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Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence by Marcet, Rick 2011

Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence

Details Of The Book

Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence

edition: 1 
serie: Microsoft executive leadership series 
ISBN : 9781118007419, 9781118102602 
publisher: Wiley 
publish year: 2011 
pages: 226 
language: English 
ebook format : PDF (It will be converted to PDF, EPUB OR AZW3 if requested by the user) 
file size: 3 MB 

Related keywords of Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence book : Marketing -- Evaluation. Business intelligence. Strategic planning. Competition. BUSINESS & ECONOMICS -- Information Management. BUSINESS & ECONOMICS -- Knowledge Capital.

price : $14.45 17 With 15% OFF

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You can Download Win / Loss Reviews: A New Knowledge Model for Competitive Intelligence Book After Make Payment, According to the customer's request, this book can be converted into PDF, EPUB, AZW3 and DJVU formats.

Abstract Of The Book

Table Of Contents

Content: Win/Loss Reviews: A New Knowledge Model for Competitive Intelligence
Chapter 1: Introduction
Trusting Today\'s Seller
Listen to the Customer, Too
Driving Scale and Accuracy
A New Approach
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
Chapter 3: Why Do We Win or Lose?
Factors Contributing to Wins and Losses
Is a Win Always a Win?
Narratives Provide Additional Context. Factor WeightingDo We Learn More from Wins or Losses?
Disengaged Opportunities: What\'s the Real Story?
Delayed Deals Benefit from Win/Loss Reviews
Chapter 4: Capturing the Data
Unlocking Tacit Knowledge
Opportunity Details
Outcome Factors
The Narrative
Accommodating Multiple Languages
Chapter 5: Surfacing the Insights
Tactical Insights
Strategic Insights
Summarizing the Information
Accountability for Surfacing Insights
Trends and Statistical Evidence
Chapter 6: Beyond Competitive Insights
Award Programs
Recognition. 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
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
Chapter 9: Implementing a Win/Loss Review Program. 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
Conclusion: A Look Forward
Appendix A: Process Improvement: A Case Study
Problem Statement
Define Phase
Voice of the Customer
Stakeholder Analysis
Measure Phase
Analyze Phase
Improve Phase
Control Phase. 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
About the Author

First 10 Pages Of the book

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