Strategies That Win Sales: Best Practices of the Worlds Leading Organizations - page 77


Index

D

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



Index

E

E-commerce, 18, 20, 25–26

EI. See Emotional intelligence

Electronic auction, 7, 174–75

Emotional intelligence (EI), 110, 201

Emotional Intelligence: Why It Can Matter More than IQ, 110

Enabling management style, 144–45

Engagement phase, 116

Evaluate options stage, 91

External challenges, 1–2



Index

F

Face-to-face sales force, 18, 19–20, 92

Feature dump, 89

Feedback, 141, 143

Field sales force, 18, 19–20

Focused optimist, 109–11

Forecasts, 138

Foreign competition, 4

Frontline sales representatives, xiv

Fuji-Xerox, xvii, 45

Fundamental perceptions, 153



Index

G

Gap analysis, 98, 114

Generalist model, 105

Geographic location, 40–42

Global account strategy, 37, 38

Global company, 3

Global prices, decline in, 1

Globalization, 3–4

Goldman, Daniel, 110–11

Guiding principles, 149, 151



Index

H

Heads of sales, xiv

Heroes, 152

Hewlett Packard (HP), xvii–xviii

account management, 108

customer buying behavior, 181–82

Enterprise Systems Group, 36

Imaging and Printing Group, 36

Personal Systems Group, 36

relationship selling, 108

sales resource allocation, 36

Holistic approach, 205

Home-based sales force, 40–42

Honda Clio Shin, xviii

consultative selling, 80

with strategy, 80

Honesty, 188–89, 191

HP. See Hewlett Packard

Hunters/farmers method, 42–43



Index

I

Identify options stage, 91

Implementation phase, 117

Inbound call center, 18

Incentive programs, 12, 163–64

Indirect sales force, 18, 22–24

Infineon Technologies, xviii

business consultant role, 105

consultative selling, 105

Infineum, xviii

consultative selling, 85

CRM system, 67

customer buying behavior, 175

strategic orchestrator role, 106

Information

communication of, 138–41

feedback, 141, 143

sharing, 143–44

Ingersoll-Rand, xviii–xix

consultative selling, 82

solutionizing, 82

Inside sales force, 18, 20–22, 92

Integration model, 46–47

Intercultural skills, 3

Interdepartmental cooperation, 139

Internal stakeholders, 46–47

Internet

account management via, 25

customer buying behavior and, 56

ordering via, 25

organization presence on, 4, 5

Interpersonal skills, 114

Interview

participants, xiv, xvi–xx

questions, xv–xvi

selection criteria, xiii–xiv

types of, xiv

Intier Automotive Inc., xix

CRM system, 69–70

customer knowledge, 56

multichannel strategy, 24

sales resource allocation, 36