Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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A
accelerated cost recovery system (ACRS), 76
Account Penetration Plan, 50
accounts receivable, 155, 171
accounts receivable turnover, 163
Adolph Coors Company, 3
aftertax cash flows, 168
Airbus, 32
ALCOA, 197–198
Alpha Managers, 48
American Airlines, 32
applications smart, 57–58
as-if norms, 33
asset management programs, 68
asset turnover, 171
AT&T, 31
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