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Just because a customer has given you an order doesn t automatically mean they become your best buddy. Some people you naturally warm to more readily than others, but most people soften when someone sympathetic offers help. It just takes some customers longer. Once the initial sale has broken the ice, begin to develop the relationship. A fraternal approach often works best, concerned but not invasive. Check that they re getting along okay has the software installed easily, are they up and running, has customer support been helpful Stay in contact and be approachable at all times. Let them know they always have a receptive ear to contact. As your customers get to know your product, you need to get to know them. The more you know about them the easier it is to see where other opportunities lie. Being able to converse with customers, almost as if you were a member of their staff, makes their making the right decision much easier for them. Your range of products won t suit everyone, so don t try and sell it where it is bound to fall short. Salespeople who withdraw their product because it isn t suitable have an enormous amount going for them when they come back with a product that does fit. In IT you ll often find the customer base is valued in takeover situations more than the products your company delivers.

I ve been hearing rumors on the Street about you and a wheat trade. Tell us about it, J.L., entertain us at lunch. Well, I just felt the demand for wheat in America was underestimated, and the price was going to rise. I waited for what I call my Pivotal Point and stepped in and bought 5 million bushels of wheat, about 7 million dollars worth. I watched the market closely after the purchase. It lagged. It was a dull market, but it never declined below where I bought it. Then one morning the market started upwards, and after a few days the rise consolidated, forming another of my Pivotal Points. It laid around in there for a little while, and then one day it popped out on the upside with heavy volume. A good signal, so I put in an order for another 5 million bushels. This order was lled at higher and higher prices. This was good news to me because it clearly indicated that the market line of least resistance was upward. I liked the fact that it was much more dif cult to acquire the second lot of 5 million bushels. I then had lled out my predetermined target position of 10 million bushels, so I stepped back, and kept my eye on the market. It formed into a strong bull market and rose steadily for several months.

Another vital element to trading futures is key numbers Traders must know the points of support and resistance in the market, and that means that they must be familiar with the key numbers Key numbers are those stopping points at which the market may reverse or accelerate 10 is devoted to key numbers and market indicators, but I cannot discuss futures trading without saying something about the numbers As a general rule, you should wait for resistance to be broken before you become a buyer and you should wait for support to be crossed to the downside before you are a seller Otherwise, a trade may be halted by the forces of the market and the trade will not pay As traders, we may have short memories, but the financial markets do not.

Some reactions must be conducted at pressures above atmospheric, for example, when the temperature required is far above the boiling point of the solvent or a reactant. While specialized equipment is available to conduct such reactions on a signi cant scale, they can be dif cult to manage on our target scale of up to 25 mmol. One approach to this problem is the use of a sealed tube. A signi cant de ciency of such reactions is that they are impossible to follow. Heavy-walled Pyrex tubes (sometimes called Fischer-Porter tubes, often available from your friendly neighborhood glassblower) can

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