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Sales and Marketing the Six Sigma Way (精装)
by Michael Webb (Primary Contributor) , Tom Gorman (Collaborator)
| Category:
Six Sigma, Sales & marketing |
| Market price: ¥ 278.00
MSL price:
¥ 258.00
[ Shop incentives ]
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
| MSL Pointer Review:
A firm voice with quantified proof that six sigma applies to every business process, including sales. |
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AllReviews |
1 Total 1 pages 5 items |
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Jill (MSL quote), USA
<2007-06-27 00:00>
If your salespeople aren't getting the results you want, check out this book. Flawed sales processes may be the root cause. Michael Webb shows you how to apply a rigorous analysis to your sales methodology to help you discover the disconnects, bottlenecks and dysfunctional processes that are limiting your ability to be successful.
I especially like his points on leveraging the Voice of Customer to develop powerful value propositions and his insights on how marketing can create tools that drive every single step of the sales process. The strategies are very aligned with what I recommend in my book, "Selling to Big Companies."
If you're in a sales leadership position, make sure you read this book. |
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David (MSL quote), USA
<2007-06-27 00:00>
Traditionally, sales people and sales executives have been suspicious of six sigma and other quality process tools and approaches for several reasons. First, they don't really understand them, at least not well enough to discern what does and doesn't apply to thier world. This means they deal in broad assumptions and symbols. They are left to interpret thier own limited experience or exposure to six sigma thinking and struggle to see how it will help them sell more effectively. Second,they are skeptical, and rightly so, about the ability of many quality or process experts to apply these principles and tools it in a way that works for them and for thier customers. Too often, the projects selected have been focused on "cost" issues or "waste" without getting at the heart of the matter - improving real sales results. Third, underlying all of this is a fear that the art of selling; the social intelligence, and communication/persuasive skills that remain essential to success, will get lost or under-valued. In short,they know that effective selling is both art and science and while they may over emphasize the art, they worry that the art will be over looked or misunderstood by the process experts.
This is the challenge Mike Webb has taken on in writing Sales and Marketing the Six Sigma Way. Webb is one of the few people who seem to truly understand not only the importance of both art and science in selling, but, more importantly, how they must be integrated for success. His book is the first I have seen that moves beyond the "it works everywhere else, why not in sales and marketing?" attitude toward a true integration of the art and science of selling. |
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A reader (MSL quote), USA
<2007-06-27 00:00>
Process improvement efforts often bounce off or go around sales and marketing functions because it is not obvious how to apply process thinking here. Yet this is precisely where a substantial portion of the headcount and expense is for many high tech and service companies. Improving sales and marketing processes, even incrementally, is the biggest opportunity to make a measureable difference to the bottom line. Mike Webb uses clear thinking and layman's terms to show how sales and marketing can be managed, grown and expanded by incorporating the basics of Six Sigma thinking: fact-based decision making and a focus on the customer's actions. The result is sales and marketing programs that stick, selling methods that produce and customer relationships that endure. |
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A reader (MSL quote), USA
<2007-06-27 00:00>
As a sales and marketing teacher I can say it with confidence. This is a must have book in any marketing and sales personal library.
It makes clear that sales and markeitng are processes and, as processes, they can be measured and improved. I 'will not discuss if the methodology presented works or not, because I believe that any method will, some way or another, improve a process. The important thing is teorical foundation that this book bring to sales and marketing.
I lost my first one, and bought it again. |
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Kenneth (MSL quote), USA
<2007-06-27 00:00>
I found this book invaluable. As a brand marketing consultant I face a barrage of misguided engineers and production minded individual who deam marketing as puffery. This book provided me a greater insight in turning these folks into marketing partners. Engineers and marketing consultants have more in common than they know - Sales & Marketing the Six Signa Way identifies how these two can and should come closer together to seek and implement the voice of the customer in establishing and marketing superior customer value. |
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1 Total 1 pages 5 items |
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