000			01981nam a22003734a 4500
001			ebr10150064
003			CaPaEBR
006			m u
007			cr cn|||||||||
008			060308s2006 nyua s 001 0 eng
010			_z 2006008289
020			_z0072262648 (alk. paper)
040			_aCaPaEBR _cCaPaEBR
035			_a(OCoLC)647611600
050	1	4	_aHF5438.25 _b.E182 2006eb
082	0	4	_a658.8/1 _222
090			_c153045 _d124297
100	1		_aEades, Keith M.
245	1	4	_aThe solution-centric organization _h[electronic resource] / _cKeith M. Eades, Robert E. Kear.
260			_aNew York : _bMcGraw-Hill, _cc2006.
300			_axxiv, 284 p. : _bill. ; _c24 cm.
500			_aIncludes index.
505	0		_aA 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.
533			_aElectronic reproduction. _bPalo Alto, Calif. : _cebrary, _d2009. _nAvailable via World Wide Web. _nAccess may be limited to ebrary affiliated libraries.
650		0	_aSelling.
650		0	_aSales management.
650		0	_aConsumer satisfaction.
650		0	_aProblem solving.
650		0	_aOrganizational effectiveness.
655		7	_aElectronic books. _2local
700	1		_aKear, Robert E.
710	2		_aebrary, Inc.
856	4	0	_uhttp://site.ebrary.com/lib/strathmore/Doc?id=10150064 _zAn electronic book accessible through the World Wide Web; click to view
999			_c153045 _d124297