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

Demand perspective, 3

Demonstrations, 9

Deployment strategy

customer characteristics, 37–40

decisions, 43–44

geographic location, 40–42

hunters/farmers method, 42–43

integration model, 46–47

Intier Automotive Inc., 36

Marriott International, 38

matrix structure, 199

Office Depot, 36

product line, 35–37

restructuring of, 199

sales activities, 42–43

TD Waterhouse, 39

team-selling model, 44–46

Yellow Book, USA, 41

DePree, Max, 127

Diebold, Inc., xvii

CRM system, 73, 75

cross-functional team, 47

customer buying behavior, 171, 175

relationship selling, 102

RFP use, 174

sales technology

implementation, 63–64

Differentiation, 2, 5

Discretionary budgets, 128

Distributor networks, 92

Distributors, 22, 24

“Do Not Call” legislation, 20

Double-counting philosophy, 32

Downsizing, 11–12