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Table of content
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
The .NET Developers Guide to Directory Services Programming
Summary
Summary
Primary Group Membership
Authentication Using SDS
Error 0x80070005: General access denied error.
Identifying and Managing Project Risk: Essential Tools for Failure-Proofing Your Project
Planning for Risk Management
Identifying Project Scope Risk
Identifying Project Resource Risk
Managing Activity Risks
Conclusion
Developing Tablet PC Applications (Charles River Media Programming)
Introduction to the VB .NET Language
Math and Random Number Functions in VB .NET
Speech Input with SAPI
Not Quite a Magic Ball
Using Third-Party Engines
Information Dashboard Design: The Effective Visual Communication of Data
Exceeding the Boundaries of a Single Screen
Arranging the Data Poorly
Understanding the Limits of Short-Term Memory
Gestalt Principles of Visual Perception
Test Your Design for Usability
Quartz Job Scheduling Framework: Building Open Source Enterprise Applications
What Is Job Scheduling?
Thread Usage in Quartz
JobStores and Persistence
How Clustering Works in Quartz
Using a ServletContextListener
The Oracle Hackers Handbook: Hacking and Defending Oracle
Overview of the Oracle RDBMS
The Oracle Network Architecture
Attacking the Authentication Process
Running Operating System Commands
Appendix A Default Usernames and Passwords
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