The 5-Second Trick For item
The 5-Second Trick For item
Blog Article
Our brains are wired to respond to specific circumstances in unique strategies. I?�m not recommending any devious methods, but you have to be mindful of specific quirks from the human intellect that are suitable to salespeople, for example: common??with the services or products, you would possibly struggle to explain it in a method that a prospect can realize.|All Center management co-management management fee non-management prime management anger management anti-management See all meanings Word on the Working day|Pro suggestion: Use Search engine marketing finest practices when creating self-company content material like blogs, how-to content, and customer stories. Given that the editor and manager of HubSpot blogs, I positioned a higher worth on Web optimization for inbound advertising and income, And that i?�ve found the results to back it up.|Can?�t determine irrespective of whether you need to market a products or services? Give thought to how the income approaches vary involving them.|management fashion/method/method A best-down management design will make decision-earning gradual and rigid.|Verywell Head's articles is for informational and educational reasons only. Our Site is not intended to be considered a substitute for Expert health-related assistance, prognosis, or treatment method.| Grandmother and grandchild in Sri Lanka Psychology depicts love like a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular theory of love through which love has three factors: intimacy, motivation, and fervour. Intimacy is when two men and women share confidences and a variety of facts in their personalized lives, and is generally revealed in friendships and intimate love affairs. Dedication is the expectation that the relationship is permanent.|I'm so grateful for your personal generosity and willingness to lend a hand. You've got built a favourable effect on my lifetime.|is a fairly steady issue in your personal and Skilled existence. Somehow, it?�s infuriating to both equally the person asking and answering it.|Staying properly in love with God or Krishna will make a single flawlessly free from content contamination, which is the ultimate way of salvation or liberation. In this particular custom, salvation or liberation is considered inferior to love, and just an incidental by-merchandise. Getting absorbed in Love for God is thought of as the perfection of existence.[sixty two]|Psychological intimacy is current in several interactions, but not all. The identical is true for enthusiasm and dedication.|It doesn't matter the dissimilarities in the way in which love is seasoned, another thing remains popular for all: we as humans are social animals who've a deep fascination for it.|Pro suggestion: You won't need to request an expressive man or woman quite a few thoughtful queries to have them to open up up. As a substitute, dial inside your Energetic listening expertise to determine what alternatives they need to have.|This might be as simple as walking the customer about to your dollars sign-up to finish the sale or as nuanced as requesting various signatures over a lengthy contract. Irrespective, it?�s crucial that you close the offer formally.|Investigate on love has grown immensely considering the fact that Freud's remarks. But early explorations into the character and good reasons for love drew considerable criticism.|As associates learn more about each other and become much more self-assured from the prolonged-phrase future of the relationship, routines establish. The alternatives to practical experience novelty and excitement also can decline, as can the frequency of sexual action. This could cause passionate love to subside.}
In Mozi's philosophical framework, common love was not simply a ethical obligation but will also a divine principle originating from Heaven itself. He argued that this principle was exemplified with the actions of sage-kings from ancient occasions, who demonstrated how love could manifest in tangible methods within just human interactions. not.|This viewpoint grounds adherence to law inside the spiritual dynamics of each person's journey, portraying obedience as a acutely aware decision driven by love rather than as mere compliance with exterior dictates.[60]|The phrase "love" can have a variety of similar but unique meanings in various contexts. A number of other languages use several words to precise some of different ideas that in English are denoted as "love"; 1 case in point would be the plurality of Greek principles for "love" (agape, eros, philia, storge).|I feel that being a fantastic salesperson isn?�t about convincing a buyer they really need whichever you?�re selling. Alternatively, it?�s all about targeting the proper shopper who can benefit from your choices then creating interactions with them.|When I enter a retail keep, I?�m usually delay if the store assistant asks immediate concerns with the get-go. One example is, if I?�m just testing out a whole new cell phone within a retailer, I?�m not All set to reply the question, ?�Would you prefer to purchase that phone???After i was an editor at HubSpot?�s Revenue Site, I had to continually maintain up to date with income trends to make certain all the things we printed presented exceptional price to readers like you. To do this, I go through the blogs and opinion pieces of believed leaders wherever I could obtain them.|Finally, love as an emotion is divided in two Views: love as emotion proper and love as emotion intricate. The previous sees love as a specific motivational response to an object, just like other thoughts. On the other hand, critics argue that defining love entirely being an emotion oversimplifies its mother nature. James Robert Brown implies that love evaluates the beloved as worthwhile, but this standpoint fails to seize the complexity of love as compared to other evaluative responses like admiration or regard, Based on critics. Love as emotion sophisticated understands love as a posh psychological Mind-set towards another person, involving historic designs about of 1's emotional responsiveness to the beloved.}
Of partners who are married in excess of 10 several years, the steepest downturn is probably to happen above the second ten years. Daily life activities and transitions could also ensure it is difficult to working experience enthusiasm. People have competing responsibilities which affect their Electricity and limit the prospects to foster enthusiasm. Parenthood is undoubtedly an example of this. a Midwest accent I listen to???you are able to answer and share a bit about by yourself.|Management is how organizations organize and direct workflow, functions, and personnel to meet corporation goals. The primary goal of management is to build an surroundings that empowers employees to work successfully and productively. A good organizational framework guides personnel and establishes the tone and aim of their get the job done.|But we also experience a deep sense of care and motivation towards that human being. Staying ?�in love??features all the above mentioned and also consists of thoughts of sexual arousal and attraction. Having said that, exploration into people today?�s own sights of love implies that not all love is identical. Passionate vs companionate love|Nonetheless, defenders argue that advertising and marketing the beloved's well-getting calls for respecting their autonomy and psychological responses. Also, critics claim the robust concern target solely on wants and problems for your beloved's welfare, making it way too rigorous of a definition. Defenders counter that the will for the beloved's well remaining is A necessary part to love. Monique Wonderly indicates which the thought of attachment can enhance the strong concern check out, capturing the idea that the beloved is not simply crucial for their very own sake but additionally towards the lover.[18]|Christians believe that to love God with your coronary heart, intellect, and power and love your neighbor as your self are the two most crucial factors in everyday life (the best commandment with the Jewish Torah, Based on Jesus; cf.|Pinpointing your concentrate on purchaser is often a welcome problem for the majority of gross sales reps because it lets them to uncover discomfort details rapidly and get ready a pitch that fulfills their wants. The great thing about selling on the web is you could iterate your pitch various occasions when you refine who your target consumer is.|That?�s why it is best to pay attention towards your prospect?�s persona and tailor your solution appropriately. That can assist you out, I?�ve damaged down the four principal identity styles and their Choices.|Inspite of early resistance, study has exposed the value of love in both youngster development and adult health.|I believe it?�s Safe and sound to state they probably aren?�t your preferred man or woman to talk to. Increase a bragging tone, plus they develop into Specially intolerable.|Know all this and much more, so you can greater body your solution since the good, wise decision that should match your prospect's pursuits much better than anyone else perhaps could. Nevertheless it doesn't prevent there.|They perform with men and women and teams to satisfy objectives determined by higher management. They ordinarily have considerably less influence above company policy as compared to the other management ranges, but quite possibly the most conversation with direct reviews.|Interpretations of Rumi's poetry and Sufi cosmology by scholars emphasize a divine-centric perspective, specializing in the transcendent character of love. These interpretations emphasize Rumi's rejection of mortal attachments in favor of a love for the last word beloved, witnessed as embodying absolute elegance and grandeur.|Based on this rule, folks can recall the top along with the large stage of an knowledge more vividly than another A part of it. For example, per week after seeing a Film, I can typically recall the main action sequence and ending. But ask me what took place at the start (put together to get a blank stare).}
Radha is considered to be The inner potency of Krishna, which is the supreme lover of Godhead. Her example of love is thought of as beyond the comprehension of the material realm, mainly because it surpasses any sort of selfish love or lust that is certainly obvious in the fabric entire world. The reciprocal love involving Radha (the supreme lover) and Krishna (God since the Supremely Loved) is the topic of numerous poetic compositions in India, including the Gita Govinda of Jayadeva and Hari Bhakti Shuddhodhaya.-enjoying?? It?�s not surprising people who endorse this love type are unlikely to commit, really feel cozy ending interactions and sometimes begin a new connection right before ending The existing a person. Storge|During historical past, philosophy and faith have speculated in regards to the phenomenon of love. In the 20th century, the science of psychology has analyzed the topic. The sciences of anthropology, neuroscience, and biology have also additional to the comprehension of the strategy of love.|Staff usually have a way of autonomy less than this style, but Those people needing more way may possibly feel neglected.|In the transformational management design, professionals prioritize innovation and development. These managers persuade workforce to find out just whatever they're able to attaining.|Whilst persons are bound to encounter some adverse thoughts linked to love, it may become problematic if These destructive feelings outweigh the positive or if they start to interfere with possibly particular person's skill to operate Commonly.|Be conscious in the tactics your colleagues are utilizing in their sales endeavours, and see if you can include some of the extra productive types into your repertoire.|Look at this online video on the process of performance management, a significant Portion of supporting employees get to their possible:|Professional idea: Once i?�m interviewing material experts, I usually have a list of concerns organized to be a leaping-off level. Even so, I don?�t rigidly stick to them In the event the dialogue usually takes another convert.|And that tone are not able to end if you're carried out prospecting. Preserve it dealing with any conferences or discussions Using the prospective buyers by themselves. They need to know you are self-assured as part of your product or service ??speaking with authority is the best way to Express that.|Studying to love yourself is essential for your mental wellbeing. Here's 33 approaches you may apply self-love.|Dreaming of an ex isn?�t a sign you'll want to rekindle your relationship. But it might be an indication of unresolved inner thoughts, subconscious fears, or maybe a should??Rafi Friedman, president of Coastal Luxurious Outside, a corporation that makes a speciality of developing, cleaning, and repairing pools for household and business use, instructed me that referrals are An important source of new small business: ?�For guide era, we do a whole lot with Search engine optimisation, but We now have several of our greatest results with a great deal more standard procedures; we?�ll canvas new neighborhoods trying to find that initial purchaser who'll inspire all their neighbors, and we get plenty of good business from referrals.??Eye contact is a method of nonspeaking conversation that will help increase intimacy, have faith in, and feelings of link.|It'd be tempting to scrap your profits schooling and just promote around the fly, but resist the temptation. After i?�m in the getting stop of a revenue pitch, I want a very well-crafted, considerate speech that demonstrates a services or products?�s well worth.|Adveṣa and mettā are benevolent love. This love is unconditional and demands appreciable self-acceptance. This is fairly diverse from ordinary love, which is usually about attachment and sexual intercourse and which almost never occurs without having self-fascination. Instead, in Buddhism love refers to detachment and unselfish fascination in Other individuals' welfare.|Attachment is yet another marriage ingredient That could be current in love. Beneficial attachments are emotionally supportive and supply you with a sense of protection.|Love may have an effect on your immune process. A 2019 research identified that slipping in love resulted in immune procedure modifications similar to protective viral infection responses.|The Qur'an exhorts Muslim believers to take care of all persons, individuals who have not persecuted them[clarification desired], with birr or "deep kindness" as mentioned in Surah six:8-9. Birr can also be utilized by the Qur'an to describe the love and kindness that youngsters should demonstrate to their dad and mom.}
Even though I don?�t think about myself a economic whiz, I often use money statements to check a firm?�s paying. If it has invested closely in analysis and enhancement, I get that as an indication that it concentrates on innovation and advancement. love??is a fully commited connection that lacks enthusiasm or intimacy. Examples consist of an arranged marriage or even a Earlier psychological or physical romantic relationship that?�s lost its spark.|For those who notice that a single prospect went which has a competitor whilst one other chose your item, you can slim down the reasons why that took place.|In keeping with HubSpot?�s 2024 Gross sales Tendencies Report, 96% of potential customers do their particular research prior to Talking having a 인스타팔로워늘리기 profits rep. And when potential prospects set in hard work to understand your product or service, you could dedicate a while to Discovering about them.|The success of the revenue initiatives can often occur down to your talent and persistence, but there are some strategies and most effective practices you could employ to make sure your get the job done is as successful as is possible.|Pro suggestion: When looking through by a possible shopper?�s blog, choose notes on the key chatting factors and hold these notes at hand through product sales calls. If you can go deeper than merely saying, ?�I like your weblog ??it?�s well-penned,|Wondering, "Am I in love?" Take this medically reviewed relationship quiz to evaluate the likelihood of love.|At this point, AI has wielded its impact on virtually every corner of the online world, and on the net profits are no exception. For instance, Jones explained to me that AI has reworked Custom made Neon?�s revenue technique by supporting them|[45] Vatsalya at first signifies the tender passion exhibited by a cow in the direction of her calf, extending to denote the love nurtured by elders or superiors towards the more youthful or inferior. This love is exemplified in the affection of mom and dad toward their youngsters, a husband's take care of his wife, or simply a ruler's worry for their topics. Conversely, bhakti denotes the love expressed from the youthful in the direction of the seniors, exemplified in a Kid's devotion to their moms and dads.[forty five]|Just about every domain signifies a triangle corner in Sternberg?�s triangular theory of love. The idea accounts for seven various styles of love, based upon which domains are concerned. We look at these kinds of love beneath.|Soul ties are powerful connections that have an impact on our Electricity. If a soul tie is damaging or hinders your growth, determining the signals could assist you break??Expressing "thank you" in person is a great way to exhibit your appreciation, but taking the time to sit back and write a thoughtful handwritten "thank you" Observe can Specific your gratitude in a far more significant way.|If you set expectations so far outside of your reach, you may go ahead and take wind outside of yourself with each individual sale that doesn't pan out. Have a superb photograph within your ceiling, but Do not be bound by it or demoralized if it winds up remaining a bit also substantial.|The real key Here's to stay pragmatic and make fantastic on one other details on this record. Continue to be well-knowledgeable, be sure your pitches are very well-rehearsed, maintain your consumers properly-served, and constantly discuss such as you have the problem very well at hand. Just have shots of both of those what you'd like to}
Evidence suggests many people have a mixture from the 3 major love styles; these mixtures have been labelled by Lee as mania, pragma and agape. Read extra: Darling, I love you ... from The underside of my Mind
I am overcome with love and gratitude for all the birthday wishes. Thank you, from The underside of my coronary heart. All Cookies?? you comply with the storing of cookies on your product to enhance website navigation, review web site use, and help inside our advertising and marketing efforts.|As a salesperson, you may also be stunned to listen to that 71% of prospective buyers choose carrying out their own individual exploration as opposed to Chatting with a human. It doesn?�t surprise me ??Once i?�m exploring an item, I head over to terrific lengths to stop bothering income or assistance workers.|Interpersonal love refers to love in between human beings. It is actually a much more powerful sentiment than liking anyone. Unrequited love refers to feelings of love that are not reciprocated.|The event of character and other people?�s past romance experiences influences someone?�s love design and style. Gustavo Frazao/ Shutterstock Why do you love how you are doing?|Some scientists suggest that check here love is actually a standard human emotion similar to pleasure or anger, while some feel that It's really a cultural phenomenon that occurs partly due to social pressures and expectations.|com/ Shutterstock The second component is recognized as companionate love. It?�s not felt as intensely, but it surely?�s elaborate and connects inner thoughts of psychological intimacy and determination with a deep attachment toward the intimate lover.|Look through Italy itch itching itchy item itemize itinerant itinerary alone #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Test your vocabulary with our enjoyable impression quizzes|Being an advertising, promotions, or advertising manager, you aid firms market their products and services by way of strategic strategies. You can expect to typically need a bachelor's diploma in promoting, communications, or advertising and marketing to qualify for this sort of situation.|Social link ??Phrase in psychology referring towards the practical experience of experience close and connected to Many others|To be a much less sexual and much more emotionally intimate form of passionate attachment, love is usually contrasted with lust. Being an interpersonal romantic relationship with intimate overtones, love is usually contrasted with friendship, Even though the word love is commonly applied to shut friendships or platonic love. Even further possible ambiguities include usages like "girlfriend", "boyfriend", and "just superior pals".}
"In consequence, it gets to be unavoidable that science really should issue herself Using the very same products whose therapy by artists has provided satisfaction to mankind for Many many years," he extra.'s pride, just one's religious rules, and 1's shyness. Krishna-prema is taken into account to generate one drown during the ocean of transcendental ecstasy and enjoyment. The love of Radha, a cowherd girl, for Krishna is frequently cited as being the supreme illustration of love for Godhead by Gaudiya Vaishnavas.|Managers work in virtually every sort of company and marketplace. The US Bureau of Labor Studies (BLS) expects management positions to increase quicker than normal by 2032 as entrepreneurs start out new organizations and present businesses broaden their functions [one]. The next management position titles present how various these positions might be.|This might not seem like an clear choice, but I believe looking at press releases is a great way to stand up-to-date information on your prospect?�s corporation. By comprehending their community statements and messaging, you could acquire insights into their brand graphic, sector positioning, and strategic route.|the exercise or occupation of staying in control of an organization, Group, department, or group of staff members:|Professional idea: Unless you?�re during the finance market, only use fiscal statements as history information and facts. I don?�t suggest immediately referencing them to consumers.|As You could have currently noticed, HubSpot offers several valuable applications cost-free, like buyer romance management (CRM) program. This is one of the things I?�ve always admired about the manufacturer ??it fulfills several consumer requirements without inquiring them to pay for a cent.|In lots of organizations, management falls into one of three levels: major, Center, and minimal. Professionals in smaller providers may perhaps fill roles at multiple degree, while greater companies may have various administrators within just Every single level.|Gross sales, at its Main, is really a make any difference of trust. It is the apply of conveying benefit and necessity to an fascinated get together.|Develop abilities as part of your industry in general. Have a comprehensive comprehension of the prospective customers you might be selling to. Obtain a really feel for a way they|Do You need to communicate with a gatekeeper, like an assistant, before truly Chatting with the prospect? Relay the information the prospect will require to them Evidently, concisely, and admittedly. Ensure that they understand what you might be stating with a few perception of urgency.|It may also safeguard towards most cancers, according to a 2021 examine that uncovered tissue from pair-bonded mice was less likely to mature tumors than tissue from mice with disruptions for their pair bonds.|When Jones actively listened to The client?�s worries and recognized her want to attract a lot more foot targeted visitors, a solution offered alone: ??I was|I used to be|I had been} ready to pitch the sign as an expenditure rather then an expense and locate a custom-made Alternative which was much more according to her spending plan. This not merely resulted in a very sale and also a repeat purchaser and advocate.??Verywell Intellect's articles is for informational and educational applications only. Our Web site is not really intended to certainly be a substitute for Experienced health-related advice, analysis, or procedure.|Investigation has uncovered three primary variations of love. Initial coined by psychologist John Lee, the love styles are eros, ludus and storge. These types contain individuals?�s beliefs and attitudes about love and work as a information for a way to technique passionate associations.|towards the protection I have and go away my products exposed to hacking. To me, this was more convincing than the prospect of attaining added antivirus safety.|In distinction to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels a single to help you lessen the struggling of Other people. Bhakti is a Sanskrit time period meaning "loving devotion into the divine." A person who tactics bhakti is called a bhakta.|The complexity of love has much to try and do with how folks working experience it in another way And the way it can adjust as time passes. Examine far more: Friday essay: obtaining spaces for love}
The primary operate of a manager would be to established targets. These targets could be for personal staff, departments, or the whole organization, based on the manager's degree of responsibility., this means that individuals are preventing an issue rather than discussing it.|No matter where you are within your development as being a salesperson, it often behooves you to definitely understand how to learn the art of selling.|But Let's say your prospect is a little business enterprise owner with A few press releases or none at all? Analysis the press releases of their competitors. This fashion, you can nonetheless uncover sector tendencies, market troubles, or regulatory alterations they might be handling.|stand relative to their competitors. Choose all of this facts, utilize it to form conversing details, and be capable to articulate them By natural means and coherently.|Eros at first referred to your passionate want, usually synonymous with sexual passion, reflecting an egocentric nature. Nevertheless, its present day interpretation portrays it as the two selfish and responsive to the deserves in the beloved, As a result contingent on explanations. Plato, in his Symposium, argued that sexual desire, fixated on Actual physical attractiveness, is inadequate and may evolve into an appreciation of the beauty of the soul, culminating in an appreciation of the form of attractiveness by itself.|Some managers perspective their role as that of the coach who sees the potential in workforce and desires to aid them grow. This can correctly build potent groups and develop an environment the place staff really feel at ease experimenting.}
Our Mind behaves differently when we?�re in love with anyone in comparison to once we like an individual. Halfpoint/Shutterstock Whenever we love anyone we experience the identical optimistic feelings and experiences as when we like a person.
Scholars like William Chittick assert that each one love stems with the divine, with God being equally lover and beloved. Leonard Lewisohn characterizes Rumi's poetry as Component of a mystical tradition that celebrates love as pathways to union Along with the divine, highlighting a transcendent experience.[46] The kids of Adam are limbs of one human body selling might be a continuing course of action that in no way ends, Then you really?�re likely to really make it to the large time.??We frequently also practical experience warmth and closeness towards the persons we like. In a few instances we prefer to be emotionally intimate with these people today.|If you set a selling price, you safeguard your company and forestall overcharging your clients. Remember that when you overcharge men and women, they?�ll most likely find they could have purchased your product for considerably less cash somewhere else, which implies you?�ll drop a shopper and will experience adverse term-of-mouth.|Author and ??world|globe|planet|entire world|earth|environment}?�s best salesman??Joe Girard emphasizes in his reserve How you can Offer Just about anything to Anyone which the individuals who excel in profits don?�t approach it like a just one-and-done transactional arrangement.|After you?�ve decided on your sector and profits supplying, it is best to seek to determine your goal market place. For those who?�ve taken the heading of this short article virtually, I?�ve acquired some information in your case: rather than virtually looking to offer nearly anything to any one, you need to find a gaggle that?�ll benefit from your product or service.|People with expressive personalities have an interest in people And exactly how Thoughts have an affect on Many others. They are generally outgoing, enthusiastic, and sociable inside their conversation.|Philia originally describing an affectionate regard or welcoming feeling, extended to relationships like friendship, loved ones, business enterprise partners, and 1's nation. Much like eros, philia is usually witnessed as aware of constructive attributes inside the beloved. This similarity has led scholars to Feel whether the primary distinction between intimate eros and philia lies only inside the sexual dimension of the previous. The distinction in between The 2 gets much more elaborate with makes an attempt from scholars to diminish the necessity of the sexual part in eros, contributing to your nuanced comprehension of these types of love.|It means the world that you choose to took the day trip of your respective hectic schedule to invest some time with me. Thank you!|Authoritative leaders have a tendency to make conclusions with no feedback from Some others. This strategy is effective effectively when you need to react immediately to some circumstance and haven't got time for debate.|[ U ] the action of managing something, or of employing or dealing with one thing in a method that's powerful:|Then, once they?�ve completed their thought, talk their concept again to them, ask them to verify in case you recognized them correctly, and pose a question furnishing additional clarification.|These examples are from corpora and from sources on the net. Any viewpoints in the examples usually do not depict the feeling on the Cambridge Dictionary editors or of Cambridge College Push or its licensors.|Due to this, it?�s critical to inquire thoughtful queries for the duration of your discussions ??and a great deal of them.|Attachment involving adults is presumed to work on exactly the same ideas that lead an infant to become hooked up to its mom. The standard psychological watch sees love as staying a combination of companionate love and passionate love. Passionate love is intense longing, and is commonly accompanied by physiological arousal (shortness of breath, immediate coronary heart amount); companionate love is passion and a feeling of intimacy not accompanied by physiological arousal.|In accordance with this impact, the information we receive first acts as an anchor versus which we Examine all even further facts.|Persons substantial on storge love are trusting and therefore are not needy or dependent on others. BLACKDAY/ Shutterstock Eros This sort of love refers to erotic love and is centered on Bodily attraction and engaging in sexual intercourse, the fast advancement of powerful and passionate inner thoughts for another and intense intimacy. Ludus|Variations within Modern society have more emphasized the thought of collaboration among management and workers.}
Looking into the sector, selecting a concentrate on buyer, placing costs, and developing a Site are only the start of Finding out how you can offer anything at all online. You now ought to thread the needle click here between all 4 of such actions, Which begins with direct generation.
Ebooks In-depth guides on dozens of matters pertaining on the marketing and advertising, profits, and customer support industries are inclined to love people similar to on their own.|Knowledge distinctive management styles and after they're most and minimum valuable can be practical. The record under highlights many of the extra popular styles used by managers.|retains a minority stake in the company, one of the individuals stated. From Bloomberg These examples are from corpora and from sources online. Any viewpoints during the examples don't represent the viewpoint of your Cambridge Dictionary editors or of Cambridge College Press or its licensors.}}