Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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D
customer database, 135–136
customer's customer database, 136–137
Fast-Penetration Planner, 188
industry database, 135
"must knows" for, 137–139
decision-makers, in Consultative Selling, 7–8, 43–61
decreasing production backlogs, 180
deliverables, 47
Delta, 139
deltas, 29–31
Consultative Selling and, 29–31
defined, 29–30
supplier, 30–31
departnering, 118–120
divergent objectives and, 118–119
unequal risk and, 119–120
dependability, 77–78
depreciation, 76, 168, 174
digital dashboards, 37–38
Digital Equipment, 65, 83, 207
direct costs, 6
discount selling, 2–3, 6, 64–65, 102, 174
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