Partnering. See Consultative selling
People skills, 125
Performance
assessment, 114
expectations, 10–12
indicators, 156–57
management, 118–19
motivation, 135–37
sales culture and, 156–57
standards, 163–64
Permanent team, 44
Plan/prioritize stage, 91
Price
concessions, 6
global transparency of, 4
increase, 6–7
issues, 172–73
seller, 89
strategy, 27
Procurement departments, 8, 9, 173
Product
benefits, 79–81
channel appropriateness, 16
global transparency of, 4
knowledge, 81–82, 89, 104–5, 112–13, 188–89, 191
sales resource allocation by, 35–37
reputation, 194
Professional development, 10–11, 134–35, 136
Professional selling. See Consultative selling
Professional visitor, 88–89
Proprietary retail, 19–20
Purchasing committees, 8, 9