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Online Public Access Catalogue

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:

Consumer satisfaction.

论题主题:

Problem solving.

论题主题:

Organizational effectiveness.

论题主题:

Selling.

论题主题:

Sales management.

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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