Value Propositioning: Book One -- Perception And Misperception In Decision Making - Softcover

Dove, Rick

Softcover

ISBN 10: 1587363895 ISBN 13: 9781587363894

Publisher: Iceni Books, 2005

Synopsis

Value Propositioning addresses the ways in which business decisions are actually made. Rather than providing as so many business books do analytical procedures for making optimal decisions, it focuses on what really happens, how it really happens, and why it really happens. By giving us a glimpse inside the minds of the people responsible for making decisions, author Rick Dove shows us how we can obtain favorable responses to our value propositions.

About this title

About the Author

Rick Dove's clients include companies such as General Motors, AT&T, Lockheed-Martin, and Hewlett-Packard. In the course of his consulting career, he convinced the U.S. Postal Service to approve the world's first electronic postage meter, venture capitalists to invest in innovative technology, national consortia to reorganize for industry leadership, and the Department of Defense to back the development of the Agile Enterprise competitive strategy. Rick is author of Response Ability: The Language, Structure, and Culture of the Agile Enterprise.

Review

Any professional interested in selling and persuading will find this book worthwhile and rewarding. -- Neil Rackham, author of Spin Selling

Dove hones in on the quirky process of value perception that drives an organization's business and managerial decisions. -- Dr. Steven L. Goldman, Coauthor of Agile Competitors and Virtual Organizations

Rick delivers his work ... with a subtle sense of humor that makes it an enjoyable read. -- Greg Lefelar, Manager, Federal eServer Sales, IBM

You owe it to yourself to read Rick's book. --Joel Orr, Vice President, Cyon Research, author of The Victorious Engineer

About this edition

• Publisher: Iceni Books
• Publication date: 2005
• ISBN 10: 1587363895
• ISBN 13: 9781587363894
• Binding: Paperback
• Number of pages: 116