机读格式显示(MARC)

• 000 01781cam 2200373 a 4500

• 000 1000109083

• 001 0000331415

• 005 20100324154455.0

• 008 060308s2006 nyua 001 0 eng

• 010 __ |a 2006008289

• 020 __ |a 0072262648 (alk. paper) : |c CNY200.00

• 040 __ |a DLC |c DLC |d DLC

• 042 __ |a pcc

• 050 00 |a HF5438.25 |b .E182 2006

• 082 00 |a 658.8/1 |2 22

• 090 __ |a F713.3/EKM

• 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 Consumer satisfaction.

• 650 _0 |a Problem solving.

• 650 _0 |a Organizational effectiveness.

• 650 _0 |a Selling.

• 650 _0 |a Sales management.

• 700 1_ |a Kear, Robert E.

• 901 __022010000530

• 905 __ |a CAU |f F713.3/EKM |b W0083555(or.)

• 907 __ |a CAU |f F713.3/EKM |b W0083555(or.)

• 999 __ |t C |A xy1 |a 20100323 09:36:55 |I xy1 |i 20100324 15:44:55 |G gxr |g 20100406 14:08:1