The solution-centric organization [electronic resource] / Keith M. Eades, Robert E. Kear.
Publication details: New York : McGraw-Hill, c2006.Description: xxiv, 284 p. : ill. ; 24 cmSubject(s): Genre/Form: DDC classification:- 658.8/1 22
- HF5438.25 .E182 2006eb
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.
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