The solution-centric organization /

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Detalles Bibliográficos
Autor principal: Eades, Keith M.
Otros Autores: Kear, Robert E.
Formato: Libro
Lenguaje:Inglés
Publicado: New York : McGraw-Hill, c2006.
Materias:
Selling.
Sales management.
Consumer satisfaction.
Problem solving.
Organizational effectiveness.
Acceso en línea:Table of contents
Contributor biographical information
Publisher description
Aporte de:Registro referencial: Solicitar el recurso aquí
Biblioteca Max von Buch (UdeSA) de Universidad de San Andrés
Tabla de Contenidos:
  • New sales environment
  • A focus on solution-centricity
  • The solutions bandwagon
  • Common reactions to performance problems
  • Solution-centric concepts and principles
  • The emergence of pseudo-solutions
  • Four fundamental transformations
  • A practical framework to drive performance improvement
  • The value perception gap
  • The sales performance improvement framework
  • Sales performance health check
  • The value framework and messaging platform
  • The go-to-market approach
  • Communications alignment
  • Management and support systems
  • Sales process and methodologies
  • Individual skills and knowledge
  • Organizational implications
  • Afterword.

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