Index_P

P

Palmisano, Samuel J., 95

Parsons, Richard D., 141

Passion, sales leaders and, 148–49

Patterson, Steve, 59, 61, 62

People skills, 160–61

cultivating, 51

sales leaders and, 122

Perception, communication and, 136

Perfectionism, 178

Personal planning, tips for, 172–73

Personal relationships, vs. customer relationships, 53–54

Planning, 114–17

for next level, 119

personal, 172–73

proactive, 173

template for, 118

Positioning, 29–30

Posner, Barry, 85

Presentations, 155–59

practicing for, 158

preparing for, 156–58

presenting, 158–59

Prestige brands, 36–37

Price sensitivity, 37

Prices

buying decisions and, 30–33, 38

vs. cost, 33–35

level of sales contact and, 44

negotiating, 30–33

units sold and, 35–38

Proactive planning, principles of, 173

Problem solving, creating value and, 7–10

Procrastination, 179–81

steps to overcoming, 183

Profits, 15

Projects, managing, 153–54

Proposals, tips for winning, 154–55

Prospecting, 4, 181–82

Purpose, sales leaders and, 147–48

PW Funding, 27, 180