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البيع طبيعة إنسانية: الحقيقة المدهشة حول تحفيز الآخرين وإقناعهم والتأثير عليهم

البيع طبيعة إنسانية: الحقيقة المدهشة حول تحفيز الآخرين وإقناعهم والتأثير عليهم

  • تدمك:
  • المؤلف: سايمون سينك
  • الناشر: مكتبة جرير
  • كل الاقسام: التسويق
  • سنة النشر: 01 Jan 1970.
  • عدد مرات التحميل: 502882 مرّة / مرات.
  • تم نشره في: الإثنين , 14 ديسمبر 2015م.

وصف الكتاب:

في الجزء الأول من هذا الكتاب، أعرض حججًا لإعادة النظر على نطاق واسع في المبيعات كما نعرفها. في الفصل الأول، أوضح أن النعي الذي يعلن وفاة البائع في العالم الرقمي اليوم خطأ بشكل مؤسف؛ فلا يزال في الولايات المتحدة وحدها 1 من كل 9 عمال يكسبون قوتهم من خلال محاولة إقناع الآخرين بالشراء. ربما يقومون بتجارة جرابات الهواتف الذكية, ويقومون كذلك بتقديم خبراتهم وتجاربهم بدلًا من المعلومات التي يحصلون عليها من الموسوعات المعرفية, ورغم ذلك, لا يزالون يعملون في المبيعات التقليدية. لكن الأكثر إثارة للدهشة هو ما حدث للأفراد الثمانية الآخرين. إنهم في مجال المبيعات أيضًا. إنهم لا يلاحقون العملاء في صالة عرض الأثاث، ولكنهم مشتركون فيما أسميه "البيع غير القائم على المبيعات". نحن نحث الآخرين ونقنعهم ونؤثر فيهم للتخلي عن شيء ما لديهم مقابل ما لدينا. وكما سترى في نتائج التحليل الأول من نوعه الذي أُجري على أنشطة الأشخاص في العمل، نحن نخصص ما يزيد على 40 % من وقتنا في محاولة التأثير على الآخرين. ونحن نعتبر هذا أمرًا شديد الأهمية لنجاحنا المهني. يستكشف الفصل الثاني كيف انتهى المطاف بالكثيرين منا بالعمل في مجال التأثير والإقناع. ومفاتيح فهم تحول مكان العمل بهذا الشكل هي: ريادة الأعمال والمرونة والقطاع التعليمي الطبي. أولًا، ريادة الأعمال: لقد أدت التقنيات التي كان من المفترض أن تقضي على مهنة مندوبي المبيعات, إلى تقليل الحواجز التي تَحول دون دخول أصحاب المشروعات الصغيرة هذا المجال, وتحويل المزيد منا إلى بائعين. ثانيًا، المرونة. سواء كنا نعمل لأنفسنا أو لمؤسسة كبيرة، بدلًا من القيام بشيء واحد فقط، يجد معظمنا أن مهاراتنا في العمل يجب أن تمتد الآن عبر الحدود. ومع امتدادها، فإنها غالبًا ما تشمل بعض المبيعات التقليدية والكثير من عمليات البيع غير المتعلقة بالمبيعات. وأخيرًا، قطاع التعليم والصحة الطبي. الصناعات الأسرع نموًّا حول العالم هي الخدمات التعليمية والرعاية الصحية؛ وهو قطاع أسميه القطاع "التعليمي الطبي". إن الوظائف المتعلقة بهذه المجالات هي كل شيء يتعلق بالتأثير في الناس. إذا اقتنعت بهذه الحجج، أو كنت على استعداد لتقبُّلها فقط لبضع صفحات أخرى، فقد لا تكون النتيجة جيدة؛ فالبيع ليست له سمعة ممتازة. فكر في جميع الأفلام والمسرحيات والبرامج التليفزيونية التي تصور البائعين على أن بعضهم لئام جشعون، والبعض الآخر من الخاسرين المغفلين. في الفصل الثالث، أتعامل مع هذه المعتقدات خاصة فكرة أن المبيعات تتعلق إلى حد كبير بالخداع والغش. سأوضح كيف تغير ميزان القوى - وكيف انتقلنا من عالم احتراس المشتري إلى عالم احتراس البائع - حيث يكون الصدق والإنصاف والشفافية غالبًا هي السبل السليمة الوحيدة. وهذا يؤدي إلى الجزء الثاني الذي قمت خلاله بانتقاء بحث من آفاق العلوم الاجتماعية؛ للكشف عن الصفات الثلاث التي تعد الآن الأكثر قيمة في التأثير على الآخرين. كانت إحدى القواعد الأساسية في مجال المبيعات لفترة طويلة تقول: "واصل البحث عن الفرص دائمًا". تقدم الفصول الثلاثة من الجزء الثاني أبجديات جديدة للتناغم والازدهار والوضوح.

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القائمة البريدية

اشترك الان في النشرة الاٍخبارية و ترقب استقبال افضل عروضنا علي بريدك الاٍلكتروني

روابط سريعه
قائمة الكتب

جميع الحقوق محفوظة © 2020

MessagesTimelineExceptionsViews24RouteQueries49Models188MailsGateSessionRequest
7.4.33PHP Version256msRequest Duration6MBMemory UsageGET b-{book}Route
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    • Application (182ms)
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        • 22. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 205210 and `products`.`book_id` is not null
        500μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.books.form:4
        • 22. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:2
        • 23. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
        • 23. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 9382
        330μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
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        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 9382 and `products`.`book_id` is not null
        350μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:28
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        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:2
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11349 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27078
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27078 and `products`.`book_id` is not null
        340μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:28
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        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:2
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11395 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27079
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27079 and `products`.`book_id` is not null
        330μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:28
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:2
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 9456 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27080
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27080 and `products`.`book_id` is not null
        310μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:28
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:2
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 3222 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27081
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        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
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        280μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
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        • 19. /app/Models/BaseModel.php:17
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      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27082
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        • 18. /app/Models/BaseModel.php:17
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      • select * from `products` where `products`.`book_id` = 27082 and `products`.`book_id` is not null
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
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        • 19. /app/Models/BaseModel.php:17
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11397 limit 1
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        • 19. /app/Models/BaseModel.php:17
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      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27083
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27083 and `products`.`book_id` is not null
        280μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11398 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27084
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27084 and `products`.`book_id` is not null
        250μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11354 limit 1
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        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
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        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27085
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        • 18. /app/Models/BaseModel.php:17
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        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27085 and `products`.`book_id` is not null
        310μs/app/Models/BaseModel.php:17bookmart_bookmart
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        • 18. /app/Models/BaseModel.php:17
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        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `publishers` where `publishers`.`id` = 949 limit 1
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        • 19. /app/Models/BaseModel.php:17
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        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `authors` where `authors`.`id` = 11399 limit 1
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        Backtrace
        • 19. /app/Models/BaseModel.php:17
        • 21. view::guest.home.book:18
        • 23. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 24. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 25. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select `categories`.*, `book_category`.`book_id` as `pivot_book_id`, `book_category`.`category_id` as `pivot_category_id` from `categories` inner join `book_category` on `categories`.`id` = `book_category`.`category_id` where `book_category`.`book_id` = 27086
        280μs/app/Models/BaseModel.php:17bookmart_bookmart
        Metadata
        Bindings
        • 0. 27086
        Backtrace
        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:24
        • 22. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select * from `products` where `products`.`book_id` = 27086 and `products`.`book_id` is not null
        300μs/app/Models/BaseModel.php:17bookmart_bookmart
        Metadata
        Bindings
        • 0. 27086
        Backtrace
        • 18. /app/Models/BaseModel.php:17
        • 20. view::guest.home.book:28
        • 22. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
        • 23. /vendor/facade/ignition/src/Views/Engines/CompilerEngine.php:36
        • 24. /vendor/laravel/framework/src/Illuminate/View/View.php:143
      • select distinct * from `categories`
        350μs/app/Http/View/Composers/LayoutComposer.php:18bookmart_bookmart
        Metadata
        Backtrace
        • 14. /app/Http/View/Composers/LayoutComposer.php:18
        • 16. /vendor/laravel/framework/src/Illuminate/Container/Container.php:843
        • 17. /vendor/laravel/framework/src/Illuminate/Container/Container.php:681
        • 18. /vendor/laravel/framework/src/Illuminate/Foundation/Application.php:785
        • 19. /vendor/laravel/framework/src/Illuminate/Container/Container.php:629
      • select * from `cms_contents` where (`locale` = 'ar' and `page` = 'general') limit 1
        300μs/vendor/laravel/framework/src/Illuminate/Support/Traits/ForwardsCalls.php:23bookmart_bookmart
        Metadata
        Bindings
        • 0. ar
        • 1. general
        Backtrace
        • 16. /vendor/laravel/framework/src/Illuminate/Support/Traits/ForwardsCalls.php:23
        • 19. /app/Content/Models/PagesRepository.php:48
        • 20. /app/Content/ContentProvider.php:45
        • 21. view::guest.layout.footer:1
        • 23. /vendor/laravel/framework/src/Illuminate/View/Engines/CompilerEngine.php:59
      App\Content\Models\DataBaseModel
      1
      App\Models\Product
      11
      App\Models\Category
      143
      App\Models\Publisher
      11
      App\Models\Author
      11
      App\Models\Book
      11
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          PHPDEBUGBAR_STACK_DATA
          []
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          status_text
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          request_server
            0 of 0   
          array:42 [▶
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  "HOME" => "/home/bookmart"
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  "SCRIPT_FILENAME" => "/home/bookmart/domains/bookmart.ae/public_html/public/index.php"
  "SERVER_ADMIN" => "webmaster@bookmart.ae"
  "CONTEXT_DOCUMENT_ROOT" => "/home/bookmart/domains/bookmart.ae/public_html"
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  "REQUEST_SCHEME" => "http"
  "DOCUMENT_ROOT" => "/home/bookmart/domains/bookmart.ae/public_html"
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