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Preface
Figure P-1: Before/after norms for Consultative Selling.
Figure P-2: Advance of Consultative Selling.
Introduction: The Consultative Selling Mission
Figure I-1: Consultative Selling versus vending.
Figure I-2: Consultative Selling work flow.
Figure I-3: Vendor sales cycle.
Figure I-4: Vendor sales cycle costs.
Chapter 1: Consultative Positioning Strategies—How to Become Consultative
Figure 1-1: Norm matrix.
Figure 1-2: Norms on a card.
Chapter 2: Consultative Positioning Strategies—How to Penetrate High Levels
Figure 2-1: Consultant's Credo.
Figure 2-2: Customer-manager hierarchy.
Figure 2-3: Robotics cost checklist.
Chapter 3: Consultative Positioning Strategies—How to Merit High Margins
Figure 3-1: Cost-benefit work flow.
Figure 3-2: Glossary of cost-benefit guidelines.
Chapter 5: Consultative Partnering Strategies—How to Agree on Partnerable Strategies
Figure 5-1: High-partnering decision makers.
Figure 5-2: Low-partnering decision makers.
Chapter 6: Consultative Partnering Strategies—How to Ensure Partnerable Rewards
Figure 6-1: Supplier profit-improvement team.
Figure 6-2: Client profit-improvement team.
Figure 6-3: Client need set.
Figure 6-4: Consultant need set.
Chapter 7: Consultative Proposing Strategies—How to Qualify Customer Problems
Figure 7-1: Supermarket chain work flow.
Figure 7-2: Aerospace manufacturing work flow.
Figure 7-3: Public information sources.
Figure 7-4: Revenue expansion opportunities.
Figure 7-5: Cost reduction opportunities.
Chapter 8: Consultative Proposing Strategies—How to Quantify PIP Solutions
Figure 8-1: Profitmaking capital circulation.
Figure 8-2: Profitmaking turnover.
Figure 8-3: Analysis of profit contribution by product line ($000).
Figure 8-4: Return-on-investment formulas.
Figure 8-5: Inventory turnover analysis.
Chapter 9: Consultative Proposing Strategies—How to Sell the Customer's Return
Figure 9-1: PIPWARE cost-benefit analysis.
Figure 9-2: PIPWARE what-if? options.
Figure 9-3: What-iffing a $250,000 price point.
Figure 9-4: What-iffing a $1 million price point.
Appendix A: How Customer Managers Budget Capital Expenditures
Figure A-1: Present value of $1 at 10 percent.
Figure A-2: Arithmetic of determining net present value (NPV).
Figure A-3: Arithmetic of determining DCF rate of return.
Figure A-4: Comparison of NPV using 10 percent and 25 percent discount factors.
Figure A-5: Aftertax dollar income on investment of $100.
Figure A-6: Aftertax rate of return on investment of $100.
Figure A-7: Master project.
Figure A-8: Profitability index.
Appendix B: How Customer Managers Make Lease-vs.-Buy Decisions
Figure B-1: Leasing advantages and disadvantages.
Figure B-2: Buying vs. leasing— a comparison of cash flows.
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Table of content
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
ISBN: 081447215X
EAN: 2147483647
Year: 2003
Pages: 105
Authors:
Mack Hanan
BUY ON AMAZON
ERP and Data Warehousing in Organizations: Issues and Challenges
ERP Systems Impact on Organizations
Challenging the Unpredictable: Changeable Order Management Systems
ERP System Acquisition: A Process Model and Results From an Austrian Survey
The Second Wave ERP Market: An Australian Viewpoint
Context Management of ERP Processes in Virtual Communities
High-Speed Signal Propagation[c] Advanced Black Magic
Impedance in Series with the Return Path
Necessary Mathematics: Input Impedance and Transfer Function
Modeling Vias
Coaxial Cabling
Complicated Configurations
Systematic Software Testing (Artech House Computer Library)
Master Test Planning
Detailed Test Planning
Improving the Testing Process
Some Final Thoughts…
Appendix F Process Diagrams
C++ GUI Programming with Qt 3
Event Processing
Graphics with OpenGL
Reading and Writing Binary Data
Working with Unicode
Tooltips, Status Tips, and Whats This? Help
Managing Enterprise Systems with the Windows Script Host
Shell Operations
Application Automation
Messaging Operations
Data Access
Internet Information Server
Programming Microsoft ASP.NET 3.5
Paging Through Data Sources
ASP.NET Mobile Controls
Creating New ASP.NET Controls
Working with Images in ASP.NET
HTTP Handlers and Modules
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