Table of Contents, The Rules Of Selling Resources Page Previous Section, The Rules Of Selling Next Section, The Rules Of Selling

Index

I

IBM, 85, 92, 95
Immelt, Jeffrey R., 74
Inertia, 90–91
Influence, 103–4
Innovations. See Creativity; Value innovation
Innovative solutions. See also Solutions
high- and-low value and, 97–100
leadership and, 101
Integrity, sales leaders and, 143–45
Intellectual capital, 188
Intellectual depreciation, 188–90
Interruptions
controlling, 164–66
types of, 164–65

Table of Contents, The Rules Of Selling Resources Page Previous Section, The Rules Of Selling Next Section, The Rules Of Selling