Page 227 - DCAP104_EXPOSURE_TO_COMPUTER_DISCPLINES

Exposure to Computer Disciplines

Notes
The Solution
Applying the methodology they learned from Miller Heiman’s Strategic Selling®, the newly
formed team began working very closely with their client to really understand what their
needs were. They got the go-ahead to make a presentation to a panel charged with making
the final decision. The meeting was to take place in the afternoon. That morning, the team
met and went through a dry run of the presentation. They walked through the sales plan
and identified all the people who were going to be in the meeting and what messages they
had to get to each one of those people. They asked confirmation questions to determine that
everyone in the room was on the same page. Before the presentation, everyone was that they
had covered all of the bases.
The Result

How Miller Heiman helped this client is succinctly expressed by our contact:
“The Blue sheets and the Green sheets were tremendous for facilitating clear communication among
the members of the team that led to this success.
Now, salespeople throughout the company are talking about Economic Buyers, Red Flags, Blue Sheets,
and Confirmation Questions [components of the Miller Heiman Sales System]. It’s becoming part of
our language and becoming part of our culture. It will be so embedded that it will simply be how our
company does business. We’re not there yet, but we’ve got a great start and we’re training more of our
top people all of the time.”
Question:
Explain the methodology explain Miller Heiman’s.

1. Draw SDLC diagram.
2. Draw Waterfall model of Software development Life Cycle.

11.5 Summary

• Programming languages can be used to create programs that control the behavior or a
machine, to express algorithms precisely, or as a mode of human communication.

• There are certain set of programming categories such as scripting, programmer’s scripting,
application development, low-level, pure functional and complete core.

• Machine language is a collection of binary digits or bits that the computer reads and interprets
and assembly language is a low level programming language using the human readable
instruction of the CPU.
• A high-level language isolates the execution semantics of a computer architecture from the
specification of the program.
• www is a system of interlinked hypertext documents accessed via the Internet.

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