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