Call center, 18, 27–28
Celebrations, 152
Challenges
competition, 4–5
customer behaviors, 5–8
external, 1–2
globalization, 3–4
internal, 2
internal resources constraints, 11–12
overcoming, 13–14
performance expectations, 10–11
sales cycles, 8–9
Change management, 48–49, 202–3
Channel
appropriateness of, 16
conflict, 5, 26–32, 129, 198
e-commerce, 18
field sales force, 18, 19–20
inbound call center, 18
indirect sales force, 18, 22–24
inside sales force, 18, 20–22
integration, 25–26, 30, 203
options, 198
purpose of, 15
self-service, 24–26
strategy development, 17–28
telemarketing group, 18, 21–22
Clicks and bricks, 26
Coach role, 131–37, 142
Commitment, 114
long-term, 206
sales culture and, 156
Communication
sales culture and, 162
skills, 201
of vision, 127–28
Communicator role, 137–44
Compensation plans, 129–30
Competency
checkpoints, 120
compensation alignment, 120
development of, 114
hiring methods, 111–12
identification of, 117–18
progression, 118
sales manager, 125–44
salesperson roles, 100–111
study, 99–100
training, 112–16
Competition, 4–5, 123
Computer technology, 56
Consistent cultivator, 107–9
Consolidation, 1
Consultant, 6, 19, 203–4
Consultative selling, 78–79
adoption, 200–201
benefits, 87
business consultant role, 104–5
customer decision making, 90–91
customer potential, 92–94
execution of, 203
explanation of, 79–86
flexible approach, 87–90, 94
holistic approach, 95
Honda Clio Shin, 80
Infineon, 105
Infineum, 85
Ingersoll Rand, 82
investment, 86
need-based conversations, 79–81
relationship model, 88–94
sales process, 95–97
solutions approach, 81–82
success factors, 94–98
support infrastructure, 97–98
transition to, 86
trusted advisor status, 84–86
value focus, 82–84
working definition of, 84–85
Yellow Book, USA, 83
Consumer selling model, 44
Content seller, 89
Contract stage, 91
Convenience, 193–94
Coordinative selling, 106
Corporate culture, 149
Cost cutting measures, 11–12
CRM. See Customer relationship management
Cross-functional team, 44, 47
Customer
arm’s length transactions,
173–75
assignment, 29–31
convenience, 193–94
cost consciouness, 172–73
decision making, 90–91
demands, 123–24
expectation, 2, 6, 7–8, 16, 123–24, 171–72
filter, 204
knowledge, 2, 56, 170–72
need-based conversation, 79–81
preferences, 168–69
price-focused, 6–7
relationship change, 93–94
salesperson relationship, 16, 116–17, 186–87, 195–96
satisfaction, 7
segmentation by characteristics, 37–40
service agents, 27–28
supplier relationship, 184–86
value to, 193
view of salesperson, 190–92
Customer-oriented selling. See Consultative selling
Customer relationship management (CRM)
application relevance, 67
compliance, 74–75
customer benefits, 58, 59–60
definition of, 51, 52
Diebold, 73, 75
evolution, 53–54
explanation of, 53
failures, 61–62
flexibility of, 76
functionality, 76–77
implementation, 13, 51–52, 71–75
importance of, 56, 58
Infineum, 67
Intier Automotive Inc., 69–70
leadership commitment, 72–73
Marriott International, 60, 75
multichannel strategy and, 17–18
organizational benefits, 58, 60
popularity of, 75–76
preliminary tasks, 65–66
purpose, 53
salesperson benefits, 58–59
sales technologies, 54–55
Stora Enso, 60–61
TD Waterhouse, 60
technical support, 73
training, 73
utilization, 199–200
web-based applications, 54–55
Yellow Book, USA, 57–58