- 题名/责任者:
- The solution-centric organization / Keith M. Eades, Robert E. Kear.
- 出版发行项:
- New York : McGraw-Hill, c2006.
- ISBN:
- 0072262648 (alk. paper)
- 载体形态项:
- xxiv, 284 p. : ill. ; 24 cm.
- 个人责任者:
- Eades, Keith M.
- 附加个人名称:
- Kear, Robert E.
- 论题主题:
- Selling.
- 论题主题:
- Sales management.
- 论题主题:
- Consumer satisfaction.
- 论题主题:
- Problem solving.
- 中图法分类号:
- F713.3
- 一般附注:
- Includes index.
- 内容附注:
- A 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 fundmaental 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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