ART OF CONSULTATIVE SELLING IN IT taking blue ocean strategy a step ahead
If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall bu...
| Autor principal: | |
|---|---|
| Formato: | Libro electrónico |
| Idioma: | Inglés |
| Publicado: |
[Place of publication not identified]
CRC Press
2017.
|
| Edición: | 1st edition |
| Colección: | Productivity Press Book
|
| Materias: | |
| Ver en Biblioteca Universitat Ramon Llull: | https://discovery.url.edu/permalink/34CSUC_URL/1im36ta/alma991009628875006719 |
Tabla de Contenidos:
- Front Cover; Contents; Foreword; Foreword; Acknowledgments; Introduction; Chapter 1: The Art of Consultative Selling; Chapter 2: Linking the Art of IT Consultative Selling to Blue Ocean Strategy; Chapter 3: Consultative Selling Framework (CSF) Building Blocks; Chapter 4: Getting into the Details of the Inside-Out Theme; Chapter 5: Getting into the Details of the Outside-In Theme; Chapter 6: The Innovation Factory; Chapter 7: Bringing All the Pieces Together-Uniting CSF; Chapter 8: Getting into the Details-E-CSF; Chapter 9: The E-CSF Implementation-Getting to the Roots
- Chapter 10: Agile MethodologyChapter 11: The Art of Six Sigma; Chapter 12: Master Data Management; Chapter 13: Application Portfolio Rationalization; Chapter 14: Cloud Computing; Chapter 15: Business Process Management; References; Resources; About the Author; Back Cover
