Strategies That Win Sales: Best Practices of the Worlds Leading Organizations

Banking industry, multichannel strategy, 17

Behavior patterns, 151–52

Beliefs, 153

BellSouth, xvii

coaching strategy, 142

customer behaviors, 170–71

Brand identity, 16

Build/track stage, 91

Business consultant, 103–5

Business objectives, 13

Business-to-business (B2B)

consistent cultivator role, 107

selling relationships, 102–3

Business-to-consumer (B2C), 22

consistent cultivator role, 107

consultative selling, 104

transactions, 103

Buying behavior

attitudes, 176–92

BellSouth, 170–71

changes in, xv, 5–8, 124

channel preferences, 179–82

computer technology and, 56

consolidation, 175

Diebold, 171, 174, 175

e-commerce, 181

Hewlett Packard, 181–82

Infineum, 175

Internet and, 56

Marriott International, 172

micro trends in, 2

motivating factors, 178–79

Office Depot, 172, 174

practices, 182–84

reverse auctions, 174–75

salesperson’s influence on, 187–90

salesperson’s response, 176

TD Waterhouse, 171, 182

third-party channel, 181