Text book on successful selling for universities, community colleges, companies and others interested in the topic.

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Practical techniques for handling industrial waste and designing treatment facilities Practical Wastewater Treatment is designed as a teaching and training tool for chemical, civil, and environmental engineers. Based on an AIChE training course, developed and taught by the author, this manual equips readers with the skills and knowledge needed to design a wastewater treatment plant and handle various types of industrial wastes. With its emphasis on design issues and practical considerations, the manual enables readers to master treatment techniques for managing a wide range of industrial wastes, including oil, blood and protein, milk, plating, refinery, and phenolic and chemical plant wastes. A key topic presented in the manual is biological modeling for designing wastewater treatment plants. The author demonstrates how these models lead to both more efficient and more economical plants. As a practical training tool, this manual contains a number of features to assist readers in tackling complex, real-world problems, including: * Examples and worked problems throughout the manual demonstrate how various treatment plants and treatment techniques work * Figures and diagrams help readers visualize and understand complex design issues * References as well as links to online resources serve as a gateway to additional information * Practical design hints, stemming from the author's extensive experience, help readers save time and avoid unwanted and expensive pitfalls * Clear and logically organized presentation has been developed and refined based on an AIChE course taught by the author in the United States, Mexico, and Venezuela Whether a novice or experienced practitioner, any engineer who deals with the treatment of industrial waste will find a myriad of practical advice and useful techniques that they can immediately apply to solve problems in wastewater treatment.

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

"Selling Yourself to Others contains 100 percent selling power! There's not an ounce of fluff in the book. Once you learn how to read and understand your client's core desires you will transform yourself and your selling team into superstars. This is the book we have been waiting for!" --Dan Yaman, president of EventThink At last, cutting-edge advice from two leading figures in the field of sales psychology! Selling Yourself to Others demonstrates how to identify prospective customers and communicate with them so effectively that a sale is virtually guaranteed. Kevin Hogan and William Horton cover all aspects of verbal and nonverbal communication, including building rapport, reading body language, calibrating oneself to the customer's needs, and installing "anchors" to inspire a customer's desire to buy. Effective communication is the most important tool to successful sales, but just listening to the customer is no longer enough. Selling Yourself to Others creates a new twenty-first-century sales model.

There has never been a sales book that gives you one-on-one, personal help to catapult your sales career and your personal income to a level that will surprise you and shock your sales manager! You'll stop: wasting your precious selling time with 'non-decision' makers getting any rejection whatsoever from gatekeepers working your keester off for itsy, bitsy sales losing sales that you thought you were going to win not making your sales quota You'll start: making sales that are up to 65 percent bigger cutting your sales cycle in half getting as much as 120 percent more add-on business from your existing customers getting VITO to VITO referrals worth pure gold making the income that you really deserve