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    • 9. 发明公开
    • Business driven learning solution
    • Geschäftlich床褥Lernlösung
    • EP1383066A1
    • 2004-01-21
    • EP03077001.0
    • 2003-06-27
    • Accenture Global Services GmbH
    • Draper, William Christopher Jr.Hubbell, John R.Stovall, Thomas KennethMarek, RenataKoldyke, Brian
    • G06F17/60
    • G06Q10/10G06Q10/063G06Q10/0631G06Q10/06313G06Q10/06315G06Q10/0637G06Q10/06393G06Q10/06398G06Q10/103G06Q50/205G06Q50/2057G09B7/02G09B7/04
    • Disclosed is a business driven learning solution and related methods for managing the learning and training needs of a sales-oriented organization in a manner that is responsive to dynamic business needs. The invention employs modules of interrelated and interdependent business processes for the identification and prioritization of learning needs, the selection of learning approaches, the development of learning content, the coordination and delivery of learning instruction, and the overall management and administration learning efforts. Embodiments of the inventions disclosed include sales training objects to provide a template for sales training that is focused on a solution, and how to position and sell the solution, rather than on the products that make up the solution. As a result, the sales force is educated, understands the customers' business requirements, and is able to craft specific value propositions to a given customer with respect to that solution. Thus, the training is customer-centric as opposed to product-centric.
    • 披露了一种业务驱动的学习解决方案和相关方法,用于以响应动态业务需求的方式管理面向销售的组织的学习和培训需求。 本发明采用相互关联和相互依赖的业务流程模块,用于识别和优先学习需求,选择学习方法,开发学习内容,协调和交付学习指导,以及整体管理和行政学习工作。 所公开的发明的实施例包括销售培训对象,以提供专注于解决方案的销售培训的模板,以及如何定位和销售解决方案,而不是构成解决方案的产品。 因此,销售人员受到教育,了解客户的业务需求,并能够针对该解决方案为特定客户制定具体的价值主张。 因此,培训是以客户为中心的,而不是以产品为中心。