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Some of Lacan's concepts (as the one above) I read and say -- yes that's IT ... as Lacan said in the lecture translated in this book-- "It's not working out and the whole world talks about it and a large part of our activity is taken up with saying so." Many of the concepts in this book were worth the wading through it -- which I did in one night, entranced, reading through as if in a maze -- or in one of Lacan's Borromean Knots (in which the symbolic, the imaginary, and the real are linked like the rings of a Borromean knot)
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Readers looking for alternatives to hard-sell, "close-of-the-week" approaches will consider "Conceptual Selling" a welcome find. The authors do a good job of including check lists, work sheets and high-level summaries of key points and processes. The result is a book you can quickly put to good use and a resource you can easily return to time and again.
The only flaw in the book (the reason for four, instead of five stars) is that the writing was too often overdone and repetitive. To their credit the authors present their concepts clearly. However, it seems they felt the need to oversell a concept which is all about not overselling. Fortunately, the concepts and useful tools they present more than overcome this modest shortcoming. I highly recommend this book.
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And why do I especially like this book? It's the first instance I remember of what soon came to be known as "steam-punk." A technology-based yarn, but with Victorian techno, not computers. Not exactly. There are three principal characters here: Sybil Gerard, daughter of Walter Gerard, the great Luddite agitator and orator; Dr. Edward Mallory, dinosaur-hunter, afficionado of steam-gurneys, and stalwart of the Industrial Radical Party; and Laurence Oliphant, who pretends to be only a somewhat adventuresome journalist-cum-diplomat but who is actually a top intelligence operative and handler for Her Majesty's government. And then there's Inspector Fraser, part of the very Special Branch, as well as a number of nicely realized supporting characters.
But, of course, the story is really about the world of 1855 in which Charles Babbage was very successful in developing his mechanical computer, a marvelous Engine (always capitalized here) of wheels and rods and gears and punch cards that has put Britain well on top of things, and the government in many ways well on top of its citizens. The plot device that gets things going is the theft of a box of punched Engine cards, the purpose of which is never quite divulged -- though we know the program they contain is Important. It's all a great deal of fun in the Idea-as-Hero tradition. Gibson and Sterling (mostly the latter, I think) have definitely got the feel of the times and the city of London, immersing the reader in authentic jargon and cant, but without casting you adrift.
Frankly, I don't understand the antipathy of the other reviewers. It's a pretty good story and most people I know personally, even those who aren't big Gibson fans, liked it. In fact, my only real complaint is in an area where Gibson's hand definitely shows, and that's the ending of the book. Actually, it doesn't really end; it just stops, and with a bit of Gibsonian mysticism regarding the set of cards thrown in.
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If you can find the free manual by the Stratos Group you're in much better shape.
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