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

People skills, 125

Performance

assessment, 114

expectations, 10–12

indicators, 156–57

management, 118–19

motivation, 135–37

sales culture and, 156–57

standards, 163–64

Permanent team, 44

Plan/prioritize stage, 91

Price

concessions, 6

global transparency of, 4

increase, 6–7

issues, 172–73

seller, 89

strategy, 27

Procurement departments, 8, 9, 173

Product

benefits, 79–81

channel appropriateness, 16

global transparency of, 4

knowledge, 81–82, 89, 104–5, 112–13, 188–89, 191

sales resource allocation by, 35–37

reputation, 194

Professional development, 10–11, 134–35, 136

Professional selling. See Consultative selling

Professional visitor, 88–89

Proprietary retail, 19–20

Purchasing committees, 8, 9