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List of Figures
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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
Introducing Microsoft Office InfoPath 2003 (Bpg-Other)
Creating Forms
Formatting Forms
Validating Form Data
Working with Advanced Form Elements
Connecting Forms to Databases
Network Security Architectures
Confidentiality and Security Are Not the Same
Rogue Device Detection
Designing Your Security System
Security Will Become Computationally Less Expensive
Cisco IOS in a Nutshell (In a Nutshell (OReilly))
Introduction to BGP
An Advanced BGP Configuration
Configuring a Simple DDR Connection
Multicast Routing
A.3. IPv6
Microsoft Windows Server 2003(c) TCP/IP Protocols and Services (c) Technical Reference
Local Area Network (LAN) Technologies
Internet Control Message Protocol (ICMP)
User Datagram Protocol
Dynamic Host Configuration Protocol (DHCP) Server Service
Internet Information Services (IIS) and the Internet Protocols
MySQL Cookbook
Selecting a Database
Using ORDER BY to Sort Query Results
Getting Server Metadata
Handling Duplicate Index Values
Using an AUTO_INCREMENT Column to Create Multiple Sequences
PMP Practice Questions Exam Cram 2
Answers and Explanations
Project PlanningCore Processes
Exam Prep Questions
Project Control
Appendix A. CD Contents and Installation Instructions
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