Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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B
Becton Dickinson, 63–64
best of breeds (BOBs), 16, 137, 138
best practice (BP), 16
BOBs (best of breeds), 16, 137, 138
Boeing, 101, 176
Box 1 ("C Level") managers, 44–46, 67–68, 69, 99, 120, 181
Box 2 managers, 44–50, 181
consultative seller alliances with, 46–48, 67–69, 99–101
control and, 120–123
cost center managers, 55, 101, 153–155
empowering with added value, 48–50
nature of, 44–46
profit center managers, 55, 100, 152–153
scoping funding and, 130–131
Box 3 managers, 45, 47, 49, 54
BP (best practice), 16
business managers
Box 1 ("C Level") managers, 44–46, 67–68, 69, 99, 181
Box 2 managers, see Box 2 managers
Box 3 managers, 45, 47, 49, 54
decision-making by, 7–8
business partners
Alpha Managers and, 48
defined, 47
deliverables and, 47
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