Index_P


P

pain points, 40

partners' pool of funds, 87–88

payback, 27, 76, 146, 166–170

penetration plan, 43–61, 187–215

analyzing customer business position and, 208

deciding which system to propose, 212–215

for original equipment manufacturers (OEMs), 199–200

for outsourcers, 198–199

pinpointing penetration opportunities, 209–210

PIPWARE and, 192–198

planning fast penetration, 206–215

positioning penetration strategies, 208–209

prescribing solution systems, 210–211

profit maximizer in, 188

relating high margins to high values in, 200–206

"what-ifability" and, 189–191, 195–196, 199–206

PIPWARE, 74, 102, 192–198

cost-benefit analysis, 13, 192–195

"what-ifability" and, 195–196

positioning strategies, see Consultative Positioning Strategies

power needs, of client, 114–115

power of one, 139–145

application of, 139–141

as basis of PIP power, 139

codifying, 143–145

multiple-sourcing, 141–143

preemption, 213

prestige needs, of client, 114–115

price

converting into investment, 8, 9, 63-66, 102

in discount selling, 2–3, 6, 64–65, 102, 174

in traditional approach, 7

problem/opportunity definition, 69–70

problem-solving approach, 23–24

process smart, 57

product development costs, 41

productivity, 154

product or service

converting price into investment, 8, 9, 63–66, 102

converting technical performance into financial performance, 8–10

positioning product businesses as services, 78–80

profit

net, 27, 154

net operating profits after taxes (NOPAT), 214

net operating profits before tax (NOPBT), 214

profit-centered line of business, 29, 67–69

profit center managers, 55, 100, 152–153

profit contribution to customer, 188

profit improvement, 164, 170, 181, 207, 211

profit-improvement mix, 72–74

profit-improvement opportunities, 185–186

Profit Improvement Proposals (PIPs), 28, 59

Box 2 managers and, 46–48

commitment of customer managers to invest in, 92–97

control and, 121–123

generating, 66–69

getting to, 145–149

knowledge of natural partners and, 84

"must knows" for, 137–139

norms of customer manager in, 32

norm warehouses and, 36–38

positioning profit improvement and, 69–74

positioning profit projects and, 74-78, 103–104

in the "red zone," 149–152

solutions for work flow problems, 131–134

profit-improvement teams, 111–113

profit maximizers, 188

profit objectives, 62–63, 85

projected cost of sales, 182

promotion needs, of client, 114–115

proposed investment, 146

purchasing managers, decision-making by, 7–8, 45, 47, 49, 54




Consultative Selling(c) The Hanan Formula for High-Margin Sales at High Levels
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
ISBN: 081447215X
EAN: 2147483647
Year: 2003
Pages: 105
Authors: Mack Hanan

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