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  1. Table of Contents
  2. Financing for the High-End
  3.  
  4. 1. Financing Is a +Hot Button+ in the Executive Suite               1
  5.    The CEO/CFO's Perspective                                        2
  6.    How to Use Financing                                             6
  7.  
  8. 2. When to Discuss Financing                                        8
  9.  
  10. 3. How Financing Neutralizes What the Mainframe Bigots             10
  11.  
  12. 4. A +One-Minute Sale+                                             13
  13.  
  14. 5. How HP Financing Compares                                       14
  15.  
  16. Appendix
  17.  
  18. A Closer Look at Financing                                         15
  19.  
  20.    I.   HP Financing Plans                                         15
  21.  
  22.    II.  Why Flexibility Is Often More Important Than Rate          15
  23.         Hertz Example                                              15
  24.  
  25.    III. Compensation for HP Sales Reps                             16
  26.  
  27.    IV.  Sales Finance Organization                                 17
  28.  
  29.  
  30.