Mastering the Requirements Process

Mastering the Requirements Process
  • Author : Suzanne Robertson,James Robertson
  • Publisher : Addison-Wesley
  • Pages : 600
  • Relase : 2012-08-06
  • ISBN : 9780132942843

Mastering the Requirements Process Book Review:

“If the purpose is to create one of the best books on requirements yet written, the authors have succeeded.” —Capers Jones Software can solve almost any problem. The trick is knowing what the problem is. With about half of all software errors originating in the requirements activity, it is clear that a better understanding of the problem is needed. Getting the requirements right is crucial if we are to build systems that best meet our needs. We know, beyond doubt, that the right requirements produce an end result that is as innovative and beneficial as it can be, and that system development is both effective and efficient. Mastering the Requirements Process: Getting Requirements Right, Third Edition, sets out an industry-proven process for gathering and verifying requirements, regardless of whether you work in a traditional or agile development environment. In this sweeping update of the bestselling guide, the authors show how to discover precisely what the customer wants and needs, in the most efficient manner possible. Features include The Volere requirements process for discovering requirements, for use with both traditional and iterative environments A specification template that can be used as the basis for your own requirements specifications Formality guides that help you funnel your efforts into only the requirements work needed for your particular development environment and project How to make requirements testable using fit criteria Checklists to help identify stakeholders, users, non-functional requirements, and more Methods for reusing requirements and requirements patterns New features include Strategy guides for different environments, including outsourcing Strategies for gathering and implementing requirements for iterative releases “Thinking above the line” to find the real problem How to move from requirements to finding the right solution The Brown Cow model for clearer viewpoints of the system Using story cards as requirements Using the Volere Knowledge Model to help record and communicate requirements Fundamental truths about requirements and system development

Mastering the Requirements Process

Mastering the Requirements Process
  • Author : Suzanne Robertson,James Robertson
  • Publisher : Pearson Education
  • Pages : 541
  • Relase : 2012
  • ISBN : 9780321815743

Mastering the Requirements Process Book Review:

"Mastering the Requirements Process: Getting Requirements Right" sets out an industry-proven process for gathering and verifying requirements, regardless of whether you work in a traditional or agile development environment. In this sweeping update of the bestselling guide, the authors show how to discover precisely what the customer wants and needs, in the most efficient manner possible.

Mastering Non-Functional Requirements

Mastering Non-Functional Requirements
  • Author : Sameer Paradkar
  • Publisher : Packt Publishing Ltd
  • Pages : 230
  • Relase : 2017-05-18
  • ISBN : 9781788297899

Mastering Non-Functional Requirements Book Review:

This book covers the most critical 24 NFRs that are applicable to IT applications and systems. About This Book Explains three stages of nonfunctional requirements, that is, analysis, architecture, and assessment In-depth knowledge of NFR framework and taxonomy that provides guidance around the modelling phase for the NFRs Coverage of 24 critical and pivotal NFRs, including the analysis, architecture, and assessment. Who This Book Is For The primary audience for this title are the gamut of roles starting from IT consultant to chief architects who are responsible to deliver strategic, tactical, and operational engagements for fortune 100 customers worldwide. Nonfunctional requirements are the key to any software / IT program. They cannot be overlooked or ignored. The book provides a comprehensive approach from analysis, architecture, and measurement of nonfunctional requirements. The book includes considerations for bespoke (Java, .Net, and COTS applications). These are applicable to IT applications from various domains. The book outlines the methodology for capturing the NFRs and also describes a framework that can be leveraged by analysts and architects for tackling NFRs for various engagements. The audience for this book include business analysts, enterprise architects, business architects, solution architects, technical architects/designers, domain/security/integration architects, software developers, support engineers and test engineers, technical project managers, project leads/technical leads/technical project managers, and students from the computer science/IT stream What You Will Learn Learn techniques related to the analysis, architecture, and monitoring of NFRs Understand the various tools, techniques, and processes in order to improve the overall quality of the desired outcomes Embrace the best practices of architecting, metrics, and success factors for NFRs Identify the common pitfalls to be avoided and the patterns to leverage Understand taxonomy and framework for NFRs Learn the design guidelines for architecting applications and systems relating to NFRs Abstract different methodologies to analyze and gather NFRs In Detail Non-functional Requirements are key to any software/IT program and cannot be overlooked or ignored. This book provides a comprehensive approach to the analysis, architecture, and measurement of NFRs. It includes considerations for bespoke Java, .NET, and COTS applications that are applicable to IT applications/systems in different domains. The book outlines the methodology for capturing the NFRs and also describes a framework that can be leveraged by analysts and architects for tackling NFRs for various engagements. This book starts off by explaining the various KPIs, taxonomies, and methods for identifying NFRs. Learn the design guidelines for architecting applications and systems relating to NFRs and design principles to achieve the desired outcome. We will then move on to various key tiers/layers and patterns pertaining to the business, database, and integrating tiers. After this, we will dive deep into the topics pertaining to techniques related to monitoring and measurement of NFRs, such as sizing, analytical modeling, and quality assurance. Lastly, we end the book by describing some pivotal NFRs and checklists for the software quality attributes related to the business, application, data, and infrastructure domains. Style and approach The book takes a pragmatic approach, describing various techniques related to the analysis of NFRs, the architecture of NFRs, and assessment of NFRs.

Determining Project Requirements

Determining Project Requirements
  • Author : Hans Jonasson
  • Publisher : CRC Press
  • Pages : 403
  • Relase : 2016-04-19
  • ISBN : 9781498760027

Determining Project Requirements Book Review:

Good requirements do not come from a tool, or from a customer interview. They come from a repeatable set of processes that take a project from the early idea stage through to the creation of an agreed-upon project and product scope between the customer and the developer.From enterprise analysis and planning requirements gathering to documentation,

Seven Steps to Mastering Business Analysis

Seven Steps to Mastering Business Analysis
  • Author : Barbara A. Carkenord
  • Publisher : J. Ross Publishing
  • Pages : 384
  • Relase : 2009
  • ISBN : 9781604270075

Seven Steps to Mastering Business Analysis Book Review:

"This book provides a "how to" approach to mastering business analysis work. It will help build the skill sets of new analysts and all those currently doing analysis work, from project managers to project team members such as systems analysts, product managers and business development professionals, to the experienced business analyst. It also covers the tasks and knowledge areas for the new 2008 v.2 of The Guide to the Business Analysis Body of Knowledge (BABOK) and will help prepare business analysts for the HBA CBAP certification exam."--BOOK JACKET.

Mastering the Process

Mastering the Process
  • Author : Elizabeth George
  • Publisher : Penguin
  • Pages : 336
  • Relase : 2020-04-07
  • ISBN : 9781984878328

Mastering the Process Book Review:

As the author of twenty-four novels, Elizabeth George is one of the most successful--and prolific--novelists today. In Mastering the Process, George offers readers a master class in the art and science of crafting a novel. This is a subject she knows well, having taught creative writing both nationally and internationally for over thirty years. "I have never before read a book about writing that is so thorough, thoughtful, and most of all, helpful." --Lisa See, New York Times bestselling author of The Island of Sea Women For many writers, the biggest challenge is figuring out how to take that earliest glimmer of inspiration and shape it into a full-length novel. How do you even begin to transform a single idea into a complete book? In these pages, award-winning, number one New York Times bestselling author Elizabeth George takes us behind the scenes through each step of her writing process, revealing exactly what it takes to craft a novel. Drawing from her personal photos, early notes, character analyses, and rough drafts, George shows us every stage of how she wrote her novel Careless in Red, from researching location to imagining plot to creating characters to the actual writing and revision processes themselves. George offers us an intimate look at the procedures she follows, while also providing invaluable advice for writers about what has worked for her--and what hasn't. Mastering the Process gives writers practical, prescriptive, and achievable tools for creating a novel, editing a novel, and problem solving when in the midst of a novel, from a master storyteller writing at the top of her game.

Mastering Statistical Process Control

Mastering Statistical Process Control
  • Author : Tim Stapenhurst
  • Publisher : Routledge
  • Pages : 456
  • Relase : 2013-05-13
  • ISBN : 9781136379109

Mastering Statistical Process Control Book Review:

Mastering Statistical Process Control shows how to understand business or process performance more clearly and more effectively. This practical book is based on a rich and varied selection of case studies from across industry and commerce, including material from the manufacturing, extractive and service sectors. It will enable readers to understand how SPC can be used to maximum effect, and will deliver more effective monitoring, control and improvement in systems, processes and management. The common obstacle to successful use of SPC is getting bogged down with control charts, forgetting that visual representation of data is but a tool and not an end in itself. Mastering SPC demonstrates how statistical tools are applied and used in reality. This is a book that will open up the power of SPC for many: managers, quality professionals, engineers and analysts, as well as students, will welcome the clarity and explanation that it brings to understanding the use and benefit of SPC in a wide range of engineering, production and service situations. Key case studies include using SPC to: · Measure quality and human factors · Monitor process performance accurately over long periods · Develop best-practice benchmarks using control charts · Maximise profitability of fixed assets · Improve customer service and satisfaction

Major Label Mastering

Major Label Mastering
  • Author : Evren Göknar
  • Publisher : CRC Press
  • Pages : 180
  • Relase : 2020-03-24
  • ISBN : 9781351673136

Major Label Mastering Book Review:

Major Label Mastering: Professional Mastering Process distills 25 years of mastering experience at Capitol Records into practical understandings and reliable systems. Containing unparalleled insights, this book reveals the mastering tricks and techniques used by Evren Göknar at one of the world’s most notable record labels. Beginning with the requisite competencies every Mastering Engineer must develop, Major Label Mastering delves into the particulars of the mastering studio, as well as fundamental mastering tools. Included among these tools is The Five Step Mastering Process, a rigorously tested system that equips the practitioner to successfully and confidently master a project to exacting standards of audio fidelity. Covering all bases, the book discusses both macro and micro considerations: from mindset approach and connecting with clients down to detailed guidelines for processing audio, advanced methods, and audio restoration. Each chapter ends with exercises intended to deepen understanding and skill, or to supplement course study. Suitable for all levels, this is a unique resource for students, artists, and recording and Mastering Engineers alike. Major Label Mastering is supplemented by digital resources including audio examples and video tutorials.

Mastering Software Project Requirements

Mastering Software Project Requirements
  • Author : Barbara Davis
  • Publisher : J. Ross Publishing
  • Pages : 296
  • Relase : 2013-09-15
  • ISBN : 9781604270914

Mastering Software Project Requirements Book Review:

This book is a concise step-by-step guide to building and establishing the frameworks and models for the effective management and development of software requirements. It describes what great requirements must look like and who the real audience is for documentation. It then explains how to generate consistent, complete, and accurate requirements in exacting detail following a simple formula across the full life cycle from vague concept to detailed design-ready specifications. Mastering Software Project Requirements will enable business analysts and project managers to decompose high-level solutions into granular requirements and to elevate their performance through due diligence and the use of better techniques to meet the particular needs of a given project without sacrificing quality, scope, or project schedules. J. Ross Publishing offers an add-on at a nominal cost — Downloadable, customizable tools and templates ready for immediate implementation.

Mastering Your Organization's Processes

Mastering Your Organization's Processes
  • Author : John O'Connell,Jon Pyke,Roger Whitehead
  • Publisher : Cambridge University Press
  • Pages : 270
  • Relase : 2006-01-19
  • ISBN : 0521839750

Mastering Your Organization's Processes Book Review:

Book assisting understanding and implementation of Business Process Management for managers and MBA students.

Mastering the Complex Sale

Mastering the Complex Sale
  • Author : Jeff Thull
  • Publisher : John Wiley and Sons
  • Pages : 304
  • Relase : 2010-03-10
  • ISBN : 0470632593

Mastering the Complex Sale Book Review:

Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Mastering the Instructional Design Process

Mastering the Instructional Design Process
  • Author : William J. Rothwell,Bud Benscoter,Marsha King,Stephen B. King
  • Publisher : John Wiley & Sons
  • Pages : 432
  • Relase : 2015-12-29
  • ISBN : 9781118947135

Mastering the Instructional Design Process Book Review:

A comprehensive framework for effective real-world instructional design Mastering the Instructional Design Process provides step-by-step guidance on the design and development of an engaging, effective training program. The focus on core competencies of instructional system design helps you develop your skills in a way that's immediately applicable to real-world settings, and this newly updated fifth edition has been revised to reflect the new IBSTPI Competencies and Standards for Instructional Design. With a solid foundation of researched and validated standards, this invaluable guide provides useful insight and a flexible framework for approaching instructional design from a practical perspective. Coverage includes the full range of design considerations concerning the learners, objectives, setting, and more, and ancillaries include design templates, PowerPoint slides, lecture notes, and a test bank help you bring these competencies to the classroom. Instructional design is always evolving, and new trends are emerging to meet the ever-changing needs of learners and exploit the newest tools at our disposal. This book brings together the latest developments and the most effective best practices to give you a foolproof framework for successfully managing instructional design projects. Detect and solve human performance problems Analyze needs, learners, work settings, and work Establish performance objectives and measurements Deliver effective instruction in a variety of scenarios Effective training programs don't just happen. Instructional design is a complex field, and practitioners must be skilled in very specific areas to deliver a training program that engages learners and makes the learning 'stick.' Mastering the Instructional Design Process is a comprehensive handbook for developing the skillset that facilitates positive training outcomes.

Mastering the Instructional Design Process

Mastering the Instructional Design Process
  • Author : William J. Rothwell,H. C. Kazanas
  • Publisher : John Wiley & Sons
  • Pages : 528
  • Relase : 2011-01-06
  • ISBN : 0470573708

Mastering the Instructional Design Process Book Review:

The fourth edition of Mastering the Instructional Design Process has been completely revised and updated and is based on the instructional design competencies of the International Board of Standards of Performance and Instruction (IBSTPI). The book identifies the core competencies of instructional system design and presents them in a way that helps to develop these competencies and apply them successfully in real-world settings. This comprehensive resource covers the full range of topics for understanding and mastering the instructional design process including: detecting and solving human performance problems; analyzing needs, learners, work settings, and work; establishing performance objectives and performance measurements; delivering the instruction effectively; and managing instructional design projects successfully.

Writing With Power

Writing With Power
  • Author : Peter Elbow
  • Publisher : Oxford University Press
  • Pages : 416
  • Relase : 1998-07-09
  • ISBN : 9780199741045

Writing With Power Book Review:

A classic handbook for anyone who needs to write, Writing With Power speaks to everyone who has wrestled with words while seeking to gain power with them. Here, Peter Elbow emphasizes that the essential activities underlying good writing and the essential exercises promoting it are really not difficult at all. Employing a cookbook approach, Elbow provides the reader (and writer) with various recipes: for getting words down on paper, for revising, for dealing with an audience, for getting feedback on a piece of writing, and still other recipes for approaching the mystery of power in writing. In a new introduction, he offers his reflections on the original edition, discusses the responses from people who have followed his techniques, how his methods may differ from other processes, and how his original topics are still pertinent to today's writer. By taking risks and embracing mistakes, Elbow hopes the writer may somehow find a hold on the creative process and be able to heighten two mentalities--the production of writing and the revision of it. From students and teachers to novelists and poets, Writing with Power reminds us that we can celebrate the uses of mystery, chaos, nonplanning, and magic, while achieving analysis, conscious control, explicitness, and care in whatever it is we set down on paper.

Mastering the Job Search Process in Recreation and Leisure Services

Mastering the Job Search Process in Recreation and Leisure Services
  • Author : Craig Ross,Brent Beggs,Sarah J. Young
  • Publisher : Jones & Bartlett Learning
  • Pages : 218
  • Relase : 2011-04-18
  • ISBN : 9780763777616

Mastering the Job Search Process in Recreation and Leisure Services Book Review:

Mastering the Job Search Process in Recreation and Leisure Services, Second Edition, is a practical guide full of tools and advice for recreation and leisure service professionals. This book simplifies the process of securing a job in recreation and leisure service by explaining every step from both an employer’s and applicant’s point of view. Based on years of experience in the hiring process, this book reflects research conducted with over one thousand recreation and leisure services practitioners involved in the job search process. The book includes their advice as well as secrets to success.

Mastering Guitar Technique: Process and Essence

Mastering Guitar Technique: Process and Essence
  • Author : CHRISTOPHER BERG
  • Publisher : Mel Bay Publications
  • Pages : 144
  • Relase : 2011-02-25
  • ISBN : 9781610650588

Mastering Guitar Technique: Process and Essence Book Review:

This book assumes a modest music reading ability and some familiarity with basic classic guitar technique. A comprehensive, exploration of the requirements for developing effortless and musically sensitive guitar technique.

Beyond Requirements

Beyond Requirements
  • Author : Kent J. McDonald
  • Publisher : Addison-Wesley Professional
  • Pages : 304
  • Relase : 2015-08-29
  • ISBN : 9780133039856

Beyond Requirements Book Review:

Satisfy Stakeholders by Solving the Right Problems, in the Right Ways In Beyond Requirements , Kent J. McDonald shows how applying analysis techniques with an agile mindset can radically transform analysis from merely “gathering and documenting requirements” to an important activity teams use to build shared understanding. First, McDonald discusses the unique agile mindset, reviews the key principles underlying it, and shows how these principles link to effective analysis. Next, he puts these principles to work in four wide-ranging and thought-provoking case studies. Finally, he drills down on a full set of techniques for effective agile analysis, using examples to show how, why, and when they work. McDonald’s strategies will teach you how to understand stakeholders’ needs, identify the best solution for satisfying those needs, and build a shared understanding of your solution that persists throughout the product lifecycle. He also demonstrates how to iterate your analysis, taking advantage of what you learn throughout development, testing, and deployment so that you can continuously adapt, refine, and improve. Whether you’re an analysis practitioner or you perform analysis tasks as a developer, manager, or tester, McDonald’s techniques will help your team consistently find and deliver better solutions. Coverage includes Core concepts for analysis: needs/ solutions, outcome/output, discovery/delivery Adapting Lean Startup ideas for IT projects: customer delivery, build–measure–learn, and metrics Structuring decisions, recognizing differences between options and commitments, and overcoming cognitive biases Focusing on value: feature injection, minimum viable products, and minimum marketable features Understanding how analysis flows alongside your project’s lifecycle Analyzing users: mapping stakeholders, gauging commitment, and creating personas Understanding context: performing strategy (enterprise) analysis Clarifying needs: applying decision filters, assessing project opportunities, stating problems Investigating solutions: impact and story mapping, collaborative modeling, and acceptance criteria definition Kent J. McDonald uncovers better ways of delivering value. His experience includes work in business analysis, strategic planning, project management, and product development in the financial services, health insurance, performance marketing, human services, nonprofit, and automotive industries. He has a BS in industrial engineering from Iowa State University and an MBA from Kent State University. He is coauthor of Stand Back and Deliver: Accelerating Business Agility (Addison-Wesley, 2009).

Mastering Microsoft Dynamics 365 Implementations

Mastering Microsoft Dynamics 365 Implementations
  • Author : Eric Newell
  • Publisher : John Wiley & Sons
  • Pages : 416
  • Relase : 2021-04-27
  • ISBN : 9781119789338

Mastering Microsoft Dynamics 365 Implementations Book Review:

Confidently shepherd your organization’s implementation of Microsoft Dynamics 365 to a successful conclusion In Mastering Microsoft Dynamics 365 Implementations, accomplished executive, project manager, and author Eric Newell delivers a holistic, step-by-step reference to implementing Microsoft’s cloud-based ERP and CRM business applications. You’ll find the detailed and concrete instructions you need to take your implementation project all the way to the finish line, on-time, and on-budget. You’ll learn: The precise steps to take, in the correct order, to bring your Dynamics 365 implementation to life What to do before you begin the project, including identifying stakeholders and building your business case How to deal with a change management throughout the lifecycle of your project How to manage conference room pilots (CRPs) and what to expect during the sessions Perfect for CIOs, technology VPs, CFOs, Operations leaders, application directors, business analysts, ERP/CRM specialists, and project managers, Mastering Microsoft Dynamics 365 Implementations is an indispensable and practical reference for guiding your real-world Dynamics 365 implementation from planning to completion.

Becoming a Supply Chain Leader

Becoming a Supply Chain Leader
  • Author : Sourya Datta,Sudip Das,Debasis Bagchi
  • Publisher : CRC Press
  • Pages : 466
  • Relase : 2021-10-21
  • ISBN : 9781000427141

Becoming a Supply Chain Leader Book Review:

The book explains how to emerge and grow as a supply chain leader and details supply chain and procurement processes and operational activities in real-work scenarios across multiple supply chain verticals. The book defines what an entry-level supply chain professional must do to excel in various types of supply chain verticals such as IT, electronics manufacturing, pharmaceutical, retail, and consumer goods. Apart from helping professionals understand vertical specific nuances, this book helps them to set both short-term goals for annual performance review and longer-term career planning. In addition, for a mid- or senior-level supply chain professional, the book offers ideas on ways to launch initiatives and demonstrate leadership to foster career growth. It offers ideas about unlocking new values for the organization and creating a data-driven decision support platform to gain financial efficiency for better management of CapEx and OpEx spend, thus improving the bottom line. The book includes a tool kit which includes operational data models, financial models, and presentation templates for creating and socializing proposals intended for cross-functional teams and demonstrating supply chain leadership. The book is divided into four major parts. In Part I, the book starts with an overview of key concepts in a manufacturing supply chain and procurement organization. It describes current forms of modern global supply chain and corporate procurement organizations. The objective of Part II is to provide a framework for a self-directed supply chain manager to understand how a large organization evaluates the contribution of supply chain managers and where it expects them to create value. To foster career growth as a supply chain professional, the book identifies six key knowledge pillars for demonstrating supply chain mastery: Technical and market knowledge of the end product and its constituents. Knowledge of internal product development and sustaining processes and supporting consumption data. Health and market condition of the supplier. Ability to create value. Ability to build internal and external executive relationships with key influencers. Ability to obtain best cost without compromising on quality and lead time. Negotiating cost, sourcing material, and then the logistics of moving the raw material through multiple stages and finally finished materials across the globe are some of the key areas which need continuous improvement. As a sentinel of efficiency, removing any kind of wastage leads to immediate value creation and contributes to the margin by improving the bottom line. In Part III, the book reviews twelve such verticals namely printer, medical, IT, energy, automotive, cloud, dairy, data management, avionics, biotech, apparel and start up and the supply chain nuances through the lenses of the framework created in Part II. In Part IV, the book goes back to focus on the professional growth of an individual supply chain person in an industry agnostic way. It provides examples of financial and operational efficiencies that a supply chain professional can create.

Mastering Your Sales Process

Mastering Your Sales Process
  • Author : David Masover
  • Publisher : Booksurge Publishing
  • Pages : 208
  • Relase : 2010-02-04
  • ISBN : 1439268959

Mastering Your Sales Process Book Review:

For salespeople at all levels, a practical guide designed to personalize the sales process, increase efficiency, maximize sales, and create satisfaction for sales staff, management, and clients alike.