Selasa, 30 September 2014

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Cryptocurrency: How Bitcoin and Digital Money are Challenging the Global Economic Order, by Paul,Casey, Michael J. Vigna



Cryptocurrency: How Bitcoin and Digital Money are Challenging the Global Economic Order, by Paul,Casey, Michael J. Vigna

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  • Sales Rank: #7524114 in Books
  • Published on: 2016-01-28
  • Original language: English
  • Dimensions: 7.80" h x .94" w x 5.08" l, .77 pounds
  • Binding: Paperback

Most helpful customer reviews

1 of 1 people found the following review helpful.
An excellent book on a topic that it behooves the informed citizen to know, as national currencies collapse around us
By Graham H. Seibert
The authors of this book are reporters, and as a piece of reportage it is broad, deep, and well-balanced. They take you through the history of bitcoin, the alternatives to bitcoin, all the technology behind bitcoin, and extended uses for this disruptive technology which could have wide implications throughout society. They provide a broad discussion of the projects underway in 2014 to employ bitcoin.

If the book has one shortcoming, it does not define how it all works quite precisely enough for a techie. The reader of this review may find it useful to mix my point of view with that of the book itself in trying to envision the mechanics.

The casual reader is somewhat familiar with the bitcoin phenomenon. It appears to have been started by a single idiosyncratic individual calling himself Satoshi Nakamoto but whose identity remains unknown and who dropped out of sight some three years ago. What this gifted technician did was to envision the architecture of an entire system, implement that system, find a group of disciples, fanatics if you will, to carry it on, and then quietly disappear. This is truly the stuff of science fiction

The thing that he invented is the thing that is most difficult to describe. Here I go in my own words, rearranging some thoughts from these authors.

The first question is what a currency is. We are familiar with fiat currencies such as the dollar the euro and the yen. We are familiar with the fact that these have all evolved from metallic representations, such as silver dollars and $20 gold pieces, to paper certificates indicating that metal was once held in storage to back them up, to fiat currencies which have nothing whatsoever behind them. The dollar today is an artificial construction, a unit of exchange.

Actually, what every currency must be is three things. It must be a unit of exchange, something that can be offered in exchange for goods or services. It must also be a store of wealth, so that today's labor can be converted into currency and stored to be spent later. Or vice versa, it can be borrowed against future earnings. The third measure is a unit of account. Everybody has income stated in some currency or another. You may make $2,000 a month and have a net worth of 700,000 Francs. Businesses especially need such a measure of their performance.

That's what currencies are. They have different strengths and weaknesses. Gold his difficult to carry and safeguard and doesn't come in small denominations. Fiat currencies are imminently bankable, they can be moved around electronically with great ease. However, they are subject to counterfeiting and inflation. The counterfeiter can create false paper money, and a financial manipulator or central bank can arbitrarily dilute current holders, expanding the money supply by creating dollars out of thin air. Moreover, the rapacious bankers scrape off a slice of every transaction, from 3% on a typical credit card transaction to 10% and more on international remittances. No currency is ideal.

One characteristic that all traditional currencies have had is that they are fungible. If I have $1,000 in the bank, I could not possibly say who previously owned those dollars. It's a silly question even to ask, like asking what happened to a raindrop falling into the ocean. Even the tangible stuff like the pennies in my pockets carry no history with them.

I make an analogy that the authors do not: to real estate. Real property is recorded by a registrar. The fact that I own my house is known to the state and it is public information available to anybody. Not only that, but who I brought my house from, and who they bought from, is a matter of public record. How the land my house sits on was defined is public record. It was probably subdivided from some farm back in time. Thus, where land records are complete, there is a chain of ownership reflected in land records that guarantees the authencity of a title.

This is the most essential difference between coin and other currencies: a perpetual chain of ownership. There is a permanent record electronic record of every past owner of every particular coin or fraction thereof, and of every transaction ever completed within the system.

The implications of being able to trace the history of every transaction in which a piece of money has been involved are extremely broad. It means that there can be no question as to the validity of a transaction. Unlike with a bank, there cannot be an overdrawn account. If the money isn't there, the transaction is not accepted. If it is, the transaction is final. Unlike paper money you cannot have counterfeit. Unlike a Federal Reserve System you cannot have $85 billion created every month out of thin air. The whole bitcoin universe knows where every piece of money came from.

The bitcoin concept ,which is called the block chain concept is revolutionary in that sense. There is a publicly available record of every transaction ever done within the system going back to Nakamoto's genesis block.

Every account is identified only by a number, a large one at 25-36 alphameric characters. The accounts are anonymous and password protected. Lose the password and the money is gone. There is no bureaucracy to help you out. Password length is up to user discretion, but the longer the better.

It raises questions of control – who owns the system, and how is new money introduced, if it is at all. Lastly, and most importantly, it raises the technological question. How do you do that? The answer to the latter is called the block chain.

The block chain works by hashing technology. Let's take an example.

The combination of letters in this paragraph can be interpreted as a number. A very large number, and very likely to be different from any other paragraph even in a large manuscript.

Here is a table of the ASCII (internal) representations of the letters in the above paragraph. If you add up the values of the individual letters you get 15,050, a fairly large number. But if, just for instance, you interpret each string of six letters as a (12 place hexadecimal) number, and add those up, the result is huge: 5,642,316,386,171,830. That’s five quadrillion, larger than the national debt measured in pennies. The probability that it is unique is extremely high. There is almost no way I could fiddle with the text in the paragraph without throwing the hash total off. Rest assured that bitcoin uses bigger numbers and a more sophisticated scheme than I show here.

T 84 h 104 e 101 32 l 108 e 101 t 116 t 116 e 101 r 114 s 115 32 i 105 n 110 32 t 116 h 104 i 105 s 115 32 p 112 a 97 r 114 a 97 g 103 r 114 a 97 p 112 h 104 32 c 99 a 97 n 110 32 b 98 e 101 32 i 105 n 110 t 116 e 101 r 114 p 112 r 114 e 101 t 116 e 101 d 100 32 a 97 s 115 32 a 97 32 n 110 u 117 m 109 b 98 e 101 r 114 . 46 32 32 A 65 32 v 118 e 101 r 114 y 121 32 l 108 a 97 r 114 g 103 e 101 32 n 110 u 117 m 109 b 98 e 101 r 114 , 44 32 a 97 n 110 d 100 32 v 118 e 101 r 114 y 121 32 l 108 i 105 k 107 e 101 l 108 y 121 32 t 116 o 111 32 b 98 e 101 32 d 100 i 105 f 102 f 102 e 101 r 114 e 101 n 110 t 116 32 f 102 r 114 o 111 m 109 32 a 97 n 110 y 121 32 o 111 t 116 h 104 e 101 r 114 32 p 112 a 97 r 114 a 97 g 103 r 114 a 97 p 112 h 104 32 i 105 n 110 32 a 97 32 l 108 a 97 r 114 g 103 e 101 32 m 109 a 97 n 110 u 117 s 115 c 99 r 114 i 105 p 112 t 116 . 46

The take-home point is that a large volume of text can be (very close to) uniquely vouched for by a fairly compact number. If I changed any letter in the paragraph the number would change, indicating that the paragraph had lost its integrity. This device is called a hash total. Bitcoin uses hash total schemes, though certainly much fancier than this one, throughout.

Every transaction document can thus be represented uniquely enough for bitcoin's purposes by some string of numbers. It takes a large number, but one which is very small in comparison to the original document for which it vouches.

Bitcoin is capable of processing about seven transactions per second. It batches them every ten minutes. Each batch would thus contain fewer than 7x60x10 = 4200 transactions. The 4200 hash totals would themselves be combined into a hash. Most importantly, this hash also includes the hash from the previous batch, which has in the intervening ten minutes been vetted by a "proof of work" concept, authenticated and accepted by the electronic voting process of the bitcoin community. These summary hashes, combined with the backwards links in the block chain, knit together every transaction in the history of the bitcoin universe.

A little arithmetic (mine, not the authors') demonstrates that the data volumes are well within the realm of modern computing. If documenting each transaction took 10kb, with 400 transactions/minute over five years, the total database would be 10 terabytes. That is not a frightening number. It is highly conceivable that many sites could keep the replicated copies of this data necessary for the integrity/voting process. The active data, the recent transactions and wallet/account balances, could be much smaller. Presumably, though it is not discussed, there is some kind of a tiered scheme, so as not to waste too much resource storing inactive data.

The block chain serves two functions it guarantees the integrity of the system and it makes it compact enough that there is a way to work with it. The people who need to see the original transactions can look at the particular block in which they occurred, but most users who are not affected by historical transactions only need to deal with blocks that involve their activity. However, the information is widely enough shared that its integrity is insured.

This hash total functioning, and in fact almost all of the operation, is highly encrypted using public key cryptography. For a good description, see Nine Algorithms that Changed the Future.

The there is a concept of "bitcoin mining" which is fundamental to the process. The mining involves the hashing process. In my simplistic example I said that we will digitize the representation of six characters and interpret the group as a large number. But in fact bitcoin uses much more complex algorithms, and the algorithms involve a variable part, a very long and unique number which is derived by an excruciatingly difficult series of computations. That bitcoin mining process involves coming up with the next suitable number. It is so computing-power intensive that one of the concerns about bitcoin is the carbon footprint that the computers executing bitcoin hashing algorithms use. Read the book to understand the difficulty. In any case understand that it is highly encrypted and robust against fraud. What fraud has occurred in bitcoin is due to human error rather than any architectural flaws.

Going back to the book the authors do a good job of reporting the early days of bitcoin and then surveying how it is used today. It is still a minor player in the financial transactions field. They observe that bitcoin can only handle 7 transactions per second versus the 10,000 or so that Visa is structured to manage. It is several orders of magnitude different. In order for bitcoin to emerge as a competitor with the big financial houses, its architecture may need to be rethought.

Bitcoin has been too unstable to serve as a store of wealth that allows one to sleep well at night. Its value rocketed from pennies up to over $1,000 and back down to the low hundreds. Presumably as it becomes more accepted the currency will achieve more stability.

Many people are concerned that a bitcoin itself has a no substance. There is no inherent value in this bunch of bits. The counterargument is that this is equally true of fiat currencies, and bitcoin has the benefit of scarcity. The original architecture of bitcoin calls for the introduction of new bitcoins as reward to the miners who come up with the new block total hashing numbers. As they become harder and harder to generate, it has resulted in the massive computer power and carbon footprint mentioned above. But the number of bitcoins to be eventually generated was specified at the very beginning and is strictly limited. So inflation is not going to be a problem with bitcoin. In fact, deflation is much more likely to occur. As the value of the coins goes up, the cost of things in bitcoins will go down.

Deflation works against governments, which depend on inflation to progressively hike people's tax brackets and things like that. How governments deal with bitcoin is an interesting question into which the authors delve at length. Bitcoin is difficult to control difficult to tax difficult to understand and difficult to define legally. The authors do a good job of examining all of these aspects.

The authors display a liberal bent. The thing that gets them most excited is that bitcoin may be a way to bring banking to that majority of mankind who do not currently have bank accounts. Such people are simply not worth the effort for banks to serve. Bitcoin transactions can be executed over telephones, not even smart phones. The authors look for entrepreneurs to make it work in the less-developed corners of the world. This sounds a bit idealistic, but one must recognize how idealistic it seemed only two decades ago to bring cell phone service to the same people. Now it is ubiquitous.

Blockchain technology could be used to track other kinds of titles. Land records are subject to fraud in many parts of the world. Bribe the right judge and he will change the paper land records, depriving you of a property right. A blockchain approach to land records would make it impossible. It could also make bribery more visible. Conversely, as has already been seen, the anonymity of bitcoin is a boon for drug dealers and money launderers.

Bitcoin is truly a transnational, borderless system. The authors talk about its attraction in a place like Argentina that has not had a reliable currency since Juan Peron in the 1950s. The currencies in many other parts of the world are under pressure right now. I have seen the value of my currency, the hryvnya, fall by 60% over the last year. Bitcoin could be a store of value. More important, it can serve as a medium of exchange among countries where the currencies are not functioning and are not easily exchangeable. The banks are controlled by governments, whereas bitcoin is out on its own. Therefore when the governments decree that you cannot change pesos or rubles or whatever the fiat currency is into something more attractive, bitcoin seems to offer an alternative. It would simply bypass the system. Governments are working hard to control it, and there is a question of how effective they will be in doing so given that anybody with a computer has the ability to work with bitcoin. The problem seems to be in the exchanges, going back and forth between bitcoin and fiat currencies.

This a long review. Let me close in saying that this book will give you an insight into the modern financial system and a good appreciation of bitcoin, which may represent the most serious intellectual challenge to the structure of finance, both national and international, to arise within the past couple of centuries. It is absolutely worth reading.

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Sex appeal is something that anyone can learn with coaching and practice . . . [It] has more to do with how men and women sit, stand, walk, and dress and the way they use their hands, voice, and facial expressions than it does with physical beauty." --Eva Margolies

Learn how to be more attractive and self-confident without relying on rhinoplasty, the latest diet du jour, or a different cup size with this seven-day guide on how to attract the best that life has to offer.

Relationship and communication experts Eva Margolies and Stan Jones offer an authoritative primer to help women discover their inner sex appeal by mastering effective gender signals-like the proper way to sit, gaze, and vocally communicate through body language that communicates femininity instead of blatant physicality.

This accessible and easy-to-follow guide features four-color illustrations that perfectly demonstrate key gender signals and instructs readers on how to manipulate the level of sex appeal they wish to convey by turning it off or on, up or down, depending on the image they wish to project.

  • Sales Rank: #380829 in Books
  • Brand: Brand: Andrews McMeel Publishing
  • Published on: 2008-03-01
  • Released on: 2008-03-01
  • Original language: English
  • Number of items: 1
  • Dimensions: 8.50" h x .60" w x 5.60" l, .96 pounds
  • Binding: Paperback
  • 240 pages
Features
  • Used Book in Good Condition

About the Author
 Stan Jones is a professor of communications at the University of Colorado and an internationally respected authority on body language. He resides in Denver, CO.

Most helpful customer reviews

8 of 9 people found the following review helpful.
Fabulous Book!!!
By J. Franco
FANTASTIC!!! I had so much fun going through it and it works! A friend and I practiced the sex appeal techniques together. We are both struggling to lose weight and thought this would be a new approach to attracting the opposite sex. We then went out on the town to try the techniques out..AMAZING!! We both got more attention than we had before, which did wonders for our self-esteem. Since this book also teaches you how to read a guys signals I was able to tell when I was gaining or losing interest.

I also enjoyed the chapter on combining power techniques with sex appeal at work to improve job performance. I totally disagree with the person who said this book was anti-feminist. I think it empowers women in a positive, self-affirming way. It says; "You don't have to change the way you look in order to get the guy. You can get him the way you are using what you already have to your advantage." The only question I have for the authors is; When is the sequel for men coming out?

16 of 17 people found the following review helpful.
Changes your Attitude and Self Esteem
By Lisa Shea
I know there are many women out there who say "I am too fat / thin / tall / short" to be sexy. They think sexy is about big boobs or a thin waist, and only surgery or extreme diets will help them out.

This book is a clear explanation of why that is NOT the case. Many studies over the years have shown that men are drawn to a woman because of the attitude she projects. We can certainly all name actresses who are all of the above "problem shapes" who still come across as quite sexy. It is related to their self assurance, how they move, how they use their eyes, mouth and hands.

There are many studies, for example, that show the power and importance of "mirroring". As the book explains, mirroring is when you match your partner's vocal patterns (speed of talking, tone) as well as their movements (large, small). It affects you on a very primal level.

People react naturally to eye contact. A too sharp / steady look is predatory and makes you defensive. No eye contact at all makes you feel ignored and uncared for. It is a happy middle, where you get looks to show you matter, but not stares as if you are prey, that works best. The book goes into exactly how to achieve that.

There will be women who say "I don't want to play games! I want someone to like me for me!" But certainly those women will agree that interacting with others - men OR women - is about making the experience pleasant for both people. If you went out with a guy OR girl and took over the conversation, talking in a loud, brash voice non stop, not caring if they were interested or paying attention, that this would not be healthy. Interacting well with another human is about using friendly body language, showing interest in what they say, encouraging them to share in the conversation and so on. If a woman already knows what is in this book, then good for them! But for the MANY women who simply do not know or understand this type of information, the book is a great primer on how to interact better with others.

How about the pages on "how to walk" and "how to sit"? Again, as silly as it might seem to some, there really ARE walks and postures that project self confidence and happiness. You can easily do a study on your own. Sit on the corner of a plaza some weekend, at a cafe, and people watch. Look at the women who walk past the table. You can quickly see that a slouched, shuffling, eyes-down walk is far less "healthy looking" than one which is upright, good posture, springy step. People are naturally drawn to people who seem vibrant and happy.

It's like learning martial arts, or yoga, or any other system like that. The more you feel good about yourself, and the more you care for your health, the more it shows in your face and posture. You don't have to be thin or big busted. If you are happy, confident and healthy, that attracts people. This book helps you in that same way.

Now, there are certainly issues with the book. The entire book is told in a long narrative between "student" and "coach". It can get tedious at times to read the story in this fashion, and by its nature you only get to hear one person's problems or successes instead of talking about a variety of situations ("what if I have problems standing for long periods of time? What if I have short hair?"). Next, in an attempt to be cute, each page is printed on a different color of "wallpaper". It makes it hard to read. Finally, I do really appreciate that they used drawings rather than photos of women - women tend to be really judgmental / jealous when looking at photos. But that being said, many of the drawings just aren't well done, to illustrate the point they are trying to make. They should have used much more clear drawings, perhaps with arrows or lines pointing to the item they are trying to highlight.

The traits they brought out in the book really do work, and they really do matter - not just to men, but to other humans in general. It might seem "silly" that evolved, intelligent humans react to things like eye contact and posture - but then again, is it? We all want to be cared for, and we want to be with people who are happy. We take shortcuts in figuring these things out. We don't have the luxury of talking to each new person we pass at a party for 2 hours to determine in any level of detail what they are like. We make some quick guesses based on clothing, posture, body language and facial expressions and we go from there. It's how society has to work if we are going to have parties that last under 300 hours each :) This book helps you put your best foot forward in those situations, and to help others know if you are interested in them.

If you really don't believe in this book's message, try this experiment. Dress in baggy sweats, an old t-shirt, and don't comb your hair for your next party. Go in without looking at anyone, grab a drink, and curl up in a far corner, staring morosely at your drink, shoulders hunched. If anybody does approach you, it'll probably be a close friend wondering if you are OK. How we act and move DOES send a clear message to those around you. Learn to make sure that message is one you want to have sent.

7 of 8 people found the following review helpful.
Helped Me Relearn to Flirt
By Flirtatious Mom
I must be truthful. After an acrimonious divorce, I gave up on men for quite a long time. I was actually quite content working and raising my daughter. An acquaintance (with good intentions) gave me this book. At first, I was insulted. I began to browse through the book and realized it has been some time since I actually flirted with men. It is NOT like riding a bike. As I've gotten older, I realize I need to use some strategies as I no longer have the spontaneous energy that youth and beauty so graciously provide. So, I decided to try one of the tactics
at a retirement party I was invited to. Lo and behold, I managed to "flirt" and communicate my interest to one of the guests. When that worked, I decided to use some of the strategies during my daily routines.
Without going into which behaviors I chose, I can honestly say that
the guidelines helped me to meet some eligible men. Have I met Prince Charming? No. But at least I have been able to empower myself and
control the signals I now send out. After reading this book, I am less rusty in the ways of "seduction" and have some valuable tools to
change my life. I might even be willing to kiss a few frogs along the way!

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Jumat, 26 September 2014

[D130.Ebook] Ebook Introduction to Semiconductor Materials and Devices, by M. S. Tyagi

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Introduction to Semiconductor Materials and Devices, by M. S. Tyagi

This comprehensive introduction to the elementary theory and properties of semiconductors describes the basic physics of semiconductor materials and technologies for fabrication of semiconductor devices. Addresses approaches to modeling and provides details of measurement techniques. Includes numerous illustrative examples and graded problems.

  • Sales Rank: #2247416 in Books
  • Published on: 1991-03-07
  • Original language: English
  • Number of items: 1
  • Dimensions: 10.24" h x 1.42" w x 7.28" l, 2.82 pounds
  • Binding: Paperback
  • 688 pages

Review
Solutions Manual available. -- The publisher, John Wiley & Sons

From the Publisher
This comprehensive introduction to the elementary theory and properties of semiconductors describes the basic physics of semiconductor materials and technologies for fabrication of semiconductor devices. Addresses approaches to modeling and provides details of measurement techniques. Includes numerous illustrative examples and graded problems.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Excellent book for semiconductor physics
By Reviewer
I have been doing research for several years on advanced semiconductor devices and still find this book very useful. The author has deep insight into semiconductor device physics and is able to explain many subtle and often confusing ideas with clarity. I highly recommend this book if you want to do more than skim the surface of this fascinating subject.

0 of 0 people found the following review helpful.
Very good looking, 99% brand new
By Lihao Ren
Very good looking, 99% brand new, not broken that i imagine. Delivery is so fast that i received the textbook only for two days. Thanks a lot!

3 of 5 people found the following review helpful.
A comprhensive textbook
By A Customer
I studied from that book in 1992 and even though I became a circuit designer, I still find it a very valuable reference when I really want to refer to the basic theory. It is quite comprehensive and rigorous....

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Kamis, 11 September 2014

[H185.Ebook] Ebook Waterloo: The History of Four Days, Three Armies and Three Battles

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Waterloo: The History of Four Days, Three Armies and Three Battles

  • Published on: 1900
  • Binding: Paperback

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Selasa, 09 September 2014

[H513.Ebook] Ebook A Reader's Guide to T.S. Eliot a Poem , by Poem Analysis, by George Williamson

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A Reader's Guide to T.S. Eliot a Poem , by Poem Analysis, by George Williamson

  • Published on: 1958
  • Binding: Paperback

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2 of 2 people found the following review helpful.
Best Guide to TS Eliot
By Laurence Bush
The cover says "an invaluable vade mecum for general readder and student." It gives a skillful analysis of each major and many minor poems. Chapters include "Prufrock", "Ara Vos Prec", "The Waste Land and The Hollow Men", "Ariel Poems", "Unfinished and Minor Poems", "Four Quartets", "Post Script", "Bibliographical Note", "Index of Poems". The 2nd edition has an epilogue "TS Eliot: 1888-1965". Love him or hate him, this is still one of the finest books on Eliot around.

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Rabu, 03 September 2014

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The Optimal Salesperson - Mastering the Mindset of Sales Superstars and Overachievers describes in detail the essential attributes of top performers in the sales profession. Even more importantly it identifies the hidden weaknesses which prevent talented people from reaching their full potential. If you are a sales professional who has studied all of the sales techniques and are frustrated with your progress you will not only discover what is holding you back but learn how to overcome those hidden obstacles to success. If you are a business owner or VP of sales and have spent tens of thousands of dollars on sales training with little return, this book will explain why the training didn't work and where you should expend your effort in the future. Dan Caramanico and Marie Maguire have provided something for everyone who is involved in sales

  • Sales Rank: #1683573 in Books
  • Published on: 2009-09-01
  • Original language: English
  • Number of items: 1
  • Dimensions: .91" h x 5.24" w x 8.28" l, .91 pounds
  • Binding: Hardcover
  • 248 pages

Review
Dan and Marie have written the best material yet when it comes to really explaining how to overcome some of the nastiest, most powerful, most detrimental obstacles that salespeople face - their hidden weaknesses. --Dave Kurlan, president, Objective Management Group

The principles of The Optimal Salesperson quickly jump-started my early sales production and continue to help me remove personal limitations and accelerate my success in the commercial real estate industry. --Kirk K. Miller, top commercial real estate producer, Cushman & Wakefield

I searched for years for the key to sales success. Dan and Marie give a roadmap for reaching the top and they do it in an easy to read, no-nonsense format. --Bill Loftus, CEO Gestalt, Inc.

Dan and Marie capture the absolute science behind professional selling. If you are committed to reaching the top and achieving your goals, this book will change your life. It did mine. --Robert Cenci, Assistant VP, Sales Manager, Bank of America

Most helpful customer reviews

8 of 8 people found the following review helpful.
Buy Cycle
By David A. Reber
I read this book from cover to cover twice, back to back. The booked is now pretty marked up with underlinings from my Sharpie pen and I have taken nine pages of notes in my Moleskine notebook from it.

There are five parts to the book and the authors do a great job at defining and then supporting with illustrations and examples. They define the Optimal Salesperson (I), discuss how they get motivated (II) and the tools they must possess (III), and then the meat and potatoes of the book for me was identifying hidden obstacles (IV) and how to apply them to specific parts of the selling process (V).

One of the many takeaways I gained from the book was that of identifying the hidden obstacle of a Sales Rep's buying cycle. A Sales Rep will find it hard to expect their clients to buy different from the way they themselves will buy, referenced as a non-supportive buy cycle in the book. I have a report that tracks first night closes vs. the overall close rate of each Rep so I pulled that report for a complete year. I looked at two of my top Reps who produced nearly the same volume and compared their first time close rates. The Rep with the highest first time close is one of those guys that goes out and buys what he wants when he wants it. He's the guy that will buy every book offered at a seminar and if somebody is selling Girl Scout cookies in the office, they are going to get an order from him. This is not to say that he spends his money frivolously, he just makes a decision and goes with it.

The Rep with the lower first time close rate is a shopper. He will go from store to store and do loads of research on-line investing valuable time before he finally decides on making a purchase. Considering that time is money, how much does he really save? So he empathizes with a client that "needs to get other quotes" or "wants to sleep on it."

In a sales meeting I had a lot of fun with this concept of "buy cycle". Without naming names I described the characteristics of the higher first night closer and that of the lower fist night closer. As I was setting this up I could see each Rep identifying with which category they were in and then I revealed the numbers from the report on the overhead. It was a revelation to my lower first night closer that he was working twice as hard as the other guy producing the same bottom line volume because of his own buy cycle. Now that we have identified his hidden obstacle we can work towards overcoming it and making him better

Just identifying it may have done that. He came up to me shortly after that meeting telling me that he'd been thinking about taking his daughter to a Yo-Yo Ma concert for her birthday. This usually would have required a lot of shopping around and bargaining on ebay and then he would have to figure out the best section to sit in, etc. He told me that as a result of that meeting he decided to just purchase the tickets immediately and to get seats in the front middle section so they could see Yo-Yo up close. He said he realized his daughter deserved the best seats for her special night and he didn't need to waste a lot of time on getting what he decided he wanted.

This is just one example of what I learned from this book but if it were all I got, I think it was well worth the read.

In their summary on page 241 they say, "The "hard" work of sales is overcoming the hidden weaknesses that hold you back." That is so true.

I will say that one small negative is that the editing of the book was poorly done as it is covered with typographical errors throughout which was very distracting for me.

2 of 2 people found the following review helpful.
Beyond motivation and follow through
By J. Fulvio
All the tactics and enthusiasm in the world may not be enough to overcome belief system limitations -- and not just for sales people, but for would-be deal makers, those growing their own businesses and anyone else promoting an idea. The hidden obstacles examined in parts four and five of the book lay bare the reasons why even dilligent, competent, optimistic people fail to reach their full potential.

Whether you're a sales professional (and we are ALL in sales) or you're looking to become more effective with the boss, the board, investors or others you need to influence, this is a selling book that goes way beyond techniques and adrenaline.

2 of 2 people found the following review helpful.
A Must-Have Tool!!!!!
By Diana Kirschner
The Optimal Salesperson is a fantastic, in-depth, sophisticated and indispensable training tool!!! The seasoned authors possess a keen psychological depth of knowledge plus the practical step-by-step how-to's that can help you achieve sales goals beyond your wildest dreams. I have seen them do it with client after client. Buy this book for yourself and everyone on your sales team right now. You can jump forward and become a sales superstar!

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Senin, 01 September 2014

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, by Irvin B. Tucker Macroeconomics for Today (6th Edition)From South-Western College Pub

  • Sales Rank: #1265342 in Books
  • Published on: 2009-01-13
  • Number of items: 2
  • Binding: Paperback

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Christians are always seeking direction for their lives both on a grand scale and for particular situations. This book will help anyone learn how to discern God’s will and His purpose. It will appeal to youth, new graduates, and those in mid-career who want to redefine or clarify their purpose in life.

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  • Sales Rank: #1145235 in eBooks
  • Published on: 2016-04-05
  • Released on: 2016-04-05
  • Format: Kindle eBook

About the Author
Charisma House, is the leading publisher of diversified Christian resources that motivate people to fulfill God's purpose, which is greater than themselves. For over twenty-one years, Charisma House has published books that challenge, encourage, teach, and equip Christians, including eleven New York Times best sellers. Charisma House authors include dynamic Christian media personalities, such as best-selling authors Jonathan Cahn, Jentezen Franklin, Don Colbert, Joyce Meyer, and a host of others.

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