Index_R

R

Recognition programs, cutbacks in, 12

Recommendation phase, 117

Recruitment, 163

Regional sales leaders, xiv

Relationship model, 88–94

Relationship selling, 101–2, 108. See also Consultative selling

Request for proposal (RFP), 9, 173–74, 184

Resellers, 22

Resource management, 11–12, 128–29

Retailer, 22

Return on investment (ROI), 9, 83

Revenue quotas, 12, 13

Reverse auction, 7, 174–75

RFP. See Request for proposal

Rituals, 152

ROI. See Return on investment

Role clarification, 157

Role-play, 130