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Universally understood products can be sold by cold telephone calls, but getting hold of customers is hard. Typically two in five will be busy, in meetings, anything other than able to take your call. Once you have the person on the line, providing you come across as smart, useful, and seem genuinely concerned about finding out about their business so that you can offer them something of genuine usefulness, they are often prepared to listen. Surprisingly, big-ticket items can be sold this way. Good telephone mannerisms often come down to nothing more than treating others on the phone the way you d like to be treated yourself: polite, informative, and not wasting other people s time. Introduce yourself quickly and cleanly and try to throw in a point of contact even at the start. Good morning, I m Harold Doorknob, vice president of sales at XYZ. I was speaking to your CEO last week and he suggested I have a word with you. Can you talk now Put this way, your respondent will often say, Now is as good a time as any. If you have something interesting to say people will listen. So start off with an intriguing statement that prompts further discussion, such as We ve developed a new piece of software that may save you at least an hour a week. Knowing your workload, Charlie Topdog was wondering if you d like to evaluate it for the company.

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Recall that the 802.11a signal is constructed of 52 subcarriers ranging from index 26 to +26 with subcarrier index 0 eliminated. The subcarriers are spaced 312.5 KHz apart. Note that the EVM floor in this case is different that the previous examples due to the fact that a different device under test (DUT) was used for this measurement.

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The essence of selling is about putting yourself in your customer s shoes and explaining the product s advantages from their point of view. It s a knack. It s a habit. It s a way of thinking. It s being positive, and it is much, much more. Selling is about presenting advantages in the most acceptable way, and about giving others confidence to take a decision that is to their advantage in an area where they feel diffident about making a decision. Selling isn t about taking advantage of buyers. That s not worthy of the salesperson or their company. Even when a hustler isn t caught out, people usually sense that something s fishy or doesn t add up. They distance themselves and don t come back for more. Real selling is white knight stuff. A salesperson is partly a master of ceremonies, partly a source of authoritative information, partly a diplomat, partly a pleasant companion. That s why selling and salesmen are so fascinating.

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The rest of the features of RDF assist in increasing the composeability of statements. Two main categories of features do this: a simple container model and reification (making statements about statements). The container model allows groups of resources or values. Reification allows higher-level statements to capture knowledge about other statements. Both of these features add some complexity to RDF, so we will demonstrate them with basic examples. We need a container to model the sentence The people at the meeting were Joe, Bob, Susan, and Ralph. To do this in RDF, we create a container, called a bag, for the objects in the statement, as shown in Listing 5.3.

unsigned char pusheip[] = \x68\x00\x00\x00\x00 ; /* fill eip */ unsigned char iret[] = \xcf ; unsigned char exitsh[] = \x31\xc0\xcd\x80\xcc ; /* xorl %eax,%eax, int $0x80, int3 */

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