The Solution-Centric Organization
McGraw Hill Professional, May 23, 2006 - Business & Economics - 284 pages
The Solution-Centric Organization provides a comprehensive framework for moving companies away from a product/price orientation to a successful, solution-centric approach that includes sales, marketing, communication, and a problem-solving mentality.
Written by the CEO and Marketing VP of Sales Performance International (SPI)_a company that has trained thousands of senior managers in the principles of Solution Selling(R)_this business-building resource shows how to transform an organization so that it can better solve customers' problems, and thereby differentiate itself from the competition. The Solution-Centric Organization takes managers step by step through:
A New Sales Environment: provides the rationale fortransforming a company into a solution-centric organization, fullydescribing the emerging emphasis on solution-centricity, the growing trendin solutions focus, and common reactions to sales performance problemsin business todaySolution-Centric Concepts and Principles: explains theessentials of solution-centricity and how to embrace them, exploring theimplications for sales, the kinds of organizational transformations neededto become solution-centric, and the dangers of "pseudo solutions"A Practical Framework to Drive PerformanceImprovement: offers a systemic approach for aligning marketing andsales functions to support solution-centric behavior and integrate thoseactivities to improve revenue generationSales Performance Health Check_presents a methodologyfor assessing where systemic factors have a negative impact on overallsales performance, featuring objective assessment criteria for each of 26performance areas and numerous templates and tools for understandingcustomer problems and needs
Designed to help organizations capitalize on the realities of 21st century business, this essential management guide contains clear starting points for moving a company to the powerful solution-centric model, plus practical benchmarks for measuring the success of the transformation.
Authoritative and easy to use, The Solution-Centric Organization equips forward-looking companies with all the concepts, methodology, and techniques needed to reap the rewards of becoming solution-centric: significant competitive advantage, larger sales volume, increased revenue and profit, higher employee morale, and greater customer loyalty.
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SolutionCentric Concepts and Principles
A Practical Framework to Drive Performance Improvement
Sales Performance Health Check
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Sales Performance International :: The Solution-Centric Organization
The issues and challenges discussed in ‘The Solution-Centric Organization’ are right on track with the rapidly evolving market environment of today. ...
The Solution-Centric Organization - Keith M. Eades,Robert Kear
The Solution-Centric Organization takes managers step by step through: ... Authoritative and easy to use, The Solution-Centric Organization equips ...
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Keith Eades: The Solution-Centric Organization (Boek) - ISBN ...
The Solution-Centric Organization, Transform your revenu engine to market and sell high value solutions (Keith Eades) - onze prijs: €29,33 - direct ...
www.managementboek.nl/ boek/ 9780072262643/ the_solution-centric_organization_keith_eades
The Solution-Centric Organization. By: Keith M. Eades and Robert E. Kear ... In The Solution-Centric Organization, Eades and Kear define these ...
지식아 모여라! :: The Solution-Centric Organization
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THE SOLUTION-CENTRIC ORGANIZATION EADES KEITH M
THE SOLUTION-CENTRIC ORGANIZATION. THE SOLUTION-CENTRIC ORGANIZATION. 作者：EADES KEITH M 出版社：P & RD 出版日期：2005年12月 版次： ISBN：007226264 页数： ...
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【楽天市場】The Solution-Centric Organization：楽天ブックス
The Solution-Centric Organization（The Solution-Centric Organization） ... タイトル：The Solution-Centric Organization：SOLUTION CENTRIC ORGN ...
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WITI - 2006 Conference Series
Recently published books include, The New Solution Selling and The Solution Selling Fieldbook and just released, The Solution-Centric Organization. ...
www.witi.com/ center/ conferences/ archives/ 2006/ lasvegas/ speakers.php
2008 มกราคม « Business Book Review
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The Solution-Centric Organization. Por Eades, Keith M., Kear, Robert,. Precio: 27 USD Pasta Dura - 0 Páginas (Enero 2006) Mcgraw-Hill Companies, The. ...
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