Consultative Selling, 8th Edition

Index

accelerated cost recovery system (ACRS), 73

acquisitions, integration of potential, 89–90

Adolph Coors Company, 3

after-tax cash flow, 154

Airbus, 32

Alcoa, 175

alliances, 91–94

with middle managers, 48–54, 93–94

strategies for building, 91–92

with top managers, 92

Alpha Managers, 50

Amazon.com, xv

American Airlines, 32

Anders, William, 42

applications expertise, 42–44, 55, 56, 135–138

applications smart, 56

as-if norms, 32–33

asset turnover, 157

AT&T, 31

autocrat manager type, 96

Becton Dickonson, 61–62

best practices, 111

Birkenstock, Jim, 18

Boeing, 94, 112–113

Box One (top management) selling, 46–49, 65–67, 92, 114

Box Three (purchasing manager) selling, 28–29, 47, 49, 51

Box Two (middle management) selling, 48–54

adding value, 50