The implications of service-dominant logic and integrated solutions on the sales function

This study explores the implications of an organization moving toward service-dominant logic (S-D logic) on the sales function. Driven by its customers’ needs, a service orientation by its nature requires personal interaction and sales personnel are in an ideal position to develop offerings with the customer. However, the development of S-D logic may require sales staff to develop additional skills. Employing a single case study, the study identified that sales personnel are quick to appreciate the advantages of S-D logic for customer satisfaction and six specific skills were highlighted and explored. Further, three propositions were identified: in an organization adopting S-D logic, the sales process needs to elicit needs at both embedded-value and value-in-use levels. In addition, the sales process needs to coproduce not just goods and service attributes but also attributes of the customer’s usage processes. Further, the sales process needs to coproduce not just goods and service attributes but also attributes of the customer’s usage processes.

A new genus and new species of fan worms (Polychaeta: Sabellidae) from Atlantic and Pacific Oceans-the formal treatment of taxon names as explanatory hypotheses

Members of Parasabella minuta Treadwell, 1941, subsequently moved to Perkinsiana, were collected during a survey of rocky intertidal polychaetes along the state of Sao Paulo, Brazil. Additional specimens, which are referred to two new species, were also found in similar habitats from the Bocas del Toro Archipelago, Caribbean Panama, and Oahu Island, Hawaii. A phylogenetic analysis of Sabellinae, including members of P. minuta and the two new species, provided justification for establishing a new generic hypothesis, Sabellomma gen. nov., for these individuals. Formal definitions are also provided for Sabellomma minuta gen. nov., comb. nov., S. collinae gen. nov., spec. nov., and S. harrisae gen. nov., spec. nov., along with descriptions of individuals to which these hypotheses apply. The generic name Aracia nom. nov., is provided to replace Kirkia Nogueira, Lopez and Rossi, 2004, pre-occupied by a mollusk.

Alternative splicing, muscle calcium sensitivity, and the modulation of dragonfly flight performance

Calcium sensitivity of myosin cross-bridge activation in striated muscles commonly varies during ontogeny and in response to alterations in muscle usage, but the consequences for whole-organism physiology are not well known. Here we show that the relative abundances of alternatively spliced transcripts of the calcium regulatory protein troponin T (TnT) vary widely in flight muscle of Libellula pulchella dragonflies, and that the mixture of TnT splice variants explains significant portions of the variation in muscle calcium sensitivity, wing-beat frequency, and an index of aerodynamic power output during free flight. Two size-distinguishable morphs differ in their maturational pattern of TnT splicing, yet they show the same relationship between TnT transcript mixture and calcium sensitivity and between calcium sensitivity and aerodynamic power output. This consistency of effect in different developmental and physiological contexts strengthens the hypothesis that TnT isoform variation modulates muscle calcium sensitivity and whole-organism locomotor performance. Modulating muscle power output appears to provide the ecologically important ability to operate at different points along a tradeoff between performance and energetic cost.

General Lee.

"In this volume the attempt has been made to imperfectly supply the great desire to have something from Robert E. Lee's pen, by introducing, at the periods referred to, such extracts from his private letters as would be of great interest. He is thus made, for the first time, to give his impressions and opinions on most of the great events with which he was so closely connected"--Preface.

Complete works /

[1] Queen Hortense and short stories.--[2] Mad and short stories.--[3] Madame Tellier's establishment and short stories.--[4] The window and short stories.

... Complete works of Guy de Maupassant ...

v. 1. The window, and short stories.--v. 2. Strong as death, Useless beauty, and short stories.--v. 3. Afloat, In the sunlight, The windering life, The Rondoli sister, and short stories.--v. 4. Pierre and Jean, Ball-of-Tallow, and short stories.--v. 5. Belami, Mademoiselle Pearl, and short stories.--v. 6. A life, unedited stories not found in other editions.--v. 7. Our heart, Sundays of a Parisian.--v. 8. Mont-Oriol, three plays, Yvette, and three short stories.--v. 9. Poetry, Allouma, and short stories.

Our Alma mater in Texas and the Southwest ...

Cover title: The University of Virginia in Texas and the Southwest ...

The boys' book of scouts /

George Rogers Clark -- David Crockett -- Samuel Houston -- Christopher (Kit) Carson -- Richard Wooton -- William Frederick Cody -- Belzy Dodd -- George Croghan -- Daniel Boone -- Francis Marion -- Samuel Brady -- Lewis and Clark -- Zebulon Montgomery Pike -- Andrew Lewis -- General Henry W. Lawton -- Joseph, the Nez Percé -- Old John Smith -- Rube Stevens -- General George A. Custer -- James Bridger.

Questions and answers on government inspection of processed fruits and vegetables /

"Issued April 1946."

UM Men's Swimming Team, 1958, diving team

Front Row: John C. Smith, Theodore C. Reissing, Richard D. Hanley, Cyrus C. Hopkins, Anthony Tashnick, Carl T. Woolley, Peter H. Fries

Middle Row: Thomas W. Prunk, M. Allen Maten, Jr., Myril Kaplan, Brian L. Browne, Edward R. Pongracz, Jim Tanner, E. Lee Fitzhugh.

Back Row: diving coach Bruce Harlan, head coach Gus Stager, manager Ray Haselby, Tony A. Turner, Edward W. Cole, Richard J. Kimball, Alvaro Gaxiola, Theodore Pong.

Achieving a strategic sales focus: contemporary issues and future challenges.

The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.

Niveles de actividad física en los periodos de recreo de niños y adolescentes en un colegio distrital de Bogotá

Objetivo: determinar los niveles de actividad física (AF) de niños y adolescentes entre 10 y 17 años durante los periodos de recreo escolar en un colegio distrital de Bogotá. Método: estudio de corte transversal en un colegio distrital de la localidad de Puente Aranda en Bogotá. Fueron observados a través del sistema de observación de juego y de actividad en el tiempo libre en jóvenes (SOPLAY) los niveles y tipos de AF de niños y adolescentes en los periodos de recreo durante tres semanas, utilizando una condición de observación diferente para cada semana. Adicionalmente, las condiciones del contexto de las áreas recreo deportivas fueron evaluadas. Resultados: las prevalencias de escolares sedentarios fueron de 52,4 %, 77,3 % y 64,9 % durante la 1ª, 2ª y 3ª semana respectivamente. El sexo femenino fue más sedentario con el masculino (57 %, 82 % y 73 % vs 45 %, 70 % y 54 %) para cada semana observada. Se obtuvieron diferencias significativas (p<0,05) en los niveles de AF de los escolares. Conclusión: niños y adolescentes presentan elevadas prevalencias de sedentarismo siendo las actividades más frecuentes estar sentado, de pie o acostado durante los periodos de recreo. El sexo masculino mostró porcentajes superiores de participación en AF moderadas vigorosas. Las áreas recreo deportivas no contaban con condiciones del contexto relacionadas con disponibilidad de equipamiento para realizar AF ni existencia de actividades organizadas. Son necesarios programas e intervenciones eficaces que promuevan la AF en niños y adolescentes durante el recreo de la jornada escolar.