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