The solution-centric organization
No. Panggil 658.81 EAD s
Pengarang Eades, Keith M.; Kear, Robert E.;
Tempat Terbit New York :
Penerbit McGraw-Hill
Tahun Terbit 2006
Subject Selling.; Sales management.; Consumer satisfaction.; Problem solving.; Organizational effectiveness.; Penjualan; ; Manajemen.; Pemecahan masalah; Efektivitas Organisasi; Kepuasan Konsumen;
Klasifikasi 658.81
Abstrak/Catatan Includes index.; 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.;