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Target Stores, 124
Team-based compensation, 110–111
Team-based organization, 183
Teams. See Knauf Fiberglass
building, 100
cross-functional or multilevel
collection, 94
customization, 60
members, 162. See also Strategic accounts
training. See Accounts
Teamwork, usage, 176
Technical buyers, 115
Technical competencies, development, 87
Technology
creation, 179
nontechnology solutions, 153
organizations, 127–128
orientation. See Users
readiness
assessment, 162. See also Strategic account managers
determination. See Users
resistance. See Strategic account managers
solutions implementation. See Strategic account management programs
subject-matter experts. See Information technology
tools, review/revision, 162–163, 167
usage, 153, 167, 174
impact. See Strategic account management
Technology-based solutions
development, 161–162, 167
hidden costs, 162
support, 161–162, 167
Technology-driven company, technology-supported company (contrast), 154–155
Technology-supported organization, 166
Telemarketers, 154
Third-party account assessments, 49–50
3M
IBM Storage, interaction, 127–129
Technology Group, 127
technology partners, 128
Tools, review/revision. See Technology
Total lifetime values, examination, 135
Total quality initiative. See Countrywide Funding
Total solution, 155–156
Towey, Vicki, 123–127
Toyota. See Southeast Toyota
Technical Information System, 14
Training-as-silver-bullet approach, 95
Trane Companies, 87
Transactional buyers, 179
Transactional thinking/selling, short-term, 106
Transactional-to-strategic buyer continuum, accounts location, 70–71
Travel time (tasks), 105
Treble-damage liability suits, 123
20/80 processes, 143
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