Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price, 4th Edition

Index

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Page numbers followed by f refer to figures.

Account penetration, 109–119

communication for, 116–119

decision makers in, 113–116

defining, 66, 79, 97

horizontal, 196–197

rules for, 109–113

vertical, 195–196

Account selection, 66

Acquisition/Transition stage, 56, 58f, 64f, 86, 118f

Active listening, 228–229

Advertisers, 218

Affective forces, 70

After-marketing, 65, 98, 175

Allies, 37

Alternate choice technique, 261–262

Alternate-advantage overload, 271

Amabile, Teresa, 40

Amazon, xii, 302–316

competing with, 307–313

effect ...