Introduction to sales process improvement : gaining more of the right customers at higher margins and lower costs with lean and six sigma

By: Webb, Michael JMaterial type: TextTextPublication details: Norcross, GA : Sales Performance Consultants, Inc., ©2005Description: 182 pages : illustrationsISBN: 9780977107209; 0977107205 Subject(s): Marketing -- ManagementDDC classification: 658.8102
Contents:
pt. 1. Foundations for getting better results -- . ch. 1. What is sales process improvement? -- ch. 2. What value does your business really create? -- . ch. 3. The marketing and selling landscape -- pt. 2. How should you design your sales process? -- ch. 4. Define customer value -- ch. 5. Compel people to act -- ch. 6. Measure for cause and manage for effect -- pt. 3. The fool-proof path to improving results -- ch. 7. Introduction to six sigma process improvement -- ch. 8. Leading the organization through results --
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Item type Current library Collection Call number Status Date due Barcode Item holds
Reference Books Reference Books Main Library
Reference 		Reference 658.8102 WEB (Browse shelf(Opens below)) Available 011128
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pt. 1. Foundations for getting better results --
. ch. 1. What is sales process improvement? --
ch. 2. What value does your business really create? --
. ch. 3. The marketing and selling landscape --
pt. 2. How should you design your sales process? --
ch. 4. Define customer value --
ch. 5. Compel people to act --
ch. 6. Measure for cause and manage for effect --
pt. 3. The fool-proof path to improving results --
ch. 7. Introduction to six sigma process improvement --
ch. 8. Leading the organization through results --

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