LEADER 01077nam a2200265 i 4500 001 991002530199707536 008 040426s2002 it 000 0 ita d 020 $a8870787516 035 $ab1293639x-39ule_inst 040 $aDip.to Scienze pedagogiche$bita 082 0 $a616 100 1 $aLingiardi, Vittorio$0186387 245 12$aI meccanismi di difesa :$bteoria, valutazione, clinica /$cVittorio Lingiardi, Fabio Madeddu ; contiene la defense mechanism rating Scale di J. Christopher Perry 260 $aMilano :$bCortina,$c2002 300 $axxi, 525 p. ;$c24 cm 440 0$aPsicologia clinica e psicoterapia ;$v64 650 4$aPsicanalisi 650 4$aPersonalità 700 1 $aMadeddu, Fabio$eauthor$4http://id.loc.gov/vocabulary/relators/aut$0186389 907 $a.b1293639x$b02-04-14$c26-04-04 912 $a991002530199707536 945 $aLE022 616 LIN01.01$g1$i2022000109369$lle022$o-$pE33.00$q-$rl$sn $t0$u8$v13$w8$x0$y.i13521810$z06-05-04 996 $aMeccanismi di difesa$9555090 997 $aUNISALENTO 998 $ale022$b26-04-04$cm$d- $e-$fita$git $h2$i0 LEADER 00872nam a2200241 i 4500 001 991002818199707536 005 20020509103329.0 008 980716s1906 de ||| | ger 035 $ab11065242-39ule_inst 035 $aPARLA169629$9ExL 040 $aDip. di Filol. Class. e di Scienze Filosofiche$bita 082 0 $a808.1 100 1 $aHerkenrath, E.$0539275 245 14$aDer enoplios :$bein Beitrag zur griechischen Metrik /$cvon E. Herkenrath 260 $aLeipzig und Berlin :$bB.G. Teubner,$c1906 300 $aix, 185 p. ;$c25 cm. 650 4$aMetrica greca 907 $a.b11065242$b21-09-06$c28-06-02 912 $a991002818199707536 945 $aLE007 480 HER 01.01$g1$i2007000038086$lle007$o-$pE0.00$q-$rl$s- $t0$u0$v0$w0$x0$y.i11192963$z28-06-02 996 $aEnoplios$9859702 997 $aUNISALENTO 998 $ale007$b01-01-98$cm$da $e-$fger$gde $h4$i1 LEADER 04683nam 22006975 450 001 9910254953303321 005 20240627161518.0 010 $a9781137548054 010 $a1137548053 024 7 $a10.1057/9781137548054 035 $a(CKB)3710000000651977 035 $a(SSID)ssj0001668768 035 $a(PQKBManifestationID)16461465 035 $a(PQKBTitleCode)TC0001668768 035 $a(PQKBWorkID)12250045 035 $a(PQKB)10710371 035 $a(DE-He213)978-1-137-54805-4 035 $a(MiAaPQ)EBC4716274 035 $a(PPN)228322049 035 $a(Perlego)3498415 035 $a(EXLCZ)993710000000651977 100 $a20160217d2016 u| 0 101 0 $aeng 135 $aurnn|008mamaa 181 $ctxt 182 $cc 183 $acr 200 10$a7 Steps to Sales Force Transformation $eDriving Sustainable Change in Your Organization /$fby Warren Shiver, Michael Perla 205 $a1st ed. 2016. 210 1$aNew York :$cPalgrave Macmillan US :$cImprint: Palgrave Macmillan,$d2016. 215 $a1 online resource (XVII, 197 p.) 300 $aIncludes index. 311 08$a9781137548047 311 08$a1137548045 311 08$a9781349552184 311 08$a1349552186 327 $aForeword -- Acknowledgements -- Introduction -- The transformation dilemma -- The levers of sales transformation -- Building the foundation & vision of the future -- Treating your sales transformation like an internal sale -- Building your sales transformation roadmap -- Implementing your sales force transformation -- Key barriers and considerations for implementation -- Extending your sales transformation to business partners, suppliers and customers -- Sustaining your sales force transformation -- Sales transformations in the future -- . 330 $aThe sales force is a company's main engine for driving revenue, one that often requires change to stay competitive and achieve desired results. To improve sales performance, many organizations seek out a 'Silver Bullet'. Transformation is not a one-time, check-the-box event, but a rigorous, ongoing process. Unfortunately, there is no one-off solution to the hard work of transformation. There is, however, a methodology derived from the authors' combined decades of work and their qualitative and quantitative research on sales force transformation. This book provides a practical approach to effect significant, measurable and sustainable transformation in your sales organization. 7 Steps to Sales Force Transformation will help readers determine if their sales organizations need a transformation and if so, how to assess their sales organization's readiness through the analysis of six 'levers' of successful sales transformations. It also guides readers through a series of tasks, analyses, and decisions that will lead to a successful transformation. In particular, the authors will show you how to clarify your sales transformation vision and sell it to upper management, detail methods on how to deploy your vision, offer advice on how to sustain transformation through leadership and communication, and outline current trends that will impact future sales transformation. This book is targeted at anyone who has control over a sales organization or who wants to transform a sales team, including sales managers, sales executives, CEOs, COOs, and others who advise or influence those stakeholders, such as associates at consulting and private equity firms. Through original quantitative research, the authors' own experiences transforming sales organizations, and the lessons learned by a host of sales professionals they interviewed, you will understand how to transform and modernize your sales force to achieve your desired sales results and provide your customers with better service and value. 606 $aTechnological innovations 606 $aManagement 606 $aSales management 606 $aEconomics 606 $aInnovation and Technology Management 606 $aManagement 606 $aSales and Distribution 606 $aEconomics 615 0$aTechnological innovations. 615 0$aManagement. 615 0$aSales management. 615 0$aEconomics. 615 14$aInnovation and Technology Management. 615 24$aManagement. 615 24$aSales and Distribution. 615 24$aEconomics. 676 $a658.8/102 700 $aShiver$b Warren$4aut$4http://id.loc.gov/vocabulary/relators/aut$0945784 702 $aPerla$b Michael$4aut$4http://id.loc.gov/vocabulary/relators/aut 906 $aBOOK 912 $a9910254953303321 996 $a7 Steps to Sales Force Transformation$92135946 997 $aUNINA