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Index

P

Palmisano, Samuel J., 95
Parsons, Richard D., 141
Passion, sales leaders and, 148–49
Patterson, Steve, 59, 61, 62
People skills, 160–61
cultivating, 51
sales leaders and, 122
Perception, communication and, 136
Perfectionism, 178
Personal planning, tips for, 172–73
Personal relationships, vs. customer relationships, 53–54
Planning, 114–17
for next level, 119
personal, 172–73
proactive, 173
template for, 118
Positioning, 29–30
Posner, Barry, 85
Presentations, 155–59
practicing for, 158
preparing for, 156–58
presenting, 158–59
Prestige brands, 36–37
Price sensitivity, 37
Prices
buying decisions and, 30–33, 38
vs. cost, 33–35
level of sales contact and, 44
negotiating, 30–33
units sold and, 35–38
Proactive planning, principles of, 173
Problem solving, creating value and, 7–10
Procrastination, 179–81
steps to overcoming, 183
Profits, 15
Projects, managing, 153–54
Proposals, tips for winning, 154–55
Prospecting, 4, 181–82
Purpose, sales leaders and, 147–48
PW Funding, 27, 180

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