as well acquainted??with all your service or product, you would possibly wrestle to explain it in a method that a prospect can fully grasp.|All Center management co-management management rate non-management top management anger management anti-management See all meanings Phrase on the Day|Professional suggestion: Use SEO greatest tactics when creating self-assistance content material like weblogs, how-to articles, and client stories. As being the editor and manager of HubSpot weblogs, I put a higher worth on Search engine marketing for inbound marketing and revenue, and I?�ve observed the results to again it up.|Can?�t make your mind up whether or not you wish to promote a goods and services? Consider how the income methods differ in between them.|management fashion/approach/system A major-down management style can make choice-creating slow and inflexible.|Verywell Intellect's written content is for informational and educational functions only. Our Web site is not meant to be a substitute for Expert healthcare advice, analysis, or procedure.| Grandmother and grandchild in Sri Lanka Psychology depicts love to be a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular principle of love during which love has three components: intimacy, determination, and fervour. Intimacy is when two folks share confidences and numerous information of their individual lives, and will likely be shown in friendships and passionate love affairs. Dedication will be the expectation that the relationship is long-lasting.|I'm so grateful for the generosity and willingness to lend a hand. You've got made a beneficial effect on my everyday living.|is a fairly reliable question in your own and Expert everyday living. Somehow, it?�s infuriating to both equally the person asking and answering it.|Being completely in love with God or Krishna would make a single beautifully cost-free from content contamination, and this is the ultimate means of salvation or liberation. In this custom, salvation or liberation is considered inferior to love, and just an incidental by-product or service. Being absorbed in Love for God is regarded as the perfection of daily life.[sixty two]|Emotional intimacy is present in lots of associations, although not all. The same is real for enthusiasm and dedication.|It does not matter the differences in the best way love is expert, something stays prevalent for all: we as humans are social animals that have a deep fascination for it.|Professional tip: You may not need to talk to an expressive man or woman many thoughtful concerns to have them to open up. Rather, dial as part of your active listening skills to understand what remedies they need.|This may be so simple as walking the customer about to the cash register to complete the sale or as nuanced as asking for a number of signatures on the prolonged deal. No matter, it?�s vital that you shut the deal formally.|Research on love has grown greatly due to the fact Freud's remarks. But early explorations into the nature and motives for love drew substantial criticism.|As associates find out more about one another and develop into additional assured from the prolonged-time period future of the connection, routines produce. The possibilities to knowledge novelty and excitement may decline, as can the frequency of sexual activity. This could cause passionate love to subside.}
When the most effective message to put in writing in any kind of card is often a customized 1, most of us have to have somewhat inspiration occasionally. Begin with some of these sentiments, and then insert an element which makes it your own private. You Can Also Mail Them One thing not.|This point of view grounds adherence to legislation within the spiritual dynamics of each person's journey, portraying obedience as a acutely aware preference driven by love as an alternative to as mere compliance with external dictates.[sixty]|The phrase "love" may have a range of linked but unique meanings in different contexts. All kinds of other languages use numerous text to precise a number of the various principles that in English are denoted as "love"; one particular instance is the plurality of Greek principles for "love" (agape, eros, philia, storge).|I think that remaining a great salesperson isn?�t about convincing a customer they really need no matter what you?�re selling. Instead, it?�s all about concentrating on the correct customer who will get pleasure from your offerings and afterwards creating relationships with them.|After i enter a retail retailer, I?�m ordinarily postpone if the store assistant asks immediate thoughts through the get-go. For example, if I?�m just screening out a different mobile phone in a very shop, I?�m not All set to answer the question, ?�Would you prefer to acquire that telephone???After i was an editor at HubSpot?�s Product sales Site, I needed to continuously maintain updated with gross sales trends to make certain all the things we released provided Excellent price to audience like you. To accomplish this, I examine the weblogs and viewpoint parts of imagined leaders where ever I could find them.|Last but not least, love as an emotion is divided in two Views: love as emotion right and love as emotion advanced. The previous sees love as a selected motivational response to an object, just like other emotions. Nevertheless, critics argue that defining love entirely as an emotion oversimplifies its character. James Robert Brown implies that love evaluates the beloved as worthwhile, but this standpoint fails to capture the complexity of love when compared to other evaluative responses like admiration or regard, In keeping with critics. Love as emotion intricate understands love as a fancy emotional Perspective in the direction of A different human being, involving historic designs regarding of one's emotional responsiveness for the beloved.}
If a buyer states one thing like, ??Is that a Midwest accent I hear???you are able to react and share a bit about by yourself.|Management is how companies organize and immediate workflow, functions, and workers to satisfy company objectives. The principal purpose of management is to generate an ecosystem that empowers staff to work effectively and productively. A solid organizational construction guides employees and establishes the tone and emphasis in their work.|But we also encounter a deep sense of care and commitment toward that individual. Getting ?�in love??incorporates all the above but will also involves feelings of sexual arousal and attraction. Nevertheless, study into people today?�s very own sights of love indicates that not all love is identical. Passionate vs companionate love|On the other hand, defenders argue that selling the beloved's perfectly-becoming needs respecting their autonomy and emotional responses. Furthermore, critics claim that the robust concern concentration entirely on dreams and concerns for your beloved's welfare, making it way too rigid of a definition. Defenders counter that the will for your beloved's very well remaining is A necessary part to love. Monique Wonderly indicates the thought of attachment can enhance the sturdy problem check out, capturing the concept the beloved is don't just vital for their very own sake but also to the lover.[18]|Christians feel that to love God with your heart, mind, and toughness and love your neighbor as your self are The 2 primary points in life (the best commandment on the Jewish Torah, In accordance with Jesus; cf.|Determining your target consumer is often a welcome challenge for many product sales reps as it makes it possible for them to search out soreness factors speedily and prepare a pitch that meets their desires. The beauty of selling on the web is which you can iterate your pitch many instances as you refine who your concentrate on purchaser is.|That?�s why you must listen to the prospect?�s persona and tailor your method appropriately. To assist you out, I?�ve damaged down the four key persona types and their Choices.|Regardless of early resistance, exploration has exposed the importance of love in both equally youngster enhancement and adult health and fitness.|I do think it?�s Protected to state they possibly aren?�t your preferred particular person to talk to. Incorporate a bragging tone, they usually become Specifically intolerable.|Know All of this and much more, so you're able to improved body your item given that the intelligent, wise decision that could accommodate your prospect's passions a lot better than everyone else probably could. Nevertheless it will not stop there.|They function with folks and teams to meet aims determined by higher management. They normally have fewer affect above corporation plan when compared with one other management degrees, but by far the most conversation with immediate stories.|Interpretations of Rumi's poetry and Sufi cosmology by Students emphasize a divine-centric point of view, specializing in the transcendent mother nature of love. These interpretations emphasize Rumi's rejection of mortal attachments in favor of the love for the last word beloved, noticed as embodying absolute elegance and grandeur.|In accordance with this rule, individuals can recall the end and the superior issue of the expertise additional vividly than some other Portion of it. For instance, each week immediately after watching a Motion picture, I can usually recall the most crucial motion sequence and ending. But inquire me what transpired At the beginning (prepare to get a blank stare).}
Mozi's advocacy for universal love prolonged outside of interpersonal relationships; he considered it ought to guideline the selection of rulers along with the structuring of Culture, emphasizing reciprocity and egalitarianism as foundational principles for your harmonious social order.[forty][41]-enjoying?? It?�s not stunning folks who endorse this love model are not likely to dedicate, feel comfortable ending relationships and often start a new romance right before ending The existing a person. Storge|Throughout historical past, philosophy and faith have speculated with regard to the phenomenon of love. During the twentieth century, the science of psychology has examined the topic. The sciences of anthropology, neuroscience, and biology have also included to your comprehension of the principle of love.|Personnel usually have a sense of autonomy less than this model, but All those needing additional path could really feel neglected.|Inside a transformational management fashion, professionals prioritize innovation and progress. These supervisors persuade workers to find just what they're able to attaining.|Even though persons are certain to knowledge some adverse emotions connected to love, it may become problematic if Those people negative emotions outweigh the positive or if they start to interfere with possibly particular person's potential to operate Typically.|Be conscious in the procedures your colleagues are utilizing in their profits efforts, and see If you're able to integrate a lot of the additional productive types into your repertoire.|Observe this video clip on the whole process of effectiveness management, a vital Element of assisting personnel arrive at their possible:|Professional tip: Once i?�m interviewing subject matter authorities, I always have a summary of inquiries organized for a jumping-off position. Having said that, I don?�t rigidly stick with them In case the conversation requires a distinct convert.|Which tone can't halt if you're performed prospecting. Keep it dealing with any meetings or discussions While using the prospective customers on their own. They want to know you're self-assured within your product or service ??speaking with authority is The obvious way to Express that.|Discovering to love oneself is critical to your psychological health and fitness. Here are 33 ways you are able to apply self-love.|Dreaming of an ex isn?�t a sign you should rekindle your partnership. But it may be an indication of unresolved feelings, subconscious fears, or a need to??Rafi Friedman, president of Coastal Luxury Outside, a company that makes a speciality of setting up, cleaning, and fixing pools for household and business use, advised me that referrals are A significant source of new organization: ?�For guide technology, we do a great deal with Search engine optimisation, but We now have a few of our greatest accomplishment with way more regular procedures; we?�ll canvas new neighborhoods trying to find that initial buyer who will encourage all their neighbors, and we get plenty of fantastic enterprise from referrals.??Eye Call can be a method of nonspeaking conversation that will help boost intimacy, believe in, and inner thoughts of relationship.|It might be tempting to scrap your gross sales education and just sell within the fly, but resist the temptation. After i?�m in the obtaining end of a sales pitch, I want a very well-crafted, considerate speech that demonstrates a services or products?�s worthy of.|Adveṣa and mettā are benevolent love. This love is unconditional and requires appreciable self-acceptance. This is quite diverse from ordinary love, which is normally about attachment and sexual intercourse and which seldom happens devoid of self-desire. Rather, in Buddhism love refers to detachment and unselfish desire in others' welfare.|Attachment is another connection factor That could be existing in love. Positive attachments are emotionally supportive and offer you a feeling of protection.|Love may have an affect on your immune procedure. A 2019 analyze discovered that falling in love resulted in immune procedure improvements just like protecting viral infection responses.|The Qur'an exhorts Muslim believers to treat all folks, those who have not persecuted them[clarification required], with birr or "deep kindness" as stated in Surah six:eight-nine. Birr is additionally utilized by the Qur'an to describe the love and kindness that little ones must display to their dad and mom.}
vacant love??is really a committed connection that lacks enthusiasm or intimacy. Examples consist of an arranged relationship or simply a previously emotional or Actual physical partnership that?�s dropped its spark.|If you discover that a single prospect went with a competitor although another selected your product or service, you may narrow down the reasons why that occurred.|In line with HubSpot?�s 2024 Revenue Traits Report, 96% of potential clients do their particular research in advance of speaking which has a sales rep. And if prospective buyers put in effort to learn about your goods and services, it is possible to dedicate a while to Studying about them.|The results of your gross sales attempts can normally come right down to your expertise and persistence, but there are numerous tactics and greatest practices you can hire to be sure your perform is as productive as you possibly can.|Pro suggestion: When looking through by means of a potential buyer?�s web site, take notes on the main chatting points and preserve these notes at hand for the duration of profits calls. If you can go deeper than simply expressing, ?�I like your web site ??it?�s well-created,|Questioning, "Am I in love?" Get this medically reviewed romantic relationship quiz to evaluate the probability of love.|At this stage, AI has wielded its affect on virtually every corner of the online world, and on the internet income are no exception. As an illustration, Jones instructed me that AI has reworked Custom made Neon?�s income tactic by helping them|[forty five] Vatsalya at first signifies the tender passion exhibited by a cow to her calf, extending to denote the love nurtured by elders or superiors to the youthful or inferior. This love is exemplified in the love of moms and dads toward their children, a partner's care for his wife, or simply a ruler's worry for their topics. Conversely, bhakti denotes the love expressed by the young in direction of the seniors, exemplified inside a Kid's devotion to their parents.[45]|Each individual domain signifies a triangle corner in Sternberg?�s triangular concept of love. The speculation accounts for seven diverse styles of love, dependant on which domains are included. We look at these sorts of love under.|Soul ties are potent connections that influence our Vitality. If a soul tie is harmful or hinders your development, pinpointing the indications may well assist you to break??Expressing "thank you" in individual is a great way to exhibit your appreciation, but finding the time to sit back and compose a thoughtful handwritten "thank you" Take note can Convey your gratitude in a more meaningful way.|Should you set expectations to date over and above your get to, you are going to go ahead and take wind outside of your self with every sale that does not pan out. Have a great picture of your ceiling, but Really don't be certain by it or demoralized if it winds up remaining somewhat much too higher.|The true secret Here's to remain pragmatic and make superior on another points on this checklist. Keep well-knowledgeable, ensure that your pitches are well-rehearsed, keep the consumers effectively-served, and usually talk such as you have the specific situation nicely at hand. Just have pictures of both of those what you need to}
Like most customers, I prefer to feel that I?�ve gotten a superb deal from a invest in. For this reason, I think a great salesperson should really leave some wiggle home close to selling price ranges.
[eighteen] Philia was articulated by Aristotle in his Nicomachean Ethics. Aristotle indicates that philia may be motivated by concerns for either one's possess profit or the good thing about the opposite. Philia frequently arises through the utility located in the connection or from admiration for the character or virtues of one other unique. Aristotle even further elucidates that the inspiration of philia rests on objective grounds; persons have to share equivalent dispositions, refrain from Keeping grudges, and embody attributes including justice, amid Other individuals.[35] All Cookies?? you comply with the storing of cookies on the machine to reinforce web site navigation, review internet site usage, and support in our marketing and advertising endeavours.|Being a salesperson, you might also be shocked to listen to that 71% of potential clients desire undertaking their particular study in place of speaking to a human. It doesn?�t shock me ??After i?�m studying an item, I visit good lengths to avoid bothering income or assist staff.|Interpersonal love refers to love amongst human beings. It is a much more powerful sentiment than liking anyone. Unrequited love refers to feelings of love that aren't reciprocated.|The development of individuality and other people?�s past connection activities influences an individual?�s love type. Gustavo Frazao/ Shutterstock How come you love the way you do?|Some researchers propose that love is usually a standard human emotion identical to happiness or anger, while others believe that It's a cultural phenomenon that arises partly due to social pressures and expectations.|com/ Shutterstock The second element is referred to as companionate love. It?�s not felt as intensely, but it really?�s complex and connects feelings of emotional intimacy and motivation by using a deep attachment toward the intimate husband or wife.|Look through Italy itch itching itchy item itemize itinerant itinerary alone #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Check your vocabulary with our exciting picture quizzes|As an marketing, promotions, or marketing and advertising supervisor, you help providers promote their products and services by way of strategic campaigns. You can expect to generally need a bachelor's degree in marketing and advertising, communications, or promoting to qualify for this kind of position.|Social relationship ??Time period in psychology referring into the practical experience of sensation close and linked to Other folks|Like a considerably less sexual and even more emotionally intimate sort of romantic attachment, love is usually contrasted with lust. As an interpersonal relationship with romantic overtones, love is typically contrasted with friendship, although the phrase love is usually applied to shut friendships or platonic love. Further doable ambiguities include usages like "girlfriend", "boyfriend", and "just good good friends".}
So, what can make a good salesperson? Irrespective of whether you're employed in retail, automobile gross sales, or B2B product sales, you?�ll stand the best probability of success in case you?�re aware of the characteristics of your respective target click here prospective buyers and extensively qualify Every prospect towards that matrix. This known as an excellent purchaser profile, and it?�s like using a secret weapon.'s pleasure, just one's religious guidelines, and a single's shyness. Krishna-prema is considered for making one particular drown inside the ocean of transcendental ecstasy and satisfaction. The love of Radha, a cowherd Woman, for Krishna is often cited as the supreme illustration of love for Godhead by Gaudiya Vaishnavas.|Professionals work in nearly every kind of enterprise and sector. The US Bureau of Labor Stats (BLS) expects management positions to develop a lot quicker than regular by 2032 as entrepreneurs start off new businesses and current companies expand their functions [one]. The following management position titles present how diversified these positions is often.|This may not appear to be an obvious decision, but I do think reading through push releases is a great way to stand up-to-day information on your prospect?�s firm. By understanding their community statements and messaging, you may achieve insights into their manufacturer image, market place positioning, and strategic way.|the activity or work of staying in charge of a business, Corporation, department, or group of staff:|Professional idea: Except you?�re while in the finance field, only use financial statements as background details. I don?�t advocate specifically referencing them to clients.|As You may have currently recognized, HubSpot offers several valuable instruments cost-free, like buyer romance management (CRM) software. This is among the items I?�ve constantly admired with regards to the manufacturer ??it fulfills several client wants with no inquiring them to pay a cent.|In many organizations, management falls into one among 3 amounts: best, middle, and reduced. Managers in lesser providers might fill roles at multiple stage, even though more substantial companies might have several managers within Each individual amount.|Gross sales, at its core, is often a make any difference of believe in. It's the observe of conveying benefit and necessity to an intrigued bash.|Develop experience inside your industry in general. Have an extensive understanding of the prospects you might be selling to. Get yourself a really feel for the way they|Do You must connect with a gatekeeper, like an assistant, ahead of actually Talking to the prospect? Relay the data the prospect will need to them Obviously, concisely, and albeit. Ensure they know what you happen to be saying with some sense of urgency.|It may additionally safeguard towards most cancers, In line with a 2021 study that located tissue from pair-bonded mice was not as likely to improve tumors than tissue from mice with disruptions to their pair bonds.|When Jones actively listened to The client?�s problems and discovered her desire to draw in extra foot targeted visitors, an answer presented by itself: ??I was|I used to be|I had been} ready to pitch the signal being an financial commitment in lieu of an expenditure and discover a custom made Option that was extra website according to her spending plan. This don't just resulted within a sale and also a repeat purchaser and advocate.??Verywell Intellect's material is for informational and educational uses only. Our website just isn't meant to become a substitute for Experienced healthcare guidance, diagnosis, or therapy.|Analysis has found three primary designs of love. Initial coined by psychologist John Lee, the love designs are eros, ludus and storge. These designs consist of people today?�s beliefs and attitudes about love and act as a information for a way to method intimate associations.|to your defense I've and depart my equipment exposed to hacking. To me, this was more convincing as opposed to prospect of attaining added antivirus defense.|In contrast to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels one particular to aid decrease the struggling of Many others. Bhakti is often a Sanskrit time period this means "loving devotion on the divine." A one that practices bhakti is referred to as a bhakta.|The complexity of love has much to accomplish with how persons experience it differently And the way it could possibly alter after some time. Browse much more: Friday essay: getting Areas for love}
Inform us about this example sentence: The term in the example sentence doesn't match the entry term. The sentence is made up of offensive content material. Terminate Submit Thanks! Your feed-back is going to be reviewed. #verifyErrors message , this means that individuals are staying away from a difficulty in lieu of talking about it.|No matter where you are inside your improvement to be a salesperson, it generally behooves you to know how to learn the artwork of selling.|But Imagine if your prospect is a little business proprietor with A few push releases or none in the slightest degree? Study the push releases in their competitors. Using this method, you can nevertheless find sector tendencies, sector challenges, or regulatory adjustments they may be handling.|stand relative for their opponents. Acquire all this data, utilize it to condition chatting factors, and be capable to articulate them In a natural way and coherently.|Eros initially referred into a passionate wish, normally synonymous with sexual enthusiasm, reflecting an egocentric character. Nonetheless, its modern day interpretation portrays it as each egocentric and conscious of the deserves in the beloved, As a result contingent on causes. Plato, in his Symposium, argued that sexual want, fixated on physical natural beauty, is insufficient and should evolve into an appreciation of The fantastic thing about the soul, culminating within an appreciation of the form of attractiveness itself.|Some supervisors check out their function as that of the coach who sees the opportunity in staff members and needs that will help them improve. This will successfully Establish sturdy teams and make an surroundings in which employees sense comfy experimenting.}
In distinction, companionate love is typically uncovered to raise as time passes. Even though investigate finds most romantic associations encompass equally passionate and companionate love, it?�s the absence or reductions in companionate love, moreso than passionate love, that can negatively have an impact on the longevity of a intimate romantic relationship. But what?�s The purpose of love?
Because the lust and attraction levels are both thought of temporary, a third stage is needed to account for lengthy-phrase relationships. Attachment may be the bonding that encourages interactions Long lasting for a few years and in many cases many years. Attachment is mostly based upon commitments for instance relationship and kids, or mutual friendship dependant on such things as shared pursuits. selling might be a continuing system that under no circumstances ends, You then?�re going to really make it to the large time.??We often also experience warmth and closeness towards the people today we like. In certain circumstances we decide to be emotionally personal with these people today.|If you set a rate, you shield your enterprise and prevent overcharging your prospects. Bear in mind should you overcharge individuals, they?�ll likely find out they could have purchased your product for a lot less funds in other places, meaning you?�ll shed a consumer and will encounter detrimental word-of-mouth.|Writer and ??world|globe|planet|entire world|earth|environment}?�s greatest salesman??Joe Girard emphasizes in his ebook How to Market Anything to Any one that the those who excel in sales don?�t strategy it to be a 1-and-accomplished transactional arrangement.|When you?�ve decided on your sector and revenue presenting, you should make an effort to discover your concentrate on market. In the event you?�ve taken the heading of this text pretty much, I?�ve got some news in your case: in lieu of literally attempting to promote everything to any person, you'll want to obtain a gaggle that?�ll take pleasure in your service or product.|Those with expressive personalities have an interest in persons And just how Concepts have an impact on Some others. They are usually outgoing, enthusiastic, and sociable within their communication.|Philia at first describing an affectionate regard or friendly emotion, prolonged to associations like friendship, loved ones, enterprise partners, and one's country. Just like eros, philia is usually seen as attentive to positive characteristics from the beloved. This similarity has led scholars to think whether or here not the Principal difference between passionate eros and philia lies only from the sexual dimension of the former. The excellence involving the two becomes additional intricate with attempts from scholars to diminish the necessity of the sexual part in eros, contributing to your nuanced knowledge of these varieties of love.|It means the world you took the day out within your hectic schedule to spend a while with me. Thank you!|Authoritative leaders are likely to make decisions devoid of comments from Many others. This strategy is effective effectively when you might want to react immediately to some situation and do not have time for discussion.|[ U ] the exercise of controlling anything, or of using or managing a thing in a method that's efficient:|Then, once they?�ve concluded their believed, connect their message back to them, question them to validate in the event you comprehended them the right way, and pose a matter providing more clarification.|These illustrations are from corpora and from resources online. Any viewpoints within the examples will not stand for the viewpoint from the Cambridge Dictionary editors or of Cambridge University Press or its licensors.|For that reason, it?�s essential to talk to considerate thoughts throughout your conversations ??and plenty 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 normal psychological watch sees love as remaining a combination of companionate love and passionate love. Passionate love is powerful longing, and is commonly accompanied by physiological arousal (shortness of breath, immediate coronary heart level); companionate love is passion and a sense of intimacy not accompanied by physiological arousal.|As outlined by this influence, the knowledge we obtain initially functions as an anchor towards which we evaluate all further details.|People today superior on storge love are trusting and so are not needy or dependent on Other people. BLACKDAY/ Shutterstock Eros This kind of love refers to erotic love and it is centered on Actual physical attraction and fascinating in sex, the short growth of powerful and passionate feelings for an additional and intensive intimacy. Ludus|Alterations inside of society have even further emphasized the thought of collaboration among management and workers.}
The colour wheel idea of love defines three Major, a few secondary, and 9 tertiary love designs, describing them concerning the traditional colour wheel. The triangular principle of love implies intimacy, passion, and dedication are core parts of love.
Interpersonal love between a man and woman offers an evolutionary adaptive advantage since it facilitates mating and sexual reproduction.[29] Nonetheless, some organisms can reproduce asexually with no mating. Knowledge the adaptive good thing about interpersonal love will depend on comprehending the adaptive benefit of sexual reproduction as opposed to asexual reproduction. Richard Michod reviewed proof that love, and For that reason sexual copy, supplies two key adaptive rewards. are likely to love individuals similar to on their own.|Comprehension distinctive management designs and whenever they're most and the very least useful might be valuable. The listing down below highlights some of the much more frequent variations utilized by managers.|retains a minority stake in the company, among the folks mentioned. From Bloomberg These illustrations are from corpora and from sources on the internet. Any thoughts from the illustrations don't represent the opinion on the Cambridge Dictionary editors or of Cambridge College Push or its licensors.}}