Index_S

S

sales, in Consultative Selling, 58–59

sales cycles

condensing, 13–17

in vendor selling, 5

SCC Index for Standard Cycle Classifications, 39

scoping funding, 130–131

scoping process, 131

self-actualization needs, 114, 115–116

selling efficiency, 154

Six Sigma process, 104–110, 156–157

soonness of benefits, 59–60, 78, 102, 109, 168

SPC Index for Standard Process Classifications, 39

Standard Industrial Classification (SIC) codes, 38

supplier profit-improvement teams, 112

suppliers

deltas of, 30–31

as moneymakers, 179

as moneysavers, 179

net present value of technology, 17–18

sureness of benefits, 59–60, 78, 109, 168–170

Suzuki, Yotaro, 78