TY - BOOK AU - Eades,Keith M. AU - Kear,Robert E. ED - ebrary, Inc. TI - The solution-centric organization AV - HF5438.25 .E182 2006eb U1 - 658.8/1 22 PY - 2006/// CY - New York PB - McGraw-Hill KW - Selling KW - Sales management KW - Consumer satisfaction KW - Problem solving KW - Organizational effectiveness KW - Electronic books KW - local N1 - 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 UR - http://site.ebrary.com/lib/strathmore/Doc?id=10150064 ER -