In complex business-to-business sales processes, buyers are rewriting the rules. Today's instantaneous access to an online array of information and resources from brochures to portals to Web 2.0 social media - means buyers can quietly self-educate and autonomously direct the pace, direction, and timing of the purchase (not sales) cycle. For companies accustomed to relying on trained sales professionals to act as trusted advisors and guide buyers through a defined, structured process from the very inception of the sales opportunity - these changes are potentially disruptive on a massive scale. In this virtual marketing environment, a savvy sales rep can no longer read the room. Today, B2B marketers must decode a buyer s digital body language to understand the roles, information needs, timing, and buying intentions of its largely faceless and elusive target market. In this thoughtful and groundbreaking book, Steven Woods helps B2B marketing professionals understand the new dynamics of marketing complex products and services. He walks through the new tools available to buyers, how to read digital body language, and how to respond most effectively to maximize the volume and quality of leads. Woods shows that, by embracing the concept of digital body language, marketers can re-engage with sales colleagues on a more strategic level and increase their value to the enterprise.

The pace of global events in 2012 are quickening toward the imminent return of Christ. Believers are thirsty for a headline based study guide to prophecy and the Book of Revelation which presents the full Biblical picture to entry level readers, with application to the world stage of 2012 and beyond. This chapter and verse commentary with cross references to Daniel, Ezekiel, Isaiah, Hebrews, and other books of the Bible, will educate and enlighten students of prophecy with full application to contemporary history.

"As a student and preacher of Eschatology for 25 years I can tell you that Steve Wood has captured a fresh and contemporary approach to understanding revelation in the 21st century. This work is absolutely essential for those who want a clear and concise understanding of the days in which we live and those to come " Dr. Dwain Miller Senior Pastor, Cross Life Church El Dorado, AR

This is the second book in a series of four, each one tailor-made for one of the first four study units of the new curriculum. A teacher's book accompanies each student's book and offers 60 copymasters with a wide range of activities for all abilities. Clear, lively pages are designed to interest and create excitement about the past, whilst an emphasis on a learning pattern, through careful steps, should lead all students, including low achievers, to a real understanding of history.

Like previous handbooks, the present volume is an authoritative and up-to-date compendium of information and perspective on the neurobiology of ingestive behaviors. It is intended to be stimulating and informative to the practitioner, whether neophyte or senior scholar. It is also intended to be accessible to others who do not investigate the biological bases of food and ?uid ingestion, who may teach aspects of this material or simply wonder about the current state of the ?eld. To all readers, we present this handbook as a progress report, recognizing that the present state of the ?eld is much farther along than it was the last time a handbook was published, but mindful of the likelihood that it is not as far along as it will be when the next handbook is prepared. This ?eld has witnessed a spectacular accretion of scienti?c information since the ?rst handbook was published in 1967. During the generation of science between then and the publication of the second handbook in 1990, numerous scienti?c reports have substantially changed the perspective and informational base of the ?eld.

Best friends Leyla, Katy and Becca are dreaming about the careers they might have when they grow up. Use the stickers to dress the dolls for different jobs, from vets in Africa to forensic scientists studying crime scenes. With over 300 stickers of clothes and accessories, this fun activity book inspires creativity.

Published in 1998, this book is an articulate and densely documented account of political, cultural and historical forces and tensions involved in contemporary European integration; most especially concerning Germany. In doing so it provides an effective fusion of a vast array of material from what are normally separate disciplines. The book investigates contemporary resonances of identifications and conceptions of political boundaries that appeared in Europe in the late eighteenth and nineteenth century. It argues that within a 'supranationalising' Europe, national identity and nationalism have not disappeared as cultural and political phenomena. Rather they persist and manifest themselves in variable forms at popular and elite levels. This is the basis for Europe's condition of far from completed unity, at the centre of which is now a reunited Germany, more sure of itself but less sure of the world around it.

This timely new study of worker representation presents powerful analysis of such issues as:

· trends in trade union membership;
· factors behind the decline of union membership;
· young workers and trade unionism;
· the law and union recognition;
· European influences on worker representation;
· non-union representation;
· trade unionism in the context of new forms of representation;
· enhancing the appeal of unions.

Representing Workers is one of the most broad-ranging studies of representation and is essential reading for anyone studying or working in employment relations.

This timely new study of worker representation presents powerful analysis of such issues as:

· trends in trade union membership;
· factors behind the decline of union membership;
· young workers and trade unionism;
· the law and union recognition;
· European influences on worker representation;
· non-union representation;
· trade unionism in the context of new forms of representation;
· enhancing the appeal of unions.

Representing Workers is one of the most broad-ranging studies of representation and is essential reading for anyone studying or working in employment relations.

Published in 1998, this book is an articulate and densely documented account of political, cultural and historical forces and tensions involved in contemporary European integration; most especially concerning Germany. In doing so it provides an effective fusion of a vast array of material from what are normally separate disciplines. The book investigates contemporary resonances of identifications and conceptions of political boundaries that appeared in Europe in the late eighteenth and nineteenth century. It argues that within a 'supranationalising' Europe, national identity and nationalism have not disappeared as cultural and political phenomena. Rather they persist and manifest themselves in variable forms at popular and elite levels. This is the basis for Europe's condition of far from completed unity, at the centre of which is now a reunited Germany, more sure of itself but less sure of the world around it.

Dress the dollies as they travel around the world, checking in at the airport, boarding an inter-city train, enjoying a cycling tour, pony trekking and lots more. With over 250 stickers of sunhats, snowsuits, suitcases, hiking boots, summer dresses and more.

Like previous handbooks, the present volume is an authoritative and up-to-date compendium of information and perspective on the neurobiology of ingestive behaviors. It is intended to be stimulating and informative to the practitioner, whether neophyte or senior scholar. It is also intended to be accessible to others who do not investigate the biological bases of food and ?uid ingestion, who may teach aspects of this material or simply wonder about the current state of the ?eld. To all readers, we present this handbook as a progress report, recognizing that the present state of the ?eld is much farther along than it was the last time a handbook was published, but mindful of the likelihood that it is not as far along as it will be when the next handbook is prepared. This ?eld has witnessed a spectacular accretion of scienti?c information since the ?rst handbook was published in 1967. During the generation of science between then and the publication of the second handbook in 1990, numerous scienti?c reports have substantially changed the perspective and informational base of the ?eld.

If you are involved in designing, building, selling or regulating UWB devices, this concise and practical guide to UWB technology, standards, regulation, and intellectual property issues will quickly bring you up-to-speed. Packed with practical insights, implementation guidelines, and application examples, Essentials of UWB is a must-have resource for wireless professionals working in the field. Written by key figures in the development of UWB, the book describes UWB technology, and evaluates its suitability for applications in communications, radar, and imaging. UWB radios, protocols and implementation are covered, and a thorough account of UWB industry organization completes the picture. This is an invaluable guide for engineers involved in UWB device design, as well as for product marketing managers, sales support engineers and technical managers. It will also appeal to engineers with a deeper technical understanding of UWB who want to gain knowledge of the broader environment and future evolutionary expectations.

The business world is increasingly aware of the value of psychology. And as organizations turn to Occupational Psychologists to help build positive, effective and healthy workplaces, so an increasing number of psychologists are choosing this fascinating area of work to make their impact as a practitioner. But how do you qualify, and what is the job really like? How to Become an Occupational Psychologist is the first book to provide an overview of the educational and professional pathway to becoming an Occupational Psychologist. Providing a summary of what the role entails, and what training is required, it is written by people currently working in the field, sharing not only what helped them in their careers, but also what they learned along the way. Occupational Psychologists Professor Stephen Woods and Professor Binna Kandola have a wealth of experience in both education and consultancy, which they have brought to life in this edition, a perfect companion for anyone interested in moving into this exciting profession.

Used in conjunction with the Teacher's Guide, Progress Guide and Homework Guide, the Busy Ant Maths Pupil Book 1C is the best way to ensure that pupils achieve all the learning objectives of the new Primary Maths National Curriculum. Collins Busy Ant Maths Activity Book 1C is packed with exciting activities to help build and develop the skills needed to be successful in Maths. Each page features lots of hands-on, highly visual activities with a low level of text to give pupils confidence in learning maths. Activity Book 1C contains: * fun activities to consolidate the objectives covered in the daily maths lesson * objectives at the top of each page so the child is in control of their own learning * space to record answers, providing structure to each exercise * simple text. * engaging, colourful graphics.

This book reflects the enormous interest in work-life balance and current pressing concerns about the impacts of austerity more broadly. It draws on contemporary research and practitioner experiences to explore how work-life balance and related workplace and social policy fare in turbulent economic times and the implications for employees, employers and wider societies. Authors consider workplace trends, practices and employment relations and the impacts on work, care and well-being of diverse workers. A guiding theme throughout the book is a triple agenda of supporting employee work-life balance, workplace effectiveness and social justice. The final chapters present case studies of innovative processes and organizational practices for addressing the triple agenda, note the important role of social policy context and discuss the challenge of extending debates on work-life balance to include a social justice dimension. This book will be of interest to academics and postgraduate students of organisational psychology, sociology, human resource management, management and business studies, law and social policy, as well as employers, managers, HR managers, trade unions, and policy makers.

This book reflects the enormous interest in work-life balance and current pressing concerns about the impacts of austerity more broadly. It draws on contemporary research and practitioner experiences to explore how work-life balance and related workplace and social policy fare in turbulent economic times and the implications for employees, employers and wider societies. Authors consider workplace trends, practices and employment relations and the impacts on work, care and well-being of diverse workers. A guiding theme throughout the book is a triple agenda of supporting employee work-life balance, workplace effectiveness and social justice. The final chapters present case studies of innovative processes and organizational practices for addressing the triple agenda, note the important role of social policy context and discuss the challenge of extending debates on work-life balance to include a social justice dimension. This book will be of interest to academics and postgraduate students of organisational psychology, sociology, human resource management, management and business studies, law and social policy, as well as employers, managers, HR managers, trade unions, and policy makers.