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IACS. See Honeywell Industrial Automation and Control Solutions
IBM, 10
global, example, 108–111
Global Marketing Strategy, 127
personal business contribution (PBC) bonuses, 109
production problems, 128
salesforces, conversion, 98
Storage, interaction. See 3M
worldwide client executives (WCEs), 108
Illingworth, Dave, 76
Incentive-bonus plans, 112
Incentives, short-term, 106
Incremental sales, 107
In-depth plans, development, 88
In-depth situation appraisal, conducting, 86
Industry
analyses, conducting, 97
data, usage, 151
Influences
buying, mapping, 115
degree, 129
group map, benefits. See Buying-influence group
identification, 114
role, understanding, 114
Information technology (IT)
automation, 159
costs, 68
management, 124
staff, usage, 170
subject-matter experts, 56
Intelligence software. See Business
Inter-firm relationships, 178
Internal communications programs, usage, 60
Internal relationships, 103
SAM management, 102
Internal teams, 139
Internet
capability, 166
connections, 181
tools, web-based, 161
Intranet capability, 166
Intrepreneurial behavior, demonstration, 94
Inventory reduction, 42
Investments, 137
amount. See Relationship
justification. See Strategic account managers
Invoices, customization, 170
Ironbolt Steel
CFO, actions, 80
example, 79
executive visits, 79
IT. See Information technology
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