|
management by exception, 120
margin
in Consultative Selling, 2
in high-margin selling, 2–3, 12–13, 200–206
margin businesses managers, 100
mature customers, 208
maximizing "share of customer," 184
Metaphor Computer Systems, 65
middle managers, see Box 2
managers moneymakers, suppliers as, 179
moneysavers, suppliers as, 179
money value of dollar, 60
Motorola, 206–207
muchness of benefits, 59–60, 78, 102, 109, 167–168
|