Westside Toastmasters is located in Los Angeles and Santa Monica, California

Index

Accenture, 69

Access (to Key Players), 175–176, 180

Active accounts, 210

Adversaries, 169, 176, 178

Advertising, 130–131

Advice, unsolicited, 50

AI (artificial intelligence) industry, 36

American Marketing Association, 13, 84

Asking questions, 39

diagnosing problems by, 50

offering opinions vs., 3

and posturing, 200

at Trade Shows, 129

Assessing salespeople, 217–234

flaws in, 221–223

and leveraging manager experience, 228–233

performance vs. skill mastery in, 223–224

in regrading sessions, 233–234

and selling skills, 224–228

and training, 219–221

Auditability, 65, 209

Automation, 27