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Sales and Marketing the Six Sigma Way

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Creators: Michael Webb, Tom Gorman
Publisher: Kaplan Business
Category: Book

List Price: ~~$27.00~~
Buy Used: $10.31
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Media: Hardcover
Number Of Items: 1
Pages: 298
Shipping Weight (lbs): 1.3
Dimensions (in): 8.9 x 5.9 x 1.2

ISBN: 1419521500
Dewey Decimal Number: 658.802
EAN: 9781419521508
ASIN: 1419521500

Publication Date: August 1, 2006
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: In stock - Immediate despatch from an efficient and professional leading British bookselling firm.

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Editorial Reviews:

Product Description
divQuality management. Process mapping. Speed to production. In the past 50 years, a rigorous, measurement-based methodology called Six Sigma has brought production management to previously unimaginable levels of success and sophistication. Top corporations such as Motorola and GE have built their reputations, products, and revenues using this approach. Indeed, Six Sigma has found widespread application in every significant industry and business#8212;except marketing and sales. /divdiv /divdivIn iSales and Marketing the Six Sigma Way/i, sales and quality guru Michael Webb shows how to blend marketing and sales efforts with the cutting-edge methods of Six Sigma to boost their bottom lines. With Webb#8217;s book as a guide, readers learn to engineer rapid routes to customer value, accurately predict future revenue, and ensure return on investment for their projects. /divdiv /divdivIn iSales and Marketing the Six Sigma Way,/i you will: /divdiv* Find out why "the usual fixes" for sales problems don't work/divdiv* Meet executives who have used Six Sigma to imrpove marketing and sales results /divdiv* See the pitfalls that await the unwary when applying process improvement in sales /divdiv* Learn how to introduce Six Sigma to sales and marketing professionals/divdiv* Discover through examples and cases how to manage sales as a process/divdiv /divdivWebb walks readers through several Six Sigma sales and marketing projects from start to finish, highlighting the tools, decisions, and results that made them successful. He shows the practical methods managers use to translate process improvement principles to the human world of selling and marketing./divdiv /divdivWith his dual background in sales and marketing management and in quality improvement, Webb speaks clearly to readers in both disciplines. This makes iSales and Marketing the Six Sigma Way/i the indispensible guide for sales and marketing professionals who want to excel in today's business environment, and for quality improvement experts who want to help them. /divdiv /div

Customer Reviews: Read 14 more reviews...

5 out of 5 stars

Data-driven Process Improvement July 1, 2008
1 out of 1 found this review helpful

Sales and Marketing the Six Sigma Way is a great conceptual introduction to Six Sigma.br /br /Six Sigma is most known as a quality control system for reducing manufacturing defects at companies such as Motorola and General Electric. This book explains how it can also be used to improve processes in marketing, sales, and customer service. The author emphasizes the importance of delivering value to both the company and the customer. br /br /The five steps of Six Sigma are Define, Measure, Analyze, Improve, Control (DMAIC). By analyzing data, you can identify causes of problems, and thus fix them. It's all about making decisions based on data, rather than assumptions. br /br /Additional tools include voice of the customer, SIPOC diagrams (suppliers, inputs, process, outputs, customers), and value mapping.br /br /The author also mentions Lean, another quality system used by Toyota. I've added The Toyota Way to my reading list.br /

2 out of 5 stars

Nothing new in this book! February 8, 2008
0 out of 2 found this review helpful

The book could have provided more examples of the practical use in Sales and Marketing. In addition, there should have been more of an alignment between the Six Sigma methodology and outcome. Nothing new in this book!

5 out of 5 stars

Excellent understanding of the Sales and Marketing process January 8, 2008
This book is a must read for people involved with these processes (or live with the results!). Michael understands the process and pitfalls and can help you improve your organizations performance. This book should be reread at least yearly and will pay for itself many times over.br /

5 out of 5 stars

Exceptional book for improving results October 13, 2007
Whether you call it six-sigma, kaizen, lean or TQM, the concept has had a revolutionary impact in manufacturing, propelling, for example, Toyota to the top. It turns out the same basic concepts powerfully apply to sales and marketing. This book details how in a very readable manner. Webb shows us how to make sales and marketing into a process that systematically can be improved. Very insightful examples. Right now most sales and marketing decisions are made on hunch. This book helps us make them on the basis of fact. I strongly recommend it. It presents good idea after good idea.

5 out of 5 stars

A Must Read for CEOs Tired of Same Old Sales Excuses August 16, 2007
This book tackles the central marketing problem of our time ....too many suspects, and an ever dwindling number of qualified prospects. Mr. Webb untangles this problem and then shows you how to design a selling system to be an ever improving "machine". A fun read with lots of how-to and examples.

Copyright 2007 White Hat Communications.
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