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Il manager della negoziazione : creare valore e capitale sociale in azienda
| Il manager della negoziazione : creare valore e capitale sociale in azienda |
| Autore | Colonna, Alessandra |
| Pubbl/distr/stampa | Milano : Mind, 2014 |
| Descrizione fisica | 158 p. ; 20 cm |
| Disciplina | 658.4052 |
| Collana | Saggi mind |
| ISBN | 978-88-96785-72-0 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | ita |
| Record Nr. | UNINA-990010045960403321 |
| Colonna, Alessandra | ||
| Milano : Mind, 2014 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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India and the WTO [[electronic resource] /] / Aaditya Mattoo and Robert M. Stern, editors
| India and the WTO [[electronic resource] /] / Aaditya Mattoo and Robert M. Stern, editors |
| Pubbl/distr/stampa | Washington, D.C., : World Bank |
| Descrizione fisica | 1 online resource (555 p.) |
| Disciplina | 658.4052 |
| Altri autori (Persone) |
MattooAaditya
SternRobert M <1927-> (Robert Mitchell) |
| Soggetto genere / forma | Electronic books. |
| ISBN |
1-280-08634-3
9786610086344 0-8213-8366-3 0-585-48191-1 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover; Title Page; Contents; Preface; 1 Introduction and Overview; Endnotes; References; 2 Computational Analysis of the Impact on India of the Uruguay Round and the Doha Development Agenda Negotiations; Endnotes; References; 3 Implications of Multifibre Arrangement Abolition for India and South Asia; Endnotes; References; 4 Services Issues and Liberalization in the Doha Development Agenda Negotiations: A Case Study of India; Endnotes; References; 5 Telecommunications Policy Reform in India; Endnotes; Bibliography; Appendix 5.1: Salient Features of ISP Policy, 1999
Appendix 5.2: Chronology of Indian Telecommunications DeregulationAppendix 5.3: Recommendations Sought by the Government from TRAI to Help Implement NTP 1999; 6 Economic Impact of Foreign Direct Investment in South Asia; Appendix: Determining the Direction of Granger Causality; Endnotes; References; 7 An Indian Perspective on WTO Rules on Foreign Direct Investment; Endnotes; References; 8 India as User and Creator of Intellectual Property: The Challenges Post-Doha; Endnotes; References; 9 Trade, Investment, and Competition Policy: An Indian Perspective; Endnotes; References 10 India's Accession to the Government Procurement Agreement: Identifying Costs and BenefitsEndnotes; Bibliography and References; Appendix 1: Other Examples of Government Procurement Practices; Appendix 2: Estimating Central Government Purchases; Appendix 3: Threshold Levels; Appendix 4: Potential Gains; 11 Technical Barriers to Trade and the Role of Indian Standard-Setting Institutions; Endnotes; References and Bibliography; 12 Trade and Environment: Doha and Beyond; Endnotes; Bibliography and References; 13 India and the Multilateral Trading System Post-Doha: Defensive or Proactive? EndnotesReferences; Contributors; Index; Back Cover |
| Record Nr. | UNINA-9910455639603321 |
| Washington, D.C., : World Bank | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount
| Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2020] |
| Descrizione fisica | 1 online resource (339 pages) |
| Disciplina | 658.4052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-119-54055-0
1-119-54054-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910793828903321 |
Blount Jeb
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| Hoboken, New Jersey : , : Wiley, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount
| Inked : the ultimate guide to powerful closing and sales negotiation tactics that unlock yes and seal the deal / / Jeb Blount |
| Autore | Blount Jeb |
| Edizione | [1st edition] |
| Pubbl/distr/stampa | Hoboken, New Jersey : , : Wiley, , [2020] |
| Descrizione fisica | 1 online resource (339 pages) |
| Disciplina | 658.4052 |
| Soggetto topico | Negotiation in business |
| ISBN |
1-119-54055-0
1-119-54054-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910822115603321 |
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Blount Jeb
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| Hoboken, New Jersey : , : Wiley, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The leader's guide to negotiation : how to use soft skills to get hard results / / Simon Horton
| The leader's guide to negotiation : how to use soft skills to get hard results / / Simon Horton |
| Autore | Horton Simon |
| Edizione | [First edition.] |
| Pubbl/distr/stampa | Harlow, England : , : Pearson Education Limited, , [2016] |
| Descrizione fisica | 1 online resource (1 volume) : illustrations |
| Disciplina | 658.4052 |
| Collana | Financial Times |
| Soggetto topico |
Leadership
Negotiation in business Negotiation |
| ISBN | 1-292-11282-4 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Cover -- Half Title Page -- Title Page -- Copyright Page -- Contents -- About the author -- Foreword -- part 1 Introduction -- 1 Negotiation fundamentals -- 2 The strong win-win principles -- part 2 Prepare! -- 3 Your win -- 4 Their win -- 5 Multi-party negotiations -- 6 Preparing yourself -- 7 Develop your Plan B -- part 3 Negotiation psychology -- 8 Rapport -- 9 Credibility -- 10 Rapport vs credibility -- 11 Increasing your power -- 12 Turn them into a win-win fanatic -- 13 Channel their self-interest -- 14 Dealing with difficult people -- part 4 Solving the problem -- 15 Problem-solving -- 16 Communication -- 17 Deadlock -- 18 Concessions -- 19 Dealing with dirty tricks -- part 5 Trust -- 20 Seek to trust -- 21 How to tell if you can trust them -- 22 Increase their trustworthi-ness -- 23 What to do if you really cannot trust them at all -- Afterword -- Further reading -- Index. |
| Record Nr. | UNINA-9910154760703321 |
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Horton Simon
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| Harlow, England : , : Pearson Education Limited, , [2016] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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El libro de la negociación / / Luis Puchol Moreno
| El libro de la negociación / / Luis Puchol Moreno |
| Autore | Puchol Luis |
| Edizione | [5th ed.] |
| Pubbl/distr/stampa | Madrid, Spain : , : Ediciones Díaz de Santos, , [2020] |
| Descrizione fisica | 1 online resource (284 pages) |
| Disciplina | 658.4052 |
| Soggetto topico |
Decision making
Negotiation in business |
| ISBN | 84-9052-314-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Record Nr. | UNINA-9910795028603321 |
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Puchol Luis
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| Madrid, Spain : , : Ediciones Díaz de Santos, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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El libro de la negociación / / Luis Puchol Moreno
| El libro de la negociación / / Luis Puchol Moreno |
| Autore | Puchol Luis |
| Edizione | [5th ed.] |
| Pubbl/distr/stampa | Madrid, Spain : , : Ediciones Díaz de Santos, , [2020] |
| Descrizione fisica | 1 online resource (284 pages) |
| Disciplina | 658.4052 |
| Soggetto topico |
Decision making
Negotiation in business |
| ISBN | 84-9052-314-2 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | spa |
| Record Nr. | UNINA-9910809296603321 |
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Puchol Luis
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| Madrid, Spain : , : Ediciones Díaz de Santos, , [2020] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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The mind and heart of the negotiator / / Leigh L. Thompson
| The mind and heart of the negotiator / / Leigh L. Thompson |
| Autore | Thompson Leigh L. |
| Edizione | [Sixth, Global edition.] |
| Pubbl/distr/stampa | Harlow, England : , : Pearson, , [2015] |
| Descrizione fisica | 1 online resource (432 pages) : illustrations |
| Disciplina | 658.4052 |
| Collana | Always learning |
| Soggetto topico | Negotiation in business |
| ISBN | 1-292-07334-9 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto |
Cover -- Title -- Copyright -- Contents -- Preface -- About the Author -- Part I: Essentials of Negotiation -- Chapter 1 NEGOTIATION: THE MIND AND THE HEART -- Negotiation: Definition and Scope -- Negotiation as a Core Management Competency -- Dynamic Nature of Business -- Interdependence -- Economic Forces -- Information Technology -- Globalization -- Most People are Ineffective Negotiators -- Negotiation Traps -- Why People are Ineffective Negotiators -- Egocentrism -- Confirmation Bias -- Satisficing -- Self-Reinforcing Incompetence -- Debunking Negotiation Myths -- Myth 1: Negotiations are Fixed-Sum -- Myth 2: You Need to be either Tough or Soft -- Myth 3: Good Negotiators are Born -- Myth 4: Life Experience is a Great Teacher -- Myth 5: Good Negotiators Take Risks -- Myth 6: Good Negotiators Rely on Intuition -- Learning Objectives -- The Mind and Heart -- Chapter 2 PREPARATION: WHAT TO DO BEFORE NEGOTIATION -- Self-Assessment -- What Do I Want? -- What Is My Alternative to Reaching Agreement in This Situation? -- Determine Your Reservation Point -- Be Aware of Focal Points -- Beware of Sunk Costs -- Do Not Confuse Your Target Point with Your Reservation Point -- Identify the Issues in the Negotiation -- Identify the Alternatives for Each Issue -- Identify Equivalent Multi-Issue Proposals -- Assess Your Risk Propensity -- Endowment Effects -- Am I Going to Regret This? -- Violations of the Sure Thing Principle -- Do I Have an Appropriate Level of Confidence? -- Other Assessment -- Who Are the Other Parties? -- Are the Parties Monolithic? -- Counterparties' Interests and Position -- Counterparties' BATNAs -- Situation Assessment -- Is the Negotiation One Shot, Long Term, or Repetitive? -- Do the Negotiations Involve Scarce Resources, Ideologies, or Both? -- Is the Negotiation One of Necessity or Opportunity?.
Is the Negotiation a Transaction or Dispute? -- Are Linkage Effects Present? -- Is Agreement Required? -- Is it Legal to Negotiate? -- Is Ratification Required? -- Are Time Constraints or Other Time-Related Costs Involved? -- Are Contracts Official or Unofficial? -- Where Do the Negotiations Take Place? -- Are Negotiations Public or Private? -- Is Third-Party Intervention a Possibility? -- What Conventions Guide the Process of Negotiation (Such as Who Makes the First Offer)? -- Do Negotiations Involve More Than One Offer? -- Do Negotiators Communicate Explicitly or Tacitly? -- Is There a Power Differential Between Parties? -- Is Precedent Important? -- Conclusion -- Chapter 3 DISTRIBUTIVE NEGOTIATION: SLICING THE PIE -- The Bargaining Zone -- Bargaining Surplus -- Negotiator's Surplus -- Pie-Slicing Strategies -- Strategy 1: Assess Your BATNA and Improve It -- Strategy 2: Determine Your Reservation Point, but do not reveal It -- Strategy 3: Research the Other Party's BATNA and Estimate Their Reservation Point -- Strategy 4: Set High Aspirations (Be Realistic but Optimistic) -- Strategy 5: Make the First Offer (If You Are Prepared) -- Strategy 6: Immediately Reanchor if the Other Party Opens First -- Strategy 7: Plan Your Concessions -- Strategy 8: Support Your Offer with Facts -- Strategy 9: Appeal to Norms of Fairness -- Strategy 10: Do Not Fall for the "Even Split" Ploy -- The Most Commonly Asked Questions -- Should I Reveal My Reservation Point? -- Should I Lie About My Reservation Point? -- Should I Try to Manipulate the Counterparty's Reservation Point? -- Should I Make a "Final Offer" or Commit to a Position? -- Saving Face -- The Power of Fairness -- Multiple Methods of Fair Division -- Situation-Specific Rules of Fairness -- Social Comparison -- The Equity Principle -- Restoring Equity -- Procedural Justice -- Fairness in Relationships. Egocentrism -- Wise Pie Slicing -- Consistency -- Simplicity -- Effectiveness -- Justifiability -- Consensus -- Generalizability -- Satisfaction -- Conclusion -- Chapter 4 WIN-WIN NEGOTIATION: EXPANDING THE PIE -- What is Win-Win Negotiation? -- Telltale Signs of Win-Win Potential -- Does the Negotiation Contain More Than One Issue? -- Can Other Issues Be Brought In? -- Can Side Deals Be Made? -- Do Parties Have Different Preferences Across Negotiation Issues? -- Most Common Pie-Expanding Errors -- False Conflict -- Fixed-Pie Perception -- Most Commonly used win-win strategies -- Commitment to Reaching a Win-Win Deal -- Compromise -- Focusing on a Long-Term Relationship -- Adopting a Cooperative Orientation -- Taking Extra Time to Negotiate -- Effective Pie-Expanding Strategies -- Perspective Taking -- Ask Questions About Interests and Priorities -- Reveal Information About Your Interests and Priorities -- Unbundle the Issues -- Logrolling and Value-added Trade-offs -- Make Package Deals, Not Single-Issue Offers -- Make Multiple Offers of Equivalent Value Simultaneously -- Structure Contingency Contracts by Capitalizing on Differences -- Presettlement Settlements (PreSS) -- Search for Postsettlement Settlements -- A Strategic Framework for Reaching Integrative Agreements -- Resource Assessment -- Assessment of Differences -- Offers and Trade-Offs -- Acceptance/Rejection Decision -- Prolonging Negotiation and Renegotiation -- Conclusion -- Part II Advanced Negotiation Skills -- Chapter 5 DEVELOPING A NEGOTIATING STYLE -- Motivational Orientation -- Assessing Your Motivational Style -- Strategic Issues Concerning Motivational Style -- Interests, Rights, and Power Model of Disputing -- Assessing Your Approach -- Strategic Issues Concerning Approaches -- Emotions and Emotional Knowledge -- Genuine Versus Strategic Emotion -- Negative Emotion. Positive Emotion -- Emotional Intelligence and Negotiated Outcomes -- Strategic Advice for Dealing with Emotions at the Table -- Conclusion -- Chapter 6 ESTABLISHING TRUST AND BUILDING A RELATIONSHIP -- The People Side of Win-Win -- Trust as the Bedrock of Relationships -- Three Types of Trust in Relationships -- Building Trust: Rational and Deliberate Mechanisms -- Building Trust: Psychological Strategies -- What Leads to Mistrust? -- Repairing Broken Trust -- Reputation -- Relationships in Negotiation -- Negotiating with Friends -- Negotiating with Businesspeople -- When in Business with Friends and Family -- Conclusion -- Chapter 7 POWER, GENDER, AND ETHICS -- Power -- The Power of Alternatives -- Power Triggers in Negotiation -- Symmetric and Asymmetric Power Relationships -- The Effect of Using Power on Powerful People -- The Effects of Power on Those with Less Power -- Status -- Gender -- Gender and Negotiation Outcomes -- Initiating Negotiations -- Leveling the Playing Field -- Evaluations of Negotiators -- Gender and Race Discrimination in Negotiation -- Gender and Third-Party Dispute Resolution -- Ethics -- Ethics and Lying -- Other Questionable Negotiation Strategies -- Sins of Omission and Commission -- Costs of Lying -- Under What Conditions Do People Engage in Deception? -- Responding to Unethical Behavior -- Conclusion -- Chapter 8 CREATIVITY AND PROBLEM SOLVING IN NEGOTIATIONS -- Creativity in Negotiation -- Test Your Own Creativity -- What Is Your Mental Model of Negotiation? -- Haggling -- Cost-Benefit Analysis -- Game Playing -- Partnership -- Problem Solving -- Creative Negotiation Agreements -- Fractionating Single-Issue Negotiations into Multiple Issues -- Finding Differences: Looking for Patterns in Offers -- Expanding the Pie -- Bridging -- Cost Cutting -- Nonspecific Compensation -- Structuring Contingencies. Threats to Effective Problem Solving and Creativity -- The Inert Knowledge Problem -- Availability Heuristic -- Representativeness -- Anchoring and Adjustment -- Unwarranted Causation -- Belief Perseverance -- Illusory Correlation -- Just World -- Hindsight Bias -- Functional Fixedness -- Set Effect -- Selective Attention -- Overconfidence -- The Limits of Short-Term Memory -- Techniques for Enhancing Creative Negotiation Agreements -- Negotiation Skills Training -- Bilateral or Unilateral Training -- Feedback -- Learning Versus Performance Goals -- Analogical Training -- Counterfactual Reflection -- Incubation -- Rational Problem-Solving Model -- Brainstorming -- Deductive Reasoning -- Inductive Reasoning -- Conclusion -- Part III Applications and Special Scenarios -- Chapter 9 MULTIPLE PARTIES, COALITIONS, AND TEAMS -- Analyzing Multiparty Negotiations -- Multiparty Negotiations -- Key Challenges of Multiparty Negotiations -- Strategies for Successful Multiparty Negotiations -- Coalitions -- Key Challenges of Coalitions -- Strategies for Maximizing Coalitional Effectiveness -- Principal-Agent Negotiations -- Disadvantages of Agents -- Strategies for Working Effectively with Agents -- Constituent Relationships -- Challenges for Constituent Relationships -- Strategies for Improving Constituent Relationships -- Team Negotiation -- Challenges That Face Negotiating Teams -- Strategies for Improving Team Negotiations -- Intergroup Negotiation -- Challenges of Intergroup Negotiations -- Strategies for Optimizing Intergroup Negotiations -- Conclusion -- Chapter 10 CROSS-CULTURAL NEGOTIATION -- Learning About Cultures -- Culture as an Iceberg -- Cultural Values and Negotiation Norms -- Individualism versus Collectivism -- Egalitarianism versus Hierarchy -- Direct versus Indirect Communications -- Key Challenges of Intercultural Negotiation. Expanding the Pie. |
| Record Nr. | UNINA-9910154782903321 |
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Thompson Leigh L.
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| Harlow, England : , : Pearson, , [2015] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Models for Intercultural Collaboration and Negotiation [[electronic resource] /] / edited by Katia Sycara, Michele Gelfand, Allison Abbe
| Models for Intercultural Collaboration and Negotiation [[electronic resource] /] / edited by Katia Sycara, Michele Gelfand, Allison Abbe |
| Edizione | [1st ed. 2013.] |
| Pubbl/distr/stampa | Dordrecht : , : Springer Netherlands : , : Imprint : Springer, , 2013 |
| Descrizione fisica | 1 online resource (203 p.) |
| Disciplina |
303.4820113
658.4/052 658.4052 |
| Collana | Advances in Group Decision and Negotiation |
| Soggetto topico |
Application software
Psychology Computational intelligence Culture—Study and teaching Computer Appl. in Social and Behavioral Sciences Psychology, general Computational Intelligence Regional and Cultural Studies |
| ISBN |
1-299-40757-9
94-007-5574-0 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | Gerald F. Goodwin: Foreword to the Volume -- Birukou, A., Blanzieri, E., Giorgini, P., & Giunchiglia, F. A: Formal Definition of Culture -- Salazar, M. R., Shuffler, M. L., Bedwell, W. L., and Salas, E.: Toward A Contextualized Cultural Framework -- Turan, N., Dai, T., Sycara, K., Weingart, L.: Toward a Unified Negotiation Framework: Leveraging Strengths in Behavioral and Computational Communities -- Hofstede, G. J., Jonker, C., Werwaart, T. A: Model of Culture in Trading Agents -- Fulmer, C. A., & Gelfand, M. J.: How Do I Trust Thee? Dynamic Trust Patterns and Their Individual and Social Contextual Determinants -- Jassin, K., Sheik, H., Obeid, N., Argo, N., Ginges, J.: Negotiating Cultural Conflicts Over Sacred Values -- Bui-Wrzosinska, L., Gelfand, M. J., Nowak, A., & Severance, L.: Studying trajectories of conflict escalation -- Dudik, M., & Gordon, G. J.: A Game-Theoretic Approach to Modeling Cross-Cultural Negotiation -- Paruchuri, P., Chakraborty, N., Zivan, R., Sycara, K., Dudik, M., & Gordon, G.: POMDP Based Negotiation modeling -- de Raad, W. E., Nowak, A., & Borkowski, W.: Modeling Dynamics of Multicultural Integration and Conflict. |
| Record Nr. | UNINA-9910437585203321 |
| Dordrecht : , : Springer Netherlands : , : Imprint : Springer, , 2013 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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Mon commercial est mort, vive le commercial 2.0! / / Philippe Deliège
| Mon commercial est mort, vive le commercial 2.0! / / Philippe Deliège |
| Autore | Deliège Philippe |
| Pubbl/distr/stampa | [Place of publication not identified] : , : Edipro, , [2013] |
| Descrizione fisica | 1 online resource (95 p.) |
| Disciplina | 658.4052 |
| Collana | Métiers |
| Soggetto topico | Negotiation in business |
| Soggetto genere / forma | Electronic books. |
| ISBN | 2-511-01417-3 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | fre |
| Nota di contenuto |
Couverture; Page de titre; Chapitre 1 - Introduction; Chapitre 2 - Synthèse décisionnelle; 2.1. Vous convaincre de quoi ? De l'avènement du processus d'achat; 2.2. Vous convaincre aussi de l'aveuglement du commercial « face to face » et de l'aveuglement de son encadrement managérial; Chapitre 3 - Pertinent de comparer la crise du vendeur avec celle déjà vécue par le journaliste ?; 3.1. Le manque de crédibilité inhérent aux deux métiers; 3.2. Journalistes et commerciaux victimes de la démocratisation de l'écriture et de la suppression des filtres
Chapitre 4 - Le journalisme augmenté, c'est quoi au juste ?4.1. Un journalisme élagué; 4.2. Un journalisme gavé de contextualisation; 4.3. Le résultat d'une approche darwinienne; Chapitre 5 - Le commercial augmenté, cela serait quoi au juste ?; 5.1. Un commercial recentré sur son rôle premier = Conclure !; 5.2. Un commercial à valeur ajoutée, c'est-à-dire celui qui apporte du contexte; 5.3. Un commercial sur le qui-vive de l'enjeu du client/prospect; 5.4. Un commercial ubique et transporté par les nouvelles technologies; 5.5. Un commercial médiatisé; 5.6. Un commercial aux phrases courtes 5.7. Un commercial chef d'orchestreChapitre 6 - Quelles solutions déjà disponibles pour créer votre commercial 2.0 ?; 6.1. Solution pour un commercial recentré sur son rôle de « closer »; 6.2. Solution pour un commercial armé de contexte; 6.3. Solution pour un commercial sur le qui-vive de l'enjeu client/prospect; 6.4. Solution pour un commercial doué d'ubiquité; 6.5. Solution pour un commercial médiatisé; 6.6. Solution pour un commercial aux phrases courtes; 6.7. Solution pour un commercial-orchestre; Chapitre 7 - Sept suggestions pour un plan d'action pour votre entreprise Chapitre 8 - Les raisons objectives de croire en cette vérité sont Darwiniennes8.1. Rappel; 8.2. La résolution de l'équation mathématique posée par la société Mercuri International; 8.3. Quelques constats gagnants analysés de manière darwinienne; 8.3.1. Cas client vécu : privilégier l'instant achat plutôt que les visites d'infos; 8.3.2. Expériences européennes vécues : rebelle n'est plus seul, ils sont tous rebelles mais tous fans de contexte; 8.3.3. Formation vécue : même pas peur car pas un seul rebelle à l'horizon 8.3.4. Un patron d'une PME doué d'ubiquité qui a très souvent gagné et s'est transformé en super gagnant8.3.5. Un évangéliste de Microsoft Belgique : survivant et gagnant car auto-médiatisé; 8.3.6. Cas client : Pierre-André Guillaume, un gagnant au slogan toujours fort car toujours contextualisé au cas client; 8.3.7. Deux rebelles survivants et gagnants car devenus chefs d'orchestre; Chapitre 9 - Vos responsabilités managériales et informatiques ou comment oser l'efficience commerciale; 9.1. Rendre intelligentes vos solutions CRM 9.2. Rendre vos tablettes interactives avec vos bases de données et/ou le contexte client/prospect rencontré |
| Record Nr. | UNINA-9910464275203321 |
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Deliège Philippe
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| [Place of publication not identified] : , : Edipro, , [2013] | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
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