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

Talent management, 129

TD Waterhouse, xx

CRM system, 60

customer buying behavior, 171, 182

sales resource allocation, 39

Team building, 132–33

Team-selling approach, 21

compensation, 46

customer impact, 46

Fuji-Xerox, 45

organization support, 46

purpose, 44–45

roles/responsibilities, 45

work task, 45

Teamwork, 159

Technical skills, 114, 125

Technical support, 73

Technological competence, 10

Technology-enabled self-service,

24–26

Telemarketing group, 18, 21–22

Territory management, 12, 108–9, 199

Third party, 8, 9

channel, 18, 22–24, 181

customer buying, 173–75

utilization of, 22–24

Total cost of ownership (TCO), 83

Traditions, 152

Training

application of, 114

approaches to, 112–16

importance of, 10–11

job profile integration, 119

learning phases, 113–14

professionals, xiv

program, 73

purpose of, 162–63

socialization and, 163

Transactional customers, 92

Transactional selling, relationship model, 88–94

Trusted advisor

consultative selling, 84–86

customer demands, 176

sales impact ladder, 89–90

salesperson’s role as, 187, 194–95

Turnover, 12, 156