Index
G
Gap in understanding (Valley of Mystification),
142
Generalists/specialists,
180
,
191
Generic treatment of customers,
78
Gibbs, Joe,
163
Globalization, trend toward,
16
Global service program (decision criteria example),
140–141
"Going for the no,"
89–90
,
153
Go-to-market strategy.
See
Strategy
Great Wall Syndrome,
191
,
193
The topics covered herein concern solution sales, consultative sales, and consultative selling.
