love - An Overview
love - An Overview
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Our brains are wired to answer selected predicaments in precise ways. I?�m not recommending any devious tips, but you need to be aware about specific quirks from the human brain which might be applicable to salespeople, which include: common??using your service or product, you may wrestle to explain it in a way that a prospect can realize.|All Center management co-management management price non-management leading management anger management anti-management See all meanings Word on the Day|Professional suggestion: Use Search engine optimization very best practices when crafting self-provider content like weblogs, how-to articles or blog posts, and customer tales. Because the editor and manager of HubSpot weblogs, I positioned a significant value on Search engine optimisation for inbound advertising and marketing and income, And that i?�ve found the final results to back it up.|Can?�t choose irrespective of whether you wish to market a services or products? Give thought to how the profits approaches differ in between them.|management style/strategy/tactic A prime-down management design and style could make decision-building slow and rigid.|Verywell Intellect's material is for informational and academic purposes only. Our Web site isn't meant to become a substitute for professional healthcare guidance, diagnosis, or cure.| Grandmother and grandchild in Sri Lanka Psychology depicts love being a cognitive and social phenomenon. Psychologist Robert Sternberg formulated a triangular concept of love during which love has three parts: intimacy, dedication, and passion. Intimacy is when two people share confidences and many facts of their personal life, and is often revealed in friendships and intimate love affairs. Commitment is definitely the expectation that the connection is long-lasting.|I am so grateful for the generosity and willingness to lend a hand. You've got designed a optimistic impact on my daily life.|is a fairly consistent query in your personal and Qualified daily life. Someway, it?�s infuriating to each the person inquiring and answering it.|Currently being perfectly in love with God or Krishna will make just one flawlessly totally free from materials contamination, which is the ultimate strategy for salvation or liberation. On this tradition, salvation or liberation is taken into account inferior to love, and just an incidental by-item. Remaining absorbed in Love for God is regarded as the perfection of daily life.[sixty two]|Emotional intimacy is current in many interactions, but not all. A similar is real for enthusiasm and determination.|Irrespective of the discrepancies in the way love is seasoned, something continues to be typical for all: we as people are social animals who definitely have a deep fascination for it.|Pro idea: You might not must talk to an expressive man or woman many considerate concerns to have them to open up. As an alternative, dial as part of your Lively listening expertise to understand what solutions they require.|This could be so simple as going for walks The client in excess of to your income sign-up to finish the sale or as nuanced as asking for quite a few signatures over a prolonged deal. No matter, it?�s crucial that you close the offer formally.|Investigate on love has grown enormously because Freud's remarks. But early explorations into the nature and causes for love drew sizeable criticism.|As associates find out more about each other and become more confident while in the prolonged-phrase future of the connection, routines develop. The alternatives to working experience novelty and excitement might also decrease, as can the frequency of sexual action. This could cause passionate love to subside.}
Usually take into account that revenue is buyer-centric. You are not selling on your own ??you're selling for your personal potential clients. Guide with empathy and consider how your services or products could address the issues your prospect is facing. not.|This point of view grounds adherence to legislation inside the spiritual dynamics of each person's journey, portraying obedience as being a mindful decision driven by love instead of as mere compliance with exterior dictates.[60]|The term "love" may have various relevant but unique meanings in numerous contexts. Many other languages use various words and phrases to precise many of different ideas that in English are denoted as "love"; a single illustration would be the plurality of Greek concepts for "love" (agape, eros, philia, storge).|I believe staying a superb salesperson isn?�t about convincing a customer which they actually need whatever you?�re selling. In its place, it?�s all about concentrating on the best consumer who will take advantage of your offerings and after that building associations with them.|When I enter a retail keep, I?�m commonly put off if The shop assistant asks direct queries in the get-go. For instance, if I?�m just testing out a brand new cell phone within a retailer, I?�m not Prepared to reply the question, ?�Would you like to order that telephone???After i was an editor at HubSpot?�s Profits Weblog, I had to constantly keep up to date with revenue traits to ensure every thing we printed provided Excellent price to audience such as you. To do this, I browse the blogs and viewpoint items of considered leaders wherever I could uncover them.|At last, love being an emotion is split in two perspectives: love as emotion suitable and love as emotion advanced. The previous sees love as a selected motivational reaction to an item, much like other thoughts. On the other hand, critics argue that defining love solely as an emotion oversimplifies its mother nature. James Robert Brown implies that love evaluates the beloved as worthwhile, but this standpoint fails to seize the complexity of love when compared with other evaluative responses like admiration or respect, according to critics. Love as emotion intricate understands love as a posh emotional Perspective in direction of One more person, involving historical styles about of 1's psychological responsiveness to the beloved.}
Setting up and increasing your management expertise can be valuable it doesn't matter where you are inside your occupation. Coursera features a number of courses from top rated corporations and educational institutions to fulfill your preferences. a Midwest accent I listen to???you can reply and share a bit about you.|Management is how organizations Manage and direct workflow, operations, and workers to satisfy company targets. The first aim of management is to make an natural environment that empowers employees to work successfully and productively. A reliable organizational composition guides workers and establishes the tone and emphasis in their do the job.|But we also practical experience a deep sense of care and commitment in direction of that individual. Getting ?�in love??incorporates all the above mentioned but will also entails inner thoughts of sexual arousal and attraction. However, study into men and women?�s possess views of love suggests that not all love is the same. Passionate vs companionate love|Nevertheless, defenders argue that marketing the beloved's properly-becoming needs respecting their autonomy and emotional responses. In addition, critics claim that the sturdy issue concentration solely on dreams and considerations for that beloved's welfare, rendering it as well demanding of a definition. Defenders counter that the will to the beloved's perfectly getting is an essential component to love. Monique Wonderly indicates the idea of attachment can complement the strong problem view, capturing the concept that the beloved is don't just critical for their own individual sake but will also to your lover.[18]|Christians believe that to love God with all of your heart, intellect, and energy and love your neighbor as oneself are the two most critical issues in everyday life (the best commandment in the Jewish Torah, In line with Jesus; cf.|Figuring out your concentrate on purchaser is usually a welcome problem for some product sales reps because it lets them to discover agony factors rapidly and get ready a pitch that meets their requires. The beauty of selling on the web is that you can iterate your pitch various occasions while you refine who your focus on customer is.|That?�s why it is best to pay attention to the prospect?�s individuality and tailor your approach accordingly. That may help you out, I?�ve broken down the four primary temperament kinds and their Tastes.|Even with early resistance, study has unveiled the necessity of love in the two baby advancement and Grownup wellness.|I do think it?�s Risk-free to say they probably aren?�t your favorite man or woman to speak to. Increase a bragging tone, they usually develop into especially intolerable.|Know All of this and even more, so that you can improved frame your solution since the good, sensible selection that could accommodate your prospect's passions much better than anybody else potentially could. But it surely would not end there.|They do the job with individuals and teams to meet ambitions based on upper management. They generally have a lot less affect more than corporation plan in comparison to the other management ranges, but quite possibly the most conversation with immediate stories.|Interpretations of Rumi's poetry and Sufi cosmology by scholars emphasize a divine-centric standpoint, concentrating on the transcendent character of love. These interpretations emphasize Rumi's rejection of mortal attachments in favor of a love for the ultimate beloved, seen as embodying absolute attractiveness and grandeur.|In accordance with this rule, individuals can recall the top and also the high issue of the expertise additional vividly than almost every other Section of it. As an example, per week after viewing a Motion picture, I'm able to generally try to remember the leading motion sequence and ending. But inquire me what happened Initially (put together for your blank stare).}
Based on Islamicists like William Chittick and Leonard Lewisohn, all forms of love come across their origin in divine love, with development serving as a mirrored image of God's beauty and love. This standpoint is evident from the poetry of Hafez and Other folks, exactly where the principle of tajalli, or divine self-manifestation, underscores the profound spiritual significance of love since it pertains to the two human interactions and devotion to God.[46]-actively playing?? It?�s not astonishing those who endorse this love type are unlikely to commit, truly feel cozy ending interactions and infrequently begin a new romantic relationship ahead of ending The present a person. Storge|All over record, philosophy and faith have speculated in regards to the phenomenon of love. While in the twentieth century, the science of psychology has researched the subject. The sciences of anthropology, neuroscience, and biology have also included to your comprehension of the thought of love.|Staff members generally have a sense of autonomy less than this fashion, but These needing much more direction may perhaps come to feel neglected.|Inside of a transformational management design, managers prioritize innovation and advancement. These supervisors inspire workers to find out just the things they're capable of accomplishing.|Although persons are bound to working experience some adverse emotions connected to love, it may become problematic if those detrimental feelings outweigh the beneficial or if they start to interfere with either particular person's capability to operate normally.|Be aware from the procedures your colleagues are employing inside their sales attempts, and see if you can integrate some of the far more successful kinds into your repertoire.|View this movie on the whole process of overall performance management, a significant Section of encouraging workers get to their opportunity:|Pro idea: When I?�m interviewing material specialists, I often have an index of issues prepared as being a leaping-off place. Even so, I don?�t rigidly persist with them In case the dialogue will take a unique switch.|Which tone can't cease if you're performed prospecting. Maintain it experiencing any meetings or conversations With all the prospective clients themselves. They want to know you're confident in the products or services ??speaking with authority is The easiest way to convey that.|Learning to love you is vital to the mental well being. Listed below are 33 techniques you can apply self-love.|Dreaming of an ex isn?�t a sign you need to rekindle your partnership. But it may be a sign of unresolved emotions, subconscious fears, or even a have to??Rafi Friedman, president of Coastal Luxury Outdoors, a firm that focuses on creating, cleaning, and restoring pools for household and professional use, told me that referrals are A significant source of new company: ?�For guide technology, we do quite a bit with Search engine optimization, but we have several of our best results with a lot more common solutions; we?�ll canvas new neighborhoods searching for that to start with buyer who will encourage all their neighbors, and we get lots of great company from referrals.??Eye Make contact with is a form of nonspeaking communication that will help boost intimacy, belief, and emotions of relationship.|It'd be tempting to scrap your gross sales education and just sell within the fly, but resist the temptation. After i?�m with the getting close of a product sales pitch, website I need a nicely-crafted, considerate speech that demonstrates a service or product?�s worthy of.|Adveṣa and mettā are benevolent love. This love is unconditional and requires substantial self-acceptance. This is fairly various from regular love, which is frequently about attachment and sexual intercourse and which rarely occurs devoid of self-desire. Rather, in Buddhism love refers to detachment and unselfish curiosity in Other individuals' welfare.|Attachment is an additional romance factor Which may be existing in love. Beneficial attachments are emotionally supportive and supply you with a sense of safety.|Love may have an effect on your immune program. A 2019 review discovered that falling in love resulted in immune method improvements similar to protective viral an infection responses.|The Qur'an exhorts Muslim believers to deal with all persons, individuals who have not persecuted them[clarification desired], with birr or "deep kindness" as mentioned in Surah 6:eight-nine. Birr can be utilized by the Qur'an to describe the love and kindness that children should show for their moms and dads.}
vacant love??can be a dedicated partnership that lacks enthusiasm or intimacy. Examples involve an arranged marriage or maybe a Formerly psychological or physical romance that?�s dropped its spark.|In the event you see that a single prospect went having a competitor although one other chose your product, you could slim down the reasons why that transpired.|In accordance with HubSpot?�s 2024 Gross sales Developments Report, ninety six% of prospects do their unique study right before speaking that has a sales rep. And when potential customers place in effort to find out about your goods and services, you may devote some time to Mastering about them.|The success of the gross sales initiatives can normally come right down to your expertise and persistence, but there are some strategies and most effective practices you'll be able to make use of to verify your function is as effective as you can.|Professional idea: When reading by a potential client?�s blog, choose notes on the major speaking details and keep these notes at hand for the duration of gross sales calls. If you're able to go deeper than just saying, ?�I like your blog site ??it?�s perfectly-created,|Wondering, "Am I in love?" Take this medically reviewed relationship quiz to evaluate the probability of love.|At this time, AI has wielded its affect on almost every corner of the world wide web, and on the net income aren't any exception. For example, Jones informed me that AI has transformed Custom made Neon?�s revenue technique by helping them|[45] Vatsalya initially signifies the tender passion exhibited by a cow toward her calf, extending to denote the love nurtured by elders or superiors in the direction of the more youthful or inferior. This love is exemplified in the love of mother and father to their little ones, a spouse's take care of his spouse, or perhaps a ruler's worry for their subjects. Conversely, bhakti denotes the love expressed with the youthful toward the get more info seniors, exemplified inside of a child's devotion for their moms and dads.[45]|Each domain signifies a triangle corner in Sternberg?�s triangular concept of love. The speculation accounts for 7 distinct forms of love, determined by which domains are concerned. We look at these kind of love down below.|Soul ties are powerful connections that impact our energy. If a soul tie is damaging or hinders your development, identifying the indicators might make it easier to split??Declaring "thank you" in particular person is a terrific way to show your appreciation, but finding the time to sit back and generate a thoughtful handwritten "thank you" Observe can Convey your gratitude in a far more meaningful way.|In the event you set standards to date over and above your reach, you may take the wind outside of by yourself with each sale that does not pan out. Have a fantastic picture of your respective ceiling, but Really don't be bound by it or demoralized if it winds up getting a little way too significant.|The true secret Here's to remain pragmatic and make good on one other points on this listing. Continue to be effectively-knowledgeable, make certain your pitches are well-rehearsed, maintain your prospects nicely-served, and often discuss such as you have the specific situation perfectly at hand. Just have shots of equally what you would like to}
Wall of Love on Montmartre in Paris: "I love you" in 250 languages, by calligraphist Fileédéric Baron and artist Claire Kito (2000) Evolutionary psychology has attempted to offer a variety of causes for love for a survival Resource. Human beings are dependent on parental assist for a significant part of their lifespans in comparison with other mammals. Love has consequently been noticed as being a mechanism to promote parental assistance of kids for this extended time period.
Methods for Cultivating Love Long lasting interactions are marked by deep amounts of have faith in, dedication, and intimacy. Some factors that you can do to assist cultivate loving relationships contain: All Cookies?? you agree to the storing of cookies in your device to reinforce web site navigation, review web-site usage, and aid in our promoting attempts.|As a salesperson, you may also be stunned to hear that 71% of prospective buyers choose doing their unique study in lieu of Chatting with a human. It doesn?�t surprise me ??Once i?�m researching a product, I drop by fantastic lengths to stay away from bothering profits or assistance staff members.|Interpersonal love refers to love in between human beings. It truly is a way more strong sentiment than liking somebody. Unrequited love refers to feelings of love that are not reciprocated.|The event of personality and people?�s previous marriage ordeals influences someone?�s love design and style. Gustavo Frazao/ Shutterstock Why do you love the best way you are doing?|Some scientists advise that love is really a standard human emotion identical to contentment or anger, while others believe that It's a cultural phenomenon that arises partly as a result of social pressures and anticipations.|com/ Shutterstock The next aspect is named companionate love. It?�s not felt as intensely, however it?�s advanced and connects inner thoughts of psychological intimacy and determination with a deep attachment toward the passionate partner.|Search Italy itch itching itchy item itemize itinerant itinerary by itself #randomImageQuizHook.filename #randomImageQuizHook.isQuiz Take a look at your vocabulary with our pleasurable impression quizzes|Being an advertising and marketing, promotions, or internet marketing supervisor, you help companies market their products and services via strategic campaigns. You are going to commonly need a bachelor's degree in marketing and advertising, communications, or promoting to qualify for this sort of placement.|Social relationship ??Time period in psychology referring to your working experience of experience near and connected to Other folks|Like a significantly less sexual and even more emotionally intimate method of intimate attachment, love is commonly contrasted with lust. As an interpersonal partnership with passionate overtones, love is typically contrasted with friendship, although the term love is frequently applied to close friendships or platonic love. Further more doable ambiguities include usages like "girlfriend", "boyfriend", and "just good mates".}
So, How will you ensure you take care of just about every lead as far more than just a funds equipment? It?�s simple: Throughout every Element of the income method, use by yourself as a litmus check ??would I love to receive this electronic mail?'s pride, one's spiritual policies, and one particular's shyness. Krishna-prema is taken into account for making a single drown within the ocean of transcendental ecstasy and satisfaction. The love of Radha, a cowherd Female, for Krishna is frequently cited as being the supreme example of love for Godhead by Gaudiya Vaishnavas.|Administrators function in almost every variety of enterprise and market. The US Bureau of Labor Statistics (BLS) expects management positions to mature more rapidly than normal by 2032 as entrepreneurs start out new organizations and present organizations develop their operations [1]. The following management career titles present how varied these positions could be.|This could not look like an evident decision, but I do think reading through push releases is a terrific way to get up-to-date information on your prospect?�s company. By comprehension their general public statements and messaging, you'll be able to get insights into their manufacturer image, industry positioning, and strategic direction.|the action or work of getting answerable for a company, Business, Section, or team of personnel:|Professional idea: Except you?�re in the finance market, only use fiscal statements as history info. I don?�t advise right referencing them to consumers.|As You may have by now recognized, HubSpot gives several valuable equipment gratis, like client romantic relationship management (CRM) software package. This is without doubt one of the items I?�ve often admired in regards to the brand name ??it fulfills numerous consumer requirements without asking them to pay a cent.|In several businesses, management falls into one among three levels: major, middle, and small. Supervisors in more compact businesses may perhaps fill roles at multiple degree, even though greater organizations can have various professionals within Each individual degree.|Income, at its core, is usually a issue of believe in. It is the apply of conveying benefit and requirement to an interested bash.|Produce experience in the business in general. Have an extensive understanding of the prospective buyers you are selling to. Receive a come to feel for the way they|Do You will need to interact with a gatekeeper, like an assistant, right before truly Chatting with the prospect? Relay the information the prospect will need to them Evidently, concisely, and frankly. Be sure they know what you are saying with a few perception of urgency.|It may additionally safeguard versus cancer, In line 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 shopper?�s issues and determined her want to appeal to additional foot traffic, a solution offered by itself: ??I was|I used to be|I had been} ready to pitch the indication as an investment decision in lieu of an expenditure and find a personalized Resolution that was a lot more in step with her finances. This don't just resulted in a sale but additionally a repeat purchaser and advocate.??Verywell Thoughts's material is for informational and educational needs only. Our Web page is not really meant to certainly be a substitute for professional healthcare advice, diagnosis, or therapy.|Study has discovered three primary styles of love. Initially coined by psychologist John Lee, the love kinds are eros, ludus and storge. These kinds include things like persons?�s beliefs and attitudes about love and act as a manual for how to solution intimate relationships.|to the security I've and leave my devices subjected to hacking. To me, this was more convincing compared to the prospect of attaining more antivirus safety.|In contrast to kāma, prema?�or prem refers to "elevated" love. Karuṇ�?is compassion and mercy, which impels a person that can help decrease the struggling of Other individuals. Bhakti is really a Sanskrit time period that means "loving devotion to the divine." A one that procedures bhakti is called a bhakta.|The complexity of love read more has A great deal to try and do with how folks experience it otherwise and how it may possibly adjust eventually. Go through more: Friday essay: obtaining Areas for love}
Encouraging another particular person sense loved involves communicating that love to them by way of words and deeds. Some techniques To achieve this include exhibiting that you simply care, building them experience Specific, telling them They're loved, and carrying out factors for them., it means that folks are staying away from a problem rather then discussing it.|Despite in which you are in the development as a salesperson, it often behooves you to understand how to grasp the artwork of selling.|But Let's say your prospect is a little small business proprietor with A few push releases or none in the least? Investigate the push releases in their competition. This way, you are able to still uncover market developments, industry issues, or regulatory improvements they may be handling.|stand relative to their competitors. Take all this facts, utilize it to form speaking points, and have the ability to articulate them The natural way and coherently.|Eros at first referred to your passionate motivation, typically synonymous with sexual passion, reflecting an egocentric nature. However, its fashionable interpretation portrays it as equally selfish and responsive to the deserves on the beloved, Hence contingent on factors. Plato, in his Symposium, argued that sexual desire, fixated on Actual physical splendor, is insufficient and will evolve into an appreciation of the beauty of the soul, culminating within an appreciation of the form of beauty alone.|Some professionals view their job as that of a mentor who sees the probable in staff and wants that can help them increase. This could correctly Develop potent teams and create an natural environment in which employees come to feel comfy experimenting.}
Instead of steer clear of conflict, center on hashing out concerns in ways that are healthy in order to go a romantic relationship ahead in a very positive way.
know how selling can be a continuing process that hardly ever finishes, You then?�re going to really make it to the large time.??We regularly also expertise heat and closeness toward the men and women we like. In some scenarios we elect to be emotionally intimate Using these folks.|If you set a selling price, you defend your company and forestall overcharging your buyers. Take into account that when you overcharge folks, they?�ll probably discover they could have acquired your merchandise for less income elsewhere, meaning you?�ll lose a buyer and will expertise destructive phrase-of-mouth.|Creator and ??world|globe|planet|entire world|earth|environment}?�s greatest salesman??Joe Girard emphasizes in his ebook Ways to Market Just about anything to Anyone which the people who excel in gross sales don?�t strategy it for a one-and-completed transactional arrangement.|When you?�ve selected your industry and product sales presenting, you should make an effort to identify your goal market place. For those who?�ve taken the heading of this short article practically, I?�ve obtained some information for yourself: rather than virtually trying to sell anything at all to any person, you'll want to come across a gaggle that?�ll benefit from your product or service.|People with expressive personalities are interested in people and how Concepts have an impact on Many others. They are generally outgoing, enthusiastic, and sociable of their conversation.|Philia initially describing an affectionate regard or helpful experience, extended to associations like friendship, close relatives, small business companions, and a single's nation. Comparable to eros, philia is commonly viewed as attentive to optimistic attributes inside the beloved. This similarity has led scholars to Imagine whether or not the Principal difference between passionate eros and philia lies only inside the sexual dimension of the former. The excellence involving the two gets to be extra advanced with makes an attempt from Students to diminish the value of the sexual facet in eros, contributing to a nuanced comprehension of these types of love.|This means the entire world which you took the day out within your fast paced timetable to invest some time with me. Thank you!|Authoritative leaders tend to make selections without having feed-back from Other folks. This method will work effectively when you might want to react quickly to your scenario and do not have time for discussion.|[ U ] the exercise of controlling a thing, or of utilizing or working with some thing in a means that is powerful:|Then, when they?�ve finished their thought, talk their information again to them, inquire them to confirm for those who understood them appropriately, and pose an issue furnishing additional clarification.|These illustrations are from corpora and from sources on the internet. Any thoughts from the illustrations don't symbolize the belief of your Cambridge Dictionary editors or of Cambridge College Push or its licensors.|This is why, it?�s critical to inquire thoughtful inquiries through your discussions ??and loads of them.|Attachment between adults is presumed to work on exactly the same concepts that guide an toddler to be hooked up to its mom. The standard psychological look at sees love as staying a mix of companionate love and passionate love. Passionate love is powerful longing, and is frequently accompanied by physiological arousal (shortness of breath, rapid coronary heart level); companionate love is passion and a sense of intimacy not accompanied by physiological arousal.|In line with this influence, the knowledge we obtain initial functions being an anchor against which we evaluate all further details.|Individuals higher on storge love are trusting and are not needy or depending on Other folks. BLACKDAY/ Shutterstock Eros This kind of love refers to erotic love and it is centered on Bodily attraction and engaging in sex, the short advancement of powerful and passionate feelings for an additional and intensive intimacy. Ludus|Modifications within Culture have additional emphasised the concept of collaboration between management and workforce.}
Pair of Lovers. 1480??485 Lust could be the initial passionate sexual wish that encourages mating, and consists of the elevated release of hormones for example testosterone and estrogen. These results not often past various weeks or months. Attraction is the more individualized and romantic wish for a certain prospect for mating, which develops outside of lust as determination to an individual mate type. The latest studies in neuroscience have indicated that as individuals drop in love, the brain persistently releases a particular list of chemical compounds, including the neurotransmitter hormones dopamine, norepinephrine, and serotonin, precisely the same compounds unveiled by amphetamine, stimulating the brain's enjoyment Heart and resulting in Uncomfortable side effects for instance greater coronary heart fee, diminished urge for food and sleep, and an intense emotion of excitement. Investigate suggests this phase typically lasts from 1 along with a half to 3 several years.[22]
Historical, cultural as well as evolutionary proof suggests love existed all through historical times and throughout many portions of the planet. Romantic love has actually been discovered to exist in 147 of 166 cultures checked out in a single research. are likely to like folks just like by themselves.|Being familiar with various management types and if they're most and least beneficial could possibly be handy. The record down below highlights some of the much more frequent variations utilized by supervisors.|holds a minority stake in the business, one of several persons claimed. From Bloomberg These examples are from corpora and from resources online. Any viewpoints from the illustrations will not characterize the belief with the Cambridge Dictionary editors or of Cambridge University Press or its licensors.}}