Chapter_11[1]

Chapter_11[1] - Chapter 11 The Night Before Christmas: Even...

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Unformatted text preview: Chapter 11 The Night Before Christmas: Even Santa Has to Ask For The Sale Dan Haugen Click Kotora Master subtitle style Kate to edit Anuradha Narang Ashley Yu 9/2/11 Agenda OChat-up exercise ODefinition of winning OOpportunities for growth OPulling the business forward 9/2/11 Chat-up exercise In the book so far, what are some of the ways that Frank has defined success? 9/2/11 Change the definition of winning {3BFFDC56-83FF-4A53-A80D-3762C32CFAEE} {5BFA2B21-C47E-46E2-966B-FD6174BEDC1B} • {9B2A6AE5-2907-4AA7-BE0A-6A4D87CCD746} Emergence of the Japanese competition • Crisis Comeback Kent State presentation – stay onCrisis the offensive • Price war with Toshiba 9/2/11 Look for growth o n’t get Prospects mes P too comfortable pportunities SALES {D7F430E7-3EC2-42C6-A8B8-22A0827B71DE} {704178BD-6182-4AD4-A7F1-15AFD6880187} {D3930736-CCC1-488C-8A5A-80F60DE3C452} All customers are equalNew names Always plan ahead {6757EB1C-EB29-4AB6-B0E6-9DC8C5C43C2F} {EFF8D357-C230-4B1F-B163-5F8E10410320} Focus on new and old customers New names ≠ Sales 9/2/11 Pull the business arness core mess with the planorward e afraid to competencies f {0981D32F-AAB1-42FF-AA4A-F40BDA7927B8} {568C9CE0-CEB9-4CAF-BEDB-B702A9317DAA} {B4FEFAEA-640A-4AFB-ACB2-10AD433DDD66} Be aggressive Ambush the competition Push your limits {AB410305-D9E8-4F9F-8686-EDDB9AC04346} “White Knuckle Christmas” 9/2/11 Takeaways O Constantly change your definition of winning O Look for growth opportunities O Pull the business forward 9/2/11 ...
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This note was uploaded on 09/02/2011 for the course ECON-E 370 taught by Professor Camp during the Fall '08 term at Indiana.

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Chapter_11[1] - Chapter 11 The Night Before Christmas: Even...

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