Sales Books

his is the first classical instruction book i ever had with a cd i had flamenco books with a cd guide to show how you are playing i am looking forward to many hours of fun playing and learning using this book.

I stumbled onto this book as a teenager trying to teach myself to play the guitar. I found it both easy to understand and rewarding. Eventually I went on to minor in jazz guitar in college and spent several years as a union musician. A few years ago I returned to this book (I finally replaced my old copy with a new version) when I wanted to venture into classical guitar. Almost thirty years later I found it equally as captivating and rewarding as it was in my first encounter.

Recently I decided to learn to play the English concertina, but found that there were no quality tutorials readily available, so I turned, once again, to Mr. Noad. The exercises presented in the book have been very helpful and have allowed me to feel an increasing sense of aptitude on the concertina as I step through the lessons!

Solo Guitar Playing is built on a clear, accessible methodology and a well-paced progressive learning system that stands the test of time! If you could only have one guitar instruction book, this would be the one to consider.

I've started and stopped trying to teach myself how to play guitar on 3 different occasions for over 10 years. (I did have prior music experience from playing the violin as a youth.) I bought this book some time ago, got 20 pages in and then decided I'd just try to learn tabs and chords like everyone else seemed to be doing. But then I engaged my ego and decided to learn how to read notes and properly learn the playing technique I would need to last me for a lifetime. I dusted this book off again and kept plugging away. Lo and behold, I kept getting further and further into the material. The thing that helped me, which I didn't do on prior attempts, was to exercise PATIENCE! If it takes me two or three weeks to master a chapter, then so be it - I know it will stand me in good stead in later lessons and boy, has it! I now play at least 4 times a week for at least an hour, including practicing arpeggios and scales, for the sheer joy of it.

I am loving this book and have Solo Guitar 2 standing ready for when I complete the first volume. Highly recommend for those trying to teach themselves the "right" way. :-)

I ditto both previous review. Don't buy this book until after you have completed Noad's book one. It reviews some previous technique, but is much more advanced generally. I found a few mistakes in it so far, in the learning to count notation section, so it does have some notational errors. But overall, so far I think this is a good book worth the money. It would best to use this book in conjunction with a quality classical guitar teacher. Trying to learn classical guitar on your own with no professional guidance is begging to learn terrible playing habits.

First let me say that I would not recommend this book unless you are at least an intermediate classical player, if not, then begin with Noad's "Solo Guitar Playing 1", which goes from beginner to intermediate. Both of these books come with a cd containing most of the songs from the book, and neither one has tab. Solo guitar 2 has some technical instruction, such as counting dotted notes, rest stroke and free stroke, slurs, trills and other ornaments, and a number of definitions of classical music terminology. This book covers the periods known as classical, romantic, renaissance and baroque, with exercises and songs from each, by masters such as Sor, Tarrega, Guiliani (including his exercises for the right hand), Bach, Handel and others. The material goes from fairly easy examples that will improve your speed, accuracy and sight reading ability, to "Recuerdos de La Alhambra" and "Estudio Brillante de Alard", which are advanced concert quality pieces by F. Tarrega. There is also a song by Frederic Hand called "Study number 1", which isn't exactly classical, but it is quite nice anyway. This is one of my favorite classical guitar books, the material was selected to be educational and very enjoyable as well. If you put in several months (years ?) of work on this book you will not regret it, and by the end, you will be able to play these great songs, and just about anything else that you could ever imagine.

Selling is not easy, specially "the major sale"... this book gives you a real start point after reading the SPIN Selling book (must read first).

The only reason I'm giving it 4 instead of 5 stars is the presentation of the paperback version. Fieldbooks should only be hardcover, mine is all bent and dirty now, only because i'm using it the way it is supposed to be used.

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.

The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."

It is an invaluable resource that any salesperson or sales executive should have in their personal library.

Joe Heller, Trust Cycle Selling

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.

Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.

This book is a 206 page powerhouse, but I want to direct you to pages 50 and 51:

"The Good News"...

"The good news is that the Spin model has proved to be a versatile sales tool, works across cultures, applies across industries, is equally applicable to selling services or products."

"The Bad News"...

"Our one million users would tell you in one voice: It's a lot harder than it seems. SPIN isn't a magic pill that you can take and turn yourself into an instant sales success. It's hard work. One of the immutable laws of business is that there's always a link between risk and reward. The more rewarding the outcome, the tougher it is to obtain. If SPIN questions were simple and automatic, then everyone would be using them already, and there would be no competitive advantage from the model. "

So there you have it. You will not only have to learn the basic principles of SPIN (Situation - Problem - Implication - Need Payoff), you will also have to personalize these principles into a game plan for each prospect, current customer, former customer...

...and in doing so you will be ahead of the curve. You'll be far down the road from the people who are still fumbling around for a "simple and automatic" approach. You will find few books on sales that are as honest as this one. Author Neil Rackham hands you a powerful set of tools, but make no mistake about it: your success will come entirely from what you choose to do with them. VERY highly recommended.

Ray Bradbury is one of the great short story writers. Very few can pack as much emotional punch into so few pages as he can: just read "The Lake" or the haunting "Rocket Man" (which inspired the Elton John song of the same name!) to understand the power of his writing. And while I think most of his novels are mediocre at best (I've never liked "Something Wicked This Way Comes," as much as I admire it for the obvious influence it had on genre writers), I insist that Bradbury should never be forgotten, if simply based on the merit of his short fiction. And this book especially, which collects 100 of his best, should be celebrated.

If you buy this book with the newer Bradbury collection, you will have a fairly comprehensive collection of short stories by the master. This collection is not the best. It has it's share of mediocre stories, but even so the great stories are wonderful. "The Veldt", "The Fog Horn", and "The Jar" are my absolute favorites, but there are more gems scattered about the book.


As others have pointed out, it is a tad bit dated. (One of the stories talks about the year 2003). So if you want more up to date stories the newer volume is better. All in all, some interesting stories, but not essential reading.

It is hard to categorize Ray Bradbury as a writer. To many he is known as a science fiction writer, largely due to "The Martian Chronicles." However, he is much more versatile than that, his stories cover many different themes of life, death and strange things in between.
When I was in high school, my favorite story was "The Veldt", where a couple purchase a high quality virtual reality room for their children. However, rather than experience normal children's playrooms, they prefer constant scenes of an African veldt, complete with lions who hunt and kill their prey. The parents try to put a stop to it, but their children whine until they get to keep the veldt. However, the parents finally decide to stand firm and are going to shut the room off. At this time, the room comes alive and the lions kill and devour their parents. I considered this story so good that I must have read it at least twenty times during afternoon study hall. The imagery that the story conjures up is almost visual, which I find is a characteristic of so many of Bradbury's stories.
He is the best writer I have encountered in putting down words in a simple style that still manages to generate tremendous virtual images in your mind. This book is a collection of his short stories and I have read this book at least three times and most of the stories in it in other collections at least twice. Even after all these readings, they are still wonderful, as the images are different each time. Most stories by other writers keep my attention when I first read them, but I find them boring if I try to read them again. It does not seem that that will ever happen with Bradbury stories, which is why I strongly recommend this book.

What can I say about this collection, except that is essential reading for anyone serious about Science Fiction or Fantasy as a form of literature (that's right I said it-the dreaded "l" word) Bradbury has piled up enough superlatives in his life that I don't think I need to go into them.

Anyway, this is a book of Ray Bradbury's greatest stories, which means that these are some of the best stories that imaginative literature has to offer. Why not make it a two-fer and get the "Bradbury Stories" collection with it? Both are worthy, think of "The Stories of Ray Bradbury" is the top shelf A-list stuff, and "Bradbury Stories" is the Solid B list collection. Still great, and best of all, no repeat stories in the two collections! The man was so prolific that he could probably fill up a third volume with no repeats as well...

This collection of stories affected my writing. At least one story I've written has been professionally compared to Ray Bradbury's style. While I never sought to mimic him, I believe I was drawn to his stories because of my writing style and childhood daydreams. This collection is a prime example of Bradbury's work. It's inspiring, startling, spooky, and just plain hypnotic.

Even though I first borrowed this collection from my local library, (and having read some of these stories in others collections), I tracked down a used copy to own just so I could pull it down and revisit my favorite people and places.

A must have for any Bradbury fan... novice or cult-like follower.

There is simply no better way to immerse yourself in the semifictional London Holmes' lives in. All the rich cultural refernces are listed, plus every minor inconsistency in a continuity line Doyle never did care about. Great reading; adds immensely to the already great stories of Holmes and Watson.

William S. Baring-Gould (1913-1967) was one of the greatest Sherlock Holmes scholars ever. Publishing several works on Holmes publically and privately, this two-volume annotation of the Holmes canon is perhaps his greatest work, and was his last. Published in 1967, the copyright inscription shows that it is held by his widow, Lucile M. Baring-Gould. Baring-Gould himself was a life-long devotee of Holmes in particular, and mysteries in general. He is also noted for the fictional biography of Nero Wolfe, in which he puts forward the idea that Nero Wolfe is the son of Sherlock Holmes, via THE woman, Irene Adler, of 'A Scandal in Bohemia'.

Sherlock Holmes is one of the best known detectives in the world -- so famous in fact, that 221B Baker Street in London continues to get mail adddressed to this fictional character almost a century after he would have died had he been a real person. There are groups of people -- Sherlockians and Holmesians, the distinction between which is rather subtle -- who delight in retelling the tales. There are forever questions and debates about the ordering of the stories; Baring-Gould is one authority often referred to in these debates, thanks to his work on the Chronology of Holmes, used as a framework for this annotated set.

Baring-Gould breaks the time frame into the follow divisions:

- The Early Holmes (1874 - 1879)
- The Partnership with Watson to Watson's first marriage (1881 - 1886)
- Watson marriage to his wife's death (1886 - 1887)
- Partnership until Watson's second marriage (1887- 1889)
- Watson's second marriage to Holmes' disappearance (1889 - 1891)
- Holmes' return to Watson's third marriage (1894 - 1902)
- The end of the Partnership (1903)
- Sherlock Holmes in Retirement (1909)
- An epilogue (1914)

Baring-Gould introduces the series with a 12-part series of essays that look at various aspects of the Sherlock Holmes legend, including foreign translations, translation into stage and screen, and highlights of particular personalities (Watson, Moriarty). He includes a wonderful brief essay by Edgar W. Smith, an early Sherlockian, which asks (and answers) the question, 'What is it that we love in Sherlock Holmes?' In the end, beyond the setting and the culture and the chase, it is the values 'implicit and eternal in ourselves' that we recognise as manifest in Holmes that keeps him an enduring character.

The volumes are the complete texts of all short stories and novels, backed up with an almost equivalent amount of textual annotation, richly accentuated with photographs, engravings, maps, and other graphics (diagrams, coats-of-arms), often taken from Holmesian sources such as journals, playbills, early editions, and even 'The Strand' magazine.

Sherlock Holmes introduces us to a world foreign yet familiar, past yet somehow present -- the stories are very contextually bound yet timeless in almost inexplicable ways, and present mysteries beyond the face-value plots. Baring-Gould's love for his subject is very apparent throughout the over 800 pages of these volumes. Some editions of this book come with a slip-cover.

This is my favourite of all my Holmes books. It is must for any fan of Holmes.

I hope I am not the only one who loves reading Sherlock Holmes but is really annoyed by "Sherlockians" - people who take their Sherlock far too literally - a lot like Trekkies, who take Star Trek just way to seriously. Baring-Gould, it seems, was the ultimate Sherlockian, and this is his masterpiece - a 1500 page annotated, illustrated, and interpreted edition of everything Sir Arthur Conan Doyle - I'm sorry, Dr. John Watson - ever wrote about the subject, plus a healthy dose of his own interpretations and those of others.

I can't remember a piece of fiction recieving as much love and attention as the works of Sherlock Holmes. This edition has illustrations, maps, definitions, references - everything. Anybody who checks the actual weather and train schedules from a piece of fiction just has too much time on his hands. It truly is a work of art, marred only by an annoying habit of Sherlockians to take their subject far, far too literally. The biggest problem I have with the tome is B-G's annoying habit of inserting his own opinions as fact. My other major peeve was his organization of the work, which put everything in the author's own chronology rather than in the order in which the books were published. This makes finding anything a bit of a chore.

As far as the new Leslie Klinger three(!) volume annotated edition of Sherlock goes, I have seen it but not purchased them. Again, shelf space seems to be the major problem here, not to mention the $125 price tag. From a brief look-over, it appears to be a more subdued, up to date, better quality edition, but less exuberant and less fun than Baring-Gould.

`The Annotated Sherlock Holmes' by William S Baring-Gould is easily one of the top two or three best examples of annotated popular literature, as good as, and possibly even better than the most famous annotation efforts by Martin Gardner on the major works of Lewis Carroll.

It is not immediately evident to me that the works of Sherlock Holmes need annotation. Unlike the works of Carroll, there are very few linguistic tricks or cleverly veiled allusions to his English contemporaries. On the other hand, over the course of the last 120 years, there has been an enormous body of work dedicated to the exegesis of Conan Doyle's Sherlock Holmes stories. There has been probably more of this activity for works of popular fiction than for the next five cases put together. To my knowledge, there is virtually no similar activity on the mystery novels of, for example, either Agatha Christie or the mystery stories of Edgar Alan Poe, to take two authors who bracket Conan Doyle's' stories in time.

It is worth the effort to determine what it is which makes the Sherlock Holmes stories so popular. One of the easiest ways is to compare Holmes to the heroes of his greatest modern imitators, the lead characters of the CSI series, most especially Gil Grissom of the original CSI show, based in Las Vegas. Both characters are `amateur' scientists in that they apply scientific disciplines to solving crimes, and actually do original work in their respective sciences, in spite of the fact that their primary avocation is `consulting detective'. In Holmes case, this was a profession he invents out of whole cloth. In the case of Grissom and his colleagues, the `consulting detective' profession has become institutionalized in the discipline of forensics, where the crime scene investigators deal with things which are beyond the ken of the average detective.

There is an eerie similarity between Holmes and Grissom in that both are very detached from many normal human interactions. Holmes rationalizes this with his theory of the mind as an attic that can hold only so much information. To add new things, old things must be discarded. For this reason, Holmes is blissfully ignorant of the planets in the solar system, but he is an expert on over 100 different types of tobacco ash. Similarly, Grissom is very poor at office politics or romantic relations in favor of his dedication to the application of entomology (study of insects) to forensics, a subject on which he is a nationally recognized authority.

It should be no surprise if the popularity of Sherlock Holmes stories may actually be gaining in popularity, as the CSI shows go a long way to validating many of the scientific principles and techniques used by Holmes. The most famous may be his search for a very sensitive reagent for the detection of blood residues. This is what Holmes is doing when he and Dr. John Watson meet for the first time in the chemical laboratory of `Barts' (St. Bartholomew's Hospital). Holmes explanation of why such a reagent is important in the investigation of crime is verified on practically every episode of CSI, whether it be in Las Vegas, Miami, or New York City. So, not only are we taken by the fact that Conan Doyle had such a good grasp of criminal investigation, but that he was so astute as to realize that such a reagent was possible.

Holmes elevates intellectual competence almost to a level of magic, using that old chestnut that if the difference in the level of technology between two parties in an encounter is great enough, that higher technology becomes indistinguishable from magic. One major difference between Holmes and Grissom is that Holmes has no modesty about his abilities, demonstrated when he belittles' the deductive powers of Edgar Alan Poe's hero in his famous story, `Murders in the Rue Morgue'.

The value of this annotation also increases over time, as the world of Sherlock Holmes is rapidly slipping away from us. These stories were written when the sun literally never set on the great British Empire, stretching across Canada, hundreds of Pacific Islands, Hong Kong, southeast Asia, much of Africa, and that greatest `Jewel in the Crown', India, where Dr. Watson himself served as a surgeon in the British Army in India. Among other things, that meant that if anything could be found in the world at all, it could be found in London. London's scientific and intellectual centers were among the greatest in the world, so it should be no surprise that the world's greatest `consulting detective' should live in London. In many ways, Sherlock Holmes is a far more believable character than his later fictional colleague, James Bond, since England's fortunes as a mover and shaker on the world stage had fallen far between 1880 and 1950.

So, our pleasure is greatly enhanced by being given copious notes on Holmes' London as well as the science of the day. Also very satisfying are the notes that correlate events in various stories. The whole collection is laid out by the fictional chronological order of Holmes' cases.

The greatness of Holmes' character can be seen in the fact that he is probably the model for over half of the great fictional detectives of the last 100 years. While I am not a great fan of detective fiction, I am certain he was the inspiration for both Agatha Christie's Hercule Poirot and Dorothy Sayers' detective, Lord Peter Whimsey. In fact, the greatness of Dashiell Hammett's and Raymond Chandler's detective writing may be in the fact that they escape the Sherlock Holmes prototype and create a new style of private detective.

This work of annotation is so good, I am hard pressed to appreciate how anyone can fully enjoy reading Sherlock Holmes without these notes. As with the commentary track on better DVD releases of movies, the notes literally double or more than double the pleasure and rereadability of the works.

Very highly recommended.

Awesome is the only word I can think of to describe this particular collection--there is all the novels and stories with amplifing info on particular items in the story/novel you are reading listed on the sides of the pages, ala footnotes (sidenotes?)--and the supplementary info is staggering, with bios of Doyle, Holmes, Watson AND Moriarty, the history of Holmes on stage, screen and in print, 221B Baker Street info, etc.--these sections take up at LEAST the front 3rd or 4th of the 1st volume alone! If you are a Holmes fan, you MUST find and buy this collection ASAP!

Did you know that in 1859 Americans consumed about eight pounds of coffee per year, per capita? Or that by 1939 it was fourteen pounds? If this is your cup of tea, then I think you will like this book. This is not a criticism, I liked the book because it looks at the growth in demand which was supplied by the entrepreneurs who formed the brands described in the book. Indeed this demand-side view is part of the book that made the biggest impact on me.
Some of this is obvious, but somewhat in the backround of our knowledge - "between 1860 and 1920 the population of the US grew from 31.5 to 107 million" - and some of this is well extracted in this book - e.g. "in 1844 (when Henry J. Heinz was born)less than 10% of American's lived in towns of greater than 2,500 population, 75 years later (when he died) 50% were urban dwellers and 20% lived in cities of greater than 250,000 people". Koehn builds up this demand side very well in each of the six cases she uses to illustrate who entrepreneurs build up branded business - Wedgwood , Heinz, Marshall-Fields, Estee Lauder, Starbucks and Dell.
Koehn, a Harvard business historian, is also quite good at showing how developing technology is put to use to serve this demand (or does it create it?) - "In 1830 it took three weeks to get calico from New York to Chicago, in 1860 it took three days, by 1880 ... less than 24 hours"
Again we all knew the importance of the railroad, but here its phrased in a way that makes sense of the dynamic growth and gentrification of the Mid West. She illustrates well the need that urbanisation created for prepared food that could be trusted and describes very well the increasing sophistication of industrial level food preparation - " by the 1860;s the introduction of calcium chloride to boiling water cut sterilization times from five hours to 25 minutes". She can even make innovations in canning technology sound exciting.

So much for the good stuff, I did find the tone of the descriptions of each entrepreneurs a bit fawning. Each had the feel of a business case, with the usual tone of awe and deference to the wit and wisdom of the main characters. With the exception of the Starbucks case - where Howard Shultz openly tells of his mistakes and wrong turnings - each case seems to highlight the wisdom of the main character, whereas it seems to me its their determination that marks them out, more than anything else. Henry Heinz went bankrupt three times in food products, before he became successful, Michael Dell was still seen as a cloner into the late 1980's.
Koehn makes no judgements about the more unpleasant side of this determination - Estee Lauder staged a meeting with the Duke of Windsor, which she had photographed and publicised, in order to make it appear she had high-society connections, Josiah Wedgwood supplied free gifts to royalty in the certain knowledge that the aspirations of the middle classes to emulate royalty would drive demand for this his products.
There are good insights into how these individuals drove modern marketing techniques - Wedgwood emphasized showrooms, Estee Lauder the free gift. And all had tremendous energy for customer service and production detail. However in each of the early cases we are told that 20th Century techniques were unknown to the industry " Brand marketing was virtually unheard of in the 18th Century" [ Wedgwood]; " Between 1869 and 1899, real per capita income increased at an annual compound rate of 2.1%. Henry Heinz had no access to these statistics. These numbers are based on economic concepts developed in the 20th Century". This kind of clumsiness crops up in each case, ok we get the point that these pioneers instinctively did something which is now solidified into great theory, but surely this point could be illustrated with more deftness.

This apart, a very useful and interesting book, a book for anyone interested in the general history of business. Some excellent details, too much fawning and praise too little criticism of the central characters who built the brands. A fascinating story.
If you liked this book, check out books by Arthur Chandler and John Drewer.

One final fact, Charles Darwin had the time and money to devote to his famous voyage on the Beagle - which laid the basis for the theory of Evolution - because his wife's grandfather was Joshua Wedgwood. Was this financial evolution at work?

Koehn has produced a weighty and informative look at the way successful entrepreneurs have used brands to achieve a number of goals. These goals include long-term differentiation from competitors, internal quality control, profit margin protection, and facilitation of additional product introduciton.

To make her case, she chose three cases from the past (Wedgwood, Heinz, and Marshall Field) and three cases from the present (Estee Lauder, Starbucks, and Dell Computers). Finally, she concludes the book with a chapter which addresses the issue of historical forces and entrepreneurial agency.

I particularly found the cases from the past persuasive in their argumentation for a long-term differentiating factor in brand. The newer cases are obviously harder to make in that (particularly with Starbucks and Dell) how long-term the success will be remains to be seen. One of the best features of the book is the depth with which she treats each case-- she provides enough information to build her thesis (and often entertain with the anecdotes) but not so much that the book becomes bogged down. The excellent footnotes provide whatever's necessary to someone looking for further information.

One minor quarrel is that I would have liked to see the further reading pulled out into a better organized bibliography. There were obviously quite a few good sources scattered amongst the footnotes and if you were interested in a particular subject matter it required some patience to pull all of the citations out.

professor koehn presents the subject of branding in a fascinating historical perspective; a interesting, insightful and sometimes surprising read. a very useful book for anyone who is managing a brand, trying to understand the value of brands, or wants to understand how branding fits into the lore of business.

an excellent reference and clearly meticulously researched

As she completed her research and then began to write this book, Nancy Koehn made several important decisions. First, she placed her primary objective in clear focus: to explain "how entrepreneurs earned customers' trust." Next, she limited her attention to only six. Finally, she then examined them within an historical context from the late-18th century until the present time. As Koehn observes, "Before 1750,...most Britons ate off wood or pewter plates. Then came Josiah Wedgwood. In antebellum America, the majority of women made their own pickles. Then came Henry Heinz. Until the Civil War, urban retailing was a specialized activity with a wide variety of small shops offering particular kinds of goods. Then came department store entrepreneurs such as Marshall Field." It is important to stress that Koehn is a biographer and cultural historian only to the extent that the material she provides helps to advance the narrative of her core themes: how six individual entrepreneurs dealt with the "imperatives" to quality goods at reasonable prices, communicate the virtues of her or his products to potential buyers in effective ways and thereby maintain and grow a viable customer base, and, how to develop organizational capabilities to learn about their respective customers and then earn their trust.

Before 1945, Koehn observes, "few American women wore premium lipstick or facial creams, and those who did [when they could] bought them in beauty shops along with elaborate treatments administered by trained cosmeticians. Then came Estee Lauder. Prior to the late 1970s, Americans bought ground coffee mostly in one-pound cans sold in supermarkets and supplied by large food processors. Then came [Howard Schultz and] Starbucks. Before 1980, most businesses used only typewriters and copy machines for paperwork. Large companies relied on mainframe and midsize computers to handle extensive calculations and data processing. Only a small number of households owned a personal computer or printer. Few if any of these users expected to be able to specify a particular computer's configuration. Then came Apple, IBM, Compaq, and Michael Dell." It is also important to stress that each of the six entrepreneurs whom Koehn discusses fully understood what rapid social and economic change in their respective era meant for consumers' needs and desires. Moreover, as she carefully explains, all six used their knowledge of both the supply and demand sides of the prevailing economy to create high-quality goods,, meaningful brands, and other connections with customers..." and they built elite organizations that worked to [in italics] satisfy and then [in italics] anticipate buyers' changing preferences."

In Chapter 1, Koehn provides a brilliant overview on "Entrepreneurs and Consumers," then devotes an entire chapter to each of the six entrepreneurs. In her final chapter, she shifts her attention to "Historical Forces and Entrepreneurial Agency," followed by 104 pages of notes. In that final chapter, Koehn points out that the six entrepreneurs "lived and worked in different contexts. Yet they all shared a powerful gift: the ability to discern how economic and social change affected consumer needs and wants. They also understood that these demand-side shifts presented critical business opportunities -- opportunities that each exploited by creating new, best-of-class goods and strong brands." She goes on to suggest that they were "institution builders who were not interested in riding the wave of a short-lived trend or forcing their young brands on buyers. They wanted to [in italics] earn consumers' trust and keep it."

It remains to seen which entrepreneurs emerge during the next few years but it seems certain that they will also encounter "economic and social change affected consumer needs and wants" and in a global marketplace yet to be developed. There is much that they -- and we -- can learn from Josiah Wedgwood, H.J. Heinz, Marshall Field, Estee Lauder, Howard Schultz, and Michael Dell. Thanks to Nancy Koehn, those "lessons" are provided in a single volume, one which will continue to be of interest and value for decades to come.

Those who share my high regard for this book are urged to read Wolf's The Entertainment Economy, Schmitt's Experiential Marketing, Gobe's Emotional Branding, Gilmore and Pine's The Experience Economy, and Brands: The New Wealth Creators co-edited by Hart and Murphy.

It's probably a result of less-than-fully applying myself during my college years, but I tend to pre-judge any book by an academic as boring. I'm glad that didn't stop me from reading Nancy Koehn's book, "Brand New: How Entrepreneurs Earned Consumers Trust From Wedgwood to Dell."

Koehn is a professor at no less than the Harvard Business School. She is also an excellent writer, and she understands that the essence of getting good information across is stories. Brand New is a book of stories about branding. It is anything but boring.

Koehn divides the book into two giant sections, The Past and The Present.

In The Past, she includes the stories of Josiah Wedgwood, H. J. Heinz and Marshall Field. All the stories are told in detail enriched by facts, insights, and quotes. All of them contain lessons for today's businessperson. Most of the lessons are about branding, but there's a lot more.

Read this book and you will find out all about how Josiah Wedgwood changed the common practice by impressing his own name in the unfired clay of his works. That's impressive. But you will also learn how his partnership with Thomas Bentley took Wedgwood's strengths and his insight about branding and turned them into a highly profitable business.

You'll learn about why H. J. Heinz packed his product in glass jars and how he kept control of his distribution. You'll hear about the 1902 giant opening at Marshall Field's and you'll learn about Field's varying relationships with his partners.

In the section on The Present, you will get the story of Estee Lauder and how she changed not only her name and image but also the face of cosmetic marketing through magnetism and incredible persistence. You'll hear how Howard Schultz wound up at Starbucks Coffee and why it bears his imprint, and you'll hear about Michael Dell without overmuch mention of the legendary dorm room.

The stories themselves make delightful reading, but the learning is probably even more important than the enjoyment. These stories illustrate how specific, successful entrepreneurs took a look around at things that were happening in society and developed products and brands and marketing and distribution systems to take advantage of them. These insightful and inspiring stories will help you understand your own business and find ways to make it more profitable.

In this "Cat who" installment, LJB does a terrific job of introducing and maintaining tension. It starts out with a sunny premise -- Qwill decides he and the cats need some quiet time to reflect, so that's how he ends up in the bucolic Potato Mountains. The trip begins with Qwill getting lost on the mountain's long and winding roads. The house is bigger and more foreboding than he expected or wanted, and it turns out to be the site of a murder. It rains all the time, often accompanied by power outages. You get the idea. The mystery is intriguing and the story is filled with new, eccentric characters. Best of all, I thought I knew early on "whodunnit," and I was wrong.

James Qwilleran stayed the compulsory five years in Pickax to complete the requirements placed on his inheritance. He is now officially a billionaire. Now it is time to decide what to do with the rest of his life. He intends to go somewhere--a quiet island with a beach or a mountain hideaway--someplace where he can have seclusion and quiet to sort out his options and make plans.

Qwill (as his friends call him) decides on a whim to spend three months in Spudsboro, a small town in the Potato Mountains. It was recommended highly by some friends who camped there recently. Finding a house to rent is always difficult with two Siamese cats as roommates. The only thing he can find is a huge house on the very top of Big Potato Mountain. It was originally built as an exclusive lodge for well-to-do tourists. More recently it was the home of the area's most influential businessman--owner of the local newspaper. It didn't take long for Qwill to discover the house he rented had been the scene of a ghastly murder a year earlier.

I do admire Jim Qwilleran's ability to converse with everyone he meets. He is well practiced, of course, since he made his living for years as an investigative reporter for various newspapers. He knows just how to steer the conversation and just the right questions to ask. He makes people so comfortable that they usually tell him anything he wants to know. Of course, he has an uncanny ability to read people and know when he is being lied to. Within two days of arriving in town, he is sure that the wrong man is in prison for the murder.

The author does an amazing job of making us empathize with Qwill's frustration with the situation he has gotten himself into. He came to the mountains for solitude and a time of reflection. He had no desire to get mixed up in the politics of the region--environmentalists vs. developers. He really had no desire to get mixed up in the mystery surrounding the murder. But...being a reporter for so many years (and truly caring about the innocent man in prison), he just could not resist finding the truth. It doesn't take long. Qwill has learned to trust his instincts--and the instincts of his cat Koko. Together they follow the clues and confront the real murder.

I highly recommend that you get acquainted with Jim Qwilleran through the "Cat Who..." mystery series. You will like him.

This is a great book about a man and his to crime finding clue cat Koko and YumYum. There is a mystery on potatoe mountain on a death of a local well known man. Was the wrong person framed. This book is fantastic except kind of has a dissapointing end. But i loved it anyway. I hope you enjoy this book and look for my other reviews

In "'The Cat Who Moved a Mountain', Jim Qwilleran took a vacation to the Potato Mountains to have a much-needed rest away from it all. It was here he found he had rented a hotel that had been the site of a year old murder. The locals tell him that the man is now in jail. But Qwill finds out that they have the wrong guy! Then, with the help of Koko, he finds the real murderer and lures him into addmitting it was him. Then Qwill has a near-fatal run-in with the murderer. What will happen? I'll let you see for yourself! Enjoy the book!

If you love cats and the mountains, you will love this episode in, "The Cat Who..." books.

Qwill has lived in Pickax County the required five years to make his inheritance official. He doesn't know what to do next. Does he want to move? Does he want to take a job or start a business? He knows he has a lot of thinking to do so he decides to take a journey. He decides he wants to spend the summer on top of a mountain. So he and the cats rent a mountain house for three months.

While on the mountain he learns of a murder exactly one year before. He and Koko solve the murder and make new friends along the way.

I loved this book! You will too!

Brilliant Woody. Not the best of this type, but still fasciniating. I heartily recommend.

I read the three volumes this book is comprised of years ago and, to this day, I've been hard pressed to find other books,
on a line to line basis, funnier than Woody Allen's works. It's
too bad he hasn't written any more since these books. It is our
loss. If you like to laugh until your brains dribble out your
ears, read this book. Highly recommended.

Three great books all in one fun filled volume of sheer funny. Including:

Getting Even is the comedic genious at his ludicrous best. The reparte between the two chess playing opponents, via e-mail, is worth the price of the book alone. Very funny.

Side Effects was released in 1980. It is a very funny collection of Allen's work, much of which first appeared in the New Yorker and other publication. The books is pretty even, and rather funny. The high point here is The Kugelmass Episode which features a professor named Sidney Kugelmass who is, via a magician, tranpsorted into the novel Madame Bovary.

Without Feathers is a witty humorous book with 15 or so short essays/stories on a variety of topics. The humor here is very funny and not dated at all. You most pay close attention as the one-liners fly off the pages. Simply hilarious stuff. Hard to believe this was released in 1975.

A 5 star book, well worth the price... enjoy!

Note: This collection is also available in paperback and titled The Insanity Defense: The Complete Prose

This is genuinely hilarious and intelligent prose. My favourites are "Mr Big", "Viva Vargas!" and "Reminiscences, People and Places". Prepare to convulse. People will stare at you while you gasp for oxygen. Pure genius. The only mystery is why Allen isn't as well recognised for his writing as his movies. If you read this you will also wonder.

Allen sometimes seems to step over the line separating sharp satire from outright cynicism, especially in the later writing - but who cares? It's still a class apart. Highly recommendable.

Disillusioned by, "Interiors" or "Hannah And Her Sisters"? Think Woody is just not funny? Man, are you wrong. This book (which contains pretty much everything Woody wrote in book form) just kills you from the beginning & never stops. As goofball and irreverent as you'd expect from a comedic genius(Think, "Bananas" or "Take the Money and Run"- era Allen), don't be frightened off by the fact that Allen's later movies quit being side-splittingly funny. This book recaptures all the great, classic humor that made the Woodman famous to begin with!

My three-year old grandson loved the book. The story is good and the art is exceptional.

As an artist I tip my hat to William Joyce! I read in an earlier review someone saying it is done in simple watercolor but thats not watercolor unless its watercolor pencils. Such meticulous detailed work even as George ventures down the railing of the stairs he passes a depiction of "Sunday afternoon on the Island of Le Grande Jatte"! This book is a prize the story line is so cute the text is perfect for age 2-6 and the adventure and art are unforgettable. No wonder PBS made it into a show!

I loved this book. It was so cute. I thoughtit was good for every one. It was about a kid who wonders about how it would be if he was shrunken and when he was sleeping he actully shrunk. But he had to do some chores and they were the simplest things like watering the plants or feeding the goldfish turn into the biggest adventure.

I gave this book a five because a little kid name George has a dream of him being small like a "teddy bear". When he had the dream he was in his bed sleeping, his mom left a note of chores and he was doing the chores. The "scary" part in the book was when the cat sees George and thinks his is a toy and the cat tries to put his claw on him ,but George runs and hides from the cat. This book is great and I think William took a long time doing the cover and pictures and I say the book cover and pictures are really beautiful. I love this book because he had a dream that was weird that he was small and that he had to do big chores. I would recommend this book because it is a cute book for a 1st and 2nd graders I think they will love it because all of the cute pictures and the funny pictures they would love to read this book a lot of times and I would like to some day read it again because it would be so nice to read it over and over.

I will give this book George Shrinks 5 stars. I do like this book because it is action pack and it is kind of funny because a boy that small can do all his chores.I do recomend the book to people that have a sense of humor.I think this book is for all ages.

I have been developing and delivering sales training programs for over twenty-five years and during that time a lot of things have changed. But what haven't changed are the fundamentals of selling. While it's clear that Making the Sale, doesn't re-invent these timeless principles, it's equally clear that McNair's keen insight, understanding of the sales process, and uncommon vision for the sales profession have produced a book that is practical, entertaining, and indispensable to new salespeople and veterans alike.

Allen J. Lippman
Principal
Integrated Sales and Management

In clear, succinct, readable fashion, author Frank McNair summarizes time-honored sales counsel. His book is well-organized and straightforward. After each chapter, he provides a brief self-test that will help you remember his most important points. This book does not waste your time with hokey yarns; instead, it is refreshingly businesslike and easily portable. We recommend this handbook to neophytes who are starting their sales-advice libraries and to experienced salespeople who want a refresher course.

I am a schoolteacher, and yet I found wonderful words of wisdom in this new book on how to sell. There are so many helpful strategies that will be helpful to those in careers other than sales. I highly recommend this very readable book!

I haven't even finished reading Frank McNair's newest book, but as soon as I caught the gist of his guiding philosophy, I knew that this book was for me. Frank McNair understands that good selling is all about taking time to listen to, understand, empathize with, and respond to the needs of the customer. He emphasizes that selling is not "hucksterism" but a way to help people solve problems. Plus, the writing is clear; the examples are helpful and frequently amusing; and the layout is logical. Don't miss this book.

Over the years I have grown tired of the myriad of books and articles that attempt to convince us how easy it is to sell something. For those of us who aren't born with the "sales gene", these words cool very quickly after the read.

Frank McNair has somehow managed to present his case in a convincing and realistic manner, that contines to have legs long afer this book is returned to the shelf.

This book is worth it for anyone wanting to learn about Pharmaceutical Sales. It covers EVERYTHING you need to know about this career. It was recommended to me by a sales rep for a major pharmaceutical company. The book is great from beginning to end. It's also very easy to understand and offers great tips. The only thing I didn't like were the sample resumes and cover letters. Nevertheless, it was still a good buy.

Insider's Guide to the World of Pharmaceutical Sales, Eighth Edition

This book had every bit of information that I needed to get interviews, how to perform on interviews and what to bring with me. I used it to get a different type of sales position but I went to each interview well equipped and was able to score so many job offers that in the end, I got to pick and choose! There are key factors in here that will truly win you the next interview or the job offer. I am so thankful for this book!

great book. very informative. I highly suggest buying this book before you try and get a pharma job. You will realise that after reading it, the process is whole differant approach than a conventional job.

Great reference. Thorough, succinct, nice extras in the back, lots of legwork already done for you!

This book is a fantastic primer for "how-to-get-a-job" in pharmaceutical sales. It is a quick read, but the information is complete and if you actually follow-through with all of the tactics that the author suggests, you have a good chance of at least getting one interview. After that it will be up to you to sell yourself and demonstrate that you actually know what you're talking about. But again, if you do what the author advises you to do, you should be able to get the business.