Decision making stages, 90–91
Demand perspective, 3
Demonstrations, 9
Deployment strategy
customer characteristics, 37–40
decisions, 43–44
geographic location, 40–42
hunters/farmers method, 42–43
integration model, 46–47
Intier Automotive Inc., 36
Marriott International, 38
matrix structure, 199
Office Depot, 36
product line, 35–37
restructuring of, 199
sales activities, 42–43
TD Waterhouse, 39
team-selling model, 44–46
Yellow Book, USA, 41
DePree, Max, 127
Diebold, Inc., xvii
CRM system, 73, 75
cross-functional team, 47
customer buying behavior, 171, 175
relationship selling, 102
RFP use, 174
sales technology
implementation, 63–64
Differentiation, 2, 5
Discretionary budgets, 128
Distributor networks, 92
Distributors, 22, 24
“Do Not Call” legislation, 20
Double-counting philosophy, 32
Downsizing, 11–12