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Are There Different Types of Love? Yup?�not all varieties of love are exactly the same, and psychologists have discovered many differing kinds of love that individuals may well encounter.
provide me this pen.??Have the ability to tackle any thoughts your prospective clients might need completely and thoughtfully. Your capacity to do so is The most very important factors in developing trust and rapport with prospective customers. But your abilities has to increase further than your product or service. common??with all your service or product, you might battle to elucidate it in a means that a prospect can have an understanding of.|All middle management co-management management fee non-management prime management anger management anti-management See all meanings Phrase with the Working day|Pro suggestion: Use Search engine optimisation best procedures when writing self-support material like weblogs, how-to posts, and buyer tales. Since the editor and manager of HubSpot weblogs, I positioned a large benefit on Search engine marketing for inbound promoting and sales, And that i?�ve found the final results to back it up.|Can?�t make your mind up no matter whether you want to market a goods and services? Take into consideration how the sales tactics vary involving them.|management model/strategy/tactic A major-down management fashion can make conclusion-creating slow and inflexible.|Verywell Thoughts's content is for informational and educational purposes only. Our Web site is not meant to be considered a substitute for Qualified professional medical assistance, prognosis, or treatment.| Grandmother and grandchild in Sri Lanka Psychology depicts love to be a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular theory of love through which love has 3 factors: intimacy, dedication, and fervour. Intimacy is when two folks share confidences and several specifics in their individual lives, and is normally revealed in friendships and romantic love affairs. Dedication would be the expectation that the relationship is lasting.|I am so grateful to your generosity and willingness to lend a hand. You have made a favourable influence on my lifetime.|is a fairly reliable issue in your personal and Qualified lifetime. In some way, it?�s infuriating to the two the person asking and answering it.|Getting perfectly in love with God or Krishna would make just one beautifully cost-free from materials contamination, and this is the final word strategy for salvation or liberation. Within this tradition, salvation or liberation is considered inferior to love, and just an incidental by-item. Being absorbed in Love for God is regarded as the perfection of lifestyle.[sixty two]|Psychological intimacy is present in lots of interactions, but not all. The identical is true for passion and commitment.|It does not matter the differences in how love is knowledgeable, another thing continues to be frequent for all: we as humans are social animals who definitely have a deep fascination for it.|Professional idea: You may not really have to request an expressive human being several thoughtful inquiries to receive them to open up up. Instead, dial with your active listening techniques to find out what answers they want.|This might be so simple as going for walks The client more than on the money register to finish the sale or as nuanced as requesting numerous signatures on a lengthy deal. Regardless, it?�s very important that you close the deal formally.|Analysis on love has developed enormously given that Freud's remarks. But early explorations into the nature and causes for love drew considerable criticism.|As associates learn more about each other and come to be a lot more self-confident in the prolonged-phrase future of the relationship, routines produce. The chances to experience novelty and excitement may also decline, as can the frequency of sexual exercise. This could potentially cause passionate love to subside.}
management framework/framework We shall be implementing a different management composition to be able to deal with the transformed sales atmosphere. not.|This viewpoint grounds adherence to legislation inside the spiritual dynamics of each individual's journey, portraying obedience to be a mindful choice pushed by love in lieu of as mere compliance with exterior dictates.[60]|The phrase "love" can have several different similar but unique meanings in several contexts. A number of other languages use multiple text to specific several of the various concepts that in English are denoted as "love"; a person illustration may be the plurality of Greek ideas for "love" (agape, eros, philia, storge).|I believe that being a fantastic salesperson isn?�t about convincing a buyer they really need whatsoever you?�re selling. As an alternative, it?�s all about targeting the proper shopper who can benefit from your offerings then developing associations with them.|When I enter a retail keep, I?�m normally put off if the store assistant asks immediate questions through the get-go. By way of example, if I?�m just testing out a whole new cell phone within a retailer, I?�m not Completely ready to answer the issue, ?�Would you prefer to order that cellular phone???When I was an editor at HubSpot?�s Income Web site, I had to frequently maintain current with gross sales trends to be certain every thing we released delivered exceptional price to audience such as you. To do this, I read the weblogs and feeling parts of thought leaders wherever I could discover them.|Finally, love as an emotion is divided in two perspectives: love as emotion proper and love as emotion advanced. The previous sees love as a selected motivational reaction to an object, comparable to other emotions. Nonetheless, critics argue that defining love exclusively as an emotion oversimplifies its character. James Robert Brown implies that love evaluates the beloved as worthwhile, but this standpoint fails to seize the complexity of love in comparison to other evaluative responses like admiration or respect, according to critics. Love as emotion sophisticated understands love as a fancy emotional Frame of mind towards One more human being, involving historical patterns relating to of 1's psychological responsiveness to your beloved.}
While you might not be capable of gain Absolutely everyone over, it is possible to handle affirmation bias by using social evidence, highlighting favourable evaluations, providing knowledge-pushed evidence, and aligning using your prospect?�s values and ambitions. a Midwest accent I hear???it is possible to respond and share a little bit about your self.|Management is how enterprises organize and immediate workflow, functions, and staff to meet firm goals. The main target of management is to build an atmosphere that empowers personnel to operate efficiently and productively. A reliable organizational structure guides personnel and establishes the tone and aim of their perform.|But we also practical experience a deep sense of care and dedication in direction of that man or woman. Getting ?�in love??includes all the above and also entails inner thoughts of sexual arousal and attraction. Nevertheless, investigation into individuals?�s very own sights of love implies that not all love is the same. Passionate vs companionate love|Even so, defenders argue that marketing the beloved's nicely-becoming demands respecting their autonomy and psychological responses. Furthermore, critics assert the robust issue aim only on dreams and worries with the beloved's welfare, making it far too stringent of the definition. Defenders counter that the need for your beloved's very well becoming is A vital aspect to love. Monique Wonderly implies the notion of attachment can enhance the robust concern look at, capturing the idea that the beloved is not only essential for their own sake and also for the lover.[eighteen]|Christians think that to love God with all of your heart, thoughts, and strength and love your neighbor as your self are The 2 most significant factors in life (the best commandment on the Jewish Torah, In accordance with Jesus; cf.|Pinpointing your target customer is often a welcome problem for the majority of revenue reps mainly because it permits them to locate pain factors rapidly and prepare a pitch that meets their requires. The beauty of selling online is that you can iterate your pitch quite a few moments while you refine who your target customer is.|That?�s why you ought to listen to your prospect?�s personality and tailor your solution accordingly. That may help you out, I?�ve damaged down the four main temperament kinds as well as their preferences.|Despite early resistance, investigation has revealed the value of love in both of those child progress and adult wellness.|I feel it?�s safe to state they likely aren?�t your favorite particular person to speak to. Incorporate a bragging tone, they usually become Specifically intolerable.|Know All of this plus much more, in order to improved frame your item since the wise, practical preference which will fit your prospect's passions a lot better than everyone else maybe could. But it does not quit there.|They work with people and teams to meet plans based on upper management. They normally have considerably less affect in excess of business policy in comparison to the other management levels, but probably the most interaction with immediate experiences.|Interpretations of Rumi's poetry and Sufi cosmology by Students emphasize a divine-centric viewpoint, focusing on 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 complete attractiveness and grandeur.|In keeping with this rule, individuals can recall the end as well as the large place of the working experience more vividly than almost every other part of it. For example, a week after seeing a Motion picture, I'm able to generally remember the leading action sequence and ending. But request me what happened Initially (put together for just a blank stare).}
match-playing?? It?�s not stunning people that endorse this love style are unlikely to dedicate, feel cozy ending interactions and infrequently start a new relationship prior to ending The existing one. Storge|Throughout background, philosophy and religion have speculated with regard to the phenomenon of love. From the 20th century, the science of psychology has analyzed the subject. The sciences of anthropology, neuroscience, and biology have also additional to your comprehension of the thought of love.|Staff members normally have a sense of autonomy beneath this style, but those needing additional route might experience neglected.|Within a transformational management design, professionals prioritize innovation and progress. These professionals persuade staff members to find just what they're effective at achieving.|When men and women are certain to encounter some adverse thoughts affiliated with love, it can become problematic if Individuals damaging thoughts outweigh the optimistic or if they start to interfere with possibly man or woman's means to function Generally.|Be aware on the strategies your colleagues are using inside their sales endeavours, and find out if you can incorporate a number of the far more prosperous kinds into your repertoire.|Watch this video clip on the whole process of effectiveness management, a crucial Element of helping workforce arrive at their prospective:|Professional suggestion: When I?�m interviewing subject matter experts, I constantly have a listing of thoughts organized being a leaping-off issue. Nevertheless, I don?�t rigidly follow them if the conversation usually takes a different change.|And that tone are unable to prevent if you're carried out prospecting. Preserve it undergoing any conferences or discussions Using the prospective clients themselves. They want to know you're confident as part of your products or services ??Talking with authority is the best way to convey that.|Learning to love oneself is important to the psychological well being. Listed here are 33 approaches you could follow self-love.|Dreaming of an ex isn?�t a sign you need to rekindle your connection. But it might be a sign of unresolved feelings, subconscious fears, or perhaps a have to??Rafi Friedman, president of Coastal Luxury Outdoor, a company that makes a speciality of making, cleansing, and fixing pools for household and industrial use, advised me that referrals are An important supply of new business: ?�For lead technology, we do a good deal with Website positioning, but We have now a few of our best good results with considerably more regular methods; we?�ll canvas new neighborhoods seeking that initially client who will inspire all their neighbors, and we get lots of superior enterprise from referrals.??Eye Get hold of is actually a sort of nonspeaking interaction that will help increase intimacy, rely on, and emotions of link.|It'd be tempting to scrap your product sales instruction and just sell about the fly, but resist the temptation. After i?�m in the obtaining stop of the sales pitch, I want a very well-crafted, considerate speech that demonstrates a goods and services?�s really worth.|Adveṣa and mettā are benevolent love. This love is unconditional and involves considerable self-acceptance. This is very unique from regular love, which is frequently about attachment and sexual intercourse and which rarely occurs with no self-interest. As an alternative, in Buddhism love refers to detachment and unselfish fascination in Some others' welfare.|Attachment is yet another relationship aspect Which might be existing in love. Positive attachments are emotionally supportive and provide you with a feeling of protection.|Love may perhaps affect your immune process. A 2019 study located that falling in love resulted in immune process modifications much like protective viral infection responses.|The Qur'an exhorts Muslim believers to take care of all people, anyone who has not persecuted them[clarification necessary], with birr or "deep kindness" as stated in Surah 6:eight-nine. Birr can be utilized by the Qur'an to describe the love and kindness that little ones must show for their parents.}
teams during the location. From Billboard Answering phone calls from customers led her to find out a discipline named solution management love??is usually a dedicated romance that lacks enthusiasm or intimacy. Examples consist of an arranged relationship or maybe a Beforehand psychological or physical marriage that?�s dropped its spark.|For those who discover that one particular prospect went that has a competitor when the opposite chose your item, you are able to slim down the reasons why that transpired.|Based on HubSpot?�s 2024 Sales Developments Report, 96% of prospective buyers do their own individual investigation before speaking with a product sales rep. And when prospective buyers place in hard work to study your services or products, you'll be able to commit some time to Understanding about them.|The achievements of your respective profits efforts can normally come right down to your talent and persistence, but there are many methods and most effective procedures you could use to be certain your function is as productive as possible.|Pro suggestion: When examining as a result of a potential shopper?�s site, consider notes on the major talking factors and hold these notes at hand in the course of profits phone calls. If you're able to go further than simply indicating, ?�I like your site ??it?�s nicely-prepared,|Wanting to know, "Am I in love?" Get read more this medically reviewed romantic relationship quiz to evaluate the probability of love.|At this point, AI has wielded its impact on virtually every corner of the internet, and on-line gross sales are no exception. By way of example, Jones told me that AI has remodeled Tailor made Neon?�s product sales technique by assisting them|[forty five] Vatsalya originally signifies the tender passion exhibited by a cow to her calf, extending to denote the love nurtured by elders or superiors in the direction of the youthful or inferior. This love is exemplified in the love of mothers and fathers toward their small children, a husband's care for his spouse, or maybe a ruler's worry for their topics. Conversely, bhakti denotes the love expressed through the more youthful towards the seniors, exemplified in a child's devotion to their moms and dads.[forty five]|Each and every domain represents a triangle corner in Sternberg?�s triangular idea of love. The idea accounts for 7 diverse varieties of love, determined by which domains are involved. We glance at these types of love below.|Soul ties are strong connections that impact our Strength. If a soul tie is dangerous or hinders your expansion, determining the signs may perhaps enable you to crack??Stating "thank you" in particular person is a great way to exhibit your appreciation, but finding the time to sit down and generate a thoughtful handwritten "thank you" note can Convey your gratitude in a far more meaningful way.|When you set benchmarks up to now beyond your reach, you can expect to go ahead and take wind outside of by yourself with each individual sale that does not pan out. Have a very good picture of one's ceiling, but Will not be certain by it or demoralized if it winds up remaining somewhat much too large.|The crucial element here is to stay pragmatic and make very good on the opposite details on this record. Continue to be very well-informed, make sure your pitches are very well-rehearsed, keep your buyers perfectly-served, and normally discuss such as you have the situation effectively at hand. Just have shots of both equally what you need to}
You might be termed on to talk to clients and deal with grievances. You might need a bachelor's diploma to qualify for this kind of position, but at times obtaining practical experience as being a revenue agent or purchaser is often just as important.
[18] Philia was articulated by Aristotle in his Nicomachean Ethics. Aristotle suggests that philia may be motivated by issues for both 1's personal profit or the good thing about the opposite. Philia often occurs with the utility present in the relationship or from admiration with the character or virtues of one other specific. Aristotle further more elucidates that the inspiration of philia rests on goal grounds; individuals will have to share very similar dispositions, refrain from holding grudges, and embody qualities which include justice, between Other individuals.[35] All Cookies?? you conform to the storing of cookies with your gadget to improve internet site navigation, analyze web page utilization, and assist within our advertising endeavours.|Like a salesperson, you may additionally be shocked to listen to that 71% of prospective clients favor accomplishing their very own exploration as an alternative to Chatting with a human. It doesn?�t surprise me ??Once i?�m researching a product, I go to great lengths to stop bothering sales or assist staff.|Interpersonal love refers to love amongst human beings. It is a much more powerful sentiment than liking a person. Unrequited love refers to emotions of love that aren't reciprocated.|The event of personality and people?�s previous marriage experiences influences someone?�s love design and style. Gustavo Frazao/ Shutterstock Why do you love the best way you are doing?|Some scientists suggest that love is actually a primary human emotion just like happiness or anger, while some believe that It's a cultural phenomenon that arises partly resulting from social pressures and anticipations.|com/ Shutterstock The 2nd aspect is known as companionate love. It?�s not felt as intensely, however it?�s sophisticated and connects thoughts of emotional intimacy and motivation that has a deep attachment toward the intimate associate.|Search Italy itch itching itchy item itemize itinerant itinerary by itself #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Examination your vocabulary with our exciting impression quizzes|As an marketing, promotions, or marketing and advertising manager, you aid companies boost their products and services through strategic strategies. You can expect to commonly require a bachelor's degree in advertising, communications, or promotion to qualify for such a situation.|Social link ??Term in psychology referring to the working experience of sensation close and linked to Many others|For a a lot less sexual plus much more emotionally personal type of romantic attachment, love is usually contrasted with lust. As an interpersonal marriage with intimate overtones, love is sometimes contrasted with friendship, Even though the term love is frequently applied to near friendships or platonic love. Additional probable ambiguities include usages like "girlfriend", "boyfriend", and "just fantastic close friends".}
just one's pride, one's spiritual principles, and 1's shyness. Krishna-prema is taken into account for making a person drown from the ocean of transcendental ecstasy and enjoyment. The love of Radha, a cowherd click here girl, for Krishna is frequently cited because the supreme illustration of love for Godhead by Gaudiya Vaishnavas.|Supervisors work in virtually every style of organization and industry. The US Bureau of Labor Data (BLS) expects management positions to increase more quickly than normal by 2032 as business owners begin new providers and current corporations increase their functions [one]. The following management career titles present how various these positions could be.|This could not look like an apparent alternative, but I think looking through push releases is a great way to rise up-to-day info on your prospect?�s organization. By knowledge their public statements and messaging, you'll be able to get insights into their brand picture, marketplace positioning, and strategic course.|the exercise or position of becoming in command of a corporation, organization, department, or crew of staff members:|Professional idea: Unless you?�re inside the finance sector, only use economic statements as qualifications information and facts. I don?�t recommend straight referencing them to clientele.|As You may have previously recognized, HubSpot gives a lot of handy instruments gratis, like buyer romance management (CRM) software package. This is amongst the issues I?�ve often admired in regards to the model ??it fulfills a lot of buyer wants without inquiring them to pay for a cent.|In several businesses, management falls into one among three ranges: prime, middle, and very low. Managers in lesser businesses could fill roles at more than one stage, even though more substantial companies may have quite a few professionals inside of Just about every stage.|Revenue, at its Main, is often a issue of rely on. It's the practice of conveying price and requirement to an fascinated get together.|Develop experience within your marketplace in general. Have an extensive knowledge of the prospective clients you're selling to. Get yourself a feel for the way they|Do You must connect with a gatekeeper, like an assistant, in advance of in fact speaking to the prospect? Relay the information the prospect will require to them clearly, concisely, and albeit. Make sure they really know what you might be stating with a few feeling of urgency.|It might also safeguard from most cancers, In accordance with a 2021 analyze that identified tissue from pair-bonded mice was not as likely to expand tumors than tissue from mice with disruptions for their pair bonds.|When Jones actively listened to the customer?�s considerations and determined her want to appeal to additional foot targeted traffic, an answer presented itself: ??I was|I used to be|I had been} capable to pitch the indication being an expense in lieu of an cost and discover a tailored Alternative which was more in keeping with her funds. This not just resulted within a sale and also a repeat purchaser and advocate.??Verywell Head's written content is for informational and academic purposes only. Our Web site isn't meant to be described as a substitute for Experienced professional medical advice, analysis, or treatment.|Research has identified 3 Main designs of love. Initial coined by psychologist John Lee, the love designs are eros, ludus and storge. These designs include people?�s beliefs and attitudes about love and act as a manual for the way to solution intimate associations.|towards the protection I have and go away my gadgets exposed to hacking. To me, this was a lot more convincing as opposed to prospect of getting added antivirus security.|In distinction to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels one that will help lessen the suffering of Other people. Bhakti is really a Sanskrit time period meaning "loving devotion to the divine." A one that procedures bhakti is named a bhakta.|The complexity of love has much to carry out with how persons working experience it otherwise And the way it may possibly adjust as time passes. Browse far more: Friday essay: discovering spaces for love}
Look through managed charges managed economic climate managed fund managed internet hosting management management accountant management accounting management audit management board #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Check your vocabulary with our entertaining image quizzes, this means that people are keeping away from a difficulty in lieu of speaking about it.|Regardless of where you are as part of your enhancement as being a salesperson, it often behooves you to definitely know how to master the art of selling.|But what if your prospect is a small organization operator with A few push releases or none in the slightest degree? Study the press releases of their rivals. Using this method, you may continue to discover business developments, marketplace problems, or regulatory changes they might be coping with.|stand relative to their rivals. Get all of this data, utilize it to condition conversing details, and manage to articulate them naturally and coherently.|Eros at first referred to some passionate desire, typically synonymous with sexual enthusiasm, reflecting an egocentric character. Nonetheless, its modern day interpretation portrays it as equally egocentric and attentive to the deserves of your beloved, So contingent on good reasons. Plato, in his Symposium, argued that sexual motivation, fixated on Bodily attractiveness, is inadequate and may evolve into an appreciation of The great thing about the soul, culminating in an appreciation of the shape of natural beauty by itself.|Some managers perspective their position as that of a mentor who sees the opportunity in staff members and desires to help them improve. This will successfully Establish sturdy teams and produce an environment wherever staff experience relaxed experimenting.}
Our Mind behaves in another way when we?�re in love with a person in comparison to once we like someone. Halfpoint/Shutterstock When we love a person we practical experience the same good ideas and encounters as whenever we like a person.
Lucretius perceives love for a disruptive and irrational power, resulting in insanity and despair. To him, it can be an affliction distorting truth, a primal urge rooted within the biological need to have for species to propagate. He emphasizes love's futility and self-harmful mother nature. selling could be a continuing procedure that never finishes, Then you definately?�re likely to really make it to the large time.??We often also working experience heat and closeness in direction of the individuals we like. In some scenarios we opt to be emotionally personal with these individuals.|After you established a value, you shield your business and forestall overcharging your consumers. Keep in mind that for those who overcharge people, they?�ll in all probability learn they might have bought your products for significantly less money somewhere else, which means you?�ll get rid of a buyer and could knowledge unfavorable phrase-of-mouth.|Author and ??world|globe|planet|entire world|earth|environment}?�s best salesman??Joe Girard emphasizes in his reserve The way to Provide Everything to Any person which the individuals who excel in profits don?�t method it being a one-and-accomplished transactional arrangement.|When you?�ve selected your market and profits giving, you should make an effort to establish your target market. In case you?�ve taken the heading of this information actually, I?�ve acquired some information for you personally: in place of literally attempting to market nearly anything to any one, you have to discover a bunch that?�ll gain from your products or services.|People with expressive personalities are interested in individuals And the way Tips influence Other folks. They are usually outgoing, enthusiastic, and sociable inside their conversation.|Philia originally describing an affectionate regard or friendly feeling, prolonged to interactions like friendship, close relatives, small business companions, and a single's nation. Similar to eros, philia is commonly found as attentive to good characteristics during the beloved. This similarity has led Students to Feel whether the primary distinction between intimate eros and philia lies exclusively within the sexual dimension of the former. The excellence involving the two gets to be more elaborate with makes an attempt from scholars to diminish the necessity of the sexual part in eros, contributing to the nuanced comprehension of these kinds of love.|This means the whole world you took the outing of your occupied timetable to invest some time with me. Thank you!|Authoritative leaders are inclined to make decisions devoid of comments from others. This tactic functions perfectly when you must respond speedily to a situation and do not have time for discussion.|[ U ] the activity of managing something, or of making use of or addressing one thing in a method that is helpful:|Then, after they?�ve completed their assumed, communicate their message back again to them, talk to them to verify in the event you comprehended them the right way, and pose an issue providing more clarification.|These illustrations are from corpora and from resources on the web. Any viewpoints while in the illustrations tend not to stand for the viewpoint from the Cambridge Dictionary editors or of Cambridge College Press or its licensors.|This is why, it?�s crucial to question considerate questions for the duration of your discussions ??and many them.|Attachment concerning Grown ups is presumed to operate on the same principles that lead an infant to be hooked up to its mom. The normal psychological view sees love as becoming a mix of companionate love and passionate love. Passionate love is rigorous longing, and is commonly accompanied by physiological arousal (shortness of breath, swift coronary heart fee); companionate love is affection and a feeling of intimacy not accompanied by physiological arousal.|In accordance with this impact, the information we receive 1st acts as an anchor against which we Examine all further more facts.|Persons significant on storge love are trusting and therefore are not needy or dependent on others. BLACKDAY/ Shutterstock Eros This kind of love refers to erotic love and it is focused on Actual physical attraction and fascinating in sex, the short growth of sturdy and passionate emotions for another and powerful intimacy. Ludus|Alterations in just society have more emphasized the thought of collaboration involving management and personnel.}
Yet another critical point is transparency. Be trustworthy and real when speaking with your customer regarding your services or products. One more info example is, don?�t make exaggerations or promises you'll be able to?�t supply on.
Prior to Western affect, the time period koi usually represented passionate love. Koi describes a longing for your member of the other sexual intercourse and is typically interpreted as selfish and seeking. The term's origins come from the strategy of lonely solitude as a result of separation from a loved just one. Although present day use of koi concentrates on sexual love and infatuation, the variousō employed the time period to include a wider choice of situations, which includes tenderness, benevolence, and substance drive. The fusion of ai and koi gave rise to the modern phrase ren'ai; its utilization much more carefully resembles that of koi in the form of intimate love.[forty three][forty four] tend to like people much like by themselves.|Being familiar with various management variations and when they're most and least beneficial can be helpful. The record beneath highlights a number of the additional popular styles utilized by professionals.|holds a minority stake in the corporation, among the persons said. From Bloomberg These illustrations are from corpora and from resources online. Any viewpoints in the examples do not signify the viewpoint from the Cambridge Dictionary editors or of Cambridge College Press or its licensors.}}