March 2011
Intermediate to advanced
256 pages
5h 50m
English
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CONSULTATIVEPROPOSINGSTRATEGIES
The Profit Improvement Proposal (PIP) is the original value proposition. In order for vendor sellers to become consultative sellers, the proposal process must be transformed from a passive-reactive bid based on price and product specifications to a self-initiating offer of the value of improved financial specifications for a manager’s performance.
PIPs are adapted from the standard internal appropriations requests of customer businesses. They equip consultative sellers who are outsiders with an insider’s tool to petition for funds by proposing to return an even greater amount of funds than they petition for: $1.50, for example, returned for every $1 funded.
A closed PIP is a receivable. It proposes a positive cash ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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.