Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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S
sales, in Consultative Selling, 58–59
sales cycles
condensing, 13–17
in vendor selling, 5
SCC Index for Standard Cycle Classifications, 39
scoping funding, 130–131
scoping process, 131
self-actualization needs, 114, 115–116
selling efficiency, 154
Six Sigma process, 104–110, 156–157
soonness of benefits, 59–60, 78, 102, 109, 168
SPC Index for Standard Process Classifications, 39
Standard Industrial Classification (SIC) codes, 38
supplier profit-improvement teams, 112
suppliers
deltas of, 30–31
as moneymakers, 179
as moneysavers, 179
net present value of technology, 17–18
sureness of benefits, 59–60, 78, 109, 168–170
Suzuki, Yotaro, 78
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