The solution-centric organization
Eades, Keith M.
The solution-centric organization [electronic resource] / Keith M. Eades, Robert E. Kear. - New York : McGraw-Hill, c2006. - xxiv, 284 p. : ill. ; 24 cm.
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.
Electronic reproduction.
Palo Alto, Calif. :
ebrary,
2009.
Available via World Wide Web.
Access may be limited to ebrary affiliated libraries.
Selling.
Sales management.
Consumer satisfaction.
Problem solving.
Organizational effectiveness.
Electronic books.
HF5438.25 / .E182 2006eb
658.8/1
The solution-centric organization [electronic resource] / Keith M. Eades, Robert E. Kear. - New York : McGraw-Hill, c2006. - xxiv, 284 p. : ill. ; 24 cm.
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.
Electronic reproduction.
Palo Alto, Calif. :
ebrary,
2009.
Available via World Wide Web.
Access may be limited to ebrary affiliated libraries.
Selling.
Sales management.
Consumer satisfaction.
Problem solving.
Organizational effectiveness.
Electronic books.
HF5438.25 / .E182 2006eb
658.8/1