The number is essentially unimportant. Canada could have focused on seven (out of respect to Covey) or on 14 or on 34 "sales traps." In fact, there are hundreds of incorrect or inappropriate actions and strategies undertaken by salespeople or a sales organization because of incomplete or false information, illogical thinking, "tradition," poor decision-making, and/or not knowing what they don't know. Canada brought to the writing of this book a wealth of real-world experience in sales and sales training. He also drew upon extensive published research (e.g. a sales research project sponsored by Xerox) as well as studies conducted by the Dartmouth Group, Ltd. and the Institute for Global Sales Studies. In the Introduction, Canada asserts that "It is not what sales and marketing people don't know that is most likely to significantly hurt their performance; it is what they think they know that turns out to be a partial truth, a fallacy, or a mistaken belief that affects their results more."

According to Canada, the most successful salespeople, sales teams, and sales organizations are guided and informed by six principles: Focus outside, get the most out of the best people, train effectively, create value, offer feedback and create opportunities for learning, and use the Internet and databases effectively. He illustrates each of these six by identifying and then examining 24 different sales traps, each of which violates one or more of the principles. He then explains how to avoid them. For example:

Sales Trap #6: Either Sales People Have It or They Don't

Action Points: Be patient, Give constructive feedback, and give consistent feedback that doesn't exclude anyone.

Sales Truth #6: Sales people are developed [in italics], not born [also in italics]

Canada uses this same format for the other sales traps, devoting a separate chapter to each of the 24. He provides brief annotations with each Action Point throughout the book and also inserts observations, suggestions, and examples so as to create a context for each combination of Sales Trap/Action Points/Sales Truth. He concludes with an Epilogue in which he shares his thoughts about the next generation of performance change programs, suggesting that there are two unique points that should be carefully considered when devising a program by which to move sales performance and sales results to the next level. First, performance change programs must incorporate a customer survey that is customized for the program, and performance change programs should also examine the success factors from the customer's perspective." Although Canada does not italicize the last four words, I would. "Second, the program must incorporate into each case study the 'best practices' of your top salespeople. In other words, we must leverage the insights of an organization's best people in order to help others within the company." I could not agree more, presuming to add that the aforementioned "best practices" would also be of substantial to those not directly involved in sales (e.g. receptionists, telephone operators, CSRs, accounting) who also have direct and frequent contact with customers.

After reviewing the 24, many readers will probably have a few sales traps to add to the list. Perhaps if enough readers share them with Canada (he is a member of the marketing faculty at the Kelley School of Business, Indiana University), he will accumulate enough new material for another book. My own rather extensive experience in sales and sales training suggests these troublemakers:

MISTAKE A: Negotiating Against Yourself (i.e. assuming what a customer can and cannot afford)

TRUTH A: Let the customer say "No."

MISTAKE B: Constantly "Cultivate" Customers

TRUTH B: Contact a customer only when there is a legitimate reason to do so.

MISTAKE C: Ask Lots of Questions

TRUTH C: Do your homework. Lots of it. Request only the answers you cannot be expected to know already.

MISTAKE D: Closing Skills Are Most Important

TRUTH D: More often than not, so-called "closing skills" work best when used to pre-qualify a prospect.

Although this book will be of great value to relatively inexperienced salespeople, especially to those without the safety nets and air cover of an established sales organization, I also think it will be of substantial value to sales managers and to peak performers who can so easily become entrapped by what Jim O'Toole refers to as "the ideology of comfort and the tyranny of custom." Probably the worst sales trap of all is to continue to think and sell the same way, day after day, and then expect better results. Even the most experienced of salespeople should constantly be challenging their own assumptions, premises, etc. about sales...but seldom do. Canada's book can guide and inform such a re-evaluation.

Especially for organizations with limited resources and a small sales force, Canada's book can serve as the basis of an especially effective sales training program. Larger organizations can also use it as the focal point of a workshop. Obviously, those who understand what the 24 sales traps are and why they are so dangerous are most likely to avoid them.

Finally, someone uses more research-based information than personal opinion to discuss the field of sales. This book was extremely helpful and the author hit a home run. Hope there is a second book like the first.

This is a fantastic book. It is so hard to find any books in the sales or marketing field that are actually based on facts versus opinions. If you like this book you should check out books by Neil Rackham.

This vivid look at life on the edge--about an inventive outlaw in remotest Labrador, a place in fact known as the edge of all things--reads like an excellent novel, with its assured, complex characterization and adventurous storyline. But this book is based on a true account of a couple's perilous chase by snowmobile across the subarctic Canadian barrens in pursuit of thugs who have just made an attempt on their lives. The man, a half Montagnais half Naskapi, has turned to smuggling as a way to make a living in the midst of North American society that has skewed values and despoiled his land; now at great risk, he must protect his interests. Rick Hornung tells his deeply distressing story with exhilarating skill.

In sparse and elegant prose, Hornung takes his reader through the harsh and jagged twists of an unforgiving land. By telling the story of a man who casts himself out of his homeland and into an underworld of smugglers, this book provides a unique perspective on life in the remote areas of North America. When following Martin Rouleau's journey, the reader will travel into the cracks that are etched into the rocks of Canada -- the rifts between whites and aboriginals, the fissures amongst different aboriginal communities, the tensions between French and English speaking Canadians. This is a fascinating book; and, it's a must read for anyone interested in the survival of aboriginals living in the northern climate.

The cognitive title, AT THE EDGE OF ALL THINGS, plunges the reader onto an undeniable trail. The book itself is beautious to hold with no detail overlooked -- including typesetting, cover design and binding. But the true beauty is found in Rick Hornung's fascinating narrative as he navigates through unfamiliar territory on a quest for understanding the black-market life of Martin Rouleau. Hornung artfully makes his journey and Martin's journey our own journey, taking his readers far beyond the backyard, and into the weathered rock and heart of Labrador.

The collaborative effort of author Nancy Carson and photographer Jennifer Jones, Believing In Ourselves: A Celebration Of Women showcases the wisdom and inspiration of thirty-five ordinary but nonetheless remarkable women drawn from all over North America. Black-and-white photographs enhance each of the women and their exemplary encouragements placing pinnacle importance upon women having faith in themselves to achieve their goals, dreams, and aspirations. Believing In Ourselves is a very highly recommended and inspiring addition to personal improvement and Women's Studies reading lists.

A perfect gift for your close friends, your sisters, your mothers, this inspiring collection of stories about the triumphs of real women in their everyday lives, written by Nancy Carson and accompanied by lovely photography from Jennifer Jones, is a reminder of the heroines we encounter daily but don't always recognize as such. These are women who have made their way through extraordinary difficulties and built successful lives for themselves - success defined as they see it, not in the narrow confines only of career and money -often helped along the way by other women. Their life stories, beuatifully presented, serve as a reminder to all of us that: 1) we are each the architect of our own life story, and 2)we don't have to do it all alone. Of course, in Ms. Carson's skillful hands, even a less amazing life would probably provide inspiration to others.
Put this book on your own table or next to your bed, to read on a sunny morning, or when the darkness looms and all seems hopeless: at least one of these women will "speak" to you and help you find a way to go forward.

Believing In Ourselves
From a housing project in the Bronx to the U.S. Court of Appeals, from life on welfare to working as a top industrial engineer . . . the stories of these amazing women inspire dreams.

Believing in Ourselves: A Celebration of Women (Andrews McMeel Publishing,..., April 2002) introduces the reader to 35 amazing, inspiring, and unstoppable women from all over North America and from all walks of life. Many of these women have overcome significant obstacles in their lives. Others have succeeded in fulfilling unusual personal goals. Each of them will amaze and inspire you with their courage and fortitude.

Strengthened by hardship and made generous by their experiences, they offer up their stories to guide and encourage others. In this new book you will learn about:

--Mary-Lisa Orth, Tucson, Ariz., who struggled out of welfare to become a top industrial engineer - while raising four children on her own.

--Beth Bakke-Stenehjem, Bismarck, N.D., who gave life and hope to a friend and coworker through the gift of one of her kidneys.

--Sonia Sotomayor, New York, N.Y., who went from a housing project in the Bronx to sitting on the U.S. Court of Appeals for the Second Circuit.

--Sinthea Brown, Seattle, Wash., who overcame drug addiction and poverty to become a counselor to the homeless in her community.

Believing in Ourselves celebrates the gifts of women who pursued goals that people told them were impossible. They proved themselves by taking the hard road instead of the easy road. Their journeys have instilled each of them with self-awareness, inner peace, and a sense of satisfaction.

About the Author and Photographer
Nancy Carson, a freelance writer from Alexandria, Va., writes regularly about everything from educational technology to family caregiving, but her favorite form is the personal essay. She travels widely and is often in Manhattan, the home of her artist daughter.

The pages of Believing in Ourselves are enhanced by the graceful black-and-white photography of Jennifer Jones of Tucson, Ariz. She attended the New England School of Photography in Boston, Mass. Her photographs have appeared in a number of newspapers and magazines.

A fabulous book for beginning birders, Birdscaping your Garden acts as an all-purpose guide to identification, habitat, and feeding habits. Identification is aided by a short description as well as a black and white sketch and a full-color photo. Each two-page spread discusses one bird with details including migration and winter range, breeding range and behavior, nesting, and a short list of plants to use for bird food.
The feeding guide is garden and plant focused (rather than the typical hanging birdfeeder type focus) with the idea of using native plantings to attract and feed birds. Purchased seed options are rarely mentioned.
As organized and helpful as the individual page layouts are, the overall organization of the book is lacking. The reader is forced to browse through all 64 birds in the directory section to find what is being sought since the birds are not listed in any particular order. The book's lack of regional focus is also limiting and reduces the number of relevant entries to about 30 if you live in New Jersey, for example.
The final section of the book is a plant directory which is organized alphabetically by scientific name. The section includes photos and general cultural guidelines for plants that will shelter and feed the birds previously discussed. A list of "Birds Attracted" within the individual plant descriptions is a nice cross-reference with the bird directory section.
The dichotomy of the book should not put you off - it is clearly written and useful despite its overall lack of organization. There is no doubt it is valuable for creating a native, bird-friendly garden.

I first found this book at our local library and when I went to photocopy "a few pages" I realized I was about the copy the whole book so I decided to just buy the book for myself. It's terrific! It goes through all sorts of species of bushes and trees, indicates what type of wildlife is attracted to it, how they use it, etc. It has good pictures too. A real must have for the backyard gardener who wants to have some wildlife in their life. Highly highly recommended

Want to "reform" your backyard? This book is a great place to start. A wonderful primer on birds and plants, this book is also a solid reference book. I highly recommend it for anyone who is interested in, or is serious about, creating a great place for the birds and the bees to hang out.

Immortals and dragons and vampires, Oh my! I whipped through this fast paced new novel by the immensely talented S.J. Gaither and Michael Canada in two days. I literally could not put it down. Thefirst tale of adventures of Poppy Z, a two thousand year old witch who's a magnet for danger. When Romo The Immortal appears unexpectedly at Antique Bookz, her metaphysical store, Poppy knows she's in for a ride. Romo and his reluctant sidekick Caffee are in trouble, having incurred the wrath of an ancient being with powers that rival their own. Halloween Jack and his minions make life a living hell for Poppy, the immortals and her beloved talking white cat Midnight, as time runs short for Romo. This is the introductory novel in the Witching Moon series. Filled with intriguing characters, sidesplitting banter, and plot twists that will keep you spellbound. Don't start this book at night if you plan on getting any sleep.

Black Moon is horror that grabs you by the tush and pulls you along. Remember how fun horror was when you first discovered it? There you have Black Moon; fun and fresh! Better stil, Black Moon is only the first of a series! Yowza and yahoody! I rarely write two reviews but Black Moon is the first book to be chosen a Buzzy's Best and deserves the praise.

Gaither and Canada may be just gaining their horror feet with Black Moon but once they do; they will knock Stephen King and Dean Koontz on their butts!

I loved Black Moon!

When you enter the world of Poppy Z and Midnight you'll wonder when the next installment is going to arrive. The new writing team of S.J. Gaither & Michael Canada will hopefully be giving us more in the future. A perfect mix of Horror and Humor.

Poppy Z is a Witch, she's over 2000 years old and now lives in a quiet town in Arkansas. She and her "talkin cat" Midnight, who is very sarcastic but witty, have a comfortable home outside of town. She owns a book/herbal/candle shop in town and the local townspeople are beginning to accept that she is a witch and she even does tarot reading for some of them. It's a nice quiet life.

When the Immortal Romo shows up, Poppy knows that things are about to change. It will probably not be for the better, but the events that will follow surpass even her worst nightmares.

Just the right mix of Witches, Vampires, Werewolves, Immortals and other beings to keep the reading interesting. Even a few humans that she has to contend with in her daily life. Nothing however has prepared her for Halloween Jack ...

If you are a fan of Laurell K. Hamilton's "Anita Blake" I would highly recommend this read.

As a longtime resident of this beautiful & remote North Pacific archipelago known as Haida Gwaii, I enjoyed Neil Frazier's guidebook very much. It is extremely informative in matters of interest to travellers in this unforgiving marine wilderness, the hard facts of survival. As well, the author shares his thoughts on the ongoing rape of the ancient forests of spruce & cedar for which the Queen Charlotte Islands are famous. His maps are accurate & current, his directions are lucid & easy to follow, and his advice is worth heeding. Very few of Haida Gwaii's 5000 full time residents have been to half of the places that Mr. Frazier has visited. And the author's extensive knowledge of the human history of these islands is evident throughout the text, and is usually reflected through entertaining anecdotes about Islands residents, past & present. The indigenous Haida people especially are portrayed in a romantic light that stirs the imagination. All in all, the book does what a good travel guide should do- it inspires me to want to load up my boat, and head off on an extended boat camping journey of my own, and to once again marvel at the endless majestic beauty that is to be found in every corner of Haida Gwaii.

"Boat Camping Haida Gwaii" guides readers not only through the waterways surrounding the Queen Charlotte Islands, but also through the history of the region, and the policies that continue to degrade these coastal areas. The guide is filled with detailed maps as well as pointers about where to land and where recent clear-cuts preclude camping. Even if you don't own a boat or a tent, you will still find the author's discussion of the past and possible future of these islands to be a useful guide for thinking about the fragility of the few "wild places" that are left, and about the price of ignoring the long-term effects of deforestation and overfishing.

This is a trip which my husband and I have always wanted to take. With Frazer's book, we feel confident enough to try it (hoping for good weather) The maps and descriptions of the area are very detailed and clear. The personal anecdotes and history enliven the book and make it an unusually readable travel guide. We appreciate the warnings and safety tips as well as the excellent bibliography and index. Congratulations to the author.

Between anguish and rebirth lies closure, a spiritual crossing point where healing takes place. In this evocatively told tale, author Martha Brooks offers an exquisite insight into the family circumstance and spiritual connections of Alexandra Marie Sinclair, and Lonny LaFreniere, the travellers on this journey.

The Lacs des Placottes Valley area of Alberta has been the site of the homestead for the LaFraniere family for several generations. Tom LaFreniere plans that Lonny, his stepson will one day own this land. This is also the place of an ancestral Indian burial mound, and once, Lonny disturbed it. Hard times and a need for money become the reasons that Tom LaFreniere accepts that he must sell it. The buyer is a solitary man who has spent his life on the move from one prairie town to another. He writes a letter that Lonny is supposed to mail, but doesn't. Unexpectedly the stranger dies and the land is left to a daughter he has never seen. Lonny is tormented in dreams by the spirt of his mother, and those whose bones are buried in the Indian mound. He is also disturbed by the image of a girl who sees straight through him!

Alexandra Marie Sinclair is loved and supported by her mother, her aunt, and her Cree grandfather. From him and his friend, the Old Raven Man, Alex is guided by a vision that sends her on a quest in search of truth about the man who was her father. As she sets foot on the former LaFreniere homestead, Lonny feels the spirits of the ancients moving him to reveal truths he has long suppressed.

This is a well written story that will remain in memory long after the final scene is read, and felt!

This book was beautiful, and I have to say that Martha Brooks is one of my favorite authors. The strong sense of connection is part of what makes this book so good- and as a teenager, I have to say that Alex and Lonny are characters that I don't find at all hard to relate to. All in all, I loved it.

This is one of most magical, moving, beautifully written novels I've read all year. I recommend it highly to adult readers as well as teenagers. It's a little gem.

I have been a Bret Hart fan since 1985 and it's so wonderful to see a book finally released about his incredible life. Bret is such an inspiration to so many people. Although I knew a majority of the facts in the book, there were several things I didn't know about, particularly regarding his career in the late 70s and early 80s. I definitely recommend this book to anybody who is a Hitman fan.

As I am Bret 'Hitman' Hart this book is defiantly a great one to buy. This is a true story of my wrestling career. I'm sure those of you who have purchased this book will have a great time reading it and find out why they call me the 'Hitman'!

I have been a fan of the hitman since 1985. He is an inspirational wrestler in my eyes. The one match I saw that same night I went into labor with my second child. March 3 1997. He was born March 4, 1997 and the Hitman has been a true wrestler in my families eyes.

This Atlas is the best gift that I have ever given my husband! We have seen parts of this magnificent province that we never knew existed. We have travelled on backroads that are on this map but nowhere else! And the accuracy of those roads is perfect. Men may not ever ask directions......but they sure love to read maps!

This atlas is absolutely first rate for anyone wishing to find their way in B.C. Detailed road maps include many of the semi-improved and unimproved roads in a scale that provides details not found on ordinary highway maps. Lakes, rivers, wildlife and recreational sites are detailed on the charts and described in back pages. A must-have for anyone traveling through beautiful British Columbia.

The most comprehensive guide to back-country tourism for the British Columbia traveller. Whether you decide to travel on or off the road you'll find detailed maps and destination spots throughout the BC Rec. Atlas. All the small back-roads and logging-roads are detailed in this 1:200,000 scales mapbook. Even campsites are listed! Your best bet for discovering BC.

I took this book with me to the yukon (in paperback form) and it was quite useful. The 1999 update, in the format of a 4 page insert, was helpful. However, due to the nature of the region, services opening and closing in a season, I found that when I arrived in July 1999 (with the 1999 update in hand) that some of the info was outdated. Regardless, it's an indispensible travel tool to this magnificent region.

There really is no better guide book covering the Yukon. Seems to be a bit dated but the info concerning the Yukon is still very accurate especially with the 2003 insert - certainly more accurate than other guide books claiming to have been updated their info in 2003!!!!
Do recommend the Yukon Travel Adventure Guide for anybody heading North to the Yukon.

after reading the book one thing is quite clear: my next trip will be to the yukon. It's more than a simple guide: it's a story-telling book, a who-is-who of the territory, a preperation to coming adventures, written in an entertaining, ironically style (see the bear-chapter) with lots of interesting details on how to do this and that and everything (and by the way even a complete, probably life-saving telephonebook) - read, go and enjoy !!