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The LA
Fox
Developer Newsletter
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November 1995
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Technical Perfection
(Con't
from page 6)
business to be conducted, the payment terms, any warranty information, and a very clear definition of what are your responsibilities versus those of the client. A non-disclosure statement or a paragraph regarding the responsibility for site preparation or computer equipment might be appropriate. Wording should verify all the reasons for the client to make the purchase decision, and should address solutions to every problem issue uncovered in meetings with the client. When presenting the proposal to the client, bring two copies so that both of you can sign and keep a copy.
Closing the Sale requires dealing with the human nature of the selling process. People can be insecure (to one degree or another) and can make decisions based on emotional needs as often as not (see
esteem,
above). People can be afraid of making the purchase decision, to spend the money, and can procrastinate in making the final decision. Your strategy in closing a sale will be to have addressed a client’s fears and needs throughout the selling process so that they will clearly see that
their decision is the right decision. If you don’t close the sale, use the opportunity to review the entire process to determine why you failed, and where you could have handled the client differently. Your learning curve in this area needs to be as short as you
can
make it.
In summary, your success as a consultant will depend as much on your ability to recognize and address sales and marketing concerns as it will on your technical expertise. Those of us with interest in the sales and marketing areas may want to take further steps by suggesting LAFOX speakers on these topics.
Savannah’s List....
( from page 4)
Benjamin/Cummings. ISBN 0-8053-2572-7 Developed at IBM’s International Technical Support Center in San Jose, CA. Covers the current state of object technology, including available object- oriented design notations, visual programming tools, team programming issues, and object databases. One of the few books to give an overview of the woks of the various standards committees, such as the Object Management Group (0MG). Very easy to read.
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881682-3
Introduces the core concepts of object-oriented
programing and shows working examples in C++, Object Pascal, Actor and Smalltalk.
Winblad, Ann L.; Edwards, Samuel D.; and King, David R. “Object-Oriented
Software.” Addison-
Wesley. ISBN 0-201-50736-6 Explains the key concepts and benefits of object- oriented technology. Gives a “big picture” view rather than concentrating on a particular language. Unlike other books, this one also discusses emerging methodologies and aspects of the technology that are still evolving.
White, Iseult. “Rational Rose Essentials: Using the Booch Method.” Benjamin/Cummings. ISBN 0-
8053-0616-1
Provides an easy reference for those interested in
using the methodology and notation described in Grady Booch’s “Object-Oriented Design with Applica
tions.” Comes with a cut-down version of Rational Rose. Unfortunately, the “cut-down” aspect refers to
the inability to save class diagrams.
Wiifs-Brock, Rebecca; Wilkerson, Brian; and Wiener, Lauren. “Designing Object-Oriented
Software.” Prentice Hall. ISBN 0-13-629825-7 An easy-to-read guide to object-oriented design, with extensive examples. Also covers the use of CRC cards. Language-independent.
It Can’t Get Any Easier.
We’ve come up with an easy way to submit articles to the
LA Fox
Developer Newsletter
one that has been overlooked for a long time.
You can submit your articles to either Chuck Williams
(72330,2326) or
Barry
Lee (72723,3422) on
Compuserve.
These articles can be on any FoxPro-related topic,
whether it concerns a new technique you’ve discov
ered, a certain development technique you may favor
over others, book reviews, etc.
The quality of this newsletter really depends on the members that support it, not just read it. And I think we’d all be surprised by the useful information that could be circulated around the membership.
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