机读格式显示(MARC)
- 000 01616cam a2200337 i 4500
- 008 160129s2016 flu b 001 0 eng
- 020 __ |a 9781482253146 (alk. paper)
- 040 __ |a DLC |b eng |e rda |c DLC
- 050 00 |a HF5438 |b .G57 2016
- 082 00 |a 658.8/101 |2 23
- 100 1_ |a Gillespie, Sean, |e author.
- 245 10 |a Lean for sales : |b bringing the science of lean to the art of selling / |c Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan.
- 260 __ |a Boca Raton, FL : |b CRC Press, |c c2016.
- 300 __ |a 200 pages ; |c 26 cm
- 336 __ |a text |2 rdacontent
- 337 __ |a unmediated |2 rdamedia
- 338 __ |a volume |2 rdacarrier
- 504 __ |a Includes bibliographical references and index.
- 505 0_ |a 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.
- 650 _0 |a Sales promotion.
- 650 _0 |a Quality assurance.
- 700 1_ |a Testani, Michael V. |c Sr., |e author.
- 700 1_ |a Ramakrishnan, Sreekanth, |e author.