Sales Strategies: Winning and Negotiating Corporate Sales: Negotiating and Winning Corporate Deals: An Action-Oriented Toolkit [Taschenbuch]

With a rapidly changing environment, aggressive competition, and ever-increasing customer demands, organizations must understand how to effectively adapt to challenges and find opportunities to successfully implement change. Bridging current theory with practical applications, Organizational Change combines conceptual models with concrete examples and useful exercises to dramatically improve the knowledge, skills, and abilities of students in creating effective change. You will learn to identify needs, communicate a powerful vision, and engage others in the process. This unique toolkit will provide you with practical insights and tools to implement, measure, and monitor sustainable change initiatives to guide organizations to desired outcomes.

Key Features

Takes a pragmatic, action-oriented approach: Frameworks are given to help you understand, plan, implement, and evaluate change.

Emphasizes the measurement of change: you will learn that measurement is crucial not only to determine the progress of change plans but also that measurement itself is a change tool.

Demonstrates principles and applications: Engaging, real-world examples, exercises, and cases illustrate theory and concepts.

Offers an integrating organizational change model: Each chapter is positioned in the organizational change model so you can see the connections between topics and chapters.