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The Prime solution

Author: Thull, Jeff Publisher: Kaplan Business, 2005.Language: EnglishDescription: 213 p. ; 23 cm.ISBN: 9780793195220Type of document: BookBibliography/Index: Includes index
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Item type Current location Collection Call number Status Date due Barcode Item holds
Book Asia Campus
Main Collection
Print HF5438 .T48 2005
(Browse shelf)
Available 900192354
Total holds: 0

Includes index


The Prime Solution Close the Value Gap, Increase Margins, and Win the Complex Sale Contents Foreword ix Preface xvii Acknowledgments xxiii P A R T O N E Swallowed Up in the Value Gap 1. THE ELUSIVE PRIME SOLUTION 5 2. THREE ERAS OF VALUE DILUTION 23 3. FIVE BARRIERS TO KEEPING VALUE PROMISES 41 P A R T T W O Prime Solutions and Their Protocols 4. VALUE LEVERAGE FOR BUSINESS PERFORMANCE 63 5. MULTIPLE DECISIONS, MUTUAL UNDERSTANDINGS 81 6. EFFECTIVE EXECUTION, MEASURABLE RESULTS 101 P A R T T H R E E In Pursuit of Prime Solutions 7. CREATING THE PRIME SOLUTION If We Build It, They May Not Come 127 8. MARKETING THE PRIME SOLUTION Its Not about Us--It's about the Customer 143 9. SELLING THE PRIME SOLUTION It's Not about Closing--It's about Quality Decisions I59 10. DELIVERING ON THE VALUE PROMISE Promising Value Is Expected--Delivering Value Is Exceptional 179 Conclusion 195 Index 207

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