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.