机读格式显示(MARC)

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• 003 SCNU

• 005 20090225155856.0

• 008 060308s2006 nyua 001 0 eng

• 010 __ |a 2006008289

• 020 __ |a 0072262648 (alk. paper)

• 040 __ |a DLC |c DLC |d DLC

• 050 00 |a HF5438.25 |b .E182 2006

• 082 00 |a 658.8/1 |2 22

• 093 __ |a F713.3 |2 4

• 099 __ |a CAL 022007077930

• 100 1_ |a Eades, Keith M.

• 245 14 |a The solution-centric organization / |c Keith M. Eades, Robert E. Kear.

• 260 __ |a New York : |b McGraw-Hill, |c c2006.

• 300 __ |a xxiv, 284 p. : |b ill. ; |c 24 cm.

• 500 __ |a Includes index.

• 505 0_ |a 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.

• 650 _0 |a Selling.

• 650 _0 |a Sales management.

• 650 _0 |a Consumer satisfaction.

• 650 _0 |a Problem solving.

• 650 _0 |a Organizational effectiveness.

• 700 1_ |a Kear, Robert E.

• 950 __ |a SCNU |f F713.3/E11

• 999 __ |t C |A zxq |a 20090225 15:57:09 |M zxq |m 20090225 15:58:56 |G zxq |g 20090225 15:59:01

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• 991 __ |a 022009000096

• 907 __ |a SCNU |f F713.3/E11