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Author: Kevin Daley
Publisher: McGraw Hill Professional
ISBN: 0071371516
Category : Business & Economics
Languages : en
Pages : 188
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Book Description
Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
Author: Kevin Daley
Publisher: McGraw Hill Professional
ISBN: 0071371516
Category : Business & Economics
Languages : en
Pages : 188
Get Book
Book Description
Build a relationship with your customers and close the sale more surely. The Socratic approach respects the power of the customer. The customer has the need, the power, and the decision-making authority. Socratic Selling shows you how to access that power, to cooperate with it, and to make it work for you. Inside you will discover how to: Open a sales dialogue dynamically, so that you and your customer go right to the heart of the matter Guide the dialogue through a discovery of needs and needed decisions Negotiate objections, and close effectively Uncover the motivators that move sales to more predictable closure
Author: Matt Copeland
Publisher: Stenhouse Publishers
ISBN: 1571103945
Category : Education
Languages : en
Pages : 174
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Book Description
The benefits and importance of Socratic seminars are widely recognized, but little has been written on how to make them happen successfully in the classroom. In Socratic Circles: Fostering Critical and Creative Thinking in Middle and High School, author Matt Copeland provides real-world examples and straightforward answers to frequent questions. He creates a coaching guide for both the teacher new to Socratic seminars and the experienced teacher seeking to optimize the benefits of this powerful strategy. Socratic Circles also shows teachers who are familiar with literature circles the many ways in which these two practices complement and extend each other. Effectively implemented, Socratic seminars enhance reading comprehension, listening and speaking skills, and build better classroom community and conflict resolution skills. By giving students ownership over the classroom discussion around texts, they become more independent and motivated learners. Ultimately, because there is a direct relationship between the level of participation and the richness of the experience, Socratic seminars teach students to take responsibility for the quality of their own learning. Filled with examples to help readers visualize the application of these concepts in practice, Socratic Circles includes transcripts of student dialogue and work samples of preparation and follow-up activities. The helpful appendices offer ready-to-copy handouts and examples, and suggested selections of text that connect to major literary works. As our classrooms and our schools grow increasingly focused on meeting high standards and differentiating instruction for a wide variety of student needs and learning styles, Socratic seminars offer an essential classroom tool for meeting these goals.Socratic Circles is a complete and practical guide to Socratic seminars for the busy classroom teacher.
Author: Tziporah Kasachkoff
Publisher: Rowman & Littlefield
ISBN: 9780847684793
Category : Education
Languages : en
Pages : 308
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Book Description
This practical guide for teaching philosophy brings together essays by two dozen distinguished philosophers committed to pedagogy. Addressing primarily practical issues, such as how to motivate students, construct particular courses, and give educational exams, the essays also touch on theoretical issues such as whether moral edification is a proper goal of teaching ethics. An excellent sourcebook for graduate students just learning to teach as well as for professors searching for new strategies and inspiration or called upon to teach courses outside of their specialties.
Author: Jeff Thull
Publisher: John Wiley and Sons
ISBN: 0470632593
Category : Business & Economics
Languages : en
Pages : 311
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Book Description
Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation
Author: Benjamin Daise
Publisher: Mercer University Press
ISBN: 9780865546554
Category : Philosophy
Languages : en
Pages : 156
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Book Description
And to a new awareness of Kierkegaard's skillful - and ethical - use of "indirect communication," much like a good midwife and very much in the way of the "Socratic/maieutic art.""--BOOK JACKET.
Author: Emlyn-Jones Chris
Publisher: Penguin UK
ISBN: 0141914076
Category : Philosophy
Languages : en
Pages : 400
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Book Description
Rich in drama and humour, they include the controversial Ion, a debate on poetic inspiration; Laches, in which Socrates seeks to define bravery; and Euthydemus, which considers the relationship between philosophy and politics. Together, these dialogues provide a definitive portrait of the real Socrates and raise issues still keenly debated by philosophers, forming an incisive overview of Plato's philosophy.
Author: Brandon Mulrenin
Publisher:
ISBN: 9781737400103
Category :
Languages : en
Pages :
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Book Description
Author: Roslyn Weiss
Publisher: University of Chicago Press
ISBN: 0226891720
Category : Philosophy
Languages : en
Pages : 249
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Book Description
In The Socratic Paradox and Its Enemies, Roslyn Weiss argues that the Socratic paradoxes—no one does wrong willingly, virtue is knowledge, and all the virtues are one—are best understood as Socrates’ way of combating sophistic views: that no one is willingly just, those who are just and temperate are ignorant fools, and only some virtues (courage and wisdom) but not others (justice, temperance, and piety) are marks of true excellence. In Weiss’s view, the paradoxes express Socrates’ belief that wrongdoing fails to yield the happiness that all people want; it is therefore the unjust and immoderate who are the fools. The paradoxes thus emerge as Socrates’ means of championing the cause of justice in the face of those who would impugn it. Her fresh approach—ranging over six of Plato’s dialogues—is sure to spark debate in philosophy, classics, and political theory. “Regardless of whether one agrees or disagrees with Weiss, it would be hard not to admire her extraordinarily penetrating analysis of the many overlapping and interweaving arguments running through the dialogues.”—Daniel B. Gallagher, Classical Outlook “Many scholars of Socratic philosophy . . . will wish they had written Weiss's book, or at least will wish that they had long ago read it.”—Douglas V. Henry, Review of Politics
Author: Joseph Loconte
Publisher: Thomas Nelson
ISBN: 1595554475
Category : Religion
Languages : en
Pages : 240
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Book Description
Never before had they known such hope. In a world drenched in violence and oppression, here was a man armed with a message of peace and freedom. Into lives nearly overwhelmed by grief and sorrow, he brought compassion and healing and the deepest joy. To people who felt like outcasts and aliens, he showed the way home. And then, in one devastating night, all their hopes collapsed. This is where our story begins—in the valley of despair. It is a tale of two friends, a stranger, and a search for truth in a world gone mad with doubt. Historian Joseph Loconte unlocks the meaning of their exchange, set in the chaotic days following the execution of Jesus of Nazareth. Drawing from literature, film, philosophy, history, and politics, Loconte shows how this biblical drama is an integral part of our own story. Sooner or later, we will find ourselves among the searchers.
Author: Peter Kreeft
Publisher:
ISBN: 9781587318085
Category : Philosophy
Languages : en
Pages : 0
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Book Description
This new and revised edition of Peter Kreeft's Socratic Logic is updated, adding new exercises and more complete examples, all with Kreeft's characteristic clarity and wit. Since its introduction in the spring of 2004, Socratic Logic has proven to be a different type of logic text: . (1) This is the only complete system of classical Aristotelian logic in print. The "old logic" is still the natural logic of the four language arts (reading, writing, speaking, and listening). Symbolic, or "mathematical," logic is not for the humanities. (How often have you heard someone argue in symbolic logic?) (2) This book is simple and user-friendly. It is highly interactive, with a plethora of exercises and a light, engaging style. (3) It is practical. It is designed for do-it-yourselfers as well as classrooms. It emphasizes topics in proportion to probable student use: e.g., interpreting ordinary language, not only analyzing but also constructing effective arguments, smoking out hidden assumptions, making "argument maps," and using Socratic method in various circumstances. (4) It is philosophical. Its exercises expose students to many classical quotations, and additional chapters introduce philosophical issues in a Socratic manner and from a common- sense, realistic point of view. It prepares students for reading Great Books rather than Dick and Jane, and models Socrates as the beginner's ideal teacher and philosopher.
