Index_L

L

language of money, 26–29

analyzing customer money base, 27–29

classification of money, 27

cost-centered line of business, 29, 67–69

incremental profits, 25–26, 85–87

profit-centered line of business, 29, 67–69

purpose of money and, 68–69

values of dollar, 60

leads, in Consultative Selling, 59

license fee sales, 41

Liddle, David, 65

line-of-business managers, 57, 137