Taishin International Bank, xx, 30
Talent management, 129
TCO. See Total cost of ownership
TD Waterhouse, xx
CRM system, 60
customer buying behavior, 171, 182
sales resource allocation, 39
Team building, 132–33
Team-selling approach, 21
compensation, 46
customer impact, 46
Fuji-Xerox, 45
organization support, 46
purpose, 44–45
roles/responsibilities, 45
work task, 45
Teamwork, 159
Technical skills, 114, 125
Technical support, 73
Technological competence, 10
Technology-enabled self-service,
24–26
Telemarketing group, 18, 21–22
Territory management, 12, 108–9, 199
Third party, 8, 9
channel, 18, 22–24, 181
customer buying, 173–75
utilization of, 22–24
Total cost of ownership (TCO), 83
Traditions, 152
Training
application of, 114
approaches to, 112–16
importance of, 10–11
job profile integration, 119
learning phases, 113–14
professionals, xiv
program, 73
purpose of, 162–63
socialization and, 163
Transactional customers, 92
Transactional selling, relationship model, 88–94
Trusted advisor
consultative selling, 84–86
customer demands, 176
sales impact ladder, 89–90
salesperson’s role as, 187, 194–95
Turnover, 12, 156