The solution-centric organization /
Eades, Keith M.
Kear, Robert E.
New York ; London : McGraw-Hill,
c2006.
"Transform your revenue engine to market and sell high value solutions"--Cover.
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 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.
Selling.
Sales management.
Consumer satisfaction.
Problem solving.
Organizational effectiveness.