Free Ebook Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

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Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

Free Ebook Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers, by Geoffrey A. Moore

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Review

"Crossing the Chasm should be the Bible for high-tech companies looking for direction with marketing and distribution challenges. Geoff's model corresponds directly to the launch of Lotus Notes and continues to shape our marketing programs." -- Robert K. Weller S.V.P., North American Business Group"Crossing the Chasm truly addresses the subtleties of high-tech marketing. We have embraced many of the concepts in the book and it has become a 'bestseller' with Unisys." -- James A. Unruh, CEO, Unisys"If you find yourself wondering why it is that the majority of potential buyers for your newest breakthrough technology are not as enthusiastic as your early adopters, read this book or risk joining the others at the bottom of the high-tech abyss." -- Jim Kouzes, coauthor of The Leadership Challenge, author of Credibility, President of the Tom Peters Group/Learning Systems

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About the Author

Geoffrey A. Moore is the author of Escape Velocity, Inside the Tornado, and Living on the Fault Line.

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Product details

Paperback: 226 pages

Publisher: HarperBusiness; Revised edition (July 7, 1999)

Language: English

ISBN-10: 9780066620022

ISBN-13: 978-0066620022

ASIN: 0066620023

Product Dimensions:

5.5 x 0.8 x 8 inches

Shipping Weight: 7.2 ounces (View shipping rates and policies)

Average Customer Review:

4.2 out of 5 stars

169 customer reviews

Amazon Best Sellers Rank:

#250,708 in Books (See Top 100 in Books)

The author's emphasis is on distinguishing between the selling and marketing tactics for the early innovators versus the mainstream customers. There is a chasm between the innovators and mainstream market and the author dedicates the book outlining the various steps a high tech company should perform to successfully navigate through the chasm.Some key points and lessons learned:- It is important to maintain momentum in order to create a bandwagon effect that makes it natural for the next group to want to buy in.- Early adopters want a change agent while the early majority looks for productivity improvement for existing operations - they want an evolution not revolution.- Vapor vare should be avoided during chasm crossing - Vapor vare is pre-announcing and pre-marketing a product which still requires significant development.- Resistance is a function of inertia growing out of the commitment to the status quo, fear of risk or lack of compelling reason to buy.- Crossing the chasm requires moving from an environment of support among visionaries back into one of skepticism among pragmatists. It means that moving from product related issues to unfamiliar ground of market oriented issues AND moving from the familiar audience of like minded specialist to uninterested generalist.-It is the market centric value system - supplemented ( but not superseded ) by the product centric - One that must be the basis for the value profile of the target customers when crossing the chasm.-Elevator Speech Template1. For (target customers - beachhead segment only)2. Who are dissatisfied with (the current market alternative)3. Our product is a (new product category)4. Unlike (the product alternative)5. We have assembled (key whole product features for your specific applications)- Why is elevator speech important ?1. Your claim cannot be transmitted by word of mouth consistently.2. Marketing communications will be all over the map.3. R&D will be all over the map.4. You are not likely to get financing from anybody with experience.- The product alternative in your elevator speech helps customers understand your technology leverage (what you have in common) and your niche commitment (where you differentiate). Market alternative helps people identify your target customers (what you have in common) and your compelling reason to buy (where you differentiate).- Positioning: Goal should be to make products easier to buy not easier to sell. The four stages in positioning:1. Name it and frame it - Positioning needed to make a product easy to buy for a technology enthusiast.2. Who for and what for - Positioning needed to make the product easy to buy from the visionary.3. Competition and differentiation - Positioning needed to make the product easy to buy for the pragmatist.4. Financials and future plans - Positioning needed to make the product easy to buy for the conservative.- During the chasm period, the number one concern of pricing is not to satisfy the customer or the investor, but to motivate the channel.- When crossing the chasm we are looking to attract customer oriented distribution by using distribution oriented pricing. There are two types of pricing strategies: value based and cost based. The value based strategy is based on the final big value the client will realize using the product while the cost based is dependent upon the cost incurred to deliver the product.

I first read this book some years ago when I was building an early adopter product . It's concerns (going mainstream, appealing to pragmatic buyers) seemed remote and misplaced. Having been through the chasm I have grown to appreciate it's sound advice. What is necessary to achieve early product success is very different from enduring , mainstream success. Building a whole product solution is as important, if not moreso, than marketing a cutting edge subcomponent . Valuable Field guide to a difficult problem

This is my second time through this canonical tech marketing book. The book explains the keys to bringing new tech to market. In particular, the ideas of narrowing to a nitche and assembling a whole product when crossing the chasm. This helps mainstream customers buy as they see a product as a market leader. This is when a category transitions from a product-focused sale to techies and visionaries, to a market-drive sale to more pragmatic and risk adverse customers.

This book offers a true blueprint for companies looking to market and sell innovative high-tech products in a mainstream market.This blue print begins by segmenting customers into groups with different needs and goals (innovators, early adopters, early majority, late majority and laggards). These groups do not form a continuous spectrum. Indeed, there are gaps that exist that any company looking to succeed needs to understand and bridge. Once the company identifies the highly specific target segment within a mainstream marketplace, they then proceed to understanding their compelling reasons to buy. Then they must build around the notion of a "whole product" with the aid of partners as required to make that a reality. To further help the customer, the company must clearly define their competition and how they position themselves with respect to them. Finally comes selecting a distribution channel and ensuring that the sales force is empowered to deliver the required results.From my perspective, this book helps any IT executive understand how to better work with technology vendors. In addition to helping them identify the ones that are indeed there to stay and grow. It also pushes IT executives to make fundamental decisions on where in the consumer spectrum they want to position themselves based on their needs and the risks that they are willing to undertake.In all a very good and informative read. Despite it being originally written in the 90s the fundamentals of the blueprint still hold true. This is a true bible in the field of technology marketing. On the critiquing side, I would say that this book could have been written in a more concise fashion. It seemed slow at times, when reading it. Also, it would have been great to see updated examples of the principles described which would make it easier to reflect upon from a more recent perspective.

There are a number of great insights in this book, especially for engineers who are beginning to climb up out of their heavy technical world and want to have true and serious impact on the real world. I was a bit disappointed to see that the transformation to the online version appears to have at least one recurring defect. It looks like some symbol used in lists in the paper book does not translate properly into a symbol in the on-line version. What we see on the Kindle Reader on the iPad are lines starting with "535." It would be nice if there were someway to point out these defects to someone with an expectation of this copy automatically get updated at some point in time.Even with this annoyance, which caused me to downgrade the book by one star, the book is very readable and useful. I was also a bit surprised to see that the Kindle version of the book is slightly more expensive than the paper version, which makes no sense to me at all!

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Download Ebook A Gathering of Old Men, by Ernest J. Gaines

Download Ebook A Gathering of Old Men, by Ernest J. Gaines

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A Gathering of Old Men, by Ernest J. Gaines

Download Ebook A Gathering of Old Men, by Ernest J. Gaines

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Review

“Gaines knows how to tell a story. . . . [He writes] with humor, a strong sense of drama and a compassionate understanding of people who find themselves in opposing positions.” —Jonathan Yardley, Washington Post"Poignant, powerful, earthy . . . a novel of Southern racial confrontation in which a group of elderly black men band together against whites who seek vengeance for the murder of one of their own." —Booklist“Early in this eloquent novel . . . a sheriff is summoned to a sugarcane plantation, where he finds one young white woman, about eighteen old black men, and one dead Cajun farmer.  The sheriff is sure he knows who killed the Cajun—although each of the men is toting a shotgun only one of them could hit a barn door—but threats and slaps fail to change their stories.  Each one claims guilt, and all but one promise to provoke a riot at the courthouse if the sheriff tries to make an arrest.  In the meantime, they wait for a lynch mob that the dead man's father—like the son, a notorious brute—is sure to launch. . . . Before it is over, everyone involved has been surprised by something; the old black men not least of all, by their first taste of power and pride.” —The New Yorker“A fine novel . . . there is a denouement that will shock and move readers as much as it does the characters, and a multiplicity of themes that raises a simple tale to grand signfiicance.” —David Bradley, Philadelphia Inquirer

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From the Inside Flap

isiana sugarcane plantation in the 1970s, A Gathering of Old Men is a powerful depiction of racial tensions arising over the death of a Cajun farmer at the hands of a black man. "Poignant, powerful, earthy...a novel of Southern racial confrontation in which a group of elderly black men band together against whites who seek vengeance for the murder of one of their own."--Booklist"A fine novel...there is a denouement that will shock and move readers as much as it does the characters."--Philadelphia Inquirer

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Product details

Paperback: 213 pages

Publisher: Vintage; Reissue edition (June 30, 1992)

Language: English

ISBN-10: 0679738908

ISBN-13: 978-0679738909

Product Dimensions:

5.2 x 0.6 x 8 inches

Shipping Weight: 7.2 ounces (View shipping rates and policies)

Average Customer Review:

4.4 out of 5 stars

115 customer reviews

Amazon Best Sellers Rank:

#54,466 in Books (See Top 100 in Books)

‘But I would like people to know that we aren’t who they think we are. They all expect us to ride tonight. They’re all waiting for that. I say let them wait. Let them wait and wait and wait.’Set in Louisiana in the 1970s, A Gathering of Old Men opens with one member of the community, Beau Boutan, having been shot and killed. There is an investigation into the how and whys of this murder that is revealed through various character perspectives, and, along with these perspectives we get a deeper sense of racial tensions that have consumed much of this community.I was really lukewarm about Gaines' A Lesson Before Dying, but really enjoyed A Gathering of Old Men. I thought it was a powerful book with a powerful message about racial conflict/injustice and Gaines writes in a very symbolic, poetic way. I really thought the varying character perspectives really enhanced the viewpoints. I also thought the characters were complex and very realistically developed given the circumstances of the plot.One of the key themes that drives the novel is the idea of change, or moving forward. Change can come in various forms. There are points where several of the characters focus on the idea that we need to move on from old ideas. We need change; we cannot simply follow blindly ideas of the past that out of accord with racial harmony. There is a disconnect in racial harmony; and, therefore many character take a stand, both literally and symbolically, against this disconnect, this disharmony.A powerful book with an important message about racism in the deep South.

This is a classic that I had never read. The novel is set in Louisiana in the 1970's, and it involves a white man being shot. A group of "old men" all claim they shot the white man so that no one man can be proven guilty. The incident is an opportunity for the old men to finally stand up against the white establishment that has oppressed them for their entire lives. A unique aspect of this book is that each chapter is narrated by a different character so the reader gains many perspectives as the plot develops.The book was required reading for my high schooler, which is what lead me to read this book. It is an excellent book, and I highly recommend it. The book leads to some excellent discussions on race relations, changes with new generations, and doing what is right regardless of the personal cost. My son had to write a paper comparing one of the minor characters, Russell, to Oskar Schindler.If you enjoyed To Kill a Mockingbird, you are likely to enjoy this book as well.

All Sheriff Mapes wanted to do on a fine October day was get in a little fishing. A call brings him to Marshall Quarters where he finds the dead body of a white farmer and a gathering of old black men with identical shotguns. All the men confess to the murder, each presenting a deeply personal motive based upon decades of inhumane treatment. Sheriff Mapes is but one of a score of memorable characters in A Gathering of Old Men by Ernest J. Gaines, a retired Writer-in-Residence at the University of Louisiana at Lafayette. Published in 1983, A Gathering of Old Men is a classic work of southern U.S. fiction where the 1920’s and the 1970’s collide.Another gathering of men ten miles away in Bayou Michel, a place where feelings about clan and tribe run deep, the family and friends of the murdered Beau Boutan, seek retribution. Luke Will and his posse may not be classic white trash but they’re not sipping mint juleps at Churchill Downs on Derby Day either. Leaving Bayou Michel, they will gather at Jacques Thibeaux’ combination grocery/liquor store to imbibe a little liquid courage before the denouement.Gaines inserts several tried and true southern archetypes into the narrative: Griffin, the obsequious deputy sheriff, Candy Marshall, an annoying white do-gooder, an ineffectual man of the cloth, Reverend Jameson and Gilbert “Salt” Boutan, the white star of a recently integrated LSU football team and the younger brother of the slain man.To read A Gathering of Old Men so soon after the 2016 election is a sobering reminder that old attitudes and old hurts linger and there is no shortage of deplorable white men eager to hunker down in Mrs. Clinton’s basket.

I think this is one of the best books I have read in years. It is an age old problem that I used to think was behind us, but lately I realize nothing has changed. This book is well written and as true today as the period of history it is supposed to represent.

In another amazing novel by Ernest Gaines, we witness and fall in love with the characters who come from the pages and wrap you up in their stories and in their strong arms.A GATHERING OF OLD MEN is a hilariously dramatic story of old men who share love, pride, anger and history. When Beau Boutan, a Cajun man, is found 'laying on his back in Mathu's yard', the old men gather... on both sides of the St. Charles River. Strong black men unite and share their stories. In Cajun country, William Fix Boutan and his old friends gather to mourn and make a decision.The tales are interestingly funny yet create provocative thought... not anger. "But they comes a day..."I highly recommend this novel and other novels by Ernest Gaines. Read and enjoy A GATHERING OF OLD MEN; experience the rich storytelling of the old men of the quarters as penned by a wonderful novelist.

Ernest Gaines is the best southern writer! Gifted, real, true to his roots and sense of place. This story grabs your heart and you never forget the beautiful characters it brings to life.

Everything arrived on time and as advertised.

Summer reading list at our high school. My daughter wasn't very excited she has to read it but I am always happy to find these books at great deals at Amazon

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Ebook , by Diane Von Furstenberg

Ebook , by Diane Von Furstenberg

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, by Diane Von Furstenberg

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Product details

File Size: 67710 KB

Print Length: 257 pages

Publisher: Simon & Schuster; Reprint edition (October 28, 2014)

Publication Date: October 28, 2014

Sold by: Amazon Digital Services LLC

Language: English

ASIN: B00DPM7ZZ8

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#82,377 Paid in Kindle Store (See Top 100 Paid in Kindle Store)

Although marrying a prince and having wealthy, well-connected friends certainly made it easier for her to create a fashion business, no one's life is perfect. And DVF openly shares the ups and downs in her life in a refreshing, humble way. I adored this book and appreciate her showing us that everyone has challenges that can be overcome with perseverance and compassion.

I have painfully pushed through 40% of this book and can't go on any longer. This is not about the woman she wanted to be, this is about the woman and every single stifling love affair with countless men. I wanted to read about this amazing woman, her business, how she grew it, her ideas, her hardships and successes. The stories of her children and mother are wonderful, however, they jump around like a child's maze, left, right, around and back again. Time in this book jumps forward and backward. She explains in the beginning the book is organized based on how these things influenced her life. However, it comes out as a disorganized pile of clips of her life. Maybe it gets better as the book goes on, but I am moving on.

I bought the book after seeing an interview with Diane von Furstenberg while on a flight. She appeared much more intelligent and insightful than this book is. I appreciate the sentiment and the story, but this is not a well-written book. It tends to be repetitive in sections. I can be interested in Diane's romantic escapades for maybe a few pages at most, not two chapters! There is a bit of naivete that comes through, which would be ok for a young person, but not for an established business leader in the fashion industry. Having consulted someone before publishing the book would have been beneficial. There are a ton of "light reads", don't waste your time on this one.

Aside from loving her clothing line, I have enjoyed watching the reality TV show: House of DVF. Reading her book left me feeling inspired and uplifted because she doesn't sugarcoat her struggles and addresses simple but meaningful strategies to enhance one's life without changing who you are as a person--it's very authentic. Given where I am in my own personal life, I feel like I picked up this book at exactly the right time, which by pure coincidence also happened to be International Women's Day. The only regret I have from reading this book is that I was unable to attend a talk she gave when I was a student at Brown University.

Diane von Furstenberg (DVF) is a woman to admire. She credits her mother for her elegance and for training her to be independent. She credits her father for his unconditional love. Then there is that wrap dress she created, which a woman of any shape or size can wear confidently and stylishly. DVF tells the story of how she became the woman she wanted to be. She led a fabulous life, good schools and travel, mingling with the rich and famous and people of accomplishment in the arts. She talks about love and it's importance in an unabashed way. "I have tried not to lie my whole life", she writes, and I believe her. She was introduced into the Jet Set life, married a prince and danced and designed her way to the DVF empire which now has stores world wide. There were setbacks, both financial and health, but she is still standing and smiling. The book was a blast from the past for me, moving through six decades and inspiring all along the way. I ordered a wrap dress which I can't wait to receive and I look forward to what she does next!

This book is written as if DVF were sitting next to you, revealing her life experiences of positive energy, determination, and persistence. Diane von Furstenberg is a dynamic woman and designer. The wrap dress continues to ignite the power in all women who desire to be elegant, delight in the comfort, and are inspired by art. I both adore and admire DVF, who has been an inspiration to women around the globe. She carries herself with sophistication, yet will genuinely reach to acknowledge commoners. I had the privilege of meeting this wonderful woman (Tour Guide) who provided time to be grateful for her surroundings and the people who assisted. Diane von Furstenberg was incredibly considerate and lives according to her words, "Love is Life." I would highly recommend reading The Woman I Wanted to Be to every woman who desires to become her best. As for the men, this book is an opportunity to understand the female gender.

Ever since I was, oh, maybe twelve, I've been in love with the wrap dress, made famous by my idol, Diane von Furstenberg. So when I bought her autobiography, I couldn't wait to hear her story. In fact, I chose her book as the first to grace my new Kindle. But in the end I had to admit that, as much as I adore her work with fabric, I didn't love the book nearly as much. It is indeed entertaining in a breezy sort of way, but I was hoping to see more of her soul--more angst. I'm still glad I read the book, however, and will continue to be a fan. As for her wrap dresses, I still gasp when I come across one on the racks.

In her authentic true self voice, DVF shares her incredible journey, highs and perhaps unsuspecting lows. She is living proof that age has no limits. She is the woman I want to be and tells her inspiring story in a way that made me feel we were talking over coffee or champagne. Reading on Kindle, I yearned for photos, and Google searched names, faces and places along the way. Then to my delight there were many more images at the end of the book. It was an interactive experience. I'm a little sad it's over. Even if a woman isn't that interested in DVFs incredible story, every woman should read the chapter on Beauty. It should be taught in Women's Studies education programs around the world. Diane Von Furstenberg is the voice of the 21st century on aging, shining the light on living life to its fullest. Shine on DVF, shine on!

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Get Free Ebook Sales Closing For Dummies, by Tom Hopkins

Get Free Ebook Sales Closing For Dummies, by Tom Hopkins

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Sales Closing For Dummies, by Tom Hopkins

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From the Back Cover

"The most revolutionary book you will ever read on selling successfully." — Glenna Salsbury, CSP, CPAE, and Author "Filled with powerful principles that anyone can use to become a top-producing salesperson." — E. Anthony Reguero, Chartered Financial Consultant Build Long-Term Relationships and Watch Your Sales Grow! Get Them to Approve Your Agreement Renowned sales trainer Tom Hopkins provides you with the hands-on tools and techniques you'll need to execute this crucial part of sales negotiation — the close. Whether you're a newcomer to sales or a savvy pro, Sales Closing For Dummies® will help you turn opportunity into bottom-line results! Become a Champion Closer Lead a sale without being pushy Read the signs of an interested potential buyer Use questioning methods that lead to the close time and time again Help clients feel good about their buying decisions Keep your clients' business and develop loyalty

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About the Author

About the Author Tom Hopkins, chairman of the board of Tom Hopkins International, became a millionaire at age 27 and was the nation's leading real-estate trainer by the time he turned 30. He has written many books on sales topics, including Hungry Minds' Selling For Dummies??. Hopkins also conducts approximately 75 seminars worldwide to more than 100,000 people each year.

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Product details

Paperback: 288 pages

Publisher: For Dummies; 1 edition (April 21, 1998)

Language: English

ISBN-10: 0764550632

ISBN-13: 978-0764550638

Product Dimensions:

5.4 x 0.7 x 8.1 inches

Shipping Weight: 10.6 ounces (View shipping rates and policies)

Average Customer Review:

4.1 out of 5 stars

18 customer reviews

Amazon Best Sellers Rank:

#468,402 in Books (See Top 100 in Books)

I found this book to be very helpful. I have been selling for a long time and have been through numerous sales training programs. This book, however, is a back to the basics refresher any sales pro can benefit from. I carry it in the car and refer to it often, by doing this it keeps me thinking of the sales process. Often I think I have walked in to a sales appointment cold, and not at my best. Now I refer to this book just before an appointment and it makes me feel engaged in my objective. I highly recommend this book because it is a very easy referrence tool that can help you stay on course or correct something in your approach that could cost you a sale. Get this book, get the sales you need.

Great read for people that are new to selling. Focused on tools you can use. Great reference book.

arrived in a timely fashion and will help me in pursuit of making my career a success

helping me navigate a mid life crisis / career change -- a great book. Good tools, easy to read.

A great place to start your sales career journey. It has some great information that is organized well. I even bought it used and there were only a few underlines and notes in the margin, but I have slowly filled it up with all my highlights and notes. I would recommend this book for anyone looking to start in sales or brush up on some sales skills.

Seems reasonably concise and is organized in a logical manner. It helps to have read the previouse book which I believe was "Sales for Dummies." Some of the things I learned are helping me to close a higher rate of opportunities.

I like the way the material is presented. It a fast read with great info.

Great book, I really like Tom's books.

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Download PDF Burkina Faso Is Calling And I Must Go: A Blank Lined Journal for Sightseers Or Travelers Who Love Burkina Faso

Download PDF Burkina Faso Is Calling And I Must Go: A Blank Lined Journal for Sightseers Or Travelers Who Love Burkina Faso

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Product details

Paperback: 120 pages

Publisher: Independently published (November 7, 2018)

Language: English

ISBN-10: 173101726X

ISBN-13: 978-1731017260

Product Dimensions:

6 x 0.3 x 9 inches

Shipping Weight: 8.3 ounces (View shipping rates and policies)

Average Customer Review:

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Amazon Best Sellers Rank:

#8,677,249 in Books (See Top 100 in Books)

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Free Download 100 Questions & Answers About Myelodysplastic Syndromes

Free Download 100 Questions & Answers About Myelodysplastic Syndromes

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About the Author

Stanford Cancer Center

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Product details

Series: 100 Questions & Answers

Paperback: 194 pages

Publisher: Jones & Bartlett Learning; 2 edition (June 30, 2015)

Language: English

ISBN-10: 1284022544

ISBN-13: 978-1284022544

Product Dimensions:

6 x 0.5 x 8.8 inches

Shipping Weight: 12.6 ounces (View shipping rates and policies)

Average Customer Review:

4.1 out of 5 stars

11 customer reviews

Amazon Best Sellers Rank:

#1,228,116 in Books (See Top 100 in Books)

Good information about the bone marrow cancer. Good to know what we are up against.

Purchased this book for a friend who was diagnosed about 2 1/2 years ago. The disease is progressing slowly but the symptoms are telling. My friend refers to this book often and finds it extremely helpful as a reference. Would recommend to anyone who is afflicted or knows someone who is. Certainly exceeded expectations....

Great help. Wish I had it earlier in our journey.

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Unfortunately I have one of the Syndromes so I bought this book to help me understand it better.

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It was not what I expected. I was expecting more detailed information for the patient. It didn't help my understanding of the disease.

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