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