This work offers a summary of the book "THE SOLUTION-CENTRIC ORGANIZATION: Transform your Revenue Engine to Market and Sell High Value Solutions" by Keith Eades and Robert Kear.
Keith Eades and Robert Kear both work for Sales Performance International.
In The Solution-Centric Organization, they explain that, as globalization proceeds, more and more companies are trying to differentiate themselves by offering "solutions" - loose bundles of products and services lumped together in an attempt to offset being viewed as commodities. That´s all well and fine, but actually being solution-centric involves much more. Something much more fundamental needs to change. Solution-centric organizations define themselves not by the products or services they offer but in terms of how effectively they solve customer problems.
Eades and Kear argue that to move from being product-centered to becoming solution-centered, there are six systemic drivers which need to be aligned. They present the competitive advantage of becoming solution-centric, and give essential concepts and principles to solution-centricity. On top of that they offer a practical framework for evolving from product-centricity to solution-centricity.
The Solution-Centric Organization originates from years of experience in training thousands of salespeople in hundreds of companies to sell solutions.
The Solution-Centric Organization gives very relevant information for salespeople.
Il n'y a pas encore de discussion sur ce livre
Soyez le premier à en lancer une !
Les meilleurs albums, romans, documentaires, BD à offrir aux petits et aux plus grands
Il n'est pas trop tard pour les découvrir... ou les offrir !
Inspirée d’une histoire vraie, cette BD apporte des conseils et des solutions pour sortir de l'isolement
L’écrivain franco-vénézuélien Miguel Bonnefoy poursuit l’exploration fantasmagorique de sa mémoire familiale...
