March 2011
Intermediate to advanced
256 pages
5h 50m
English
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8HOW TO QUANTIFYPIP SOLUTIONS
Customer profit improvement begins with knowledge of how customers make the profits that you are going to improve: how they make their money right now. This is the starting point for Consultative Selling. Unless Consultative Selling strategies can improve the profits that a customer can make, the customer will not be a prospect for high-margin sales.
A customer makes money based on five principles:
1. Circulating capital
2. Turnover
3. Contribution margin
4. Return on investment (ROI)
5. Payback
APPLYING THE CIRCULATING CAPITAL PRINCIPLE
Profit is made by the circulation of business capital. Every business is founded on capital or funds that start in the form of cash. The objective of business is to make the initial ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.