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题名/责任者:

Lean for sales : bringing the science of lean to the art of selling / Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan.

版本说明:

1 Edition.

出版发行项:

Boca Raton, FL : CRC Press, c2016.

ISBN:

9781482253146 (alk. paper)

载体形态项:

200 pages ; 26 cm

个人责任者:

Gillespie, Sean, author.

附加个人名称:

Testani, Michael V. Sr., author.

附加个人名称:

Ramakrishnan, Sreekanth, author.

论题主题:

Selling.

论题主题:

Sales promotion.

论题主题:

Quality assurance.

中图法分类号:

F713.3

书目附注:

Includes bibliographical references and index.

内容附注:

Traditional sales versus lean selling -- What is value; lean selling principles -- The lean selling "funnel" process explained -- Combining the art of selling with the science of lean -- Client capability study and identifying the 8 deadly forms of lean waste -- Getting to the root cause of a client's problem and proposing the "to-be" process -- Cascade effect and lean selling balanced scorecard -- How to build a time to value proposition -- Bringing it all together with the lean selling storyboard -- Conclusion : a call to action -- Index.

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