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In accordance with the percentage of completion method, under the IAS order clearing takes place in line with the respective degree of completion. Under the HGB, sales contained the orders cleared during the period under review (final completion method). From 1998, interest was calculated from the balance of advance payments received minus the advance and partial payments made (calculated rate of interest of 4% in 2003).

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• Driver dies, two passengers are injured in one-car wreck
  A Grass Valley man was killed and his two passengers seriously injured in a single-vehicle accident Tuesday afternoon, California Highway Patrol officials said. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=301723790"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=301723790" border="0"/></a></div>
• Voice recorder for copter in fatal Trinity Alps crash is found
  Transportation officials have found the cockpit voice recorder from a firefighting helicopter that crashed in the rugged Trinity Alps on Thursday, killing nine people and injuring four others. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300876302"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300876302" border="0"/></a></div>
• Tragic crash of firefighting chopper raises questions about Shasta-Trinity forest policy
  As transportation officials probed Tuesday's fatal crash of a firefighting helicopter, questions arose about why firefighters were in the area at all. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300703504"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300703504" border="0"/></a></div>
• 9 believed dead in helicopter crash near Trinity County forest fire
  TRINITY COUNTY &#150; Teams of federal investigators will comb rugged terrain in Northern California's Trinity Alps Wilderness today, searching for clues to what caused the nation's worst-ever helicopter crash involving firefighters. This helicopter was carrying 13 people away from the Buckhorn fire site in Trinity County when it crashed and burst into flames Tuesday. Four survivors are hospitalized in Sacramento and Redding. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300425133"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300425133" border="0"/></a></div>
• Horse lovers fight BLM plan to cull wild herd
  Jean Anderson, a 59-year-old janitor from Dairyville in Tehama County, says wild horses are smart and beautiful animals, symbols of the freedom and strength it took to build the United States. Jean Anderson hugs Aleta, one of five adopted wild mustangs at her Tehama County home. Too many wild horses roam public lands in the West or fill holding pens, according to officials at the federal Bureau of Land Management, who propose to kill a few thousand of them. "If people don't pay attention <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300229137"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=300229137" border="0"/></a></div>
• Officers conduct drug raids in five California counties
  A four-month investigation has resulted in the seizure of an estimated $5.6 million in marijuana and the dismantling of a major organization also involved in sales of methamphetamine and cocaine, state Bureau of Narcotics Enforcement officials announced Thursday. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=299199592"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=299199592" border="0"/></a></div>
• Feather River Canyon fire forces 30 residents to flee
  BELDEN &#150; A fast-moving fire on Wednesday continued to whip through timber on both sides of the Feather River Canyon four miles east of Belden, closing state Highway 70 for a second day. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298923990"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298923990" border="0"/></a></div>
• DA says two ex-teachers sent lurid messages to teen
  MODESTO | Two former Turlock Christian School teachers accused of sending sexually explicit cell phone messages to a 16-year-old female student will face criminal charges, the Stanislaus County District Attorney's Office said Tuesday. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298923989"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298923989" border="0"/></a></div>
• BELDEN: Feather River Canyon fire breaks out along Highway 70
  Firefighters working on a complex of lightning-sparked fires in Plumas National Forest were diverted Tuesday to a new blaze in the Feather River Canyon near Rich Bar. <div class='nifad'><a href="http://www.pheedo.com/click.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298643386"><img src="http://www.pheedo.com/img.phdo?x=a8a276f7a37a42499f8b1c69f9acf191&u=298643386" border="0"/></a></div>

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IT Sales: It’s All About Relationships
By Joshua Feinberg
Developing the bond and the relationship with your clients is very important. In this article, you'll learn how your relationships are your assets with IT sales. It's not about the size of your customer list necessarily. It's not even about the revenue. It's about the longevity and the long-term relationships you build with your customers.

When you're talking about your ideal clients, the lifetime value could be well in the six-figure range, so it's well worth your time to really get to know the owners and the partners of the companies you want to work with. The time you invest in this relationship-building is well worth it in the long run.

IT Sales: Managing Customer Expectations

If you handle initially, you don't

have to worry that the salesperson you're sending there will change a couple of times a year and you're starting all over again. Receivable experts often report how salespeople often grossly misrepresent the capabilities of an organization just to get the signed deal. And of course that comes back to bite you much later because you have a huge problem with managing expectations. Building a personal relationship with your customers at the beginning of the IT process prevents this.

Personally Train your IT Sales Staff

Typically, most of the consultants that we work with get very actively involved in generating the leads and closing the in the early stages of growing their consulting and their services business. Once this becomes more routine, once you have five or 10 really good solid clients on your roster that are generating together anywhere $5,000 to $15,000 a month in services, then it may be time to start having someone tag along with you to some of these IT calls. Only at this point should you consider delegating it. It's time-consuming, but it's a really important part of the future of your business with IT services

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