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The solution-centric organization
~
Kear, Robert E.
The solution-centric organization
Record Type:
Language materials, printed : Monograph/item
Title/Author:
The solution-centric organization/ Keith M. Eades, Robert E. Kear.
Author:
Eades, Keith M.
other author:
Kear, Robert E.
Published:
New York :McGraw-Hill, : c2006.,
Description:
xxiv, 284 p. :ill. :
Notes:
Includes index.
Subject:
Organizational effectiveness. -
Online resource:
Click to View
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.
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. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
Subjects--Topical Terms:
558407
Organizational effectiveness.
Index Terms--Genre/Form:
554714
Electronic books.
LC Class. No.: HF5438.25 / .E182 2006
Dewey Class. No.: 658.8/1
The solution-centric organization
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Keith M. Eades, Robert E. Kear.
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McGraw-Hill,
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c2006.
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xxiv, 284 p. :
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ill.
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Includes index.
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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 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.
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Electronic reproduction. Ann Arbor, MI : ProQuest, 2016. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
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