David Jacoby

The customary treatment of Mediterranean trade from the 11th to the mid-15th century emphasizes the predominance of western merchants and the commercial exchange of spices and eastern raw materials for western woollens and other finished products. The studies in this collection, the sixth by David Jacoby to be published in the Variorum series, adopt a different perspective. They underscore the economic vitality of various countries bordering the eastern Mediterranean, their industrial capacity, the importance of exchanges between them, and the important contribution of the merchants based in that region to trans-Mediterranean trade. They also illustrate the role of hitherto neglected commodities, such as timber, iron, silk and cheese, in that trade.

Byzantium, the Crusader Levant, Egypt and Italy

Commercial Exchange Across the Mediterranean

Trade, shipping, military conquest, migration and settlement in the eastern Mediterranean of the 10th-15th centuries generated multiple encounters between states, social and 'national' groups, and individuals belonging to Latin Christianity, Byzantium and the Islamic world. The nature of these encounters varied widely, depending on whether they were the result of cooperation, rivalry or clashes between states, the outcome of Latin conquest, which altered the social and legal status of indigenous subjects, or the result of economic activity. They had wide-ranging social and economic repercussions, and shaped both individual and collective perceptions and attitudes. These often differed, depending upon 'nationality', standing within the dominant or subject social strata, or purely economic considerations. In any event, at the individual level common economic interests transcended collective 'national' and cultural boundaries, except in times of crisis. The studies in this latest collection by David Jacoby explore the multiple facets of these eastern Mediterranean encounters and their impact upon individual economic activities, with special attention to the 'other', outsiders in foreign environments, foreign privileged versus indigenous traders, the link between governmental intervention, 'naturalization', and fiscal status, as well as the interaction between markets and peasants.

Latins, Greeks and Muslims: Encounters in the Eastern Mediterranean, 10th-15th Centuries

Norman Behar

Ray Makela

Managing a sales team is one of the most important and challenging positions in a company, and it requires a unique set of skills. Unfortunately, many sales managers spend much of their day putting out fires, and moving from problem to problem. Their days consist of an overwhelming number of activities including respond to urgent request from their bosses, resolving customer issues and complaints, and dealing with disgruntled employees. In addition, they find themselves sitting in meetings that run way too long, and submitting countless sales forecasts to satisfy upper management. As a result, sales managers get caught up in a daily grind and end their work week exhausted and feeling like they have little control over their destiny. In The High-Impact Sales Manager, you'll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to: Hire the best people and hold them accountable Manage sales performance by focusing on the underlying behaviors that drive performance Consistently produce accurate sales forecasts Provide personalized sales coaching that results in better skills and higher win rates Motivate and inspire your team to greatness Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success. About the Authors Norman Behar is a proven sales leader with over 25 years of CEO and senior sales management experience. He is recognized as a thought leader in the sales training industry, and has worked with clients in a wide range of industries including financial services, healthcare, technology, manufacturing, and distribution. Norman's white papers and blog posts are frequently featured in leading trade publications. Previously, Norman served as President and CEO of Catapult, Inc., a leading provider of personal computer training services, where he oversaw operations and managed growth prior to the company's acquisition by IBM. Norman received his B.A. from the Foster School of Business at the University of Washington, where he graduated Summa Cum Laude. David Jacoby has extensive experience developing and implementing innovative sales training and sales leadership development solutions for clients. David is a thought leader in instructional design and the use of innovative technologies to deliver industry leading online sales training programs. Previously, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs and financing activities. Before joining Xylo, David was a corporate attorney with Skadden, Arps, Slate, Meagher & Flom LLP, where he practiced in the firm's mergers & acquisitions group. David received his J.D. from the Columbia University School of Law, where he was a Harlan Fiske Stone Scholar, and received his B.A. from the University of Washington, where he graduated Summa Cum Laude. Ray Makela has over 25 years of management, consulting, and sales experience. As a Managing Director at Sales Readiness Group, Ray currently oversees all client engagements. Previously, Ray served as Chief Customer Officer (CCO) at Codesic Consulting, where he was responsible for business development, managing customer relationships, and the development and implementation of Codesic's sales-training initiatives. Ray has also held management positions at Accenture and Claremont Technology Group where he was a management consultant in the Change Management practice. Prior to his consulting career, Ray served as a Division Officer and NROTC Instructor in the US Navy. Ray earned his B.A in Speech Communications from the University of Washington and an M.P.A. in Public Administration and Information Systems Management from the University of Southern California."

A No-Nonsense, Practical Guide to Improve Your Team's Sales Performance

The High-Impact Sales Manager

The Economist

Globalisation, technology and an increasingly competitive business environment have encouraged huge changes in what is known as supply chain management, the art of sourcing components and delivering finished goods to the customer as cost effectively and efficiently as possible. Dell transformed the way people bought and were able to customise computers. Wal-Mart and Tesco have used their huge buying power and logistical skills to ensure the supply and stock management of their stores is finely honed. Manufacturers now make sure that components are where they are needed on the production line just in time for when they are needed and no longer. Such finessing of the way the supply chain works boosts the corporate bottom line and can make the difference between being a market leader or an also ran. This guide explores all the different aspects of supply chain management and gives hundreds of real life examples of what firms have achieved in the field.

David Jacoby

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