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This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the Lean transformation. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers.

The time-tested Lean selling techniques described in this book have been proven to deliver profound results. In fact, it is not uncommon for sales...

Since the attacks of September 11, 2001, scholars and policy analysts in national security have turned their attention to terrorism, considering not only how to prevent future attacks but also the roots of the problem. This book offers some of the latest research in terrorism studies. The contributors examine the sources of contemporary terrorism, discussing the impact of globalization, the influence of religious beliefs, and the increasing dissatisfaction felt by the world's powerless. They consider the strategies and motivations of terrorists, offering contending perspectives on whether...

Are democracies less likely to go to war than other kinds of states? This question is of tremendous importance in both academic and policy-making circles and one that has been debated by political scientists for years. The Clinton administration, in particular, has argued that the United States should endeavor to promote democracy around the world. This timely reader includes some of the most influential articles in the debate that have appeared in the journal International Security during the past two years, adding two seminal pieces published elsewhere to make a more balanced and...

Offense-defense theory argues that the relative ease of offense and defense varies in international politics. When the offense has the advantage, military conquest becomes easier and war is more likely; the opposite is true when the defense has the advantage. The balance between offense and defense depends on geography, technology, and other factors. This theory, and the body of related theories, has generated much debate and research over the past twenty-five years.This book presents a comprehensive overview of offense-defense theory. It includes contending views on the theory and some of...