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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
VBScript Programmers Reference
Windows Script Host
Remote Scripting
Appendix C Coding Convention
Appendix J VBA Features not in VBScript
Appendix K The Variant Subtypes
Kanban Made Simple: Demystifying and Applying Toyotas Legendary Manufacturing Process
Developing a Kanban Design
Initial Startup and Common Pitfalls
Improving the Kanban
Appendix A MRP vs. Kanban
Appendix G Intra-Cell Kanban
The Java Tutorial: A Short Course on the Basics, 4th Edition
Using the Timer and TimerTask Classes
The Life Cycle of a Thread
Code Samples
Visual Index to Swing Components
Path Help
Pocket Guide to the National Electrical Code(R), 2005 Edition (8th Edition)
Article 225 Outside Branch Circuits and Feeders
Article 312 Cabinets, Cutout Boxes, and Meter Socket Enclosures
Article 334 Nonmetallic-Sheathed Cable Types NM, NMC, and NMS
Article 398 Open Wiring on Insulators
Article 426: Fixed Outdoor Electric De-Icing and Snow-Melting Equipment
Wireless Hacks: Tips & Tools for Building, Extending, and Securing Your Network
Hack 24. Discover Networks with NetStumbler
Hack 44. Authenticate Wireless Users
Hack 89. Cut a Cable Omni Antenna
Hack 93. Build Cheap, Effective Roof Mounts
Section B.4. Pigtails
After Effects and Photoshop: Animation and Production Effects for DV and Film, Second Edition
Basic ImageReady Animation, Tweening, and Layer Styles
Exaggeration Equals Characterization
Motion Matte Painting in Photoshop
Atmosphere, Film, and Noise Effects
Motion Titling Effects
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