May 2015
Intermediate to advanced
82 pages
4h 27m
English
Accessibility, 95
Account concentration, increasing, 3
Account fit, 20–22
Administrative leaders, 30
criteria and needs, identifying, 125
Affordable Care Act, 81
Alarm system, 65
Amazon, 102
Back-to-business (B2B) relationships, 2, 3, 6, 10, 12, 13, 23
Back-to-consumer (B2C) relationships, 23
BP, 5
Bridgestone, 19
criteria and needs, identifying, 124–125
Buyer–seller diamond connections
consultative connections, 86
transactional connections, 85–86
transformative connections, 86–87
Buyer–seller fit, 72–73
Buying centers
coaching, 69–70
decision-making process, 47–48
defined, 45–46
members’ criteria and needs, identifying, 123–129
criterion ...