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| force management command of the message: SPIN® -Selling Neil Rackham, 2020-04-28 True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance. |
| force management command of the message: Jack Jack Welch, Mike Barnicle, 2001 The CEO of General Electric looks back on his distinguished career with the corporation and shares his personal philosophy of business and innovative managerial style. |
| force management command of the message: The Challenger Sale Matthew Dixon, Brent Adamson, 2011-11-10 What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth. |
| force management command of the message: Sharing Success - Owning Failure: Preparing to Command in the Twenty-First Century Air Force Colonel Usaf David L Goldfein, USAF, David L., David Goldfein, , USAF, 2012-08-17 Command is the ultimate service. It is a time when we have the singular responsibility to create and lead strong Air Force units. A time when our passion for our Air Force and our vision for its future must be overwhelmingly clear. Early in the Developing Aerospace Leaders initiative, we began to focus on the way in which the institution teaches leadership and prepares airmen for command. What we found was a wide range of practices and a wide range of expectations - a complicating factor in today's Expeditionary Aerospace Force. We realize that preparing our officers to command effective, mission-oriented units must be a deliberate process. It must develop our unique airman perspective, creating commanders who are able to communicate the vision, have credibility in the mission area, and can lead our people with inspiration and heart. The foundation of our institution's effectiveness has always been its leaders. Colonel Goldfein's work provides valuable lessons learned and serves as a worthwhile tool to optimize your effectiveness as a squadron commander. This book is a must-read, not only for those selected to command a squadron but for all our young officers, helping them understand what the requirements of squadron command will be. Remember, command is a unique privilege - a demanding and crucial position in our Air Force. Sharing Success - Owning Failure takes you a step closer to successfully meeting that challenge. |
| force management command of the message: Department of Defense Dictionary of Military and Associated Terms United States. Joint Chiefs of Staff, 1979 |
| force management command of the message: SNAP Selling Jill Konrath, 2010-05-27 Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment. |
| force management command of the message: Leading the Sales Force René Y. Darmon, 2007 A guide for sales managers, presenting an integrative vision of the complex sales force system. |
| force management command of the message: Commanding an Air Force Squadron Col Usaf Timmons, Timothy, Timothy T. Timmons, 2012-08-07 The privilege of commanding an Air Force squadron, despite its heavy responsibilities and unrelenting challenges, represents for many Air Force officers the high point of their careers. It is service as a squadron commander that accords true command authority for the first time. The authority, used consistently and wisely, provides a foundation for command. As with the officer's commission itself, command authority is granted to those who have earned it, both by performance and a revealed capacity for the demands of total responsibility. But once granted, it much be revalidated every day. So as one assumes squadron command, bringing years of experience and proven record to join with this new authority, one might still need a little practical help to success with the tasks of command. This book offers such help. “Commanding an Air Force Squadron” brings unique and welcome material to a subject other books have addressed. It is rich in practical, useful, down-to-earth advice from officers who have recently experienced squadron command. The author does not quote regulations, parrot doctrine, or paraphrase the abstractions that lace the pages of so many books about leadership. Nor does he puff throughout the manuscript about how he did it. Rather, he presents a digest of practical wisdom based on real-world experience drawn from the reflection of many former commanders from any different types of units. He addresses all Air Force squadron commanders, rated and nonrated, in all sorts of missions worldwide. Please also see a follow up to this book entitled “Commanding an Air Force Squadron in the Twenty-First Century (2003)” by Jeffry F. Smith, Lieutenant Colonel, USAF. |
| force management command of the message: Team of Teams Gen. Stanley McChrystal, Tantum Collins, David Silverman, Chris Fussell, 2015-05-12 From the New York Times bestselling author of My Share of the Task and Leaders, a manual for leaders looking to make their teams more adaptable, agile, and unified in the midst of change. When General Stanley McChrystal took command of the Joint Special Operations Task Force in 2004, he quickly realized that conventional military tactics were failing. Al Qaeda in Iraq was a decentralized network that could move quickly, strike ruthlessly, then seemingly vanish into the local population. The allied forces had a huge advantage in numbers, equipment, and training—but none of that seemed to matter. To defeat Al Qaeda, they would have to combine the power of the world’s mightiest military with the agility of the world’s most fearsome terrorist network. They would have to become a team of teams—faster, flatter, and more flexible than ever. In Team of Teams, McChrystal and his colleagues show how the challenges they faced in Iraq can be relevant to countless businesses, nonprofits, and organizations today. In periods of unprecedented crisis, leaders need practical management practices that can scale to thousands of people—and fast. By giving small groups the freedom to experiment and share what they learn across the entire organization, teams can respond more quickly, communicate more freely, and make better and faster decisions. Drawing on compelling examples—from NASA to hospital emergency rooms—Team of Teams makes the case for merging the power of a large corporation with the agility of a small team to transform any organization. |
| force management command of the message: MEDDICC Andy Whyte, 2020-11-25 What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator. |
| force management command of the message: The World Wide Military Command and Control System evolution and effectiveness David Eric Pearson, 2000 Perhaps the best single way to summarize it is to view the book as a bureaucratic or organizational history. What the author does is to take three distinct historical themes-organization, technology, and ideology and examine how each contributed to the development of WWMCCS and its ability (and frequent inability) to satisfy the demands of national leadership. Whereas earlier works were primarily descriptive, cataloguing the command and control assets then in place or under development, The book offers more analysis by focusing on the issue of how and why WWMCCS developed the way it did. While at first glance less provocative, this approach is potentially more useful for defense decision makers dealing with complex human and technological systems in the post-cold-war era. It also makes for a better story and, I trust, a more interesting read. By necessity, this work is selective. The elements of WWMCCS are so numerous, and the parameters of the system potentially so expansive, that a full treatment is impossible within the compass of a single volume. Indeed, a full treatment of even a single WWMCCS asset or subsystem-the Defense Satellite Communications System, Extremely Low Frequency Communications, the National Military Command System, to name but a few-could itself constitute a substantial work. In its broadest conceptualization, WWMCCS is the world, and my approach has been to deal with the head of the octopus rather than its myriad tentacles. |
| force management command of the message: Defense Support of Civil Authorities (ADP 3-28) Headquarters Department of the Army, 2019-09-27 Army doctrine publication (ADP) 3-28 is the doctrinal foundation for the Army's contribution to defense support of civil authorities (DSCA). ADP 3-28 explains how the Army conducts DSCA missions and National Guard civil support missions as part of unified land operations. ADP 3-28 focuses on achieving unity of effort among the Army battalions, brigades, division headquarters, and Army Service component commands conducting DSCA with support from the institutional force and in cooperation with joint and interagency partners. (See Introductory Figure, on page viii for the complete ADP 3-28 logic chart.) The principal audience for ADP 3-28 is all members of the Army profession. Commanders and staffs of Army headquarters serving as joint task force headquarters should also refer to applicable joint doctrine concerning the range of military operations and joint forces. |
| force management command of the message: Command and Control Eric Schlosser, 2013-09-17 The Oscar-shortlisted documentary Command and Control, directed by Robert Kenner, finds its origins in Eric Schlosser's book and continues to explore the little-known history of the management and safety concerns of America's nuclear aresenal. “A devastatingly lucid and detailed new history of nuclear weapons in the U.S. Fascinating.” —Lev Grossman, TIME Magazine “Perilous and gripping . . . Schlosser skillfully weaves together an engrossing account of both the science and the politics of nuclear weapons safety.” —San Francisco Chronicle A myth-shattering exposé of America’s nuclear weapons Famed investigative journalist Eric Schlosser digs deep to uncover secrets about the management of America’s nuclear arsenal. A groundbreaking account of accidents, near misses, extraordinary heroism, and technological breakthroughs, Command and Control explores the dilemma that has existed since the dawn of the nuclear age: How do you deploy weapons of mass destruction without being destroyed by them? That question has never been resolved—and Schlosser reveals how the combination of human fallibility and technological complexity still poses a grave risk to mankind. While the harms of global warming increasingly dominate the news, the equally dangerous yet more immediate threat of nuclear weapons has been largely forgotten. Written with the vibrancy of a first-rate thriller, Command and Control interweaves the minute-by-minute story of an accident at a nuclear missile silo in rural Arkansas with a historical narrative that spans more than fifty years. It depicts the urgent effort by American scientists, policy makers, and military officers to ensure that nuclear weapons can’t be stolen, sabotaged, used without permission, or detonated inadvertently. Schlosser also looks at the Cold War from a new perspective, offering history from the ground up, telling the stories of bomber pilots, missile commanders, maintenance crews, and other ordinary servicemen who risked their lives to avert a nuclear holocaust. At the heart of the book lies the struggle, amid the rolling hills and small farms of Damascus, Arkansas, to prevent the explosion of a ballistic missile carrying the most powerful nuclear warhead ever built by the United States. Drawing on recently declassified documents and interviews with people who designed and routinely handled nuclear weapons, Command and Control takes readers into a terrifying but fascinating world that, until now, has been largely hidden from view. Through the details of a single accident, Schlosser illustrates how an unlikely event can become unavoidable, how small risks can have terrible consequences, and how the most brilliant minds in the nation can only provide us with an illusion of control. Audacious, gripping, and unforgettable, Command and Control is a tour de force of investigative journalism, an eye-opening look at the dangers of America’s nuclear age. |
| force management command of the message: How to Say It: Business to Business Selling Geoffrey James, 2011-12-06 There are approximately 35 million business to business sales reps in the country selling everything from books and computers to furniture and flooring. They know as well as anyone that selling to other businesses is not the same as selling to consumers. Businesses have different budgets, needs, demands, and expectations from those of general consumers. That means an entirely different skill set is required of business to business sales reps. How to Say It: Business to Business Selling is the only book of its kind that caters exclusively to business to business sales professionals. Its short chapters provide tips and strategies tailored especially for the unique business to business selling process. You'll learn how to: Motivate Yourself to Sell Craft an Elevator Pitch Find Hot Sales Leads Make a Cold Call Use Voicemail to Sell Give a Sales Presentation Write a Sales Proposal Give a Product Demo Negotiate the Best Deal Close a Sale Create a Powerful Sales Process Sell to Top Executives Build Sales Partnerships Get a Customer Referral Accelerate Your Sales Cycle With How to Say It: Business to Business Selling you can sell business to business like a seasoned pro. |
| force management command of the message: The Qualified Sales Leader John McMahon, 2021-04-22 The learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO Sprinklr Almost monthly someone asks me, “When are you going to write a book”. When I ask, “Why?”, people tell me, “Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces”, Why: 62% of sales reps fail, not because they couldn’t sell but because they were assigned the wrong accounts. Sales leaders don’t align skillsets to account complexity. Sales rep attrition at most SaaS companies is over 20% Sales leaders can’t recruit A players Sales Leaders don’t coach their reps on deal advancement issues Most sales leaders are “glorified scorekeepers” Most sales leader don’t motivate their sales team They’re focused on deals, not rep competency Sales forecasts are inaccurate because most reps game the CRM system. Sales team leaders lack qualification of sales stage exit criteria Many salesforces only win 50% of their proof of concepts They can’t frame a winning POC Criteria 8 of 10 executive buyers say the sales meetings they take are a waste of time. Sales reps lack the ability to sell business value. 42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don’t quantify critical business pain to create a buying influence. Reps can’t find high-level business champions, only low-level coaches They can’t find pain above the noise. Many reps find pain but can’t attract a champion They’re selfishly focused on closing a sale instead of earning trust. Most reps say they feel out of control during the sales process. Reps can’t find a champion to help them control the process. 50% of reps say they can’t overcome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling. Their reps aren’t immersed in the customer conversation. The reps are “thinking”, not “knowing” the key elements of the customer use case Top sales leaders will find the answers to these issues and more in The Qualified Sales Leader |
| force management command of the message: It's Your Ship Captain D. Michael Abrashoff, 2007-10-15 The legendary New York Times bestselling tale of top-down change for anyone trying to navigate today's uncertain business seas. When Captain Abrashoff took over as commander of USS Benfold, it was like a business that had all the latest technology but only some of the productivity. Knowing that responsibility for improving performance rested with him, he realized he had to improve his own leadership skills before he could improve his ship. Within months, he created a crew of confident and inspired problem-solvers eager to take the initiative and responsibility for their actions. The slogan on board became It's your ship, and Benfold was soon recognized far and wide as a model of naval efficiency. How did Abrashoff do it? Against the backdrop of today's United States Navy, Abrashoff shares his secrets of successful management including: See the ship through the eyes of the crew: By soliciting a sailor's suggestions, Abrashoff drastically reduced tedious chores that provided little additional value. Communicate, communicate, communicate: The more Abrashoff communicated the plan, the better the crew's performance. His crew eventually started calling him Megaphone Mike, since they heard from him so often. Create discipline by focusing on purpose: Discipline skyrocketed when Abrashoff's crew believed that what they were doing was important. Listen aggressively: After learning that many sailors wanted to use the GI Bill, Abrashoff brought a test official aboard the ship-and held the SATs forty miles off the Iraqi coast. From achieving amazing cost savings to winning the highest gunnery score in the Pacific Fleet, Captain Abrashoff's extraordinary campaign sent shock waves through the U.S. Navy. It can help you change the course of your ship, no matter where your business battles are fought. |
| force management command of the message: The Armed Forces Officer U.S. Department of Defense, 2007-05 An ethics handbook for a profession unlike any other |
| force management command of the message: History of the Unified Command Plan Edward J. Drea, 2013 |
| force management command of the message: Strategies to Enhance Air Force Communication with Internal and External Audiences National Academies of Sciences, Engineering, and Medicine, Division on Engineering and Physical Sciences, Air Force Studies Board, Committee on Strategies to Enhance Air Force Communication with Internal and External Audiences: A Workshop, 2016-01-27 The U.S. Air Force (USAF) helps defend the United States and its interests by organizing, training, and equipping forces for operations in and through three distinct domains-air, space, and cyberspace. The Air Force concisely expresses its vision as Global Vigilance, Global Reach, and Global Power for America. Operations within each of these domains are dynamic, take place over large distances, occur over different operational timelines, and cannot be routinely seen or recorded, making it difficult for Airmen, national decision makers, and the American People to visualize and comprehend the full scope of Air Force operations. As a result, the Air Force faces increasing difficulty in succinctly and effectively communicating the complexity, dynamic range, and strategic importance of its mission to Airmen and to the American people. To address this concern, the Chief of Staff of the USAF requested that the National Academies of Sciences, Engineering, and Medicine convene a workshop to explore options on how the Air Force can effectively communicate the strategic importance of the Service, its mission, and the role it plays in the defense of the United States. Participants worked to address the issues that a diverse workforce encompassing a myriad of backgrounds, education, and increasingly diverse current mission sets drives the requirement for a new communication strategy. The demographics of today's Air Force creates both a unique opportunity and a distinct challenge to Air Force leadership as it struggles to communicate its vision and strategy effectively across several micro-cultures within the organization and to the general public. This report summarizes the presentations and discussions from the workshop. |
| force management command of the message: Lorenz on Leadership Stephen R Lorenzt, Air Force Research Institute, 2012-10-01 |
| force management command of the message: Drive Daniel H. Pink, 2011-04-05 The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live. |
| force management command of the message: Ask a Manager Alison Green, 2018-05-01 From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together |
| force management command of the message: Professional Journal of the United States Army , 2016-07 |
| force management command of the message: Management of a Sales Force Rosann L. Spiro, Gregory A. Rich, William J. Stanton, 2008 Updated to reflect the latest, cutting-edge issues, including technology and Internet selling, this book features a strong emphasis on relationship selling and particularly the use of team-selling. Most chapters have a 'team-box' highlighting the principles within a given chapter as they relate to managing selling teams. |
| force management command of the message: Microservices Patterns Chris Richardson, 2018-10-27 A comprehensive overview of the challenges teams face when moving to microservices, with industry-tested solutions to these problems. - Tim Moore, Lightbend 44 reusable patterns to develop and deploy reliable production-quality microservices-based applications, with worked examples in Java Key Features 44 design patterns for building and deploying microservices applications Drawing on decades of unique experience from author and microservice architecture pioneer Chris Richardson A pragmatic approach to the benefits and the drawbacks of microservices architecture Solve service decomposition, transaction management, and inter-service communication Purchase of the print book includes a free eBook in PDF, Kindle, and ePub formats from Manning Publications. About The Book Microservices Patterns teaches you 44 reusable patterns to reliably develop and deploy production-quality microservices-based applications. This invaluable set of design patterns builds on decades of distributed system experience, adding new patterns for composing services into systems that scale and perform under real-world conditions. More than just a patterns catalog, this practical guide with worked examples offers industry-tested advice to help you design, implement, test, and deploy your microservices-based application. What You Will Learn How (and why!) to use microservices architecture Service decomposition strategies Transaction management and querying patterns Effective testing strategies Deployment patterns This Book Is Written For Written for enterprise developers familiar with standard enterprise application architecture. Examples are in Java. About The Author Chris Richardson is a Java Champion, a JavaOne rock star, author of Manning’s POJOs in Action, and creator of the original CloudFoundry.com. Table of Contents Escaping monolithic hell Decomposition strategies Interprocess communication in a microservice architecture Managing transactions with sagas Designing business logic in a microservice architecture Developing business logic with event sourcing Implementing queries in a microservice architecture External API patterns Testing microservices: part 1 Testing microservices: part 2 Developing production-ready services Deploying microservices Refactoring to microservices |
| force management command of the message: Mediating the Message in the 21st Century Pamela J. Shoemaker, Stephen D. Reese, 2013-10-30 Hailed as one of the most significant books of the twentieth century by Journalism and Mass Communication Quarterly, Mediating the Message has long been an essential text for media effects scholars and students of media sociology. This new edition of the classic media sociology textbook now offers students a comprehensive, theoretical approach to media content in the twenty-first century, with an added focus on entertainment media and the Internet. |
| force management command of the message: Joint Training Manual for the Armed Forces of the United States , 1996 |
| force management command of the message: Company Command John G. Meyer, 1996 A Dutch-Uncle approach to advising those who assume first command. Written by an Army officer primarily for Army company commanders, the book contains information, suggestions, & insights applicable to other services. A ready reference for the company commander. Identifies tasks to complete & how to set new directions for the company; inspires confidence to command with authority. Includes chapters on military justice & administrative law matters. Comprehensive do's & don'ts of a winning command philosophy. |
| force management command of the message: User's Guide for JOPES (Joint Operation Planning and Execution System). United States. Joint Chiefs of Staff, 1995 |
| force management command of the message: How Good Do You Want to Be? Nick Saban, Brian Curtis, 2007-01-23 The winning philosophy for creating and inspiring success that will help you triumph at work and in life from renowned football coach Nick Saban—with a foreword by Bill Belichick Excellence doesn’t happen overnight. It comes from hard work, consistency, the drive to be the best, and a passion for what you do. Few understand this better than Nick Saban. With more than three decades of experience as a player and coach, Saban has worked alongside some of the game’s legends and has seen firsthand how great leaders encourage greatness in others. In this candid and thoughtful guide, he shares his unique wisdom: • Organization, Organization, Organization: Create an environment where everybody knows his or her responsibilities—and each is responsible to the entire group. • Motivate to Dominate: Understand the psychology of teams and individuals, and use that knowledge to breed success. • No Other Way than Right: Practice ethics and values—and demand the same from your team. • Look in the Mirror: Maintain an understanding of who you are by knowing your strengths and your weaknesses. How Good Do You Want to Be? is more than the story of how Nick Saban motivates his staff and players to excel—it is also the memoir of one of America’s most successful coaches. Filled with instructive anecdotes and illuminated by never-before-told stories of his life and career, this is a book that challenges and inspires us all to be our best. |
| force management command of the message: Sales Differentiation Lee B. Salz, 2018-09-18 If we don't drop our price, we will lose the deal. That's the desperate cry from salespeople as they try to win deals in competitive marketplaces. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want,the strategy needed is differentiation. Most executives think marketing is the sole source of differentiation. But what about the sales function of the company? This commonly neglected differentiation opportunity provides a multitude of ways to stand out from the competition. This groundbreaking book teaches you how to develop those strategies. In Sales Differentiation, sales management strategist, Lee B. Salz presents nineteen easy-to-implement concepts to help salespeople win deals while protecting margins. These concepts apply to any salesperson in any industry and are based on the foundation that how you sell, not just what you sell, differentiates you. The strategies are presented in easy-to-understand stories and can quickly be put into practice. Divided into two sections, the what you sell chapters help salespeople: Recognize that the expression we are the best causes differentiation to backfire. Avoid the introspective question that frustrates salespeople and ask the right question to fire them up. Understand what their true differentiators are and how to effectively position them with buyers. Find differentiators in every nook and cranny of the company using the six components of the Sales Differentiation Universe. Create strategies to position differentiators so buyers see value in them. The how you sell section teaches salespeople how to provide meaningful value to buyers and differentiate themselves in every stage of the sales process. This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Shape buyer decision criteria around differentiators. Turn a commoditized Request for Proposal (RFP) process into a differentiation opportunity. Use a buyer request for references as a way to stand out from the competition. Leverage the irrefutable, most powerful differentiator...themselves. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want. |
| force management command of the message: Joint Mission Essential Task List (JMETL) Development Handbook United States. Joint Chiefs of Staff, 1995 The process of JMETL development involves the examination of the missions of a combatant commander, subordinate joint force commander, and functional or Service component commanders in order to establish required warfighting capabilities consisting of joint tasks, conditions, and standards. This handbook is intended to assist the combatant commands describe required capabilities in a form useful in the planning, execution and assessment phases of the joint training system. Further, it should aid resource providers and the Joint Staff in examining and coordinating joint training requirements among a number of combatant commands with diverse missions. The next phase of the joint training system begins with the development of a joint training plan delineating how combatant commanders allocate their joint training resources to meet JMETL requirements. |
| force management command of the message: Public Statements of Donald H. Rumsfeld, Secretary of Defense, 2001 Donald Rumsfeld, 2001 |
| force management command of the message: 16 Cases of Mission Command Donald P., Donald Wright, Ph. D., Ph D Donald P Wright, 2013-12 For the US Army to succeed in the 21st Century, Soldiers of all ranks must understand and use Mission Command. Mission Command empowers leaders at all levels, allowing them to synchronize all warfighting functions and information systems to seize, retain, and exploit the initiative against a range of adversaries. This collection of historical vignettes seeks to sharpen our understanding of Mission Command philosophy and practice by providing examples from the past in which Mission Command principles played a decisive role. Some vignettes show junior officers following their commander's intent and exercising disciplined initiative in very chaotic combat operations. Others recount how field grade officers built cohesive teams that relied on mutual trust to achieve key operational objectives. Each historical account is complemented by an annotated explanation of how the six Mission Command principles shaped the action. For this reason, the collection is ideal for leader development in the Army school system as well as for unit and individual professional development. Mission Command places great responsibility on our Soldiers. |
| force management command of the message: Extreme Ownership Jocko Willink, Leif Babin, 2017-11-21 An updated edition of the blockbuster bestselling leadership book that took America and the world by storm, two U.S. Navy SEAL officers who led the most highly decorated special operations unit of the Iraq War demonstrate how to apply powerful leadership principles from the battlefield to business and life. Sent to the most violent battlefield in Iraq, Jocko Willink and Leif Babin’s SEAL task unit faced a seemingly impossible mission: help U.S. forces secure Ramadi, a city deemed “all but lost.” In gripping firsthand accounts of heroism, tragic loss, and hard-won victories in SEAL Team Three’s Task Unit Bruiser, they learned that leadership—at every level—is the most important factor in whether a team succeeds or fails. Willink and Babin returned home from deployment and instituted SEAL leadership training that helped forge the next generation of SEAL leaders. After departing the SEAL Teams, they launched Echelon Front, a company that teaches these same leadership principles to businesses and organizations. From promising startups to Fortune 500 companies, Babin and Willink have helped scores of clients across a broad range of industries build their own high-performance teams and dominate their battlefields. Now, detailing the mind-set and principles that enable SEAL units to accomplish the most difficult missions in combat, Extreme Ownership shows how to apply them to any team, family or organization. Each chapter focuses on a specific topic such as Cover and Move, Decentralized Command, and Leading Up the Chain, explaining what they are, why they are important, and how to implement them in any leadership environment. A compelling narrative with powerful instruction and direct application, Extreme Ownership revolutionizes business management and challenges leaders everywhere to fulfill their ultimate purpose: lead and win. |
| force management command of the message: Alarm Management for Process Control, Second Edition Doug Rothenberg, 2018-02 This book elevates alarm management from a fragmented collection of procedures, metrics, experiences, and trial-and-error, to the level of a technology discipline. It provides a complete treatment of best practices in alarm management. The technology and approaches found here provide the opportunity to completely understand the what, the why, and the how of successful alarm systems. No modern industrial enterprise, particularly in such areas as chemical processing, can operate without a secure and reliable infrastructure of alarms and controls-they are an integral part of all production management and control systems. Improving alarm management is an effective way to provide operators with high-value support and guidance to successfully manage industrial plant operations. Readers will find: Recommendations and guidelines are developed from fundamental concepts to provide powerful technical tools and workable approaches; Alarms are treated as indicators of abnormal situations, not simply sensor readings that might be out of position; Alarm improvement is intimately linked to infrastructure management, including the vital role of plant maintenance to alarm management, the need to manage operators' charter to continue to operate during abnormal situations vs. cease operation, and the importance of situation awareness without undue reliance upon alarms. The ability to appreciate technical issues is important, but this book requires no previous specific technical, educational, or experiential background. The style and content are very accessible to a broad industrial audience from board operator to plant manager. All critical tasks are explained with workflow processes, examples, and insight into what it all means. Alternatives are offered everywhere to enable users to tailor-make solutions to their particular sites. |
| force management command of the message: Mission Command in the 21st Century Nathan K. Finney, Jonathan P. Klug, 2016-03 |
| force management command of the message: DOD Reorganization Implementation United States. Congress. House. Committee on Armed Services. Subcommittee on Investigations, 1988 |
| force management command of the message: The U.S. Army Operating Concept U.s. Army Training and Doctrine Command, 2014-10-09 This book describes how future Army forces, as part of joint, interorganizational, and multinational efforts, operate to accomplish campaign objectives and protect U.S. national interests. It describes the Army's contribution to globally integrated operations, and addresses the need for Army forces to provide foundational capabilities for the Joint Force and to project power onto land and from land across the air, maritime, space, and cyberspace domains. The Army Operating Concept guides future force development through the identification of first order capabilities that the Army must possess to accomplish missions in support of policy goals and objectives. |
| force management command of the message: HEARINGS ON MILITARY POSTURE , 1980 |
Force - Wikipedia
Forces can be described as a push or pull on an object. They can be due to phenomena such as gravity, magnetism, or anything that might cause a mass to accelerate. In physics, a force is …
FORCE Definition & Meaning - Merriam-Webster
Jun 3, 2012 · The meaning of FORCE is strength or energy exerted or brought to bear : cause of motion or change : active power. How to use force in a sentence. Synonym Discussion of Force.
Force | Definition & Formula | Britannica
Force, in mechanics, any action that tends to maintain or alter the motion of a body or to distort it. The concept of force is commonly explained in terms of Isaac Newton’s three laws of motion. …
Types of Forces: Definitions and Examples - Science Facts
Mar 23, 2023 · A force is a push or a pull acting on an object due to its interaction with another object. It causes a stationary object to move and a moving object to come to a stop. Force is a …
Force Definition in Science - Science Notes and Projects
Mar 30, 2022 · The normal force is the force exerted upon an object that is in contact with a surface. The force of gravity is the attractive force between two masses. Weight is the …
What is Force? - BYJU'S
In Physics, force is defined as: The push or pull on an object with mass causes it to change its velocity. Force is an external agent capable of changing a body’s state of rest or motion. It has …
The Meaning of Force - The Physics Classroom
A force is a push or pull upon an object resulting from the object's interaction with another object. Whenever there is an interaction between two objects, there is a force upon each of the …
FORCE | English meaning - Cambridge Dictionary
A force is a power that causes an object to move or that changes movement.
Force - HyperPhysics
Force. One of the foundation concepts of physics, a force may be thought of as any influence which tends to change the motion of an object.
What is Force | NIST - National Institute of Standards and …
Sep 11, 2009 · When we push or pull on a body, we are said to exert a force on it. Forces can also be exerted by inanimate objects. For example, a locomotive exerts a force on a train it is …
Force - Wikipedia
Forces can be described as a push or pull on an object. They can be due to phenomena such as gravity, magnetism, or anything that might cause a mass to accelerate. In physics, a force is an …
FORCE Definition & Meaning - Merriam-Webster
Jun 3, 2012 · The meaning of FORCE is strength or energy exerted or brought to bear : cause of motion or change : active power. How to use force in a sentence. Synonym Discussion of Force.
Force | Definition & Formula | Britannica
Force, in mechanics, any action that tends to maintain or alter the motion of a body or to distort it. The concept of force is commonly explained in terms of Isaac Newton’s three laws of motion. …
Types of Forces: Definitions and Examples - Science Facts
Mar 23, 2023 · A force is a push or a pull acting on an object due to its interaction with another object. It causes a stationary object to move and a moving object to come to a stop. Force is a …
Force Definition in Science - Science Notes and Projects
Mar 30, 2022 · The normal force is the force exerted upon an object that is in contact with a surface. The force of gravity is the attractive force between two masses. Weight is the …
What is Force? - BYJU'S
In Physics, force is defined as: The push or pull on an object with mass causes it to change its velocity. Force is an external agent capable of changing a body’s state of rest or motion. It has a …
The Meaning of Force - The Physics Classroom
A force is a push or pull upon an object resulting from the object's interaction with another object. Whenever there is an interaction between two objects, there is a force upon each of the objects. …
FORCE | English meaning - Cambridge Dictionary
A force is a power that causes an object to move or that changes movement.
Force - HyperPhysics
Force. One of the foundation concepts of physics, a force may be thought of as any influence which tends to change the motion of an object.
What is Force | NIST - National Institute of Standards and …
Sep 11, 2009 · When we push or pull on a body, we are said to exert a force on it. Forces can also be exerted by inanimate objects. For example, a locomotive exerts a force on a train it is pulling …
