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[null,"1.","Record Nr.",null,"UNINA9910830848803321"]
[null,null,"Autore",null,"Marcet Rick"]
[null,null,"Titolo",null,"Win/loss reviews : a new knowledge model for competitive intelligence / / Rick Marcet"]
[null,null,"Pubbl/distr/stampa",null,"Hoboken, New Jersey : , : John Wiley & Sons, Inc., , 2011"]
[{"$nulls":4},"©2011"]
[null,null,"ISBN",null,"1-118-10260-6"]
[{"$nulls":4},"1-119-20238-8"]
[{"$nulls":4},"1-283-17692-0"]
[{"$nulls":4},"9786613176929"]
[{"$nulls":4},"1-118-10258-4"]
[null,null,"Descrizione fisica",null,"1 online resource (226 p.)"]
[null,null,"Collana",null,"The executive leadership series"]
[null,null,"Classificazione",null,"BUS043000"]
[null,null,"Disciplina",null,"658"]
[{"$nulls":4},"658.4/038"]
[null,null,"Soggetti",null,"Marketing - Evaluation"]
[{"$nulls":4},"Business intelligence"]
[{"$nulls":4},"Strategic planning"]
[{"$nulls":4},"Competition"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and index."]
[null,null,"Nota di contenuto",null,"Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence; Contents; Preface; Acknowledgments; Chapter 1: Introduction; Trusting Today's Seller; Listen to the Customer, Too; Driving Scale and Accuracy; A New Approach; Summary; Notes; Chapter 2: Win/Loss Reviews and Business Intelligence; A New Knowledge Model; BI Governance; Providers of Self-Service BI; Pocket BI: Intelligence to Go; From BI to Competitive Intelligence; Summary; Notes; Chapter 3: Why Do We Win or Lose?; Factors Contributing to Wins and Losses; Is a Win Always a Win?; Narratives Provide Additional Context"]
[{"$nulls":4},"Factor WeightingDo We Learn More from Wins or Losses?; Disengaged Opportunities: What's the Real Story?; Delayed Deals Benefit from Win/Loss Reviews; Summary; Note; Chapter 4: Capturing the Data; Unlocking Tacit Knowledge; Opportunity Details; Outcome Factors; The Narrative; Accommodating Multiple Languages; Summary; Note; Chapter 5: Surfacing the Insights; Tactical Insights; Strategic Insights; "]
[{"$nulls":4},"Summarizing the Information; Accountability for Surfacing Insights; Trends and Statistical Evidence; Summary; Note; Chapter 6: Beyond Competitive Insights; Award Programs; Recognition"]
[{"$nulls":4},"Marketing Case StudiesSummary; Chapter 7: Measuring Process and Outcome Performance; Scale Drives Quantity; Quality Drives Value; Value, Expectations, and Policy; Setting Expectations; Policy Considerations; Measuring Outcome Performance; Summary; Chapter 8: Stakeholder and Cultural Considerations; Account Manager; Sales Manager; Product Manager; Marketing Manager; Corporate Leadership; An Emerging Career Skill and Role Requirement; Corporate and Leadership Culture; Culture and Social Networks; Social Media Paradigms; Summary; Notes; Chapter 9: Implementing a Win/Loss Review Program"]
[{"$nulls":4},"Establishing Business Goals and ObjectivesPlanning Phase; Elicitation, Documentation, and Review Phase; Gathering Insights from Current Tools, Processes, and Documents; In-Person/Group Input; Concerns and Issues; Consolidation and Publication of Results; Managing Phase; Design, Develop, Implement, and Support; Training and Guidance; Summary; Note; Conclusion: A Look Forward; Appendix A: Process Improvement: A Case Study; Background; Problem Statement; Hypothesis; Approach; Define Phase; Voice of the Customer; Stakeholder Analysis; Measure Phase; Analyze Phase; Improve Phase; Control Phase"]
[{"$nulls":4},"ResultsNote; Appendix B: From the Blogosphere; On Whether Sales Teams or Customer Interviews Provide Most Insights; Effect of Social Networking on Win/Loss Reviews; What Win/Loss Reviews May Reveal Beyond Pricing Issues; Win/Loss Review Process Improvement; Appendix C: Software and Services for Win/Loss Review; Software Solution; Partner Profiles; Glossary; About the Author; Index"]
[null,null,null,"Sommario/riassunto","\"An essential guide to establishing a competitive position by learning from past dealsDealing with tapping into one of the most underutilized sources of business intelligence?the collection of opportunities that have gone through sales processes?this book provides a proven methodology to winning sales via strong business intelligence. Explains how to strategically look at deals Examines how to cut through the various biases that take place when a deal is completed Presents independent perspectives from some of today's leading thinkers on the way IT innovations are transforming how organizations operate and how people work Showing how every company can achieve success through their business intelligence?the win/loss records of their deals, Win/Loss Reviews presents a methodology for reviewing sales wins and losses so that better performance and customer satisfaction can be accomplished\"--"]
[null,"2.","Record Nr.",null,"UNINA9911019920603321"]
[null,null,"Titolo",null,"Plant breeding reviews . Volume 32 Raspberry breeding and genetics [[electronic resource] /] / edited by Jules Janick"]
[null,null,"Pubbl/distr/stampa",null,"Hoboken, NJ, : Wiley-Blackwell, 2009"]
[null,null,"ISBN",null,"1-282-31959-0"]
[{"$nulls":4},"9786612319594"]
[{"$nulls":4},"0-470-59380-6"]
[{"$nulls":4},"0-470-59381-4"]
[null,null,"Descrizione fisica",null,"1 online resource (398 p.)"]
[null,null,"Collana",null,"Plant breeding reviews ; ; 32"]
[null,null,"Disciplina",null,"631.52"]
[{"$nulls":4},"631.5305"]
[null,null,"Soggetti",null,"Plant breeding"]
[{"$nulls":4},"Raspberries - Breeding"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Description based upon print version of record."]
[null,null,null,"Nota di bibliografia","Includes bibliographical references and and index."]
[null,null,"Nota di contenuto",null,"PLANT BREEDING REVIEWS Volume 32; Contents; Contributors; 1. Dedication: Derek Jennings and Hugh A. Daubeny Berry Breeders Extraordinaire; I. Derek Jennings; II. Selected Publications of Derek Jennings; III. Hugh A. Daubeny; IV. Selected Publications of Hugh A. Daubeny; 2. Raspberry Breeding and Genetics; I. Introduction; II. Germplasm Resources, Exploration, and Maintenance; III. Breeding Technology; IV. Breeding Systems; V. Breeding for Specific Characters; VI. Achievements and Prospects; Acknowledgments; Literature Cited; Subject Index; Cumulative Subject Index"]
[{"$nulls":4},"Cumulative Contributor Index"]
[null,null,null,"Sommario/riassunto","Plant Breeding Reviews presents state-of-the-art reviews on plant breeding and genetics covering horticultural, agronomic and forestry crops, incorporating both traditional and molecular methods. The contributions are authored by world authorities, anonymously reviewed, and edited by Professor Jules Janick of Purdue University, USA. The series is an indispensible resource for crop breeders, plant scientists, and teachers involved in crop improvement and genetic resources. Initiated in 1983, Plant Breeding Reviews is published in the form of one or two volumes per year. Recently"]