A guide for software entrepreneurs / A.L. Frank.

Preface, xiii -- CH. 1. Introduction. What Is a Software Entrepreneur?, 1 -- CH. 2. Formation. How to Begin a Business, 6 -- CH. 3. Business entities. How to Understand What You Are Doing to Yourself, 20 -- CH. 4. Beginning detailed planning. How to Know What to Do Now That You Know What You Are, 37 -- CH. 5. Product definition. Do you really know what you are going to do?, 47 -- CH. 6. System specifications. Now That You Know What You Would Like to Do, What Will You Really Do?, 59 -- CH. 7. Implementation. Doing It, 67 -- CH. 8. Testing. How to Make It Work for Everyone, 75 -- CH. 9. Marketing. How to Position the Product for Fun and Profit, 82 -- CH. 10. Sales planning. How to Plan a Sales Effort, 89 -- CH. 11. Presales planning. What to Do Before You Begin to Sell, 103 -- CH. 12. Sales. How to Sell a Software Product, 111 -- CH. 13. Sales management. How to Get Others to Sell Your Software Product, 117 -- CH. 14. Support. How to Keep Salespeople and Customers Happy, 124 -- CH. 15. Follow on business. What to Do After the Applause Dies Down, 130 -- CH. 16. The rewards, 136 -- APP. A. Venture capital, 145 -- APP. B. Legal protection of software, 170 -- APP. C. Business fundamentals, 173 -- APP. D. Seminar kit, 178 -- APP. E. A large software company's view of the software entrepreneur, 183 -- Index, 187.