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•Contents vii
Idea 32 – It’s as easy as ABC – Always Be Closing 50
Idea 33 – Tell them what you are going to ask for 50
Four Greatest Door-to-Door Salesmen 53
Idea 34 – Security from cradle to grave (Prudential) 53
Idea 35 – ‘We’ll over the Border and gi’e them a brush’ – James Hogg
55
(Kleeneeze) 56
Idea 36 – Ding doing well (Avon) 58
Idea 37 – Forecasting a sale
Six Greatest Financial Necessities of Business Life 59
Idea 38 – Even Turing Idea 44 needed Arabic numerals 59
Idea 39 – How the total money supply is greater than the total amount
60
of money 61
Idea 40 – Raising cash with limited liability 63
Idea 41 – Keeping score positively 64
Idea 42 – How well are we doing? 67
Idea 43 – Never mind the profit, feel the cashflow
Eight Greatest Computer Innovations that Actually 75
Make Life Easier
76
Idea 44 – Turing’s table of behaviour 77
Idea 45 – Getting the answer through trial and error 78
Idea 46 – When it’s critical to be on time and within budget
