Index

account managers, 6162

Adamson, Brent, 6782, 101114, 127138

advertising, costs of, 2728

advocates, 7476, 131132

alignment, between sales and marketing, 3337

Anderson, James C., 115125

at-risk pay, 163

attraction power, 10, 11, 12

authority, 11, 13

Automatic Data Processing (ADP), 81

Baby Boomers, 164

benefits, 1416

big data, 8485, 92, 9599, 155

Bird, Anna, 127138

“Blockers,” 77, 79

Bonoma, Thomas V., 121

bonuses, 153, 155158

brand awareness, 40, 41

brand consideration, 40

brand preference, 40, 41

break-even ratio, for sales force size, 56

business creation, 123124

business growth, 143145

business jets, 35

business life cycle, sales force structure and, 4565

business value, 132

buyers

behavioral clues for identifying, ...

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