Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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L
language of money, 26–29
analyzing customer money base, 27–29
classification of money, 27
cost-centered line of business, 29, 67–69
incremental profits, 25–26, 85–87
profit-centered line of business, 29, 67–69
purpose of money and, 68–69
values of dollar, 60
leads, in Consultative Selling, 59
license fee sales, 41
Liddle, David, 65
line-of-business managers, 57, 137
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