英國某商學院的emba課程講座(ppt12)-管理培訓(參考版)
2024-08-22 13:05本頁面
【正文】 quality results match those of leading valueadded players? Is ACME’s technically knowledgeable salesforce among the most respected in the industry? Does ACME’s direct sales force and quality focus create the high cost structure of a valueadded player? Do high market share objectives cause ACME sales reps to price as low as modity players? Should ACME focus on selling value added products? Are ACME’s resources and capabilities better suited to the valueadded sector? Do gains from high prices for value added products outweigh loss in sales volumes? STRATEGY (8) Two ways to develop a line of questioning or a presentation Grouping (inductive) Governing thought ? A group of independent thoughts that support the same conclusion –All answer the same question – “what”, “how”, or “why” –All same “type” of noun – examples, actions, reasons –Combine to support higher level of abstraction Argument (deductive) Governing thought ? A logical progression of thoughts –From premise (statement about situation) to ment to implication –Governing thought relies heavily on implication + STRATEGY (9) How can this stuff be useful to us? ? Winning support for an initiative at work ? Cracking a case at an interview ? Working as a consultant
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