| Edition |
First edition. |
| Description |
1 online resource (1 PDF (121 pages)). |
| Series |
Selling and sales force management collection,
2161-8917
|
|
2014 digital library.
|
|
Selling and sales force management collection.
2161-8917
|
| Note |
Title from PDF title page (viewed June 28, 2014). |
|
Part of: 2014 digital library. |
| Bibliography |
Includes bibliographical references (page 117) and index. |
| Contents |
1. The lean Sigma for sales challenge -- 2. Identification and understanding of lean Sigma -- 3. Lean Sigma methods and tools: basic concepts -- 4. Comparing manufacturing and sales processes -- 5. Key enablers: policy deployment, accountability sessions, employee training and involvement, and lean Sigma tool selection and application -- 6. Analysis of the current state -- 7. Application of lean Sigma tools and results -- 8. Making sales cultural transitions -- 9. Achieving, sustaining, and celebrating sales success -- Suggestions for further reading -- Index. |
| Summary |
Over the past decade Lean methods and tools have helped manufacturing organizations improve their productivity levels significantly by focusing on data, systematic elimination of waste, and improvement of flow. Today many nonmanufacturing organizations are applying the powerful process improvement methods and tools employed with Lean techniques. Organizations in health care, education, government, hospitality, and other services are applying the improvement tools with growing levels of success. Sales people around the world have watched their organizations improve their core value-added processes, and yet they have not fully engaged or embraced the use of Lean tools in their sales processes. In fact, we've heard several disturbing comments from sales teams such as "Lean won't work in our area, we're too dynamic." And "Six Sigma analyses will just slow us down; we work more on sales instincts here." While these comments are believed to be true by some sales teams, other sales teams that have used the Lean methods and tools are finding significant improvement opportunities, and they believe that if their "instincts" were good, before the application of these tools, they are even better after the application. |
| Local Note |
eBooks on EBSCOhost EBSCO eBook Subscription Academic Collection - North America |
| Subject |
Sales management.
|
|
Sales management. |
|
Lean manufacturing.
|
|
Lean manufacturing. |
|
Six sigma (Quality control standard)
|
|
Six sigma (Quality control standard) |
| Indexed Term |
continuous improvement |
|
Lean |
|
Lean Sigma |
|
sales |
|
sales management |
|
Six Sigma |
|
waste elimination |
| Genre/Form |
Electronic books.
|
| Added Author |
Ptacek, Rob, author.
|
| Other Form: |
Print version: 9781606497661 |
| ISBN |
9781606497678 (electronic book) |
|
1606497677 (electronic book) |
|
1606497677 |
|
9781606497661 (paperback) |
|
