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This unusual early work is a fascinating read for all those interested in spiritual healing and its origins containing a wealth of information and anecdote. Contents Include: I Discover Spiritual Mind Healing; The Many Avenues of Spiritual Healing; The Common Denominator; Spiritual Mind Treatment; Jesus Taught Scientific Prayer; What the Miracles of Jesus Teach Us Today; When Is a Miracle?; There Are No Incurable Diseases When You Understand the Creative Law; The Prayer That Is Always Answered; What Did Hinder You?; Healing the Physical Body; The Will to Live; Some Notable Healings and What We Can Learn from Them; and Keeping a Prayer Ledger. Many of the earliest books, particularly those dating back to the 1900s and before, are now extremely scarce and increasingly expensive. We are republishing these classic works in affordable, high quality, modern editions, using the original text and artwork.

• Sales Rank: #1297268 in Books
• Brand: Brand: Spiritual Living Press
• Published on: 1979-01-01
• Original language: English
• Number of items: 1
• Dimensions: 5.75" h x 5.25" w x .75" l, .0 pounds
• Binding: Paperback
• 204 pages

Features

• Used Book in Good Condition

Most helpful customer reviews

14 of 14 people found the following review helpful.
THE BOOK YOU MUST READ
By Delia Sellers
This book, THE SECRET OF HEALING, like all the books written by Dr. Jack Addington is plainly written but profound in content. One chapter is titled THERE ARE NO INCURABLE DISEASES WHEN YOU UNDERSTAND THE CREATIVE LAW. That sums up Jack Addington's strong belief in the Power which is at the heart of everyone. This book takes you beyond the appearance of dis-ease to the cause behind it. It takes the focus from the illness to the "stuff" that is going on unseen, and leads one to know that there is a solution, if we are willing to change the thought patterns that have led to this situation. I heartily recommend this book to all who are in need of comfort and healing.

2 of 2 people found the following review helpful.
Excellent Book
By Kathryn J. Stuvaints
As a student of spiritual mind treatment, this book is a must have for anyone who wants to understand how spiritual mind treatments can impact the situations that arise in our lives.

2 of 2 people found the following review helpful.
Very Good Book
By Eddie Coronado (Author of Advanced Law of Attraction Techniques)
Wonderful book that explains how you can use your thoughts to heal your body and your life. I enjoyed reading it.

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Although skin conditions are common and affect people of all ages, little time is available for dermatology in the undergraduate curriculum. Junior doctors feel unprepared when faced with patients with skin conditions and most are unsure how to reach a diagnosis or plan management. The Oxford Handbook of Medical Dermatology provides accessible and practical advice that meets the needs of healthcare professionals working in hospitals. It will also be of value to those working in the community, and to medical students.
This book focuses on medical rather than surgical dermatology. Highly illustrated and in full colour, it covers the common skin conditions seen in all branches of medicine, the cutaneous signs of systemic disease, and the art of making a diagnosis. The problem-based approach and the pocket-size make the book an invaluable bedside tool. Readers are led through the necessary steps in order to reach a diagnosis at the bedside.
Chronic skin diseases are disabling and embarrassing. This handbook promotes a patient-centred approach and good communication, and clinicians are encouraged to use simple quality of life measure to evaluate the impact of skin conditions on the patient.

• Sales Rank: #2152587 in Books
• Published on: 2011-01-29
• Original language: English
• Number of items: 1
• Dimensions: 4.20" h x .90" w x 7.10" l, .70 pounds
• Binding: Flexibound
• 648 pages

Review
Well designed ... portable and provides the basic foundation for diagnosing skin diseases ... Medical students will find this handbook useful. It is reasonably priced and offers a logical framework for deciphering and managing what can be a puzzling task for the nondermatologist confronted with a patient with an obvious skin disorder. Doody's Notes

About the Author

Sue Burge has a longstanding interest in medical education, both undergraduate and postgraduate. She is currently Director of Teaching for the dermatology department for the Oxford Radcliffe Hospitals NHS Trust. She was also Director of Clinical Studies at the Oxford Medical School from 1999 to 2002, and remains an Associate Director. She is an Honorary Lecturer for Oxford University. Sue was the founder and Course Director of "Learning, Teaching and Assessment in Dermatology", the first course specifically designed for educators in dermatology. In 2006 she wrote the national recommendations for a dermatology undergraduate curriculum, published by the British Association of Dermatologists. Sue was awarded an OBE in 2003 for services to dermatology, and was elected to International Honorary membership of American Dermatological Association as recognition as a leader in dermatology, and she is a founding member of the British Society for Medical Dermatology. Dinny Wallis is a Specialty Registrar in Rheumatology training in the Severn Deanery. After graduating from Bristol University Medical School, she spent a year working in Australia before returning to Bristol to complete general medical training. Since specialising in rheumatology, she has worked in Yeovil District Hospital, the Bristol Royal Infirmary and currently the Royal National Hospital for Rheumatic Diseases, Bath.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Five Stars
By sadeghani
Great book even for dermatologist

1 of 2 people found the following review helpful.
Five Stars
By SOE NYUNT
good

1 of 4 people found the following review helpful.
Five Stars
By irina
GOOD

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[B700.Ebook] Download Dry White Season, by Andre Brink

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As startling and powerful as when first published more than two decades ago, André Brink's classic novel, A Dry White Season, is an unflinching and unforgettable look at racial intolerance, the human condition, and the heavy price of morality.

Ben Du Toit is a white schoolteacher in suburban Johannesburg in a dark time of intolerance and state-sanctioned apartheid. A simple, apolitical man, he believes in the essential fairness of the South African government and its policies—until the sudden arrest and subsequent "suicide" of a black janitor from Du Toit's school. Haunted by new questions and desperate to believe that the man's death was a tragic accident, Du Toit undertakes an investigation into the terrible affair—a quest for the truth that will have devastating consequences for the teacher and his family, as it draws him into a lethal morass of lies, corruption, and murder.

• Sales Rank: #5850216 in Books
• Published on: 1979
• Format: Import
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 316 pages

About the Author

AndrÉ Brink is one of South Africa's most distinguished writers. His books include An Instant in the Wind and Rumours of Rain, both of which were short-listed for the Man Booker Prize.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Horrifying that these things actually happened
By Global Prof
This is supposed to be one of the classics of South African literature, so I was eager to get acquainted with it. It's set during the time of the Soweto riots, during apartheid. I got about a third of the way through it, and then had to give up. The violence was too vivid and sickening. The cruelty was too upsetting. No matter how brilliant the writing, I just couldn't bear the graphic details of horror enough to continue. I thought the Nazis were bad. Learning just a tiny bit of what took place during those troubled times in South Africa makes Nelson Mandela's pardoning of his torturers an act of unbelievable grace.

0 of 0 people found the following review helpful.
Dry white season.....an important work on apathied
By Roger B
A beautifully written work which reinforces the horror of apartheid, and the indignity that all subjected to this system endured. This book reminds us of the unspeakable tragedy that this system visited on one lovely black South African family, but this tragedy must be multiplied several million times over to grasp its pervasive impact. The determination of the father figure to challenge the huge implacable system, speaks volumes for human potential.
The white south African main character serves to demonstrate the painful harvest that is garnered by anyone who speaks out against injustice of any kind....South Africa continues to provide the world with an excellent laboratory for the examination and review of human relations at its worst and it's best.

0 of 0 people found the following review helpful.
Enthralled by a Dry WHite Season
By Elizabeth C
Andre Brink's writing is descriptive and concise which gives it powerful impact. One Afrikaner man who loves his country, is complacent in his job as teacher and yet has to eventually take blinders off when his Black gardener's son is gone missing. We read how Ben's belief in the fairness of the 1970's justice system is slowly eroded. Amidst the student riots of Soweto, He moves out of his comfort zone & take great risks.Like some of us in America, once you know a terrible truth you can no longer do nothing. I like that Brink shows in multiple instances, from the landscape to the people to the politics that everything is not "Black or White" in Apartheid; So-called criminals fall in a grey area and family is not always who you thought or would like them to be.In the final analysis, Ben Du Toit makes the ultimate sacrifice as he follows his conscience.
Liz C.

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The Biblical Metanarrative traces the storyline of the Bible from Genesis to Revelation. It is the triumphant story of God ruling as king over his realm. He does so for his own glory in an all-out war with Satan and his rival kingdom of evil. The key to God's ultimate victory is the incarnation of his Son, his life as the perfect human, his atoning death, and his resurrection, as the first fruits of those who will receive new bodies fit for life in the new Creation. Jesus' followers are currently living out Christ's commission to them to give every ethnic group the opportunity to repent and receive the holy and empowered life of the Spirit of God. This presentation's uniqueness is its selection of the stories that drive the narrative forward and the uncovering of the divine logic that connects those stories to make a sweeping whole, showing One God, One Plan, and One Story.

• Sales Rank: #603419 in Books
• Published on: 2014-01-22
• Original language: English
• Number of items: 1
• Dimensions: 9.02" h x .94" w x 5.98" l, 1.36 pounds
• Binding: Paperback
• 422 pages

Most helpful customer reviews

3 of 3 people found the following review helpful.
Tell the bible story in as few or many words as you need.
By Richard Landerman
Bill "Jax" Jackson teaches us with this book how to tell the story of the bible (whole or in part) in queue at the grocery store, over half an hour at the coffee shop, in a sermon, or over several days giving lectures at seminars.

1 of 1 people found the following review helpful.
Big Picture
By Greg Carlson
Bill Jackson accomplished what he set out to do--draw out the metanarrative of Scripture from Genesis to Revelation. I would have liked to have seen this keyed more tightly to the kingdom of God. I believe that a distinction needs to be drawn between the messianic kingdom of God and the spiritual kingdom of God. I also believe that the distinction between the millenium and the new heaven and new earth needs to be more sharply focused. Submitted by Greg Carlson, author of God's Triple Threat, An Inquiry into the Spiritual Gifts.

1 of 1 people found the following review helpful.
Outstanding
By David Fitzpatrick
Bill Jackson has done an outstanding job of giving a clear picture of the Biblical Metanarrative. It is easily understood and he does an excellant job of showing how everything fits together.

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Teaching Yoga is an essential resource for new and experienced teachers as well as a guide for all yoga students interested in refining their skills and knowledge. Addressing 100% of the teacher training curriculum standards set by Yoga Alliance, the world's leading registry and accreditation source for yoga teachers and schools, Teaching Yoga is also ideal for use as a core textbook in yoga teacher training programs.

Drawing on a wide spectrum of perspectives, and featuring more than 150 photographs and illustrations, the book covers fundamental topics of yoga philosophy and history, including a historical presentation of classical yoga literature: the Vedas, Upanishads, Bhagavad Gita, Yoga Sutras of Pataljali, and the main historical sources on tantra and early hatha yoga. Each of the eleven major styles of contemporary yoga is described, with a brief history of its development and the distinguishing elements of its teachings. Exploring traditional and modern aspects of anatomy and physiology, the book provides extensive support and tools for teaching 108 yoga poses (asanas), breathing techniques (pranayama), and meditation. Teaching Yoga offers practical advice for classroom setup, planning and sequencing classes, as well as the process involved in becoming a teacher and sustaining oneself in the profession. The book has over 200 bibliographic sources, a comprehensive index, and a useful appendix that lists associations, institutes, organizations, and professional resources for yoga teachers.

• Sales Rank: #4287 in Books
• Brand: Brand: North Atlantic Books
• Published on: 2010-05-25
• Released on: 2010-05-25
• Original language: English
• Number of items: 1
• Dimensions: 9.97" h x .98" w x 8.00" l, 1.32 pounds
• Binding: Paperback
• 432 pages

Features

• Used Book in Good Condition

Review
“Whether you’re already a yoga teacher, aspiring to be one, or just seeking to deepen your understanding and practice of yoga, Mark Stephens’ thoughtful, eloquent, and thorough book would be a valuable addition to your library… In Teaching Yoga, he covers all the basic topics you’d hope to find in a comprehensive teacher training class… Stephens’ deep understanding of, and appreciation for, the practice and fruits of yoga constantly illuminate his writing. That spirit gives force to his gentle insistence that all yoga teachers must look inside to find – and share with their students – their own authentic expression of yoga.”
—Yoga Journal

“Mark Stephens’s all-encompassing tome for both new and experienced teachers [offers] an exhaustive overview of philosophy, history, yoga styles, and guidelines for practice... Authoritative and engaging, but never dogmatic, Teaching Yoga will help instructors fine-tune their classroom skills and empower their personal practice.”
—Yoga+Joyful Living Magazine

“Teaching Yoga by Mark Stephens is a great resource, not just for yoga teachers but for practitioners of all levels. It covers everything from yoga philosophy and history to the intricacies of the poses, breathing practices and meditation... The foreword is sweetly written by Mariel Hemingway and only serves to enhance this must-read for any practicing or aspiring yogi.”
—Wisconsin State Journal

“Mark Stephens, a teacher of teachers, has created a comprehensive and inspiring guide for yoga teachers and serious practitioners alike. In these pages, he offers us the fruit of his years of rigorous practice, his deep contemplation, and his understanding of what really matters in yoga. Filled with tips and secrets for finding the inner core of asana, gently but firmly puncturing myths, this book is a brilliant merger of traditional wisdom with contemporary rigor and insight. It should be on the shelf of everyone who loves the practice of yoga.”
—Sally Kempton, Yoga Journal’s “Wisdom” columnist and author of The Heart of Meditation: Pathways to a Deeper Experience

“Comprehensive, deeply insightful, and chock full of tips and techniques for teaching and doing yoga, Mark Stephens's Teaching Yoga will be required reading for yoga teachers, teacher trainers, and serious students alike. We heartily recommend this essential new contribution to the conscious evolution of yoga.”
—Joel Kramer, coauthor with Diana Alstad of The Passionate Mind Revisited: Expanding Personal and Social Awareness

“Teaching Yoga is an urgently needed manual that will be a valuable tool in the arsenal of aspiring yoga teachers to add perspective and to hone their skills. It provides a wealth of foundational information, advice, tips, guidance, and grist for the mill.”
—Ganga White, founder, White Lotus Yoga Foundation, Santa Barbara, California, and author of Yoga Beyond Belief: Insights to Awaken and Deepen Your Practice

“Teaching Yoga is friendly, well thought out, helpful, clear, and tremendously thorough. Many people will benefit from this gift, it being exactly what is needed to help a growing teacher teach at his or her best. I’m glad it is finally in print and it is coming out just in time for my next teacher training!”
—Erich Schiffmann, author of Yoga: The Spirit and Practice of Moving Into Stillness

“Mark Stephens is making a real offering to yoga teachers, providing practical tools and inspiration for the path that embraces all forms of embodied yoga. There are hard-to-find gems that make this a great resource, from the section of the mythological meaning behind the asanas to teaching cues for the core asanas and sequencing tools from vinyasa krama. Enjoy this great resource and dive deep into your own transformation of teaching yoga.”
—Shiva Rea, leading instructor of Transformational Prana Flow Yoga and Yoga Trance Dance

“Yoga teachers and their students will love this book. Mark Stephens untangles the complexities of yoga philosophy, history, and energetics, offers clear and compelling techniques for teaching and exploring asanas, pranayama, and meditation, and gives teachers a rich array of practical tools for planning and sequencing classes, working with diverse students, and teaching with integrity and authenticity. Teaching Yoga should be in the hands of every teacher and dedicated student.”
—Seane Corn, yoga teacher and founder, Off the Mat, Into the World

“Yoga luminary Mark Stephens has written a book that embodies Hatha yoga itself, offering a highly informative guide for all yoga teachers. Teaching Yoga answers our questions and addresses our controversies. This comprehensive and scholarly guide is now required reading for our teaching staff.”
—Mary Lynn Fitton, founder and director of programs, The Art of Yoga Project

“Dedicated yoga students and their teachers will find Mark Stephens's comprehensive book an essential and timeless resource. Filled with profound insights presented with clarity and intelligence, Teaching Yoga is a wonderful resource that beautifully models the practice of yoga itself; it unites many diverse threads of truth into a cohesive, vibrant whole. It has quickly become an indispensable part of my teaching library.”
—Daniel Stewart, cofounder and director, Rising Lotus Yoga, Los Angeles, California

“Fifteen years after starting a successful movement to bring yoga into inner city schools, prisons, treatment centers, and veteran’s facilities, Mark Stephens is back with a treasure trove of wisdom and insight drawn from years of training teachers for success in those settings as well as more traditional yoga spaces such as studios, retreats, and conferences. Teaching Yoga is destined to be a classic that every yoga teacher and student will consult for years to come.”
—James Wvinner, yogi and cofounder, Yoga, Tribe, and Culture

“Teaching Yoga is a wonderful addition to the growing collection of books being created for yoga teachers… [Stephens’] writing is friendly, clear, helpful and thorough.”
—YogaBasics.com

“Teaching Yoga: Essential Foundations and Techniques is the first comprehensive guide written for practicing and would-be yoga teachers and their students, covering yoga's history, philosophy, and basic teaching methods. It follows the teacher training curriculum standards set by Yoga Alliance and blends traditional yoga with modern techniques and over 150 photos and anatomy illustrations. Any new age or yoga collection must have this!”
—Midwest Book Review, Reviewer’s Choice

“Mark Stephens’ Teaching Yoga offers a fantastic primer for the beginning teacher or those interested in learning more about the many facets of the philosophy and practice of yoga. Stephens is obviously a seasoned student and teacher, and even though the book is written at an expert level, it is still accessible and easy to understand. Stephens’ text offers a great gift for coming generations: what a pleasure to have all of this information in one place.”
—CirclesOfLight.com

“Steeped in the knowledge of classical yoga and modern adaptations, Stephens manages to make the practice of yoga accessible to experienced teachers, new teachers, and students.”
—A Garden Carried in the Pocket

“This has to be the most comprehensive book on yoga I've ever read.  It is definitely more than just your typical 'how-to' yoga book… I have been thoroughly impressed.”
—Kari, Reading For Sanity

About the Author
An esteemed yoga teacher and teacher trainer who has trained over 1,000 yoga teachers, Mark Stephens conducts classes, workshops, and retreats worldwide. The founder of Yoga Inside Foundation, L.A. Yoga Center, and the recipient of Yoga Journal's first annual Karma Yoga Award in 2000. The author of Yoga Sequencing: Designing Transformative Yoga Classes (North Atlantic Books, 2012), he lives and teaches in Santa Cruz, CA.

Foreword contributor Mariel Hemingway is an actress and longtime yoga practitioner and teacher.

Most helpful customer reviews

73 of 76 people found the following review helpful.
awesome reading!
By mike
Okay, this is the best book out there for yoga teachers and teacher trainers, but what makes it truly amazing is that it's a great book for all of us-for students as well as teachers. Although I've been doing yoga for 12 or 13 years, I'm not interested in teaching yoga, but this book is filled with background information and insights to help deepen my practice. One of the things I like most about it is how the author has approached every topic like a scholar, asking probing questions, giving detailed references, and encouraging the reader to think rather than just accept what some guru out there says is the truth. Yet the book is also filled with spirit, giving me a real feeling for doing yoga at a deeper level. Anyone who is serious about going deeper with his or her yoga practice will definitely want to buy this book. And last but not least, it's a beautiful book!

42 of 44 people found the following review helpful.
A must read for every teacher of yoga, everyone who wishes to be a teacher of yoga, and anyone with a serious interest in yoga.
By John
This masterfully crafted and beautifully designed book is the most comprehensive text written on yoga wince B.K.S. Iyengar's Light on Yoga was published in 1966. It's also practical and resourceful, for beginning and experienced teachers. But unlike Iyengar, the Indian master, Mark Stephens writes as an American yogi steeped in Western culture yet completely absorbed in the wisdom of the East. This is also a work of scholarship, a rarity in a world of yoga long on bold assertions and short on evidence, careful reasoning, and even simple references. This books contains hundreds of insights into teaching and doing yoga. The author presents a well-balanced perspective on scores of topics, then encurages the reader to thnk on his or her own. This is a truly outstanding book on yoga that will become part of every yogi's library.

1 of 1 people found the following review helpful.
Fundamental for Yoga Teachers
By Ayrs2014
This book is good for the fundamentals of teaching yoga. Goes in-depth with everything from teaching mediation, to subtle energy, and proper alignment for yoga asana. I definitely recommend to the new yoga teacher or anyone wanting to know more about teaching yoga. Personally, I am finishing a 200 hour certification course, and I am very appreciative that this was one of the suggested reads! It gives a great introduction on the history of yoga, pranayama, specialized groups, sequencing and creating space for your own transformation! One of the only complaints that I had regarding the reading, is there were some very biased opinions regarding certain styles of yoga, but definitely should not hold you back from reading this book. It is setup and worded as a textbook, so it's full of relevant information regarding teaching yoga. Highly recommend the read.

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[S791.Ebook] PDF Download Operations Research Models and Methods, by Paul A. Jensen, Jonathan F. Bard

PDF Download Operations Research Models and Methods, by Paul A. Jensen, Jonathan F. Bard

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Operations Research Models and Methods, by Paul A. Jensen, Jonathan F. Bard

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In a rapidly developing field like Operations Research, its easy to get overwhelmed by the variety of topics and analytic techniques. Paul Jensen and Jonathan Bard help you master the expensive field by focusing on the fundamental models and methodologies underlying the practice of Operations Research.

Bridging the gap between theory and practice, the author presents the quantitative tools and models most important to understanding modern operations research. You'll come to appreciate the power of OR techniques in solving real-world problems and applications in your own field. You'll learn how to translate complex situations into mathematical models, solve models and turn models into solutions. This text is designed to bridge the gap between theory and practice by presenting the quantitative tools and models most suited for modern operations research. The principal goal is to give analysts, engineers, and decision makers a larger appreciation of their roles by defining a common terminology and by explaining the interfaces between the underlying methodologies.

Features

• Divides each subject into methods and models, giving you greater flexibility in how you approach the material.
• Concise and focused presentation highlights central ideas.
• Many examples throughout the text will help you better understand mathematical material.

• Sales Rank: #1088006 in Books
• Published on: 2002-10-08
• Original language: English
• Number of items: 1
• Dimensions: 10.18" h x 1.31" w x 8.21" l, 3.31 pounds
• Binding: Hardcover
• 700 pages

From the Back Cover
In a rapidly developing field like Operations Research, its easy to get overwhelmed by the variety of topics and analytic techniques. Paul Jensen and Jonathan Bard help you master the expensive field by focusing on the fundamental models and methodologies underlying the practice of Operations Research.

Bridging the gap between theory and practice, the authors presents the quantitative tools and models most important to understanding modern operations research. You'll come to appreciate the power of OR techniques in solving real-world problems and applications in your own field. You'll learn how to translate complex situations into mathematical models, solve models and turn models into solutions.

Most helpful customer reviews

3 of 3 people found the following review helpful.
decent
By Jeet
I bought the book for an advanced course in OR.
I believe that the book is nicely put together and has all the material for an beginner to intermediate course in OR. There are better books no doubt.

The book explains the duality theory very nicely.

It uses the tabular form of the Simplex method for LP solving. The Dictionary method is more simple.

If you need to study anything from this book and your prof is not teaching well. Go to YouTube and google Linear Programming. a professor called G. Srinivasan has an amazing set of lectures there. You should be all set after that.

All the best!

0 of 1 people found the following review helpful.
Five Stars
By Ronica Shekar
Book was in a very good condition.

0 of 4 people found the following review helpful.
Great book, so so shipping
By Q. Peng
I bought this book last September when I started a new course. Since the shipping information was not given online, I missed the parcel for couple of times. Finally, I got the shipping information and had my book back from USPS. Thanks for god the book is great.

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[R287.Ebook] PDF Ebook Selling the Invisible: A Field Guide to Modern Marketing, by Harry Beckwith

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You can't touch, hear, or see your company's most important products... So how do you sell, develop, make them grow? That's the problem with services. This "phenomenal" book, as one reviewer called it, answers that question with insights on how markets work and how prospects think. A treasury of hundreds of quick, practical, and easy-to-read strategies-few are more than a page long-Selling the Invisible will open your eyes to new ideas in this crucial branch of marketing, including: * Why focus groups, value-price positioning, discount pricing, and being the best usually fail * The critical emotion that most influences your prospects-and how to deal with it * The vital role of vividness, focus, "anchors," and stereotypes * The importance of Halo, Cocktail Party, and Lake Wobegon Effects * Marketing lessons from black holes, grocery lists, the Hearsay Rule, and the fame of the Matterhorn * Dozens of proven yet consistently over-looked ideas for research, presentations, publicity, advertising, and client retention ...and much more. Based on the author's twenty-five years of experience with thousands of business professionals, this book delivers its wisdom with unforgettable and often surprising examples-from Federal Express, Citicorp, and a growing Greek travel agency...to an ingenious baby-sitter, Fran Lebowitz, and the colors of oranges and lemons. The first guide of its kind and a book already causing a sensation in the business community, Selling the Invisible will help anyone marketing a service, a product, or a career. Read it, and you almost certainly will understand why two advance reviewers call it the best book on business ever written.

• Sales Rank: #107624 in Books
• Brand: Business Plus
• Published on: 1997-03-01
• Original language: English
• Number of items: 1
• Dimensions: 7.88" h x .92" w x 5.25" l, .72 pounds
• Binding: Hardcover
• 272 pages

Features

• Great product!

Amazon.com Review
The transformation from a manufacturing-based economy to one that's all about service has been well documented. Today it's estimated that nearly 75 percent of Americans work in the service sector. Instead of producing tangibles--automobiles, clothes, and tools--more and more of us are in the business of providing intangibles--health care, entertainment, tourism, legal services, and so on. However, according to Harry Beckwith, most of these intangibles are still being marketed like products were 20 years ago.

In Selling the Invisible, Beckwith argues that what consumers are primarily interested in today are not features, but relationships. Even companies who think that they sell only tangible products should rethink their approach to product development and marketing and sales. For example, when a customer buys a Saturn automobile, what they're really buying is not the car, but the way that Saturn does business. Beckwith provides an excellent forum for thinking differently about the nature of services and how they can be effectively marketed. If you're at all involved in marketing or sales, then Selling the Invisible is definitely worth a look.

From Library Journal
"Don't sell the steak. Sell the sizzle." In today's service business, author Beckwith suggests this old marketing adage is likely to guarantee failure. In this timely addition to the management genre, Beckwith summarizes key points about selling services learned from experience with his own advertising and marketing firm and when he worked with Fortune 500 companies. The focus here is on the core of service marketing: improving the service, which no amount of clever marketing can make up for if not accomplished. Other key concepts emphasize listening to the customer, selling the long-term relationship, identifying what a business is really selling, recognizing clues about a business that may be conveyed to customers, focusing on the single most important message about the business, and other practical strategies relevant to any service business. Actor Jeffrey Jones's narration professionally conveys these excellent ideas appropriate for public libraries.?Dale Farris, Groves, Tex.
Copyright 1997 Reed Business Information, Inc.

From Booklist
Advertising professional Beckwith startles and disarms all potential doubting Thomases with one fact--that by the year 2005, 8 out of 10 Americans will be working in a service business. Chapters here are remarkably short; they are intended to convey one point (summarized in one sentence in boldface italics) and are blessedly free of jargon. Hints and tips cover the conventional four Ps of marketing--product, promotion, place, and price--in an irreverent and iconoclastic manner; nothing is sacrosanct. Stories from every corner of life illustrate and drive home messages. In a quandary about pricing? Read the Picasso story to remember, "Don't charge by the hour; charge by the years." About the value of research? Forget questionnaires and focus groups; instead, ask individuals what improvements are needed--not the dreaded "What don't you like?" A very human, much-needed book to savor and be refreshed by. Barbara Jacobs

Most helpful customer reviews

63 of 67 people found the following review helpful.
Digestible Insights
By Michael L. Perla
As others have written, this book is not about creating a complex marketing design or plan. What it does offer is quick, a page or so, USA today-like snippets of insightful observations about marketing in general, and service marketing in particular.
As the title indicates, selling and/or marketing an intangible service is a different process than tangible product marketing. As the author writes, most people cannot evaluate the skills of an accountant, or lawyer, or any number of professional services. We often look for tangible proxies that indicate the professional's level of expertise and success (e.g., fancy offices, degrees on the wall, presentation, etc.).
If you read this book in its entirety in one session, you are bound to remember nothing in the sea of facts and tidbits (click on the table of contents link to get a feel for the topic areas). I've found the best way to read the book is to ponder on a few points every night and/or week, while attempting to apply them to a salient situation in your life. Overall, this book has some interesting and useful insights, and is a good read when you have a few minutes to spare.

1 of 1 people found the following review helpful.
THE Marketing Book
By O. Halabieh
As Harvey Mackay notes on the cover "The one book on marketing I'd have if I could have just one. A CLASSIC." This books changes the way we think about marketing: "It begins with an understanding of the distinctive characteristics of services - their invisibility and intangibility - and of the unique nature of service prospects and users - their fear, their limited time, their sometimes illogical ways of making decisions, and their most important drives and needs". Harry then goes on to discuss a number of fundamental topics: surveying and research, planning, positioning and focus, pricing, branding, communicating and selling, nurturing and keeping clients etc.

Below are some excerpts that I found particularly insightful:

a) "Your opportunities for growth often lie outside the confines of your current industry description." - This can be reworded to apply to one's personal career

b) "In most professional services, you are not selling expertise - because your expertise is assumed, and because your prospect cannot intelligently evaluate your expertise anyway. Instead, you are selling a relationship. And in most cases, that is where you need the most work."

c) "First, accept the limitations of planning...Second, don't value planning for its result: the plan...Third, don't plan your future. Plan your people."

d) "Positioning (Al Ries and Jack Trout) says: 1) You must position yourself in your prospect's mind. 2) Your position should be singular: one simple message. 3) Your position must set you apart from your competitors. 4) You must sacrifice. You cannot be all things to all people; you must focus on one thing."

e) "To succeed spectacularly in a service business, you must get all your ducks in a row. Marketing is just one duck. But it is one very big duck."

f) "...And for marketing purposes - for the purpose of attracting and keeping business - a service is only what prospects and clients perceive it to be. So "get better reality": Improve your service quality. But never forget that the prospect and client must perceive that quality."

g) "Services are human. Their successes depend on the relationships of people...But you can spot some patterns in people. The more you can see the patterns and understand people, the more you will succeed - and this book as written with the hope that it will help you do just that."

h) "Nothing beats experience, of course, but reading books about others' experiences comes in a competent second. The risk in learning only from personal experience is that too often, we draw conclusions from too little data - we learn too much from too little. We also tend to credit our company's successes to everything that went into them...And so we keep repeating things that hurt our business."

One of the best features of the book is the way its written and structured. Each area is covered through small stories featuring numerous real-life examples. This makes the book very practical and enjoyable to read. All in all, a great book on Marketing and one that is recommended for anyone. We are all in some aspect a marketer of services.

As a final remark, you can follow the author Harry Beckwith's latest thoughts here: [...]

4 of 4 people found the following review helpful.
Worth the price for 1.5 pages rated below
By S. Hall
It's a good read, but there is a page and half that has had a major impact, showing me where I have a huge blindspot in business and how I stop my own progress. This page and a half is possibly the most important material I've read in a book in several years (for me it applies directly).

The author talks about the Fallacy of Planning in a business setting. He ranks plans in this order:

1. Very Good
2. Good
3. Best
4. Fair
5. Poor

Why is Good ahead of Best? Simple, to arrive at Best takes orders of magnitude more planning than Good. Also, who defines Best? How much time is spent creating the Best plan? Will Best stand the test of time? Can everyone agree on Best? Would Good work just as well as Best in the real world? Is Best satisfying the client's need better than a Good plan?

Choosing the "Best" plan leads to Paralysis by Analysis. Good plans allow for quick action and constant improvement. The most successful people in the world have acted on Good plans that they have refined over time. An actionable plan is more successful than a plan that never leaves the drawing board!

Personally, I've fallen into the Best trap many times. There is no such thing as a "Best" plan. Going forward the "Best" plan will be the "Good" plan that I can put into action and refine over time!

A lightbulb went off in my head when I got this concept. Thank you Harry for this valuable lesson.

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