Top Guidelines Of selling
Top Guidelines Of selling
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) none on her facet. If anything I desire she'd be a bit much more adventurous during the bedroom but I came to recognize that she's really standard and conservative so I have not made any huge challenge out of it.
Of all of the action items, approximately a quarter are linked to the natural environment by way of agencies such as the Environmental Protection Company, the U.S. familiar??with your goods and services, you could possibly battle to elucidate it in a way that a prospect can recognize.|To even further aid the value of rapport for salespeople, I?�ve tried to pinpoint the ways in which it drives sales. Right here?�s what I found:|Vestiaire Collective pays out its sellers every single organization day. Once a sale has become processed, you are able to assume payment to strike your PayPal account inside 24 hours, or arrive with your connected bank account within just 5 small business days.|You are able to list your products and solutions on Amazon Commonly. In this case, Amazon receives you prospects and afterwards You should satisfy all orders your self.|Whenever you set a value, you secure your enterprise and forestall overcharging your shoppers. Do not forget that for those who overcharge individuals, they?�ll probably explore they could have bought your item for less dollars in other places, which suggests you?�ll drop a buyer and could expertise adverse word-of-mouth.|I suppose I have been stewing because then. I said just before that my spouse is conservative within the bedroom. Well evidently she wasn't everything conservative with that guy.|Marks/Scars/Tattoos: prcd l ear - one gap; sc r chk - surgical scar on ideal cheek; tat abdom - ptpf; tat again - remaining chucky; tat again - cannabis plant in pot; tat back - marj plant; tat upper body - dragon; tat l arm - chucky grave lawn scene entire arm; tat l arm - graveyard scene w demon wings; tat l arm - portrait; tat l fgr - hop on left knuckles; tat l hnd - chucky grave property scene whole arm; tat l hnd - eov; tat l hnd - on fingers hop; tat l leg - dragon; tat neck - hip hop on throat|To assist you to find the greatest technique in your case, we?�ve crafted a comprehensive list of clear-cut strategies you can use to begin your on the web selling journey today. Our insights are created to give you a distinct, actionable path to get started on selling on line effectively and efficiently.|If you just desire to pawn off items from your attic, it is possible to produce a absolutely free account and listing as many as 10 items inside your initial month. You may additionally ask for to have your item Restrict enhanced right after your to start with thirty day period.|Her feedback on AI are echoed in HubSpot?�s Gross sales Traits Report, with 81% and seventy eight% of respondents stating that AI may also help them save time on guide responsibilities and increase performance.|When these members may well in truth be your neighbors, it?�s however a good idea to adhere to the protection most effective procedures described above when selling in man or woman.|All shipping and delivery charges are included for your listing value. Your collection will improve the cost for the buyer ??and eventually for you personally far too, because seller expenses are based on the entire item Expense, which include shipping.|In the event you?�re new to sales or simply here to help keep updated with the most effective tactics for selling, I?�m likely to level along with you: The key of selling just about anything to anyone is just not seeking to offer just everything to almost any one.|Personally, I love observing a salesperson provide their unique identity for their career. However it?�s well worth mentioning that not each prospect will answer properly to specific personalities and behaviors.|But if we were being to gather that garb into a person pile, It could be tremendous. Viewing it all in a single area places factors into standpoint.|One more key place is transparency. Be straightforward and actual when talking to your consumer about your services or products. For example, don?�t make exaggerations or guarantees you can?�t deliver on.|This principle, Therefore, stresses on the value of manipulating the atmosphere/scenarios so that you can get the specified reaction from your prospective customers.|For B2B profits, I think you?�d be superior off with the have Site from the get-go: it?�ll search much more Skilled than selling on a third-occasion System.|Selling is knowledgeable exercise because it calls for sales specialists and income experts to persuade prospective customers, therefore generating a worthwhile sale.}
The transactional technique focuses on producing fast gross sales without make an effort to sort lengthy-phrase relationships with The shopper. It?�s a short-expression technique exactly where the salesperson gathers sales opportunities, operates on them, and focuses on selling just as much as you possibly can.
With the discussion you overheard, it looks like she did not love it, which is a great cause why she isn't going to want it along with you. Attempt heaps and much and many oral on her and see how receptive she's then. Good luck with all your adventure. in the position to pitch the indication being an investment as opposed to an price and look for a custom made solution that was much more in keeping with her budget. This don't just resulted inside a sale but also a repeat purchaser and advocate.??When choosing which ecommerce platform to decide on, you must find the right platform for the type of goods you wish to sell. For example, selling electronic merchandise commonly requires a expert platform. Whereas, physical items is usually bought through most typical-reason ecommerce platforms.|Understand that each and every small business Group is different, and each client is different at the same time. Hence the methods to selling the products or services may even vary each time.|Of course, Each individual of those styles includes its personal pros and cons and unique charges that you simply?�ll really need to forfeit to Amazon.|To make a listing, you recognize the drill: images, description, price. If you want somewhat aid location it up, Vestiaire Collective will pitch in with automatic Picture enhancing and pricing tips.|testify, we usually tend to take details that aligns with our beliefs than contradictory proof ??It doesn't matter how persuasive.|Ita in good shape ut nōn item in ōrātiōne ut in versū numerus exstet, idque quod numerōsum in ōrātiōne dīcitur nōn semper numerō fīat, sed nōnnunquam aut concinnitāte aut cōnstructiōne verbōrum.|In case you?�d alternatively not ship your item throughout the country, you may list it only to provide locally. Various web pages Enable you to create a listing to publicize your merchandise after which you can satisfy up to make the sale in individual as soon as you?�ve identified a buyer.|Can?�t come to a decision whether or not you want to market a goods and services? Think of how the gross sales strategies differ in between them.|With this design, you put up an advertisement on one of these web-sites, after which you can get contacted by people today dwelling mostly in your neighborhood location.|for the safety I've and depart my equipment exposed to hacking. To me, this was far more convincing in comparison to the prospect of getting supplemental antivirus defense.|Taking into consideration you might be on SSDI, your cash flow might be quickly verified by a LL. Opt for an everyday payment sceduale using a deposit.|Matt Wiley bought a suggestion of much more than $fifty for a few old flicks and some PS3 online games selling on Decluttr.|Once you?�ve decided on your field and sales providing, you should try and discover your goal marketplace. For those who?�ve taken the heading of this short article pretty much, I?�ve acquired some information in your case: as an alternative to pretty much endeavoring to offer something to any person, you have to find a gaggle that?�ll take advantage of your products or services.}
Sellers linked to the sale make an effort and hard work to teach the potential prospects with regards to the products. This can make it less complicated for purchasers to decide which solutions are the best to invest in and which ones are not.
A prospect by using a substantial information level received?�t respect oversimplification, but a person by using a minimal understanding level may possibly want some history data to appreciate your pitch. not.|As an alternative of making listings and coping with buyers by yourself, you?�ll just provide your items to Decluttr, and the business usually takes care of reselling.|The corporation can take care of selling and pays for delivery. Not a foul offer. All you have to do is pack the items in a very box, tack to the label and mail it off. Wiley suggests asking your local grocery store without cost bins. Charge-saving and eco-friendly!|Listing your things on the largest online marketplaces can be a assist or even a hindrance to your organization.|Ebooks In-depth guides on dozens of topics pertaining for the internet marketing, gross sales, and customer care industries|She told him that he was drunk and that no she hadn't explained to me. I assume the dude was far too shut or a little something for the reason that my spouse once more explained to him that he was drunk and will return to the team. I believe he laughed and after that designed a completely rude remark. He questioned her if I [reference to intercourse] She did not respond to the concern but explained to him once more that he was drunk and staying a dick and he or she still left.|The thing about Etsy is that individuals are previously there, they usually?�re actively attempting to find things to purchase.|Decide on products and solutions to market dependant on Everything you love and find out about; exploration what?�s popular and essential by prospects.|I would like to remain in a particular city if I have a gig for 3-4 months of filming and want to just lease an apt In the meanwhile. I would like to pay for upfront. What on earth is a motive I could well be denied?|piece - an item that is an instance of some type; "he developed a completely new piece of equipment"; "she bought a lovely bit of china";|BTW - other than panties, I'm just a daily male who cares deeply for Females because I'm in touch with my femimine aspect. I take care of myself, work out three situations each week and I do most thing that men do apart from the lousy things such as spitting and dishonest.|It?�s among the list of only on the net marketplaces that requires sellers to upload shots of your item through its cell application. Consumers aren?�t necessary to use the app, while it?�s a far more effortless way of browsing on OfferUp because of constructed-in messaging and payment processing.|By way of example, you could attract with your abilities to talk about field-wide trends the customer might not learn about. You can even share information that a customer may possibly obtain practical or simply deliver absolutely free instruments which make their career much easier.|However, you don?�t need to have to spend hrs reading through a buyer?�s 500-web site small business book ??Except if you work in reserve publishing|Marks/Scars/Tattoos: miss out on r fgr - index finger; overlook r fgr - middle finger; tat ul arm; tat r shld - psalms 23|Author and ??world|globe|planet|entire world|earth|environment}?�s finest salesman??Joe Girard emphasizes in his ebook The best way to Promote Anything at all to Any individual that the individuals who excel in sales don?�t method it to be a 1-and-accomplished transactional arrangement.|Marks/Scars/Tattoos: tat again - surf board; tat again - surfboard happening his spinal twine; tat r arm - tribal artwork heading all around arm; tat r arm - tribal band|Marks/Scars/Tattoos: sc r shld; tat buttk - star; tat r arm - eyeball w hand Keeping shears; tat r foot - tinkerbell|And with that summing up the 10 most practical ways to sell online, you?�re in all probability by now asking yourself which ones is the simplest to get started with.|Pro tip: Once i?�m interviewing subject material specialists, I constantly have an index of queries prepared to be a leaping-off issue. Having said that, I don?�t rigidly keep on with them if the discussion usually takes a different flip.|two. The other side in the coin is Individuals who have many unverifiable earnings, and many revenue inside the financial institution. Normally This is due to they stiffed their final three landlords and lived without cost, or because they prefer to sue individuals, or as they are a drug dealer.|As you might have already noticed, HubSpot offers a lot of valuable instruments totally free, like client romantic relationship management (CRM) program. This is without doubt one of the things I?�ve always admired concerning the brand ??it fulfills several client wants without having inquiring them to pay for a cent.|I see that I am able to make a more powerful reference to persons Once i inquire queries based upon the discussion I?�m owning rather than asking solely pre-prepared inquiries.}
Solutions can generally be marketed with out face-to-face conversation, While companies Typically require a dialogue which has a consultant or maybe the assistance company who?�ll be executing the function.
know how selling can be a continuing system that in no way ends, then you?�re likely to really make it to the big time.??Think about it this fashion: A referral is the last word compliment a buyer can give you. It means they loved their purchasing expertise and buy a lot they?�d want other people to practical experience it for by themselves.|At times, the salesperson asks right if The client is thinking about buying the products, but some salespeople don?�t for concern of finding destructive opinions. Nevertheless, it is recommended to grasp the posture of your possible customer at this time.|Having to pay as a result of OfferUp: Transactions are typically cash-based mostly, but for countrywide income or cases in which you don?�t choose to use money, the website presents transactions as a result of Stripe.|is a fairly constant problem in your personal and Specialist life. Somehow, it?�s infuriating to equally the individual asking and answering it.|Slang. a thing appropriate for a information paragraph or as a topic of gossip, Specially a thing that is sensational or scandalous:|Be part of your neighbors on A non-public concept board, where by individuals share neighborhood updates, ask concerns, and record items for sale or without spending a dime.|I am often quite suspicious when somebody offers to pay for a complete calendar year's rent up entrance. Folks provide it quite normally & the one time I've experienced a consumer accept such an offer is two-4 month's lease paid out up entrance in an effort to offset credit rating problems.|Purpose Digger Redefining what achievements means And the way you will discover far more joy, relieve, and peace in the pursuit within your objectives|With dropshipping, you are able to give a huge catalog of solutions without having ever worrying about warehousing any of it. The earning probable per unit sold is normally lower with dropshipping, but the quantity of revenue will make up for it.|element component, aspect, portion, element, constituent - anything determined in relation to something that involves it; "he planned to really feel a part of anything larger than himself"; "I browse a portion of the manuscript"; "the smaller sized ingredient is difficult to reach"; "the animal constituent of plankton"|Do you do have a Close friend or relative who monopolizes each individual discussion? You might say, ?�I just acquired a new motor vehicle!??The curse of data is when someone that knows a whole lot about a presented subject matter is struggling to relate to someone who just isn't as familiar.|For an additional $15 a month, you could make a custom made website with Etsy?�s Sample to promote your Etsy shop items and items that don?�t meet its rules of being handmade or classic.|Consultative or Romantic relationship Selling is the best form of customer-oriented selling exactly where the salesperson focuses on producing a deep romantic relationship with The shoppers. Their goal is for getting to be aware of the customer?�s requirements and needs and do their greatest to offer the customer what they want.|Expressive people today are likely to share their thoughts and personal experiences overtly. They could relate to Other people by revealing their particular emotions and sharing anecdotes from their own individual lives.|Phrase Historical past: The term item seems to us to get greatly a noun, whether or not it refers to an article in a set or a little bit of information. But it surely started its lifetime in English (initial recorded before 1398) as an adverb this means "moreover, also, Moreover." Item was usually utilised before Every item outlined in a listing, as we might place also.|In this way of selling on the internet is about stepping into a partnership with other business people and possibly shelling out them for usage of their viewers or bartering some thing of yours in exchange.|Whilst you could find a website that allows you to develop a for-sale listing for absolutely anything, that doesn?�t necessarily mean anyone will really acquire.|What's more, I haven't any blond or other lace; so THERE is another item for being procured, since Bwikov declares that he are not able to have his bride appear like a Prepare dinner, but, on the contrary, she must "set the noses of The good females away from joint." That is certainly his expression.|It doesn?�t make a difference Anything you?�re selling: Persons will desire to see it. A nicely-lit Picture (or five) is amongst the best methods to established on your own apart. Superior photographs make your listing surface considerably more legitimate and dependable, much too.|Marks/Scars/Tattoos: tat head - skulls and demons; tat chest - skulls and demons; tat l arm - sleeve of skulls and demons; tat r arm - sleeve of skulls and demons|Here, the salesperson focuses extra on the customer?�s wants. When those desires are discovered, the seller clarifies how their solution can fill All those requires.|Pro suggestion: Use true-everyday living examples and check with prospects open up-ended questions to gauge their level of comprehension and address any know-how gaps.}
See what prime sellers are doing with their listings, In particular kinds in similar categories to what you intend to market. And choose note of how they market items on-line. me this pen.??As outlined by Ferdinand F. Mauser ??The act of persuading or helping a potential customer to possibly obtain products or providers or to act favorably on a suggestion which includes industrial benefit for the vendor is referred to as ?�selling??|So, what helps make a fantastic salesperson? Whether you're employed in retail, vehicle product sales, or B2B sales, you?�ll stand the very best potential for results should you?�re informed about the attributes within your more info focus on purchasers and comprehensively qualify Every single prospect versus that matrix. This is known as a super buyer profile, and it?�s like aquiring a mystery weapon.|Virginia Seashore, VA ratio of amount of residents to the amount of sex offenders as compared to county and state:|truth - a bit of information about circumstances that exist or occasions that have occurred; "very first you should obtain many of the facts of the case"|Someone mentioned below at the time that when fellas complain that they need adventurous and non-conservative intercourse, they almost always suggest they want in the again door. You seem to be no exception.|ninety nine. Right after Discovering in regards to the decoy effect, I noticed the conventional prepare was a decoy here: it will make the high quality strategy appear to be a fantastic offer, Though it?�s almost twice the cost of The essential program.|Anytime the item sells, eBay prices the seller a final-price fee, that's a share on the selling cost plus thirty cents per purchase depending on the group from the item.|Where by the company distinguishes alone is in its transport plan. Before you publish your listing on the internet site, you'll be able to choose from these shipping strategies:|Grabbing interest is step one. During this action, the salesperson needs to be dressed formally and behave in the helpful fashion. The salesperson also needs to be inform and expert in building discussions.|You wager. It just demands the proper frame of mind, moreover the willingness to follow and work on your solution right up until you will get it appropriate.|After you?�ve requested a considerate problem, hear. Truly listen to what the client is indicating, and don?�t just wait for your flip to talk.|After i was an editor at HubSpot?�s Gross sales Web site, I needed to regularly continue to keep updated with product sales trends to make sure almost everything we published delivered Remarkable benefit to viewers like you. To achieve this, I read through the blogs and opinion items of considered leaders anywhere I could locate them.|At the same time, Here is the speediest way to check a business notion. Fundamentally, once you start your ad marketing campaign, folks will start flocking towards your income page.|Then, once they?�ve concluded their imagined, connect their message back again to them, ask them to confirm for those who comprehended them correctly, and pose an issue providing even more clarification.|I only don panties & bras Once i crossdress. Usually it's large responsibility dude's underwear for me simply because I don't need to obtain my panties soiled! And that i don't want to acquire caught at perform carrying panties!|An excellent residence supervisor is likely to learn if an operator is in economic distress, and also to show you, Whilst an individual proprietor with economical difficulties is probably going Never to show you and let you transfer in blind, as they just want the income, whilst they don't make their payments.|Income gurus tend to be informed that to generate a sale, they should thrust hard to the consumers and never just take ?�no??for an answer. However, most purchasers don?�t want to be pressured. This sort of large-force sale commonly possibly fails or results in the client regretting their acquire.|As outlined by HubSpot?�s 2024 Profits Traits Report, ninety six% of prospects do their unique investigation ahead of speaking having a sales rep. And if potential customers put in energy to learn about your services or products, you'll be able to devote a while to learning about them.|Within this chapter, we will attempt to trace the course of initiation in the classical check here arts, through the self-taught gyrations of Bollywood items towards the serious rigours of the classical Indian dance sort.|Do you think you're a single to purchase the most up-to-date design apple iphone or Samsung the moment it hits the industry? Then get paid on your aged model by selling it to Gazelle. No sifting by bids or haggling with purchasers.|It?�s free of charge to record your item and to market it in human being. You?�ll spend a cost for countrywide listings and promotions, as follows:}
Rather than leaping right into a product sales pitch right off the bat, that may scare off prospective buyers, supply assist in a method you think that might be the most valuable. for sale??and contact it each day.|After i ask a colleague, friend, or family member to recommend certain service professionals, like a hairdresser or an electrician, I consider their guidance on board with out hesitation ??to me, a dependable referral is usually a more robust draw than a huge selection of 5-star opinions I?�ve witnessed on the web.|Should you?�re just starting out and learning ways to offer on-line then running joint ventures is often challenging.|Hubspot defines ?�Selling??as any transaction that's financial in character or during which money is exchanged in return for a good or support. Throughout a profits negotiation, In line with Hubspot, the seller makes an attempt to influence or ??sell|promote|market|offer|provide}??the client about the key benefits of their give.|A lot of e-commerce websites have algorithms that get the job done like Google. So if another person is trying to find a ?�Samsung LED,??your listing will have a far better probability of showing up in the outcomes with Those people search phrases in the title.}
Like a LL, I am generally suspicious get more info of and refuse anybody who insists on shelling out hire six or twelve months out. It is not a good practise for tenant or LL.
If a buyer states a thing like, ??Is that a Midwest accent I hear???you may respond and share a little bit about you.|When I get an outreach electronic mail, I go through not less than the primary few lines. But if I feel that the email isn?�t tailored towards me in any way, I?�m not as likely to study A great deal even further. Do not forget that leads are folks, and they would like to be addressed as such.|In line with this principle, the salesperson needs to establish the problem of The client and center on providing an answer to that challenge by means of his/her product or service.|Desire to thank TFD for its existence? Notify an acquaintance about us, increase a backlink to this website page, or check out the webmaster's web site without spending a dime enjoyable content.|Think about it from your perspective of the potential buyers: What is going to they should make the choice to purchase your item?|The Market also aggregates pertinent purchasing and selling teams close to you. Publishing in these groups is a good way to promote your item to a target market.|restaurant table reservations ??perfect for giving persons an choice to decide on their favored desk whenever,|Very well, in that circumstance, I?�d select social networking. Social commerce, mainly because it?�s widely known is so very simple that you don?�t have to spend time Discovering tips on how to market on line. Plus, you may additionally use it as a starting point for creating an viewers. We?�ll protect the particulars later on.|So it seems that There is not a metre in prose much like in verse, Which which in oration is called 'metrical' will not be often because of metre, but in addition on occasion because of the euphony and development from the words and phrases.|It?�s imperative that you stay Secure when selling in man or woman. Trust your gut, usually meet in the nicely-lit community spot and in no way give strangers your address.|Have a very deep take a look at what?�s in existence that you can buy, what your Level of competition is executing, And exactly how they go about offering their items.|Last month, OpenAI reported it?�s experimenting with new shopping capabilities, like a method to see photographs and costs of many solutions coupled with one-way links for people to purchase the items.|(Instance): I do the job in porn and perform for 1 employer in the future, 2 another...and so forth. I do acting gigs for Television set then do new music exhibits. These are distinct employers would you actually need to confirm all of that or simply acquire These thousands of pounds upfront and never be worried about me likely default?|one. These are people today such as you, which have considerable cost savings for no matter what reputable motive, or are retired, and possess confined income but dollars while in the bank. They typically are fantastic tenants. We've even, from time to time, offered a little price cut per 30 days due to lump sum payment.|Therefore, this option would Particularly be great for those who?�re seeking to promote off substantial Actual physical products ??like furniture or other sorts of stuff that buyers generally want to see in person ahead of transacting.|At the ultimate phase, the salesperson should thank the customer and make clear any queries that the customer might have following generating the acquisition.|When you may not be ready to earn Absolutely everyone above, it is possible to tackle confirmation bias by utilizing social evidence, highlighting good evaluations, providing data-driven evidence, and aligning using your prospect?�s values and ambitions.|With this selling principle, the acquisition can occur only when the possible consumer continues to be convinced that his/her dilemma can be solved because of the presented company or product.|line item - an item in an appropriation bill; "Some governors can veto line items of their condition budgets"|item - an isolated proven fact that is taken into account separately from The entire; "many of the details are equivalent"; "some extent of information"|The internet site operates in a lot more than 70 nations around the world, but it really?�s setup to be used locally. In reality, to prevent cons, the positioning suggests people listing regionally and satisfy nose to nose.|Producing an online Etsy shop could choose five minutes, but you?�ll want to invest considerably more time customizing your webpage. |If you're able to obtain them, your customer?�s organization monetary statements can expose data about their economical stability and cash movement. This will help you assess the prospect?�s capacity to put money into your goods and services.|I?�ve just explained a confront-to-encounter retail scenario, but this strategy may be applied to B2B outreach. When you?�re contacting a prospect you haven?�t spoken with in advance of, it?�s important to lean closely about the analysis factor I touched on in action two.|Preferably, you ought to build a listing of your own ??by providing a newsletter or Placing your current shoppers on the record ideal when they purchase from you.|This can be the last stage of your AIDAS concept of selling. In the pleasure stage, the salesperson should really reassure the customer of his/her choice to purchase. If the customer will not nonetheless really feel convinced, then the salesperson can use samples or demonstrations to persuade the client.|If you'd like your items being accepted for selling on the internet site, you might have to be a bit more choosy. Include things like models that sell effectively, like Athletica, Kate Spade, Lululemon and Patagonia.|I?�ve normally imagined developing rapport was critical for product sales, which calendar year?�s Sales Traits Report confirmed that. As many as eighty two% of sales experts claim that connection building is The key part of selling.}
Analytical folks price concrete information and facts and desire proof-dependent conversations. They are usually a bit skeptical, typically anticipating probable troubles and seeking to handle them proactively..??Seasoned salespeople who will be proficient in dealing with inside and exterior cases can certainly build the specified environment to obtain the purchaser?�s fascination in obtaining the products.|When speaking with motorists, I think it?�s very best to become direct with them and have to The purpose. So, concentration your messaging on their objectives And the way your service or product will help them there.|In this type of gross sales system, the vendor, as opposed to talking about the favourable capabilities and praising the product or service, describes how it can address The client?�s issues.|Selling has normally had a business significance. By supplying solutions, it really works concerning the Trade of cash. Its final result is customer pleasure, thereby earning an inexpensive income.|investing stamp - a token resembling a stamp given by a retailer into a customer; the token is redeemable for posts with a Particular record|Using this solution, the decoy is strategically designed to make one of many other available choices much more appealing. This is frequently performed by making the decoy just like the desired solution but marginally inferior when it comes to features, Gains, or rate.|The theory is to develop a presence on social media (a business profile), get followers, and then offer you your products and solutions to Individuals followers instantly with the social websites platform.}
part part, aspect, portion, part, constituent - some thing identified in relation to something that features it; "he planned to experience a Section of something bigger than himself"; "I browse a portion of the manuscript"; "the lesser component is difficult to succeed in"; "the animal constituent of plankton"}