The art of consultative selling in IT : taking blue ocean strategy a step further /

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Bibliographic Details
Author / Creator:	Upadrista, Venkatesh.
Imprint:	Boca Raton, FL : CRC Press, [2015] ©2015
Description:	1 online resource (xv, 141 pages) : illustrations
Language:	English
Series:	Productivity Press Book
Subject:	Sales management. Selling. Marketing. Marketing Marketing Sales management Selling
Format:	E-Resource Book
URL for this record:	http://pi.lib.uchicago.edu/1001/cat/bib/13637221

Hidden Bibliographic Details
Varying Form of Title:	Art of consultative selling in information technology Taking blue ocean strategy a step further
ISBN:	9781498707725 1498707726 1498707718 9781498707718 9781498707718
Notes:	"A Productivity Press book." Includes bibliographical references (page 137). Print version record.
Summary:	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 approach on how one can create Blue Oceans and be recognized as a 'Consultative Seller'.
Other form:	Print version: Upadrista, Venkatesh. Art of consultative selling. Boca Raton, FL : CRC Press, 2015 9781498707718

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.

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