| Document Type
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BL
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| Record Number
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1020178
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| Doc. No
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b774548
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| Main Entry
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Eades, Keith M.
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| Title & Author
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The solution-centric organization /\ Keith M. Eades, Robert E. Kear.
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| Publication Statement
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New York :: McGraw-Hill,, ©2006.
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| Page. NO
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1 online resource (xxiv, 284 pages) :: illustrations
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| ISBN
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007149166X
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: 0072262648
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: 1280644273
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: 1429417862
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: 9780071491662
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: 9780072262643
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: 9781280644276
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: 9781429417860
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| Notes
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Includes index.
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| Contents
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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 fundamental 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.
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| Abstract
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Designed to help organizations capitalize on the realities of 21st century business; this book equips forward-looking companies with all the concepts; methodology; and techniques needed to reap the rewards of becoming solution-centric. --
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| Subject
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Consumer satisfaction.
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Organizational effectiveness.
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Problem solving.
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Sales management.
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Selling.
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BUSINESS ECONOMICS-- Sales Selling-- Management.
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| Subject
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Consumer satisfaction.
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| Subject
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Organizational effectiveness.
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| Subject
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Problem solving.
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| Subject
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Sales management.
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| Subject
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Selling.
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| Dewey Classification
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658.8/1
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| LC Classification
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HF5438.25.E182 2006eb
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| Added Entry
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Kear, Robert E.
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