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The art of consultative selling in IT : taking blue ocean strategy a step further /
Companies can succeed not by battling competitors, but rather by creating 2 blue oceans2 of uncontested market space. These strategic moves create a leap in value for the company, its buyers, and its employees, while unlocking new demand and making the competition irrelevant. This book defines an ap...
| Call Number: | Libro Electrónico |
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| Main Author: | |
| Format: | Electronic eBook |
| Language: | Inglés |
| Published: |
Boca Raton, FL :
CRC Press,
[2015]
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| Series: | Productivity Press Book
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| Subjects: | |
| Online Access: | Texto completo (Requiere registro previo con correo institucional) |
Table of Contents:
- 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.