Canada Books

Reviewed by Olivera Baumgartner-Jackson for Reader Views (1/07)

Being professionally involved with the travel industry for years, I've met my share of travelers and my share of tourists. Same thing applies to travel writing - some writers are tourists, some are travelers. Thomas Swick is without a doubt a traveler. His "A Way to See the World" is subtitled "From Texas to Transylvania with a Maverick Traveler" which immediately gives you an inkling on the scope of his writing. What the title does not convey is how deeply Mr. Swick explored every place described within this marvelous book. He delves into the usual topics of history, landscape and culture; and while all of those are great reading, in my opinion he truly excels when describing the people and their everyday lives.

No matter where his travels take him, be it to Cuba on a cultural exchange, to the Croatian seaside, a carnival in Trinidad or the one in Mobile, Alabama, a dinner with cartoonists in Russia, a baseball game in Chicago, the last leg of Oregon trail or searching for Hungarians in Transylvania, Thomas Swicks discovers the people and talks to them. More importantly, he lets them talk when they so desire. And he listens real well. His explanations are brief and only added when necessary. He discovers real people everywhere he goes, even on board of a cruise ship and in a tennis tournament in Miami.

His observations are keen and detailed and he captures the spirit of each place wonderfully well. Take, for example, this brief scene during the carnival in Trinidad: "At nine the next morning - five hours after the soca stopped - eight middle-aged Germans sat eating fried eggs and tomatoes on the terrace. `Winston, what time is it?' one of them asked the manager. `Time? I don't know. It's carnival.' Then Winston went and put on some calypso."

Or this absolutely brilliant description of Americans: "Restlessness is in our genes. It shows itself in everything from our national literature - `Moby Dick,' `Huckleberry Finn,' `On the Road' - to the short life of the average address book. [...] It seems no coincidence that our largest export company is Boeing. From a historical perspective, no other country could have beaten us to the moon. If, as is said, England is people and France a civilization, the United States is an experiment in perpetual motion."

Each of his stories in "A Way to See the World" is different and every single one is wonderful reading. Take them with you on your next trip, keep them in your car for when you have to wait somewhere or devour a whole book in one sitting when you are too broke or too busy to get on the road yourself - in each and every case they will open your eyes to how life-changing, exhilarating and wonderful travel could and should be.

Thomas Swick's A Way To See The World: From Texas To Transylvania With A Maverick Traveler isn't your usual travelogue of wild and woolly adventures; for Swick chooses no ordinary path for his journeys. His accounts are unconventional at the least; from attending a hobo convention in Iowa to his search for James Thurber's spirit in Columbus, OH and his entry to the forbidden Cuba on a cultural exchange program. Colorful observations of counter-culture and local color provide a first-person journey which is stimulating, fun, and never too predictable. A fine armchair adventure awaits.

Tom Swick has written not just an exceptional travel book, but an exceptional book. Period. Horizon broadening, mind opening, amusing, pure pleasure.

Delightful! Thomas Swick's writing is elegant, his observations about the places I've been to are perfect, and his descriptions of places I haven't seen make me feel like I've just been there. Highly recommended.

Anyone with any interest in education or fighting poverty should read this fantastic book.

Tough gives great background on thinking on poverty and education, and its evolution, over the past 50 or so years. HCZ and Geoffrey Canada challenge some traditional liberal views (mine included) about the dangers of charter schools and the importance of labor unions in all areas, including education. Definitely a thought-provoking read.

It's clear we have a truly daunting task ahead if we really want to give all kids an equal shot at academic success -- no amount of temporary programs, however well-intentioned and well-run, will keep the most at-risk kids on track. But, given the resources we are always able to scrape together for one misguided war abroad after another, we should be able to do it.

The book is an excellent narrative of an inspired yet incomplete effort to transform urban education in a way that seeks to transform a community. It's a thoughtful description of some of the contending philosophies on poverty and education. It dramatically describes the required flexibility and willingness to change course (sometimes effectively and sometimes not) in developing a new model. It reflects the inevitable tensions between the range of stakeholders that a visionary like Canada must manage. I bought 25 copies for the teaching and management staff at our school on the West Side of Chicago--Austin Polytechnical Academy--and eagerly await the discussion.

Dan Swinney, Center for Labor and Community Research

... and see what life we can make for our children", a quote by Sitting Bull, embraces the philosophy and vision of outstanding educator, reformer, and leader Geoffrey Canada, creator of the Harlem Children's Zone. Part biography, part call to action, "Whatever it Takes" is a transformative book of the highest order, one that challenges, inspires, and calls people to do what's best for our children.

Author Paul Tough writes a compelling and highly readable story of Geoffrey Canada's struggle from social service agency manager to this hugely comprehensive program designed to hold students in a web of great education and accountability until they enter college. Frustrated by seeing too many students who were in need of help and not receiving it, Canada envisioned a dream in which the children would be taken care of, from womb to high school, so that they wouldn't be haggled the by overwhelming needs that often interfered with their development and hence, education. Canada dared to ask the hard what, "What if?", and now, years after asking it, the Harlem Children's Zone is proving it's results.

What's interesting about the book is that Tough doesn't sugar coat anything. The HCZ has had it's ups and down, its issues and celebrations. Canada's philosophical battle with the Promise Academy's first principal Terri Grey, shows the conflicts that arose; two people with the same intentions, disagreeing on the way to go about it. Often, in a book like this, there is a temptation to be upbeat and happy about something new and innovative, probably so as not to give potential critics ammunition to shoot it down. Tough paints its honesty. It's simply refreshing. Dealing with students in poverty comes with no easy answers. The work, however, is some of the most personally rewarding work that anyone can do, and that shines clear through every single page.

Another interesting focus of this book is the role that race plays in our society, and the issues of race that our society is still choosing to ignore. Through Canada's life story, which stems from an inner city urban upbringing, to an almost improbable life as a college student in Maine, Tough echoes challenges people of color have in our still majority white society. Canada lives in both worlds, and has raised kids in both worlds. His ability to see the benefits and challenges in each world makes him effective in his current job.

I devoured this book, and now I'm anxiously awaiting to watch the HCZ over the years, to see the ultimate benefit of their students. Canada and his team has put their minds together ... and now let's see what kind of world his students will have.

A superb, clearly and elegantly written and researched book about a fantastic educator whose interventions deserve wide application in all low-income communities.

This book is one of the Dear Canada series, which are historical novels, written in diary format, about fictional girls during different periods of Canadian history.

Susanna Merritt is a young girl living near Niagara, Canada in 1812, the youngest in a large family. Susanna fears for her family as the war begins, but she is also very worried about her best friend, Abbie Seabrook. Abbie's family are Americans, who are reluctant to go to war against their home country. In her diary, Susanna describes what happens to her family and friends during the first few months of the War of 1812, and during the battle that takes place near her home.

As an American, I really enjoyed getting a different view of the War of 1812 from Susanna's Canadian perspective. I really liked the setting and the characters came alive in Susanna's diary. I'd recommend this book to readers who enjoyed any of the Dear America or Dear Canada books.

I read them all and this one is most exciting novel on the face of Earth! It is about Susanna Merritt's life during the war of 1812. Her father is the Sheriff of an army in Canada in Niagara, so she hardly ever sees her. With her father, brother and pregnant sister not living with her, Susanna only has her Mother, other sister Maria, and maid, Tabitha. One night, while in Niagara visiting, Susanna buckles on Governer Brock's sword before a very, very, very important battle, and if you read this novel, you will find out if the Canadians or Americans won this battle.

Susanna Meritt lives near Nigarra in Canada, 1812. A war is whispering around her, and soon troops of Canadians are leaving Canada to fight America, determined to end their war of 'who owns Canada' once and for all. Susanna constantly worries for her family and herself, but mostly for her friend- Abigail Seabrook and her family, who are Americans, and are against the idea of going to war against their home country.

Whispers of War was an amazing book that cleverly told the 'War of 1812' in an intelligent and innocent way, immitating the voice of an innocent young girl as she watches her beautiful home- Canada, die around her.

This is absolutly one of the best historical books i have EVER READ!
I have read this book about four times, and i never get bored of it. Heres my review - -

This book is about 11 - year - old Susanna Merritt, who lives in Upper Canada (around Ontario..) In 1812. Her family is constantly fearing about war, and talks about how many family members were killed in different wars.
Susanna Merritt lives a peaceful, safe life in the small town of St. Cathrines, with her sister Maria (15), mother, father, brother Hamilton Merritt (age 19) and her many pets. She goes to school, although the teacher is not very good at, well, ... Teaching.

When news comes that there IS going to be a war, Susanna and her family are devestated, as her brother and father must go off and fight.

Susanna also fears her friendship with Abby, who just moved to Canada from America two years ago, will not last.

But through everything, Susanna stays strong, and follows in her brother's footsteps by writting a diary.

Some interesting points in this book are:

- - When Susanna meets General Brock in Niagara.

Sad parts in this book are:

- - When General Brock dies.

- - When Susanna worries that her sister, Caroline, is going to die.


Overall, this is a fantastic book, and i recomend it to anyone that is looking for a fun book to read, that is also educational!

Very impressive coverage on the Wilk Silk Moths of Noth America. Most known species are shown in exellent photographs,some in the larval stages also. Good range maps and detailed text make this the laymans best friend when exploring and learning about the habitats and life histories of some of our most magnificent moth species. The best book I've seen on the subject period!

At last a book I can put on my bookshelf next to Holland's Moth Book.

Excellent book that not only deals in the taxonomy of Saturniidae moths but of collecting and rearing as well. Great illustrations and maps.

Previously much of this information was only available in bits and pieces on the Internet and in obscure publications and has never been previously compiled in one volume.

For those of you not familiar with Saturniidae they are the family of giant silk moths. Some species are the size of a small bird. Just about every location in America is home to at least one species of giant silk moth and they even live in our big cities.Why do most people not see them? Well one reason is they are nocturnal and high flying. If you look in wooded areas however you will often see their cocoons. One can purchase live silk moth cocoons and the females readily attract males by a phermone that can be detected by the male of the species for miles.



As a moth breeder I welcome this book.

For each moth there is a color picture of last instar caterpillar and one or more pictures of the moth. There is also a range map and detailed descriptions of each stage of the life cycle with notes on rearing.
This is a well-written, well-researched, easy to read book. I would recommend it to anyone interested in these largest and showiest of the U.S. moths.

I have been looking for a guide like this for years. This book shows great pictures of all the bigger moths of North America including their caterpillars. Loaded with maps and drawings of the cocoons this book is a must have. Don't let the price scare you away.

I truly loved this book. For once, because it's part of my own past, Paul Hertel was my mother's uncle. And second, I like Mrs. Falkenhagens style. It was great for me to learn about my ancestors. Now I understand much better my own urge to discover the world.

"Wilderness Beginnings" is truly an adventure story about two people facing seemingly insurmountable odds both in Pre-WWII Germany and in the wilderness of British Columbia during the 1930's. This true-life book is extremely well written and an easy read. The story draws you in from the start and holds your attention throughout the remarkable journey. There are times it is difficult to believe this is not fiction. I highly recommend this book to readers of all ages.

A true life adventure of a young German immigrant who migrates to the wilderness of British Columbia during the mid 1930's. The adventures and brushes with death from the natural elements remind me of Jack London's "Call of the Wild".

A wonderful true-life story of the adventures of a young German immigrant who becomes a 20th century pioneer in British Columbia. After falling in love with the BC landscape and learning to live in harmony with the forces of nature, he returns to his home in Germany to marry his sweetheart. They both return to BC to share the natural beauty of the country and indure the challenges of the Great Depression, which are intensified by the general distrust of Germans in Canada as Hitler invades Europe, and Canada and the United States are drawn into World War II. Inspite of these obstacles, Paul and Grete Hertel raise a family and eventually settle on a farm on Vancouver Island.

It was with a sense of sadness when I finished this story, knowing that I could no longer look forward to reading any further adventures of the Hertel family. I wish to thank the author for sharing this fasinating story of her father's early years in British Columbia.

I have alot of books on the topic but this has to be one of my favorites. The author really knows what he's talking about and lies it down what works in the real world of Northern outdoor survival/camping without all the fancy story telling aproach. It is well written, step by step along with very informative drawings which are the best I've seen. It contains tons of useful info from clothing materials to traps and shelter making methods. Really beefy stuff and all clearly explained. There's a reason this book has gone out of print, find out why.

I venture into the boreal wilderness twice a year, so this book is a natural fit (the book's setting is mainly boreal/sub-boreal). What is best about the book is it's practicality. Though there is enough information on bare-bones survival, Alan Fry assumes that, if you've headed into the wilderness whether by foot, watercraft, or bush plane, you've had enough sense about you to bring some essentials (and attached to your person!). This is a needed contrast to all the wilderness survival books out there that teach survival techniques assuming you are veritably buck naked. Why would that ever happen to you? Exactly how did you wind up in such a situation? There can only be one reason: poor planning and sheer stupidity. Thus, this book generally assumes that you've got at least some basic items strapped on to you (e.g., knife, matches, rations, compass, fishing accouterments, saw, medical kit, snare wire, and RIFLE!). AS to the latter, many survival books don't address the use of firearms at all and, the fact is, if you've got one, your chances of survival just increased 10-fold. Plus, Fry doesn't inundate the reader with pet religious philosophies (ala Tom Brown!) that have nothing to do with why you purchased the book.

Now, if you're a survivalist who enjoys bare-bones stuff, you cannot go without Tom Brown's Field Guide to Wilderness Survival. But, if you're simply a wilderness enthusiast that needs to know how to take care of yourself if you ever become stranded on one of your wilderness trips, this is the book for you, hands-down.

I have alot of books on the topic but this has to be one of my favorites. The author really lies it down what works in the real world of Northern outdoor survival and long term camping. It is really well written, step by step along with very informative drawings which are the best I've seen. It contains tons of traps and shelter making methods. There's a reason it has gone out of print, find out why.

Alan Fry is a Canadian woodsman with years of experience in the art of wilderness survival. His book is a concise and readable guide for the preparation and execution of a survival plan, especially in the extreme environment of the boreal north. Although its emphasis is on emergency situations in a particular ecosystem, many of his ideas can be readily adapted to any temperate region or contingency by the intelligent reader. Please note that this is not primarily a book for the recreational backpacker. Rather, it's a hard-core guide to survival under extreme circumstances in a particular environment. That having been said, it's still recommended reading for anyone who ventures into the outdoors. Useful, light-weight, and perfect for the field.

Follow the young RN pilot's rise thru the ranks of the fleet air arm during WW-II. This is a great story about a Royal Navy escort carrier and the men who sail in her and the missions assigned to it; from Norway into the south west Pacific.

I thoroughly enjoyed reading this novel. Reeman's ability to get into the head of Tim Rowan, the Fleet Air Arm fighter pilot, was amazing. I felt that he had gotten completely into Rowan's mind and gave the reader a full appreciation of the perils a naval aviator faces on the high seas in wartime. The secondary characters (e.g. Tim's closest friend, the arrogant admiral, and some members of the carrier's crew) stood up well on their own and rounded out the story very nicely.

I thoroughly enjoyed reading this novel. Reeman's ability to get into the head of Tim Rowan, the Fleet Air Arm fighter pilot, was amazing. I felt that he had gotten completely into Rowan's mind and gave the reader a full appreciation of the perils a naval aviator faces on the high seas in wartime. The secondary characters (e.g. Tim's closest friend, the arrogant admiral, and some members of the carrier's crew) stood up well on their own and rounded out the story very nicely.

This is the story of pilots who served in Royal Navy escort carriers in World War II. These ships were not the head-line attracting fleet carriers; rather these were the "Woolworth Carriers" turned out by the dozens by Henry Kaiser's shipyards on both coasts. A number of these ships were sent to the Royal Navy and this is the story of one of them.

The charecters of the pilots and ship's officers are well developed and complex, like all of us. It is a mix of old professionals and young amateurs who rapidly gain the skills and instincts of their long serving shipmates. There is conflict along the way, from the lowest pilot to the admiral commanding the operations. There is the added mix of several Dutch aircrew into the mix that adds both to the tension and humor of the story. There is the added distraction, for the men, of having to fit domestic problems into their already full plate of matters to be dealt with, and it isn't always easy for some of them. Finally, there is the sense of loss you will discover when after an operation, the returning pilots are celdbrating on the flight deck and someone notices the support crew of one aircraft that didn't return, just standing on the flight deck looking into the distance on the off chance that "their" aircraft would return.

The scope of operations is vast, ranging from the North Atlantic to the North Sea, the Southwest Pacific and finally home in the UK.

This story is a fine rendition of the trials and tribulations of a little known type of ship in the Royal Navy. It rings with authenticity on every page. This should be in every person library who has an interest in Naval operations during World War II.

I began to read The Winter People because it is on my school reading list. It is not the type of book I would normally pick up to read for pleasure. However once I got into the book I found it quite interesting. The book takes place before people were civilized like they are now, and is about people who have a completely different way of living. I can actually say I learned about another culture, by reading this book.

The story is about an Indian tribe that gets torn apart by white people. But specifically the book tells about a boy names Saxso that, in my opinion, truly becomes a man by the end. He gets separated from his mother and two sisters while escaping, and as the head of the family it is his job to get his family back together. After learning they had been taken by whites, Saxso sets off for a long, difficult journey to rescue them.

The Winter People is the type of book that is hard to start, but once you get into it, you'll be glad you kept reading.

I thought was a beautifully written story by Joseph Bruchac, about the Indian tribe, the Abenaki's. The simple and yet complex way he wrote it from the point of view of 14 year old Native American named Saxso, made it all the more interesting. Saxso is probably the most interesting character in this book aside from his cousin and grandfather. The description of what the British (the white people, or the winter people, the people with winter/cold in their hearts) were doing to the Native Americans after they captured them from the village upon their raid, actually brought tears to my eyes (I've never even heard of the British eating the Native Americans until I read this book. More genocidal things the world continues to hide from the people about what the Europeans, and British, among others who wronged these people, hide.). I continued to read the book until the very end which was satisfying in aspect of the word. I recommend this book to anyone who has a interest in Native Americans and their lives during the many wars that took place on the land they lived on.

This is a truly fasincating story told in a different perspective, through the eyes of a Native American. The novel shows us a totally opposite side of the stories and documents recorded and still used today in life. After I finally finished reading "The Winter People", I had an unique and new perspective towards the Abenakis. You will too, and I still do, hold a strong respect towards these people and their way of life.

I found this to be both an easy to read book, and historically accurate as well. Bruchac is an amazing writer, and teaches many lessons while the the story is told. This book should definately be read by middle school-high school students because it will help teach about both the native peoples and the Seven Years war, and help to wash away some of the stereotypes that have plagued native peoples for many years.
Justin

As a Canadian who has experienced living in England (and an avid Anglophile), I jumped at the chance to read an account of a Brit's experience of living in my own culture. I was in for a treat...

Not only is Carolyn Steele's story about her experience moving from England to Canada (with kid in tow), it is largely set in the city I live in. Seeing my community through a visitor's eyes made for a fascinating read full of hilarity. And I mean that. Steele's writing is hysterically funny - I found myself laughing out loud on many occasions. But the book is more than that: it is an endearing story of a single mother and her child trying to find their place in the world and the challenges they face in the process, the characters they meet, and their adventures around each corner. Seeing Canada from the perspective of an "outsider" was refreshing and helped me to gain a "re-appreciation" of the great country I live in and that Steele now calls home. An added glossary of terms at the back of the book is helpful to translate Steele's "Brit-speak" into Canadian English.

Overall, this is an excellent book that I would recommend to anyone, especially those who are looking to explore a new genre of literature. I am really looking forward to the second installment!

Prior to reading Carolyn's book, I knew little about Canada other than it was up there north of the USA and it was huge. However when a good friend of mine emigrated there with his Canadian wife, my curiosity was piqued and I found myself wanting to know more about this country which features so little in the global news despite being the second largest in the world.

Carolyn's book provides a fascinating insight into Canada and a little bit of its history from the point of view of a British born woman and her son coming to the country for the first time. It chronicles her encounter with a culture that is alternatively both comfortingly familiar and also refreshingly modern which, in itself, summarises Canada's complex relationship with both Britain and the USA. The Canadians that she encounters come across as cheerful and patiently willing to both induct and tolerate this newcomer and her exuberant and inquisitive 9 year old son.

The book is based on a series of articles that Carolyn wrote for the British Mensa magazine over the period of a year. Carolyn originally moved to Ontario to care for an elderly lady suffering from Alzheimers, hence the title of the book. But despite the seriousness of the disease, her anecdotes telling of how she patiently coped and shepherded her new ward day in and day out are humorous and well written. However the book is more than that. In addition to a detailed look at life around Kitchener and Waterloo, Carolyn takes us on a brief trip to British Columbia for an observation of how, despite being part of the same country, the culture shifts as subtly as the vast geography of the land.

This book is heartily recommended for anyone who wants to understand Canada, its people and its culture. I give the book five stars!

This is one of the best books I've read in a long time. It's also one of the only books I've read that made me laugh out loud, and I read a lot of books!

This book charts the ups and downs of relocating to a new continent. I was moved by the courage of the author and the upbeat manner in which she faced every hurdle along the way. It is the candid and witty manner in which she writes about coping with a new life that makes Carolyn Steele's book so entertaining.

Hopefully you'll enjoy the journey with her as much as I have.
I'm looking forward to reading about her next adventures.

This is one of the best books I've read in a long time. It's also one of the only books I've read that made me laugh out loud, and I read a lot of books!

This book charts the ups and downs of relocating to a new continent. I was moved by the courage of the author and the upbeat manner in which she faced every hurdle along the way. It is the candid and witty manner in which she writes about coping with a new life that makes Carolyn Steele's book so entertaining.

Hopefully you'll enjoy the journey with her as much as I have.
I'm looking forward to reading about her next adventures.

Finally, someone uses more research-based information than personal opinion to discuss the field of sales. This book was extremely helpful and the author hit a home run. Hope there is a second book like the first.

The number is essentially unimportant. Canada could have focused on seven (out of respect to Covey) or on 14 or on 34 "sales traps." In fact, there are hundreds of incorrect or inappropriate actions and strategies undertaken by salespeople or a sales organization because of incomplete or false information, illogical thinking, "tradition," poor decision-making, and/or not knowing what they don't know. Canada brought to the writing of this book a wealth of real-world experience in sales and sales training. He also drew upon extensive published research (e.g. a sales research project sponsored by Xerox) as well as studies conducted by the Dartmouth Group, Ltd. and the Institute for Global Sales Studies. In the Introduction, Canada asserts that "It is not what sales and marketing people don't know that is most likely to significantly hurt their performance; it is what they think they know that turns out to be a partial truth, a fallacy, or a mistaken belief that affects their results more."

According to Canada, the most successful salespeople, sales teams, and sales organizations are guided and informed by six principles: Focus outside, get the most out of the best people, train effectively, create value, offer feedback and create opportunities for learning, and use the Internet and databases effectively. He illustrates each of these six by identifying and then examining 24 different sales traps, each of which violates one or more of the principles. He then explains how to avoid them. For example:

Sales Trap #6: Either Sales People Have It or They Don't

Action Points: Be patient, Give constructive feedback, and give consistent feedback that doesn't exclude anyone.

Sales Truth #6: Sales people are developed [in italics], not born [also in italics]

Canada uses this same format for the other sales traps, devoting a separate chapter to each of the 24. He provides brief annotations with each Action Point throughout the book and also inserts observations, suggestions, and examples so as to create a context for each combination of Sales Trap/Action Points/Sales Truth. He concludes with an Epilogue in which he shares his thoughts about the next generation of performance change programs, suggesting that there are two unique points that should be carefully considered when devising a program by which to move sales performance and sales results to the next level. First, performance change programs must incorporate a customer survey that is customized for the program, and performance change programs should also examine the success factors from the customer's perspective." Although Canada does not italicize the last four words, I would. "Second, the program must incorporate into each case study the 'best practices' of your top salespeople. In other words, we must leverage the insights of an organization's best people in order to help others within the company." I could not agree more, presuming to add that the aforementioned "best practices" would also be of substantial to those not directly involved in sales (e.g. receptionists, telephone operators, CSRs, accounting) who also have direct and frequent contact with customers.

After reviewing the 24, many readers will probably have a few sales traps to add to the list. Perhaps if enough readers share them with Canada (he is a member of the marketing faculty at the Kelley School of Business, Indiana University), he will accumulate enough new material for another book. My own rather extensive experience in sales and sales training suggests these troublemakers:

MISTAKE A: Negotiating Against Yourself (i.e. assuming what a customer can and cannot afford)

TRUTH A: Let the customer say "No."

MISTAKE B: Constantly "Cultivate" Customers

TRUTH B: Contact a customer only when there is a legitimate reason to do so.

MISTAKE C: Ask Lots of Questions

TRUTH C: Do your homework. Lots of it. Request only the answers you cannot be expected to know already.

MISTAKE D: Closing Skills Are Most Important

TRUTH D: More often than not, so-called "closing skills" work best when used to pre-qualify a prospect.

Although this book will be of great value to relatively inexperienced salespeople, especially to those without the safety nets and air cover of an established sales organization, I also think it will be of substantial value to sales managers and to peak performers who can so easily become entrapped by what Jim O'Toole refers to as "the ideology of comfort and the tyranny of custom." Probably the worst sales trap of all is to continue to think and sell the same way, day after day, and then expect better results. Even the most experienced of salespeople should constantly be challenging their own assumptions, premises, etc. about sales...but seldom do. Canada's book can guide and inform such a re-evaluation.

Especially for organizations with limited resources and a small sales force, Canada's book can serve as the basis of an especially effective sales training program. Larger organizations can also use it as the focal point of a workshop. Obviously, those who understand what the 24 sales traps are and why they are so dangerous are most likely to avoid them.

This is a fantastic book. It is so hard to find any books in the sales or marketing field that are actually based on facts versus opinions. If you like this book you should check out books by Neil Rackham.