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Selling and Sales Management (9th Edition), by David Jobber, Geoffrey Lancaster

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Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.� Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

• Sales Rank: #928628 in Books
• Brand: Brand: Pearson Education Canada
• Published on: 2014-03-23
• Original language: English
• Number of items: 1
• Dimensions: 9.60" h x 1.50" w x 7.40" l, .0 pounds
• Binding: Paperback
• 592 pages

Features

• Used Book in Good Condition

From the Back Cover

Over the last twenty years, Selling and Sales Management has proved itself to be the definitive text in this exciting and fast-moving area.

This new edition comes fully updated with brand new case studies using working businesses to connect sales theory to the practical implications of selling in a modern environment.

This edition continues to place emphasis on global aspects of selling and sales management whilst also covering all of the important elements of the marketing mix.� Topics covered include the technological applications of selling and sales management, the ethics of selling & sales management, a look at the sales cycle, cold canvassing and systems selling, and a thorough coverage of B2B and B2C selling.

New to this edition:

• New case studies with new teaching notes.
• Fully updated coverage of technological applications in selling and sales management.
• Expanded coverage of selling psychology.
• A more in-depth look at diversity and the multicultural composition of sales forces.
• A more thorough coverage of Relationship Management and the use of social media.

About the authors

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David Jobber has also received the Academy of Marketing Life achievement award for extraordinary and distinguished services to marketing.

Geoff Lancaster is�Dean of Academic Studies at London School of Commerce and Chairman of�Durham Associates�Group Ltd. He was formerly�Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

Don’t forget to visit www.pearsoned.co.uk/jobber for additional learning resources.

About the Author

David Jobber is Professor of Marketing at Bradford University and serves on the editorial board of numerous marketing and sales management journals. He also served as Special Advisor to the Research Assessment Exercise panel that rated research output from business and management schools throughout the UK. David Jobber has also received the Academy of Marketing Life achievement award for extraordinary and distinguished services to marketing.

Geoff Lancaster is�Dean of Academic Studies at London School of Commerce and Chairman of�Durham Associates�Group Ltd. He was formerly�Research Professor of Marketing at London Metropolitan University, Senior Examiner to the Chartered Institute of Marketing and Chief Examiner to the Institute of Sales and Marketing Management.

�

Most helpful customer reviews

0 of 0 people found the following review helpful.
For those who want to reach Sales Management level
By Jean Maureemootoo
Hi,
The book Selling and Sales Management is a must for all "sales" person. It covers all aspect that a "sales" person should know, learn, retain and experience. Those with some sales experiences will immediately find concrete and real examples of their professional life.

I highly recommend this book for all "sales" people who intend to go at Management level

Go for it

Regards

Jean

0 of 0 people found the following review helpful.
Good Book on Sales Management
By JL
This is a good book on Sales Management. It focus on the Planning, Control and Strategies for Sales Management but not on the selling process (skills, close the deal, selling psychology, etc.) like other Stephan Schiffman, and Jeffrey Gitomer's books...

0 of 0 people found the following review helpful.
Good Book needed it for class
By kirk
Good Book needed it for class.

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• Sales Rank: #10480321 in Books
• Published on: 1987
• Binding: Paperback

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• Sales Rank: #1448088 in Books
• Published on: 2015-04-14
• Original language: English
• Number of items: 1
• Dimensions: 11.02" h x .24" w x 8.50" l, .66 pounds
• Binding: Paperback
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• Sales Rank: #5232988 in Books
• Published on: 2011-01-01
• Original language: English
• Number of items: 1
• Dimensions: 9.21" h x .47" w x 6.38" l, .0 pounds
• Binding: Paperback
• 320 pages

About the Author
Joe DesJardins is Professor in the philosophy department formed jointly by the College of St. Benedict and St. John’s University in Minnesota. He presently serves as the Executive Director of the Society for Business Ethics. Among his publications are: An Introduction to Business Ethics (McGraw Hill), Environmental Ethics: An Introduction to Environmental Philosophy (Wadsworth), of Contemporary Issues in Business Ethics, co-editor, with John McCall, (5th Ed, Wadsworth) , and the forthcoming Business, Ethics, and Sustainability: Ethics for the Next Industrial Revolution (Prentice Hall). He received his Ph.D. from the University of Notre Dame and taught for many years at Villanova University before moving to Minnesota.

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4 of 4 people found the following review helpful.
Interesting Information, Concepts and Cocnerns about Ethics
By Sindy Huang
Desjardins talks about previous related ethical issues that have occurred for huge corporations to help individuals understand the importance of moral actions in their everyday lives. The author challenges us to question how well we know our own faith and values in life. This book is very insightful and interesting to read. I recommend this to anyone that wants clarity or maybe even to have a reference guide on ethics in the work place, this is the book to purchase.

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By Amazon Junkie
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By CrownMetro
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• Sales Rank: #11637821 in Books
• Published on: 1992-09
• Original language: English
• Number of items: 1
• Binding: Paperback
• 229 pages

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Brainy Books has created a detailed summary of Robert Kiyosaki's, Rich Dad Poor Dad. In our summary guides, we cover all of the key concepts and ideas that the original works aim to present to readers. In Rich Dad Poor Dad, by Robert Kiyosaki, powerful personal finance secrets were introduced, to allow individuals to join the ranks of the wealthy. Inside you will learn:

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• Sales Rank: #1236843 in Books
• Published on: 2015-09-11
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x .7" w x 6.00" l, .13 pounds
• Binding: Paperback
• 30 pages

Most helpful customer reviews

2 of 2 people found the following review helpful.
If you look for opportunities, you'll find them.
By Denniger Bolton
I read the original book by Robert Kiyosaki some time ago and have taken a course from his organization, so like the authors of this book, Brainy Books say in this summary of Kiyosaki’s book, I read it to reinforce the original book’s major ideas. I thought they did a great job with it. It was short, concise but did not miss a single important concept. The gist of the book was that Kiyosaki had two dayd, a rich one and a poor one. The poor one, or actually middle class dad, worked for a living while the rich dad didn’t work for money and had money work for him. Traditionally, poor people work hard for their money but never get paid enough, whereas the rich people find ways to have their money work for them, reinvesting their surplus money into acquiring assets producing even more money in the future. A book worth reading that will hopefully make you want to read the original.

1 of 1 people found the following review helpful.
Easy to read
By Isabelle S.
My husband (then fianc�) and I listened to Rich Dad Poor Dad by Kiosaki in 2006 on a long car trip shortly before our wedding (this is how I remember the year we listened to it). After that we bought the Cashflow game and we've played it once or twice a year ever since.

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What it does not do is convey the urgency and motivation of the original. It made me remember that feeling though. Motivation is not the goal of this book. It's goal, which it does excellently, is to let you know the main take away of the original.

Very well done.

0 of 0 people found the following review helpful.
Inspiring book on investing!
By Samuel
This book presents an excellent overview of the book Rich Dad Poor Dad written by Robert Kiyosaki. I have a paperback copy of the original book and this is the most read book in my little library at home. In this book you'll learn about Robert's view on money, wealth, business, assets and liabilities. You'll learn about the difference between working for money and making money work hard for you, that the rich don't work for money instead they make money works hard for them. This book brings up really great advice on money and investing.

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With a foreword by George Clooney: From Kirk Douglas, Hollywood royalty and bestselling author of The Ragman’s Son and My Stroke of Luck, comes the candid story of the making of Spartacus, the blockbuster film that broke the blacklist One of the world’s most iconic movie stars, Kirk Douglas has distinguished himself as a producer, philanthropist, and author of ten works of fiction and memoir. Now, more than fifty years after the release of his enduring epic Spartacus, Douglas reveals the riveting drama behind the making of the legendary gladiator film. Douglas began producing the movie in the midst of the politically charged era when Hollywood’s moguls refused to hire anyone accused of Communist sympathies. In a risky move, Douglas chose Dalton Trumbo, a blacklisted screenwriter, to write Spartacus. Trumbo was one of the “Unfriendly Ten,” men who had gone to prison rather than testify before the House Un-American Activities Committee about their political affiliations. Douglas’s source material was already a hot property, as the novel Spartacus was written by Howard Fast while he was in jail for defying HUAC. With the financial future of his young family at stake, Douglas plunged into a tumultuous production both on- and off-screen. As both producer and star of the film, he faced explosive moments with young director Stanley Kubrick, struggles with a leading lady, and negotiations with giant personalities, including Sir Laurence Olivier, Charles Laughton, Peter Ustinov, and Lew Wasserman. Writing from his heart and from his own meticulously researched archives, Kirk Douglas, at ninety-five, looks back at his audacious decisions. He made the most expensive film of its era—but more importantly, his moral courage in giving public credit to Trumbo effectively ended the notorious Hollywood blacklist. A master storyteller, Douglas paints a vivid and often humorous portrait in I Am Spartacus! The book is enhanced by newly discovered period photography of the stars and filmmakers both on and off the set.

• Sales Rank: #2982397 in Books
• Published on: 2014-01-21
• Released on: 2014-01-21
• Original language: English
• Number of items: 1
• Dimensions: 8.50" h x .63" w x 5.51" l, .94 pounds
• Binding: Hardcover
• 220 pages

Review
“An entertaining and informative look at the troubled gestation of a film of both artistic and social significance.” —Kirkus Reviews

“Kirk Douglas is many things . . . But he is, first and foremost, a man of extraordinary character. The kind that’s formed when the stakes are high. The kind we always look for at our darkest hour.” —George Clooney

"A glorious book . . . Kirk Douglas is a wonderful writer and a courageous one, which should surprise no one. Courage has been his battle cry all his life." —Steven Spielberg

"The making of I Am Spartacus! is a remarkable story told with the wit and charm of a great entertainer. Kirk Douglas revisits the complex political and social context surrounding the production of a cinema classic." —Henry Kissinger

"Hugely entertaining." —Liz Smith, Chicago Tribune

"I Am Spartacus! is a great read." —Bill O'Reilly

"Kirk Douglas is a lion." —Bill Maher

"A lively new memoir about one of [Douglas'] greatest triumphs." —Los Angeles Times

"Carries the power of a self-made man who continues to meet life on his own terms but with grace and aplomb." —Associated Press

About the Author
Kirk Douglas is a renowned actor whose work on and off the screen has been rewarded by three Academy Award nominations, an Oscar for Lifetime Achievement, and the Medal of Freedom. Through his production company, Bryna, Douglas has produced acclaimed films such as The Vikings, Lonely Are the Brave, Paths of Glory, and Seven Days in May. He has penned ten novels and memoirs, including The Ragman’s Son (1988). His 1960 epic, Spartacus, based on the Howard Fast novel of the same name, is credited with helping to end the practice of blacklisting film professionals who had refused to cooperate with the House Un-American Activities Committee. Douglas appeared in almost ninety movies before retiring from film acting in 2004.   In 2009, he starred in an autobiographical one-man show called Before I Forget at the Center Theatre Group’s Kirk Douglas Theatre in Los Angeles. Douglas maintains an active life in Beverly Hills and Montecito, where he resides with his beloved wife Anne.

Most helpful customer reviews

1 of 1 people found the following review helpful.
Kirk Douglas, you are Spartacus, and it is our duty to stand besides you and say "I am Spartacus."
By Gisela Hausmann
"I Am Spartacus!: Making a Film, Breaking the Blacklist" by Kirk Douglas is a gift. Everybody who wonders about where the United States is going or could be going should read this book.

In the opening chapter, Douglas muses,
"... When I look back at Spartacus today— more than fifty years after the fact— I’m amazed that it ever happened at all. Everything was against us— the McCarthy-era politics, competition with another picture, everything..."

Kirk Douglas begins the book by describing how his career as an actor took off, how he started his production company, and his family, while the McCarthy trials were going on. Though he is appalled by what's going on, he is also happy that he is not affected. Douglas describes the injustice; that screen writer Dalton Trumbo went to jail during for failing to raid on fellow industry professionals.

The fear is great. About director Frank Capra regarding "Roman Holiday":

"... “Capra passed because he smelled a Red,” replied Willy. “He thinks this story was written by some guy on the blacklist and he wants no part of it.”..."

It was of course Dalton Trumbo, who wrote the script.

Douglas meets Stanley Kubrik and shoots the famous anti-war movie "Paths of Glory," one of my favorites. Here is how it happened:

"... Stanley responded with a question of his own. “Have you ever read a book called Paths of Glory?” I shook my head. He handed me a script with that title. ... I took it home and read it that night. It knocked me out. Stanley was my first call the next morning. “You wrote this?” I asked. “Yes,” he answered, calm as always. “With Jim Thompson and Calder Willingham.” “Stanley, I love this picture! We are going to make it! It will never make a nickel, but we have to make it!” And that was how Stanley Kubrick came into my life. Paths of Glory was set to shoot in the spring of 1957.

I feel that it is then that Douglas' mind-set is changing. His mind-set is evolving to, "I can no longer be a bystander." Douglas falls in love with Howard Fast's novel "Spartacus." Fast too was in imprisoned during the McCarthy trials. To me, it is reasonable that helped Fast come up with the concept of "Spartacus."

And, Douglas wants to turn it into a movie, never mind what the obstacles. Douglas also wants to hire the finest actors to give the movie the backbone to become a success.

Douglas' biggest problem? - Fast is incapable of writing a great script to his own novel.

That's where Trumbo comes into play, again. And, slowly but surely the pieces fall together.

"... There’s always been a certain part of my personality that kicks in when people tell me I can’t do something. “You can’t make Spartacus.” “You can’t trust Sam Norton.” I’d had enough of being told “You can’t.” ..."

As the script evolves, seemingly simultaneously, Kirk Douglas "the Rebel" grows to become Kirk Douglas "the Honorable Rebel," the man who will break the Blacklist, more or less alone, against all odds, just like "Spartacus." Thank God, Kirk Douglas' life story has a happier ending.

Knowing the movie so well I can't help but think that Douglas put his and his industry professionals friends' thoughts into words when Spartacus says, "I pray for a son who will be born free."

The movie industry wanted to be "free", too; this movie, "Spartacus," was their vehicle, in a double sense. All of them grew with the movie's story line and in the end the movie became their vehicle to tell the world, that McCarthyism and Black-listing was over. And, Kirk Douglas/Spartacus was the man who elected to fight for it, against the odds.

The book is very personal, in part shocking, in part funny, and sprinkled with hilarious anecdotes.

Every chapter starts with a quote from the movie, for me the most significant being

“When a free man dies, he loses the pleasure of life; a slave loses its pain. Death is the only freedom a slave knows. That’s why he’s not afraid of it. That’s why we’ll win.” —Kirk Douglas as Spartacus

These days, when we watch the news we see and hear thing which should be shocking to any American. Words of fear and "black-listing" others drive the dialog. I have always believe that

Those who cannot remember the past are condemned to repeat it. - George Santayana

Is a brilliant quote. Thus it makes sense to learn from Kirk Douglas/Spartacus' views.

"... Fear breeds fear. These men— people like Jack Warner, Louis B. Mayer, and Harry Cohn— were terrified their great power would be taken away from them in a heartbeat if their loyalty to America was ever called into question. So they became superpatriots. And to prove themselves right-minded, they were more than willing to sacrifice the lives of others, even their fellow Jews. They were like the Vichy government in France, collaborators who held on to their influence and position at the expense of their fellow countrymen..."

We can't let that happen again! Kirk Douglas' book "I Am Spartacus!: Making a Film, Breaking the Blacklist" is an entertaining reminder, what would have to happen to break a cycle - again.

PS: This book is a beautiful homage to Dalton Trumbo, who "... was a man who loved life. He loved living it, he loved describing it, he loved affecting it...."

5!* stars, Mr. Douglas, I tip my hat.
You are Spartacus, and it is our duty to stand besides you and say "I am Spartacus."

Gisela Hausmann, author & Amazon review expert

27 of 28 people found the following review helpful.
A Hollywood Hero
By Kindle Customer
This wonderfully written memoir focuses on the making of an epic film at a crossroads of American history, when the political excesses of Senator Joseph McCarthy and his anti-communist witch hunts destroyed lives and left a dark cloud of secrecy, betrayal, and fear hanging over the film industry.

Dalton Trumbo, who had gone to prison for no real crime, had for ten years been unable to work under his own name, or even for the kind of money his fame and skill should have commanded. He was one of many who suffered similar fates, because in the political climate of the time, to recognize them professionally was to put your own career in danger. Kirk Douglas wanted to produce an epic film from a book by a blacklisted author, Howard Fast (a risky proposition in itself), and wanted Trumbo to write the screenplay. But to acknowledge the screenwriter's work--or even to allow rumors of it--was to risk losing his film, his income, his career.

What happened is no less than a Hollywood legend, told by the man at the center of it. Kirk Douglas is 95 years old, and has been acting, making films, and writing books for most of that time. This book beautifully details a watershed in his extraordinary life and in the life of film.

3 of 3 people found the following review helpful.
Long Live Douglas...and Spartacus!
By Norman Haase
What a wonderful journey back in time to the making of one of the greatest spectaculars of the '50's and '60's. Mr. Douglas wonderfully weaves the story of the making of the film -- with several never-before revealed anecdotes (I'm sure that Stanley Kubrick never looked at a horse the same way again) -- with the history and effect of the Hollywood blacklist. It's a great scene when Mr. Douglas walks Dalton Trumbo back into the studio cafeteria after all of those years in the cold.

It's such a gift to see back 50-60 years through the ever-clear eyes of 95 year old Kirk Douglas. He's now 97...and has just come out with a book of poetry. Long live Spartacus!

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• Sales Rank: #6893654 in Books
• Published on: 2012-09-07
• Dimensions: 8.00" h x .55" w x 5.00" l,
• Binding: Paperback
• 218 pages

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12 of 13 people found the following review helpful.
Stunning debut!
By S L Manning
What a captivating debut novel from Ms DeLeo.

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I was captivated by Ruby and Christo's story.

4 of 4 people found the following review helpful.
Refreshing Romance
By Janna
Ruby's mother has passed away and she has returned to her childhood home for the funeral. Ruby is pregnant and the father of her baby is deceased. She plans to stay and raise her baby in her family's home. Christo, her mothers housekeeper's son and the man Ruby once fell in love with, returns only to let her know half of the estate was left to him, and he has no plans of giving up his portion. Christo feels his mother deserves to live there, since it was her home, too. After finding out Ruby is pregnant, Christo offers her marriage, and a place to raise her baby with a father, and grandmother.

While reading this story, I thought to myself that if I was Ruby you probably wouldn't have to twist my arm into that situation, sounds like a pretty nice deal. Not to mention Christo is the complete package- tall, dark, and handsome and he has more money than he knows what to do with. The sexual tension is present from the moment Ruby and Christo reunite. Ruby is not happy with her predicament, and she is not sure if she can risk her heart once again with Christo. As I got to know the characters and background story a little more, I understood Ruby's stubbornness and hesitance. The writing and plot are unique and the author's use of imagery was sharp and captivating. I wish there was a little more character development, maybe a flashback or two to let you know how more about what actually happened from both Ruby and Christos' POV.

This book is perfect for anyone looking for a refreshing romance with a unique story. It will not disappoint!

6 of 7 people found the following review helpful.
Not that good
By Book007
After her mother's death, Ruby moves back home to New Zealand (a place she ran from many years before.) She is pregnant and alone. The father of her baby, although they were not together anyway, had died in a car accident.

Enter Christo, a man who she felt betrayed her love many years before. He was her family's maid's son turned company man - more money than he knew what to do with now. He wants to buy her childhood home (the only thing she has left from her family.) And she soon learns her mother has already willed half of it to him.

As Christo & Ruby battle over ownership of the house, they also learn more about what tore them apart years before. Then they have a choice to make...should they stay together & both keep the house?

It wasn't so uninteresting that I couldn't finish the book but yet I can't say I really liked it either. I didn't feel a good connection between Christo & Ruby. It wasn't realistic. (While I liked Ruby's character, I didn't like Christo. It felt like he tolerated Ruby just to be able to father her unborn child. I found myself not even sure if I wanted them together at the end.) Story line was ok but I guess I feel like it could have been handled better.

I received this ebook in exchange for honest review from Netgalley

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[T497.Ebook] Free PDF No Morire: Cuando creerle a Dios es lo unico que nos queda en la vida (Spanish Edition), by Wanda Rolon

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No Morire: Cuando creerle a Dios es lo unico que nos queda en la vida (Spanish Edition), by Wanda Rolon

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Las palabras de este salmo se hicieron patentes en la vida de la autora de este libro. Wanda Rol�n era una joven madre y esposa que serv�a a Dios con todas sus fuerzas y su coraz�n. Nada parec�a detener ni quebrar las fuerzas de esta gran mujer, hasta que una noticia sacudi� su vida, la de su familia y la de la congregaci�n que pastoreaba. Un c�ncer terminal golpeaba su vida y no hab�a casi esperanza, s�lo una peque�a posibilidad: un transplante de h�gado. Con una gran convicci�n en su coraz�n, ella determin�: “No morir�”.

No morir� es el v�vido recuento del testimonio de esta mujer de fe y c�mo a trav�s de la tempestad, su postura y mensaje segu�a siendo: “Yo le creo a Dios”. Conocer�s acerca de su lucha y su enfrentamiento espiritual con el mismo diablo quien se present� para matarla. Sus victorias y alegr�as.

Hoy, la ap�stol Wanda Rol�n, puede declararse p�blicamente una testigo de la gloria y la gracia de Dios. Conoce m�s acerca de su historia y descubrir�s que todos tenemos un prop�sito por el cu�l vivir.�

• Sales Rank: #2222265 in Books
• Brand: Brand: Casa Creacion
• Published on: 2011-05-03
• Original language: Spanish
• Number of items: 1
• Dimensions: 8.50" h x .60" w x 5.50" l, .48 pounds
• Binding: Paperback
• 176 pages

Features

• Used Book in Good Condition

About the Author

Wanda Rol�n y su esposo, Pablo Ortega, son los pastores del Tabern�culo de Alabanza y Restauraci�n La Senda Antigua, en Toa Alta, Puerto Rico. Hizo estudios teol�gicos en el Instituto Interdenominacional Teol�gico y obtuvo una certificaci�n en consejer�a pastoral en el Centro de Consejer�a Sendero de la Cruz. Es ap�stol, evangelista, consejera y una adoradora de alcance internacional que ha grabado 12 producciones musicales. De hecho, se le conoce como “la pastora que canta”. Adem�s, es la fundadora y presidenta del Movimiento Conciliar de Restauraci�n La Senda Antigua, Inc.,�Movimiento Internacional de Mujeres de Poder, Prop�sito y Excelencia SBN y la Cadena de Restauraci�n Senda Broadcasting Network. Reside en Bayam�n, PR, junto a su esposo; tienen dos hijas y cuatro nietos.

Most helpful customer reviews

0 of 0 people found the following review helpful.
Inspirational
By A Customer
I could not put this book down. When l was reading it l felt like l was part of the story. I cried and rejoiced with every triuph the author went through. I recommend this book as it will lift your spirit and will increase your faith and motivate you to continue to share the gospel of Jes�s Christ knowing that our work in the Lord is not in vain. Praise God.

0 of 0 people found the following review helpful.
good book
By Nancy Hernandez
I recommend this book, is very interesting and full of spirituality. If you are sick, after you read it, you will be more comfortable

0 of 0 people found the following review helpful.
Five Stars
By Jackeline Wilson
Me encanto el libro, ya me lo he leido 3 veces, lo recomiendo 100 %

See all 6 customer reviews...

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