Paul Reilly - Böcker

The global, go-to guide that started the Value Selling Revolution—now updated for today’s market“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. 

Digital imaging techniques have been rapidly adopted within archaeology and cultural heritage practice for the accurate documentation of cultural artefacts. But what is a digital image, and how does it relate to digital photography? The authors of this book take a critical look at the practice and techniques of digital imaging from the stance of digital archaeologists, cultural heritage practitioners and digital artists. Borrowing from the feminist scholar Karen Barad, the authors ask what happens when we diffract the formal techniques of archaeological digital imaging through a different set of disciplinary concerns and practices. Diffracting exposes the differences between archaeologists, heritage practitioners and artists, and foregrounds how their differing practices and approaches enrich and inform each other. How might the digital imaging techniques used by archaeologists be adopted by digital artists, and what are the potentials associated with this adoption? Under the gaze of fine artists, what happens to the fidelity of the digital images made by archaeologists, and what new questions do we ask of the digital image? How can the critical approaches and practices of fine artists inform the future practice of digital imaging in archaeology and cultural heritage? Diffracting Digital Images will be of interest to students and scholars in archaeology, cultural heritage studies, anthropology, fine art, digital humanities, and media theory.

Traditional methods of making archaeological data available are becoming increasingly inadequate. Thanks to improved techniques for examining data from multiple viewpoints, archaeologists are now in a position to record different kinds of data, and to explore that data more fully than ever before. The growing availablility of computer networks and other technologies means that communication should become increasingly available to international archaeologists. Will this result in the democratisation of archaeological knowledge on a global basis? Contributors from Western and Eastern Europe, the Far East, Africa and the Americas seek to answer this and other questions about the way in which modern technology is revolutionising archaeological knowledge.

Traditional methods of making archaeological data available are becoming increasingly inadequate. Thanks to improved techniques for examining data from multiple viewpoints, archaeologists are now in a position to record different kinds of data, and to explore that data more fully than ever before. The growing availablility of computer networks and other technologies means that communication should become increasingly available to international archaeologists. Will this result in the democratisation of archaeological knowledge on a global basis? Contributors from Western and Eastern Europe, the Far East, Africa and the Americas seek to answer this and other questions about the way in which modern technology is revolutionising archaeological knowledge.

Can the Internet really make a difference for groups who wish to either support or challenge a peace process? This book explores the ways in which civil and uncivil groups in Northern Ireland use the Internet during a period of conflict transformation, with a particular emphasis on their framing of their positions in respect of the acceptability of political violence and their attitudes to the peace process. In this way it represents the first comparative study of how Loyalist and Republican ideologies are projected in the online sphere. The book considers whether there are any qualitative differences between the online framing of terrorist-linked groups and the constitutional parties in the region. These research issues are addressed through the analysis of Loyalist and Republicans websites in 2004 and 2005, a period before the advent of Web 2.0 in which these websites were the only visible presence of these actors in cyberspace. The book concludes by considering the implications of these website strategies for community relations in Northern Ireland today. The websites of rival residents’ groups are examined to determine whether the Internet is a safe environment in which these groups can foster better cross-community relations, and perhaps even bridging social capital, across sectarian interfaces. This book will be of interest to students and scholars of political communication, Northern Ireland, the Internet and civil society.

How are platforms such as Facebook and Twitter used by citizens to frame contentious parades and protests in ‘post-conflict’ Northern Ireland? What do these contentious episodes tell us about the potential of information and communication technologies to promote positive intergroup contact in the deeply divided society? These issues are addressed in what is the first in-depth qualitative exploration of how social media were used during the union flag protests (December 2012-March 2013) and the Ardoyne parade disputes (July 2014 and 2015). The book focuses on the extent to which affective publics, mobilised and connected via expressions of solidarity on social media, appear to escalate or de-escalate sectarian tensions caused by these hybrid media events. It also explores whether citizen activity on these online platforms has the potential to contribute to peacebuilding in Northern Ireland.

Digital imaging techniques have been rapidly adopted within archaeology and cultural heritage practice for the accurate documentation of cultural artefacts. But what is a digital image, and how does it relate to digital photography? The authors of this book take a critical look at the practice and techniques of digital imaging from the stance of digital archaeologists, cultural heritage practitioners and digital artists. Borrowing from the feminist scholar Karen Barad, the authors ask what happens when we diffract the formal techniques of archaeological digital imaging through a different set of disciplinary concerns and practices. Diffracting exposes the differences between archaeologists, heritage practitioners and artists, and foregrounds how their differing practices and approaches enrich and inform each other. How might the digital imaging techniques used by archaeologists be adopted by digital artists, and what are the potentials associated with this adoption? Under the gaze of fine artists, what happens to the fidelity of the digital images made by archaeologists, and what new questions do we ask of the digital image? How can the critical approaches and practices of fine artists inform the future practice of digital imaging in archaeology and cultural heritage? Diffracting Digital Images will be of interest to students and scholars in archaeology, cultural heritage studies, anthropology, fine art, digital humanities, and media theory.

This book explores how both elite and non-elite actors frame societal threats such as the refugee crisis and COVID-19 using both digital and traditional media. It also explores ways in which the framing of these issues as threatening can be challenged using these platforms.People typically experience societal threats such as war and terrorism through the media they consume, both on and offline. Much of the research in this area to date focuses on either how political and media elites present these issues to citizens, or audience responses to these frames. This book takes a different approach by focusing on how issues such as the refugee crisis and the COVID-19 pandemic are both constructed and deconstructed in an era of hybrid media. It draws on a range of traditional and innovative research methodologies to explore how these issues are framed as ‘threats’ within deeply mediatized societies, ranging from content analysis of newspaper coverage of the Macedonian name dispute in Greece to investigating conspiratorial communities on YouTube using Systemic Functional Linguistics. In doing so, this book enriches our understanding of not only how civil and uncivil actors frame these issues, but also their impact on societal resilience towards future crises.(De)constructing Societal Threats During Times of Deep Mediatization will be a key resource for academics, researchers, and advanced students of Communication Studies, Media Studies, Journalism, Cultural Studies, Research Methods, Sociology and Politics. The chapters included in this book were originally published as a special issue of The Communication Review.

This book explores how both elite and non-elite actors frame societal threats such as the refugee crisis and COVID-19 using both digital and traditional media. It also explores ways in which the framing of these issues as threatening can be challenged using these platforms.People typically experience societal threats such as war and terrorism through the media they consume, both on and offline. Much of the research in this area to date focuses on either how political and media elites present these issues to citizens, or audience responses to these frames. This book takes a different approach by focusing on how issues such as the refugee crisis and the COVID-19 pandemic are both constructed and deconstructed in an era of hybrid media. It draws on a range of traditional and innovative research methodologies to explore how these issues are framed as ‘threats’ within deeply mediatized societies, ranging from content analysis of newspaper coverage of the Macedonian name dispute in Greece to investigating conspiratorial communities on YouTube using Systemic Functional Linguistics. In doing so, this book enriches our understanding of not only how civil and uncivil actors frame these issues, but also their impact on societal resilience towards future crises.(De)constructing Societal Threats During Times of Deep Mediatization will be a key resource for academics, researchers, and advanced students of Communication Studies, Media Studies, Journalism, Cultural Studies, Research Methods, Sociology and Politics. The chapters included in this book were originally published as a special issue of The Communication Review.

How are platforms such as Facebook and Twitter (now X) used by citizens to frame contentious parades and protests in ‘post-conflict’ Northern Ireland? What do these contentious episodes tell us about the potential of information and communication technologies to promote positive intergroup contact in the deeply divided society? These issues are addressed in what is the first in-depth qualitative exploration of how social media channels were used during the union flag protests (December 2012—March 2013) and the Ardoyne parade disputes (July 2014 and 2015). This updated version also examines the role of online platforms in the April 2021 'Brexit riots'. The book focuses on the extent to which affective publics, mobilised and connected via expressions of solidarity on social media, appear to escalate or de-escalate sectarian tensions caused by these hybrid media events. It also explores whether citizen activity on these online platforms has the potential to contribute to peacebuilding in Northern Ireland.