Index

accomplishment 330–2, 343

account development ratios 338

accountability 127

accounts: analysis 247–8; attractiveness 248–9; call rates 248; classifying 248; effort 249; expense 331, 344; key 44; management 288–9, 367; planning guide 248–9; priorities 241

achieved status 368

action 164–6

activity priorities 241–2

adaptive selling 36

Adelphia 98

advancement: opportunities for 331–2, 344

advantages 174–6, 179, 185; local 364

advertisements 291–3; applicants 293

advertising 57–8, 80, 111, 329; mass-market 148; word-of-mouth 142

advocacy: customer 142

aesthetics 64

agreement: customer 176, 185; purchase 47–8, 177

AIDA (attention, interest, desire, action) 164

Airbus 358

Align Mark 310

alternative choice close 215

altruism 268

Amazon 17, 31

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