End-User/Consultant Manual Table of Contents

• Table of Contents
• Preface
  • The Need for a Different Approach to Marketing Accounting Software
  • Competition
  • Customer Satisfaction
  • Adopting a Consulting Approach to Selling Accounting Software
  • Introduction
  • How Can The Accounting Library Help me Market My Products and Services?
  • Objective: Making the Transition from Reseller to Consultant
  • Objective: Provide Resellers Effective Marketing Tools
  • Why Should Either Party be Interested?
  • Business Excellence Manuals
  • Reseller Manual
  • The Sales Process
  • The Consulting Process
  • Reengineering - PC Style
  • Limited Engagements
  • Business Excellence Implementation Procedures
  • Reseller Manual Outline
  • Summary
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• Chapter 1: Business Excellence - A Powerful Marketing Tool
  • Introduction
  • Traditional Sales Techniques Donxt Work
  • You Need a Global Advantage
  • Tilt the Playing Field
  • A Single Compelling Reason
  • Business Excellence
  • Benefits to Users
  • Benefits to Resellers
  • Summary
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• Chapter 2: Meeting Client Expectations
  • Introduction
  • What are the Objectives of all Business Enterprises
  • How do Clients Fit into this Equation?
  • The Sales Cycle
  • Maximizing Client Expectations: A Methodical Approach
  • Summary
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• Chapter 3: Introductory Sales Concepts
  • Introduction
  • Selling Without Fear
  • Creating an Edge
  • Communicating with Prospects and Clients
  • Dealing with Difficult People
  • The Professional Salesperson
  • Other Marketing Tidbits
  • Continuing Marketing Education
  • Direct Mail
  • Telemarketing
  • Seminars
  • Summary
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• Chapter 4: First Contact
  • Introduction
  • Typical Scenario
  • Closing Opportunities
  • Objective
  • Strategies
  • Tactics
  • Initial Follow Up
  • Confirm Meeting via Telephone
  • Confirm Meeting in Writing
  • Practice Effective Account Planning
  • Contact Managers
  • When Not to Pursue a Prospect
  • Summary
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• Chapter 5: Know Your Prospects
  • Introduction
  • First Contact Information
  • Corporate Analysis
  • Project Analysis
  • Functional Needs Analysis
  • Competitive Analysis
  • Personnel Analysis
  • Decision Making Analysis
  • Summary
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• Chapter 6: First Meeting
  • Introduction
  • Typical Scenario
  • Business Excellence Scenario
  • Non-Business Excellence Scenario
  • Closing Opportunities
  • Objective
  • Strategies
  • Tactics
  • Follow Up
  • Summary
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• Chapter 7: Needs Definition and Analysis
  • Introduction
  • Typical Scenario
  • Objective
  • Do You Charge for this Service?
  • The "Personnel" Approach to Defining Needs
  • Employee Involvement
  • Task One - Preliminary Product Fit Confirmation
  • Task Two - Preliminary Needs Definition
  • Task Three - Itemized Needs Definition
  • Task Four - Product Analysis
  • Task Five - Functional Deficiency Analysis
  • Task Six - Report Analysis
  • Task Seven - Product Fit Confirmation
  • Follow Up
  • Summary
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• Chapter 8: Second Meeting / Demonstration
  • Introduction
  • Human Comfort
  • Human Abilities
  • Typical Scenario
  • Objective
  • Strategies
  • Tactics
  • Ask for the Business
  • Follow Up
  • Summary
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• Chapter 9: Part I- Closing the Sale
  • Introduction
  • Dealing with Objections and Delaying Tactics
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• Chapter 9: Part II - The Proposal
  • Introduction
  • Strategy
  • Tactics
  • Cover Letter
  • Summary and Detailed Analysis
  • Follow Up
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• Chapter 9: Part III - The Engagement Contract
  • Introduction
  • Cover letter
  • Objectives
  • Business Benefits
  • Process Description and Timeline
  • Assignment of Responsibilities
  • Review Schedule
  • Reseller Services
  • Client Education and Training
  • Payment Schedule
  • Warranties and Liabilities
  • Summary
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• Chapter 10: Installation, Implementation and Support
  • Introduction
  • Objective
  • Before You Begin
  • Installation and Implementation Planning
  • Installation and Implementation Control
  • Success Factors
  • Whatxs the Negative Side of the Coin?
  • Staff Evaluations
  • Resource Scheduling
  • Managing the Process and the People
  • Coping with Difficult Clients
  • Training and Education
  • Detailed Installation Procedures
  • Post Implementation Management
  • Other Sales Opportunities
  • Summary
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• Chapter 11: Business Excellence
  • Introduction
  • Organizational Analysis vs. Accounting System Analysis
  • Qualities to Look for in an Accounting Staff
  • Assessing the Accounting Department
  • Assessing the Accounting System
  • Summary
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• Chapter 12: Summary
  • Appendices
  • Appendix A: Prospect Check List
  • Appendix B: Sample Initial Follow Up Letter
  • Appendix C: Business Excellence Handout
  • Appendix D: Prospect Evaluation Form
  • Appendix E: Prospect Notes Form
  • Appendix F: Sample Initial Meeting Follow Up Letter
  • Appendix G: Program Documentation
  • Appendix H-1: Sample Product Ranking Report
  • Appendix H-2: Sample Features Absent Report
  • Appendix I-1: Features Absent - Summary Analysis
  • Appendix I-2: Features Absent - Detailed Analysis
  • Appendix J: Sample Proposal Cover Letter
  • Appendix K: Sample Proposal
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