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