| foreword by kerry cattell. preface by walter j. reinhart. introduction. chapter one: overcoming a shaky start: millennium novum. chapter two: every business needs it: margin. chapter three: issues affecting healthy margins in sales. chapter four: the weapon of math instruction. chapter five: balancing your company’s selling and management efforts. chapter six: now for some real bulletproofing. chapter seven: why your perceived value beats product quality. chapter eight: how salespeople can sell higher. . chapter nine: getting higher market prices. chapter ten: price wars and profit. chapter eleven: price war recuperation. chapter twelve: pricing for profit in the market. chapter thirteen: for hard times have a plan b. chapter fourteen: cash flow: indicator of financial health. chapter fifteen: the social damage of profit failure. chapter sixteen: the delight of positive profit. chapter seventeen: responsibilities attached to profit making. appendix a: moneymath figures and tables. appendix b: financial management questionnaire. appendix c: 101 price management questions. acknowledgments. bibliography and recommended reading. index. about the author. |
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