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Applying the Science of Six Sigma to the Art of Sales and Marketing

Michael J. Pestorius

Verlag: ASQ Quality Press, 2006
ISBN 10: 0873896963 / ISBN 13: 9780873896962
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Titel: Applying the Science of Six Sigma to the Art...

Verlag: ASQ Quality Press

Erscheinungsdatum: 2006

Einband: Soft cover

Zustand: New


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Inhaltsangabe: Six Sigma is a highly flexible methodology and tool set, but few practitioners have successfully transferred the early successes Six Sigma enjoyed in manufacturing to sales and marketing. The opportunities to use it exist, but the expertise on how to apply it is lacking. This book provides step by step instructions on how to use data and measures to tackle common business challenges. An analysis of the territory planning process provides tools and techniques to improve the effectiveness of sales forces that suboptimize their efforts by calling on the wrong customers. It shows sales leadership how to use readily available data to ensure that the "right" customers are receiving the attention they need. It also quantifies the real cost of spending time with customers that are not improving the bottom line. A historical analysis of promotions takes the guesswork out of developing future sales campaigns. It does this by taking the time to define a specific goal and developing metrics that will allow side by side comparisons of past promotions. Once armed with this knowledge, future promotions stand a greater chance of achieving their goals. Other chapters cover projects on improving product launch sales, improving the effectiveness of the sales rep/sales manager field ride process, and sale representative hiring profiles. Contents: Introduction Chapter 1 The Evolution of Six Sigma Chapter 2 The Myth that Six Sigma is Only for Manufacturing Chapter 3 Sales Representative Hiring Profile Chapter 4 New Product Sales Chapter 5 Sales Representative Competency Chapter 6 The Field Visit Process Chapter 7 Sales Territory Planning Chapter 8 Product Promotions Chapter 9 Conclusion Glossary

Über den Autor: Michael J. Pestorius is currently Associate Vice President of Six Sigma for a large pharmaceutical company. He is responsible for the launch and integration of Six Sigma into the $35 billion company. Previously, he held Six Sigma leadership positions at Johnson and Johnson and General Electric, and was a sales representative in the electrical, medical and aviation industries. He holds a BS from the U.S. Naval Academy and an MBA from Marquette University.

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