooms, but she also keenly observed in corridors, canteens, libraries, and connecting tunnels the everyday life of a highly complex machinery that keeps the heart of democracy beating almost invisibly-focussing her interest at once on the iconic facades and settings familiar to the public, and on the rarely visible workspaces, devices, and often-overlooked details essential to the smooth daily operation of Parliament. Created as part of a commissioned project by the German Bundestag, the series of more than 80 papercuts documented in this volume in its entirety, provides a unique insight into the artist's creative process and working method.

Your guide to grow and learn as a math teacher! Let's face it, teaching elementary math can be hard. So much about how we teach math today may look and feel different from how we learned it. Today, we recognize placing the student at the center of their learning increases engagement, motivation, and academic achievement soars. Teaching math in a student-centered way changes the role of the teacher from one who traditionally "delivers knowledge" to one who fosters thinking. Most importantly, we must ensure our practice gives each and every student the opportunity to learn, grow, and achieve at high levels, while providing opportunities to develop their agency and authority in the classroom which results in a positive math identity. Whether you are a brand new teacher or a veteran, if you find teaching math to be quite the challenge, this is the guide you want by your side. Designed for just-in-time learning and support, this practical resource gives you brief, actionable answers to your most pressing questions about teaching elementary math. Written by four experienced math educators representing diverse experiences, these authors offer the practical advice they wish they received years ago, from lessons they've learned over decades of practice, research, coaching, and through collaborating with teams, teachers and colleagues-especially new teachers-every day. Questions and answers are organized into five areas of effort that will help you most thrive in your elementary math classroom: 1. How do I build a positive math community? 2. How do I structure, organize, and manage my math class? 3. How do I engage my students in math? 4. How do I help my students talk about math? 5. How do I know what my students know and move them forward? Woven throughout, you'll find helpful sidebar notes on fostering identity and agency; access and equity; teaching in different settings; and invaluable resources for deeper learning. The final question-Where do I go from here?- offers guidance for growing your practice over time. Strive to become the best math educator you can be; your students are counting on it! What will be your first step on the journey?