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Think and Grow Rich for Sales: Why Thought, Desire, and Faith Create Results PART 1

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Episode 381 reframes Napoleon Hill’s Think and Grow Rich for sales professionals, reviewing Chapters 1–3 to show how thought, desire, and faith create predictable sales results. Andrea Samadi connects these timeless principles to practical steps—how to set burning goals, build unwavering belief through repetition, and transfer certainty to buyers.

Listeners will get actionable frameworks (a five-step belief plan and the six steps to impress desire) and a clear roadmap for aligning mindset with sales execution, plus a preview of the next episode continuing the series.

Welcome back to our final series of SEASON 14 of The Neuroscience Meets Social and Emotional Learning Podcast, where we connect the science-based evidence behind social and emotional learning and emotional intelligence training for improved well-being, achievement, productivity and results—using what I saw as the missing link (since we weren’t taught this when we were growing up in school), the application of practical neuroscience.

I’m Andrea Samadi, and seven years ago, launched this podcast with a question I had never truly asked myself before: (and that is) If productivity and results matter to us—and they do now more than ever—how exactly are we using our brain to make them happen?

Most of us were never taught how to apply neuroscience to improve productivity, results, or well-being. About a decade ago, I became fascinated by the mind-brain-results connection—and how science can be applied to our everyday lives.

That’s why I’ve made it my mission to bring you the world’s top experts—so together, we can explore the intersection of science and social-emotional learning. We’ll break down complex ideas and turn them into practical strategies we can use every day for predictable, science-backed results.

Connecting Back to Our 6-Part Think and Grow Rich Series (2022)

For today’s EP 381, we are connecting back to our 6-PART Series from 2022[i], where we covered the well-known book, Think and Grow Rich by Napoleon Hill, to make 2022 our best year ever.

Today we will cover:

✔ Chapter 1: The Power of Thought: A 5 STEP Plan to Improve Sales (Outer World) by Improving Your Thoughts (Inner World)

✔ Chapter 2: Desire With a 6 STEP Plan to Achieve ANY Goal

✔ Chapter 3: Faith With 3 Ways to Build Unwavering Faith That Will Change Your Life

Back in 2022, we didn’t just read Think and Grow Rich—we lived inside it as we launched 2022.

Over a 6-part podcast series that began the beginning of January 2022, we walked through this book chapter by chapter, not as theory, but as a personal operating system for growth, performance, and results. This series will always be special for me, as I had heard that my mentor, who inspired me to study this book, Bob Proctor, became ill while I was writing the last episode in the series PART 6. He passed away before it was released, and I’ll always remember this episode series, connected to the many people, globally, that he inspired through his work.

At the time, the focus of our 6 PART Series was broad. We covered:

    Personal development Mindset mastery Vision, purpose, and belief

We covered the BASICS of this book that Bob Proctor studied for his entire lifetime (over 50 years) that can be applied to whatever it is that you want to create with your life. Today, we are going to look at this timeless piece of knowledge, through a new lens. What we’re covering today—Think and Grow Rich for Sales—is not new material.

It’s the application of this series, towards a specific discipline. You could apply this book to any discipline, but this one, I have wanted to cover for a very long time.

How the 6-Part Series Maps DIRECTLY to Sales Mastery

Here’s the reframe that matters:

Every principle we covered in 2022 becomes a sales advantage when applied correctly. In order for me to have gained this understanding, I have to give credit, where credit is due here.

I would not have been able to cover our 2022 series without following Paul Martinelli’s yearly reviews[ii] of this timeless Think and Grow Rich book that I started to follow in 2019, and continued every year until 2025 when he covered popular Science of Getting Rich book. It was through Paul’s explanations, and line by line interpretations, that I finally began to not only READ this book, (from start to finish) but started to INTEGRATE the concepts into my life. I highly encourage following his work, as he continues to host many free webinars, where he gives away knowledge, with no pressure at all to purchase anything from him.

I know why he does these webinars. It’s not only to help others, but something magical happens when you give back to others, without expecting anything in return. When we covered this 6 PART series, back in 2022, TEACHING these concepts, it took me to another level of understanding, where I realized that this book is not meant to be read just once, but read over and over again, every year, as we all work on whatever it is we are working on, or want to master. This is a living, breathing body of knowledge and is there for all of us, year after year, as we refine our own inner mastery, and move step by step closer to our goals.

Albert Einstein explained this concept well when he said that “if you can’t explain it to a six-year-old you don’t understand it yourself” and this is because teaching something will clearly show you where you have gaps in your own understanding.

I’ll never forget when I got to PART 6 of the book review, I noticed my book had no notes after around chapter 13. I began studying this book in my late 20s, and was very interested in the subconscious mind (chapter 12) but not at all interested in the brain (chapter 13) at this time, so I actually stopped reading the book here. I knew I never did finished reading this book (until I had to teach it) which explains a lot when it comes to the commitment to complete something. In order to teach something, we must first of all understand it ourselves. But when we LIVE it, and EMBODY what we are teaching (like Paul Martinelli has done) and what I am striving to do, it takes the words in each chapter to greater heights.

So with gratitude to Paul Martinelli, who has created a valuable Sales Training Program, based on this timeless book, here is my attempt at covering Napoleon Hill’s Think and Grow Rich book, for the Sales Professional, and I couldn’t have produced this episode, without Paul’s teachings.

Let’s now look at the first 10 important chapters from Napoleon Hill’s Think and Grow Rich, through the lens of making our 2026 our Best Year ever, as well as to connect each principal for the salesperson. And you don’t need to be in sales for these principles to work for us.

Think and Grow Rich for Sales How Inner Mastery Becomes Sales Results

Inspired by Think and Grow Rich Through a modern neuroscience + sales lens

Chapter I: The Power of Thought Applied to Sales

Why Sales Outcomes Begin in the Mind

Core Idea: Sales performance is a reflection of expectation and belief first, not effort alone.

What you think and believe about your ability, your product, and your outcome directly determines how you show up—and how others respond to you.

Sales Applications

    Your internal dialogue sets your sales ceiling “Hoping” for results programs hesitation and inconsistency Expectation + emotion = outcome

Listener Takeaway

You don’t get the sale you want. You get the sale you expect—the one you truly believe you can achieve.

You get the sale you expect. The one you actually believe you can achieve.

REVIEW OF CHAPTER I — “The Power of Thought”

Edwin C. Barnes: The Man Who Thought Himself into Partnership with Thomas Edison

In Chapter I of Think and Grow Rich, Napoleon Hill introduces us to Edwin C. Barnes, a man who achieved something extraordinary—not through money, connections, or credentials—but through the power of his thought.

Barnes held a single, unwavering vision: to work with Thomas Edison—not for him, but with him.

This was an audacious goal. Barnes did not know Edison personally. He lacked money, influence, and even the funds to comfortably pay for the train fare to New Jersey. Yet none of these obstacles altered his decision.

Hill explains that Barnes did not wish for this partnership. He decided it would happen.

When Edison later recalled their first meeting, he described Barnes standing before him looking like an ordinary tramp—but said there was something unmistakable in the expression of his face:

“There was something in the expression of his face which conveyed the impression that he was determined to get what he had come after.” (Chapter I, p. 2, TAGR)

Edison did not see wealth, polish, or preparation. He saw initiative, faith, and the will to win—and that was enough.

Barnes brought no money to the table. No résumé. No formal value proposition.

But he carried something far more powerful: a clear vision, unwavering belief, and a level of certainty that Edison could feel.

Hill later writes that Barnes’ “bulldog determination” and persistence with a single desire was destined to mow down all opposition and bring him the opportunity he sought.

Barnes did not retreat when months passed and nothing happened. He did not say, “What’s the use?” He did not downgrade his goal to something more “reasonable.”

He held the vision until reality caught up with it.

Why This Matters for Sales

To understand why Edison trusted Barnes, we must understand something critical:

Thought carries frequency. Belief has energy. Certainty is felt long before it is spoken.

Edison did not evaluate Barnes based on where he was. He responded to where Barnes knew he was going.

Barnes was already operating on the frequency of partnership—not employment. And Edison recognized it.

“When one is truly ready for a thing, it puts in its appearance.” (Chapter I, p. 3, TAGR)

Barnes was ready.

Putting Chapter I into Action for Sales

Look at the image in the show notes illustrating levels of frequency of thought—where the physical, intellectual, and spiritual worlds intersect like the colors of a rainbow.

Think of each level as a different radio station.

To hear the station you want, you must tune your mind to that frequency.

If you receive your 2026 sales goal and your immediate thought is: “There’s no way I can do this,” then that is the frequency you are broadcasting.

You are not tuned to the level where that goal exists.

You cannot reach a destination using the same level of thinking that created your current results. This is why Marshall Goldsmith’s principle holds true:

What got you here won’t get you there.[iii]

The Key to Chapter I: Unwavering Belief

Napoleon Hill makes this unmistakably clear:

“When a person really desires a thing so deeply that they are willing to stake their entire future on a single turn of the wheel to get it, they are sure to win.” (Chapter I, p. 2, TAGR)

Barnes staked his future on belief. Sales excellence requires the same commitment.

A 5-Step Sales Application Framework to Apply Chapter 1

STEP 1 When your sales goal is set, ask yourself honestly: Do I believe I can achieve this?

STEP 2 If belief is present, create a clear, actionable plan—and commit to following it consistently.

STEP 3 If belief is not present, seek out someone who has already achieved the result. Borrow their certainty. Follow their guidance exactly.

STEP 4 Once belief is established, take daily action. There is no wishing—only disciplined effort backed by belief.

STEP 5 Monitor not just results, but your level of belief. When belief wavers, behavior follows suit. When behavior wavers, results disappear.

Final Thought for Chapter 1

Edwin C. Barnes did not succeed because he was lucky. He succeeded because he thought differently—and held that thought long enough for reality to align with it. He jumped to an entirely new frequency with this belief.

Sales mastery begins the same way.

Not with tactics. Not with scripts. But with the Power of Thought Backed by Belief.

Chapter II: Desire From Wanting Sales to Demanding Results

Core Idea: Desire must be emotionally charged and specific.

Sales Application:

    Turning vague quotas into emotional targets Why clarity eliminates hesitation Selling with intention vs need

Listener Takeaway:

Vague goals create vague results.

 

REVIEW OF CHAPTER II: DESIRE — The Starting Point of All Achievement

Chapter II of Think and Grow Rich brings us to the engine behind every meaningful result: Desire.

Napoleon Hill makes this unmistakably clear:

“All achievement begins with an idea.”

But not every idea becomes reality.

Only ideas fueled by burning desire become reality.

Hill describes Edwin C. Barnes’ desire as something very specific:

“It was not a hope. It was not a wish. It was a pulsating desire which transcended everything else. It was definite.” (Chapter II, p. 19, TAGR)

Barnes did not hope to work with Thomas Edison. He did not wish it might happen someday.

He expected it.

At the time, there was no evidence this partnership would ever exist. Barnes and Edison were not in conversation. There were no guarantees. No proof. No visible path.

And yet Barnes committed to the idea anyway.

That’s the nature of true desire: It moves before evidence appears.

Going from where you are now to where you want to go is always a process—and at the beginning of that process, desire often feels irrational, private, even uncomfortable to say out loud.

That doesn’t make it wrong. It makes it powerful.

Why This Matters for Sales

In sales, desire drives behavior.

You don’t need to know how you’ll hit your goal at the beginning. You only need to know what you want and why you want it.

The “how” always reveals itself after this commitment.

This is something my mentor Bob Proctor emphasized constantly. When I moved from Canada to the United States in 2001, I had no clear roadmap. I didn’t know exactly how it would work.

But I had clarity of desire—and that was enough to begin.

The way was shown… Along with obstacles. Many of them.

That’s always how it works.

Obstacles are not signs you’re off track. They are part of the process.

Desire and Sales Frequency

What does DESIRE have to do with SALES SUCCESS?

Here’s the key sales translation:

Hesitation does not exist at the same frequency as certainty. It’s this certainty (or burning desire) that we will need.

When desire is weak:

    You hesitate You soften your language You sell with need instead of intention

When desire is strong:

    Clarity replaces doubt Energy becomes steady Certainty becomes transferable to those you are speaking to

Ask yourself honestly:

Do I have the same burning desire in my sales goals that Edison saw in Barnes’ eyes?

Because others can feel it—just as easily as they can feel when it’s missing.

Desire radiates. Hesitation leaks.

And buyers will respond accordingly.

Burning the Ships

Hill offers one of the most powerful principles in the book in this chapter on Desire:

“Every person who wins in any undertaking must be willing to burn their ships and cut all sources of retreat.”(Chapter II, p. 21, TAGR)

Barnes did this when he traveled to New Jersey to meet Edison.

I did this when I left Toronto for the United States in 2001. There was no “going back if it didn’t work.”

Burning the ships forces alignment.

And this connects directly to a later chapter: Decision.

The Latin root of the word decision means “to cut.” When you decide, you cut off retreat.

You look at your sales goal and see no acceptable outcome other than its achievement.

That level of commitment changes how you show up every single day.

The Six Steps to Achieve Any Goal (Chapter II)

Next in this Chapter, Napoleon Hill outlines six steps designed to impress desire directly into the subconscious mind. Though written about money, (in the book) these steps apply to any goal, including sales.

These are the steps I personally keep visible—and that leaders like American Businessman Grant Cardone practice daily.

The Six Steps

    Write a clear description of what you want. You must know exactly where you’re going. What is your sales goal? Decide what you’re willing to give in return. There is no such thing as something for nothing. You will give up something of lower value to gain something greater. (I never understood this until I watched others with their achievements. Sometimes it’s giving up time, or watching Netflix, or something like that. You give up something of a lower nature, to receive what it is that you want). Set a definite date. Desire without a timeline remains a wish. Create a clear action plan. Begin immediately—ready or not. Write the plan out in detail. Clarity strengthens commitment. Read it twice a day. As you read, see, feel, and believe yourself already in possession of the goal. (Chapter II, p. 23, TAGR)

This sounds simple—but not easy.

Most people won’t do it consistently. That’s why most people won’t get these extraordinary results.

Listener Takeaway

Vague goals create vague results.

Sales success begins the moment desire becomes:

    clear emotionally charged and non-negotiable

Final Thought — Chapter II: Desire

Desire is not motivation. It is not excitement. It is not ambition.

Desire is commitment before evidence appears.

When your desire is strong enough:

    hesitation disappears clarity sharpens certainty becomes visible

And when certainty is visible, others respond to it.

Sales does not reward the most talented. It rewards the most committed.

Everything that follows in Think and Grow Rich rests on this foundation.

If desire is weak, nothing else works. If desire is strong, the rest becomes possible.

Chapter III: Faith Certainty Is the Real Close

Core Idea: Faith is belief made visible through certainty.

Sales Application:

    Why buyers borrow certainty from the salesperson Confidence vs arrogance How belief softens objections

Listener Takeaway:

Buyers don’t borrow certainty from products. They borrow it from you.

 

REVIEW OF CHAPTER III: FAITH

How Do We Develop Faith?

Napoleon Hill defines faith clearly and practically:

“Faith is a state of mind which may be induced, or created, by affirmations or repeated instructions, through the principle of autosuggestion.” (Chapter III, p. 46, TAGR)

Faith is not something you wait for. It is something you train.

We develop faith by following the six steps outlined in Chapter 2 of Think and Grow Rich: writing our goals and reading them aloud every day—twice a day—until the idea moves from the conscious mind into the non-conscious mind through autosuggestion.

This is a process.

If you have never read your goals out loud before, it may feel uncomfortable at first. When I started, I remember closing my office window, worried my neighbors might think I was crazy. In the beginning, the words can feel awkward and forced.

But with repetition, something changes.

Your words begin to flow more easily. Your tone becomes confident. And eventually, what once felt unnatural starts to feel true.

Our goals begin living with and through us.

Hill instructs us to read our goals:

“As if you were already in possession of them.” (Chapter III, p. 48, TAGR)

A simple way to do this is to begin with the statement: “I am so happy and grateful now that…” and then state your goal clearly—whether it’s a sales target or any other objective you are working toward.

 

Faith, Autosuggestion, and Something Bigger

This is often the point where people bring their own beliefs into the process.

If you believe—as I do—that there is something greater than yourself at work in the world, you will feel it here. Hill called it Infinite Intelligence. Others may call it God, Spirit, or Universal Intelligence.

Hill wrote:

“Faith is the element, the ‘chemical’ which, when mixed with prayer, gives one direct communication with Infinite Intelligence.” (Chapter III, p. 49, TAGR)

Regardless of what you call it, the experience is the same: faith grows when belief is repeatedly impressed upon the mind.

And this is critical:

We must have faith in our dreams, not in our doubts.

 

Faith Applied to Sales

In sales, faith shows up as certainty.

Buyers do not buy certainty from products. They borrow it from the salesperson.

This is where many people get confused.

Faith is not arrogance. Arrogance is loud and brittle. Faith is calm, grounded, and steady.

When you believe in:

    yourself the value you bring and the outcome you’re guiding someone toward

your certainty becomes transferable.

And when certainty is present, objections soften.

Not because you argue them away—but because belief replaces resistance.

How Faith Becomes Unwavering

To build unwavering faith, Hill’s principles point us to three realities:

    You must move through the Terror Barrier of Fear. Faith grows when your conscious and non-conscious minds begin to align. Fear appears first—but it does not get the final word. Faith strengthens through repetition. Writing and repeating your goals daily through autosuggestion gradually reshapes belief. Faith grows fastest when focused on one clear idea. Pick one goal. Take action toward it. Each step builds self-confidence, self-awareness, and self-esteem.

Over time, belief takes hold.

One day, you’ll look back at the early version of yourself—the one who hesitated, doubted, or felt unsure—and you’ll realize how far you’ve come. I talk about this idea often. It’s like adding red food color drops into a cup of water. In the beginning, it’s hard to see any change in the color of the water. But over time, with persistent action, the glass of water eventually changes color.

And you’ll look back and be grateful you moved forward past fear.

Listener Takeaway

Buyers don’t borrow certainty from products. They borrow it from you.

Final Thought — Chapter III: Faith

Faith is not pretending. It is not positive thinking. And it is not blind optimism.

Faith is certainty trained through repetition.

When belief becomes strong enough, it changes how you speak, how you act, and how others respond to you.

Sales closed do not happen at the end of the conversation. They happen the moment certainty is felt.

And certainty begins inside you.

REVIEW OF CHAPTERS I–III

The Foundation of Sales Mastery

To review and conclude this special review of Napoleon Hill’s Think and Grow Rich, through the lens of a salesperson, we covered the first three chapters of Think and Grow Rich that form a complete inner foundation. Together, they explain why sales success begins long before tactics, scripts, or strategies ever matter.

Before there is action, there is belief. Before belief, there is desire. And before desire, there is thought.

Napoleon Hill does not begin this book with techniques. He begins with identity and inner alignment.

For sales professionals, these chapters explain why results are not random—and why performance is always an inside-out process.

Chapter I — The Power of Thought

Why Sales Outcomes Begin in the Mind

Chapter I introduces the central premise: Thought is creative.

Through the story of Edwin C. Barnes, Hill shows us that success begins when a person decides what they want and holds that thought with unwavering persistence—long before evidence appears.

Barnes did not hope to work with Thomas Edison. He decided it would happen.

Despite having no money, no relationship, and no visible path, Barnes carried himself with such certainty that Edison felt it immediately. Edison did not respond to Barnes’ circumstances—he responded to Barnes’ state of mind.

Sales Application: Sales performance reflects what you expect, not what you wish for.

Your internal dialogue:

    sets your confidence level shapes your tone determines whether you lead or hesitate

You don’t get the sale you want. You get the sale you expect—the one you truly believe is possible.

Chapter II — Desire

From Wanting Sales to Demanding Results

If thought sets direction, desire supplies the fuel.

In Chapter II, Hill makes a critical distinction: Desire is not hope. It is not wishing. It is not motivation.

True desire is emotionally charged, specific, and definite.

Barnes’ desire to work with Edison was not casual or negotiable. It was what Hill called a burning desire—so strong that Barnes was willing to stake his future on it.

Sales Application: Desire determines behavior.

When desire is vague:

    goals feel optional hesitation increases selling comes from need

When desire is clear and emotionally anchored:

    confidence sharpens clarity replaces doubt certainty becomes visible

Vague goals create vague results.

Sales success accelerates the moment desire becomes non-negotiable.

Chapter III — Faith

Certainty Is the Real Close

Chapter III explains how desire becomes believable: through faith.

Hill defines faith not as blind belief, but as a trainable state of mind, developed through repetition and autosuggestion.

Faith is belief made visible through certainty.

By writing goals clearly and reading them aloud daily—as if already achieved—belief moves from the conscious mind into the non-conscious mind. Over time, certainty replaces doubt.

Sales Application: Buyers do not borrow certainty from products. They borrow it from the salesperson.

Faith shows up in sales as:

    calm confidence (not arrogance) steady tone authority without pressure

When faith is present, objections soften—not because they’re argued away, but because certainty dissolves resistance.

How Chapters I–III Work Together

These chapters are not separate ideas. They form a sequence:

    Thought sets direction Desire creates commitment Faith produces certainty

Without thought, there is no aim. Without desire, there is no momentum. Without faith, there is no follow-through.

Sales mastery begins here—not with what you say, but with who you are being when you say it.

Final Integrated Insight (Chapters I–III)

Sales does not reward effort alone. It rewards clarity, commitment, and certainty.

When:

    your thoughts are aligned your desire is definite and your faith is trained

your results begin to change—often before your strategy does.

Because at the highest level, sales is not a transaction.

It is the transference of emotion. And the primary emotion is certainty.

With gratitude to close out our review of Chapters 1-3 of Think and Grow Rich dedicated to the salesperson, we bring our credit to Paul Martinelli, who has helped me to understand not only the entire book, for our first review, but to now take this book, and apply it for success in the sales industry.

I hope you have enjoyed this angle of this timeless book, and we will see you in a few days for PART 2 of this review, where we will cover the next 3 chapters of Think and Grow Rich.

See you soon!

 

RESOURCES:

Neuroscience Meets Social and Emotional Learning Podcast EPISODE #190 

PART 1 “Making 2022 Your Best Year Ever”  https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-1-how-to-make-2022-your-best-year-ever/

Neuroscience Meets Social and Emotional Learning Podcast EPISODE #191 

 

PART 2 on “Thinking Differently and Choosing Faith Over Fear”  https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-2-how-to-make-2022-your-best-year-ever-by-thinking-differently-and-choosing-faith-over-fear/

 

Neuroscience Meets Social and Emotional Learning Podcast EPISODE #193 

 

PART 3 on “Putting Our Goals on Autopilot with Autosuggestion and Our Imagination”   https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-3-using-autosuggestion-and-your-imagination-to-put-your-goals-on-autopilot/

 

Neuroscience Meets Social and Emotional Learning Podcast EPISODE #194 

 

PART 4 on “Perfecting the Skills of Organized Planning, Decision-Making, and Persistence” https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-4-on-perfecting-the-skills-of-organized-planning-decision-making-and-persistence/

 

Neuroscience Meets Social and Emotional Learning Podcast EPISODE #195 

 

PART 5 [xxviii] on “The Power of the Mastermind, Taking the Mystery Out of Sex Transmutation, and Linking ALL Parts of the Mind” https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-5-on-the-power-of-the-mastermind-taking-the-mystery-out-of-sex-transmutation-and-linking-all-parts-of-our-mind/

 

PART 6 “In Memory of the Legendary Bob Proctor: The Neuroscience Behind the 15 Success Principles in Napoleon Hill’s Think and Grow Rich book”

 

https://andreasamadi.podbean.com/e/the-neuroscience-behind-the-15-success-principles-of-napoleon-hill-s-classic-boo-think-and-grow-rich/

 

REFERENCES

[i] Neuroscience Meets Social and Emotional Learning Podcast EPISODE #190 PART 1 “Making 2022 Your Best Year Ever”  https://andreasamadi.podbean.com/e/think-and-grow-rich-book-review-part-1-how-to-make-2022-your-best-year-ever/

[ii]Study Think and Grow Rich with Paul Martinelli  https://yourempoweredlife.com/think-and-grow-rich/

[iii] What Got You Here, Won’t Get You There: How Successful People Become Even More Successful by Marshall Goldsmith, June 12, 2008  https://www.amazon.com/What-Got-Here-Wont-There/dp/1846681375

 

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