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Index

B

Best-friend model, 53
Black box view of sales, 189–190
Blackwell, James "Micky," 7–8
Bridge to change, 59–61
as decision tree, 60–61
overview diagram, 60
Business drivers, analyzing, 85–86
Buy.com, 202, 204–205

The topics covered herein concern solution sales, consultative sales, and consultative selling.

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