The Global Transformations Reader or Beyond Selling Value

The Global Transformations Reader: An Introduction to the Globalization Debate

Author: David Held

The world is changing dramatically and a vigorous public debate is under way about the nature and historical significance of these changes. At the centre of this debate lie conflicting claims about the extent, form and consequences of contemporary globalization. On the one hand there are the globalists, who argue that the world is being fundamentally and irreversibly transformed by globalization. On the other hand there are the sceptics, who believe that the globalists' claims are exaggerated and poorly substantiated. The sceptics contest the very idea of globalization, arguing that the power of national governments, nationalism and geopolitics remain the determining features of our age.





This completely revised and fully updated edition of The Global Transformations Reader brings together the most original contributions from both sides of the argument and from a range of disciplines. Many new chapters have been added, which incorporate the most recent developments in the debate and set these in the context of a global order that is in a constant state of flux.





Organized as an accessible and comprehensive teaching text, the Reader is divided into six sections covering all the key issues in the debate:





* controversy over the meaning, causes and historical significance of 'globalization'

* the transformation of state power and civil society;

* changing patterns of national culture;

* the power of global markets;

* global inequality and its consequences; and

* the nature of the global order and normative aspirations forits future.






The volume includes an extensive introduction by the editors, reviewing, analysing and assessing the globalization debate. Short but highly informative introductions to each section situate and contextualize the individual readings.





This Reader will be of immense value to all those interested in one of the most important debates of our time. It will appeal to students of politics, international relations, economics, sociology, geography, business studies and cultural studies.





The Global Transformations Reader is part of the internationally acclaimed series on globalization, which also includes Global Transformations: Politics, Economics and Culture and Governing Globalization: Power, Authority and Global Governance.

Table of Contents:

	Preface to the Second Edition
	Preface to the First Edition
	Sources and Acknowledgements
	Acronyms
	The Great Globalization Debate: An Introduction
1	Globalization
2	The Globalizing of Modernity
3	Rethinking Globalization
4	Globalization: What's New? What's Not? (And So What?)
5	What is 'Global' about Globalization?
6	The Problem of Globalisation Theory
7	Globalization - A Necessary Myth?
8	Clash of Globalizations
9	Globalization and American Power
10	Globalization as Empire
11	The Declining Authority of States
12	Has Globalization Ended the Rise and Rise of the Nation-State?
13	Sovereignty in International Society
14	The Changing Structure of International Law: Sovereignty Transformed?
15	The Security State
16	Governing the Global Economy Through Government Networks
17	Power Shift
18	Globalization and Modes of Regionalist Governance
19	Governance in a New Global Order
20	Encountering Globalization
21	The Globalization of Communication
22	The New Global Media
23	Globalization and Cultural Identity
24	Towards a Global Culture?
25	Global Governance and Cosmopolitan Citizens
26	A New Geo-economy
27	Global Information Capitalism
28	The Limits to Economic Globalization
29	The Nation-State in the Global Economy
30	Global Market versus the New Regionalism
31	Globalization and the Political Economy of Capitalist Democracies
32	Has Globalization Gone Too Far?
33	Global Markets and National Politics
34	The Effect of Globalization on Taxation, Institutions, and Control of the Macroeconomy
35	Patterns of Global Inequality
36	The Rise of the Fourth World
37	Are Global Poverty and Inequality Getting Worse?
38	Spreading the Wealth
39	Globalization and Gendered Inequality
40	Order, Globalizations and Inequality in World Politics
41	The Promise of Global Institutions
42	Global Governance: Prospects and Problems
43	Models of Transnational Democracy
44	Cosmopolitanism: Taming Globalization
45	Can International Organizations be Democratic? A Skeptic's View
46	The Postnational Constellation
47	Priorities of Global Justice
48	Global Civil Society
49	A World Gone Wrong?
50	Beyond the States System?
	Index

Book review: House of Mondavi or The All New Ultimate Southern Living Cookbook

Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

Author: Mark Shonka

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity.
Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.
In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships.
For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap".

Table of Contents:

	Foreword
	Preface
1	It's a Jungle Out There: Today's Selling Challenges	1
2	Bare Bones and Brass Tacks: The IMPAX Process	7
3	Digging for Clues: How to Gather and Utilize Data	33
4	Keys to the Customer Kingdom: The Five Research Elements	47
5	The Advice Squad: How to Build an Effective Coach Network	75
6	The Inside Stuff: Fundamentals of the Research Meeting	91
7	Two Feet in the Door: How to Gain Access to Senior-Level Decision Makers	121
8	The Write Stuff: Composing the Access Letter	131
9	Beyond the Gatekeeper: How to Break Through the Block	145
10	Your Moment in the Sun: The Business Presentation	177
11	Seal the Deal: The Closing Presentation	221
12	Every Shot a Bull's-Eye: Target Opportunity Selection	237
13	Sweating the Details: Opportunity Planning	245
14	"I See You Have Your Hand Raised ...": Frequently Asked Questions about the IMPAX Process	253
	Conclusion	259
	App. A: Sample Research Meeting Questions	263
	App. B: Access Letter Example	267
	App. C: Business Presentation Example (Oriented Toward Closing)	269
	App. D: Business Presentation Confirmation Letter Example	273
	App. E: Business Presentation Follow-Up Letter Example	274
	App. F: Closing Presentation Follow-Up Letter Example	275
App. G	IMPAX Target Opportunity Selection Model	276
App. H	IMPAX Opportunity Planner	277
	Index	279