TAILIEUCHUNG - Mastering the Complex Sale to Compete and Win_11

hẩn đoán để thiết lập một hồ sơ tuyển dụng và mô tả rõ ràng yêu cầu công việc cho các ứng viên. Điều này là đặc biệt quan trọng trong bán hàng, nơi nhân sự giúp đỡ có thể hình thành doanh số bán hàng buộc chính nó, tạo điều kiện thuận lợi cho các outplacement của nhân viên bán hàng không thể hoặc không sẽ áp dụng các phương pháp tiếp cận kinh doanh | Diagnostic Business Development Prevents Value Leakage 231 responsible for fostering a Diagnostic Business Development culture within the organization. It also plays a key support role in ensuring that every function has the right talent in the right place at the right time. Human resources needs to understand the system skills and discipline of Diagnostic Business Development in order to establish a hiring profile and clearly describe the job requirements to candidates. This is especially important in sales where HR can help shape the sales force itself facilitating the outplacement of salespeople who cannot or will not adopt the Diagnostic Business Development approach which can be 20 to 30 percent of the sales force in my experience and helping sales leaders recruit develop and retain sales professionals who can flourish in the new environment. Procurement Traditionally the role of procurement has been analogous to the immune system in the human body It was charged with protecting the organization from opportunistic outsiders typically salespeople and obtaining the materials and components needed to create solutions at a cost that maximized the company s margins. Procurement accomplished this by adopting a standardized one-size-fits-all buying process that forces all those who wanted to do business with the company into an apples-to-apples comparison whether they were selling paperclips or scarce resources of strategic importance. Today in Era 3 this focus on insulating the organization from the outside and driving down suppliers prices has been proven shortsighted. It strips value from solutions by cutting off access to high-value innovative suppliers and raises total costs. Instead the role of procurement should be to optimize value throughout the value chain. 232 PREVENT VALUE LEAKAGE Procurement can prevent value leakage between the supplier and the firm by monitoring and managing the value delivered by suppliers. In fact it can actually help create .

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