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

Heroes, 152

Hewlett Packard (HP), xvii–xviii

account management, 108

customer buying behavior, 181–82

Enterprise Systems Group, 36

Imaging and Printing Group, 36

Personal Systems Group, 36

relationship selling, 108

sales resource allocation, 36

Holistic approach, 205

Home-based sales force, 40–42

Honda Clio Shin, xviii

consultative selling, 80

with strategy, 80

Honesty, 188–89, 191

Hunters/farmers method, 42–43