About “Sales and Marketing the Six Sigma Way”
Written by Michael J Webb with Tom Gorman
Released by Kaplan Publishing (formerly Dearborn Trade Publishing) Aug 1, 2006
Thousands of companies have generated hundreds of millions of dollars in productivity gains and bottom line savings by applying Six Sigma quality processes in manufacturing. Now, sales and marketing are achieving similar results by using those methods to reduce costs, shorten sales cycles, and help customers.
In Sales and Marketing the Six Sigma Way, sales and quality guru Michael Webb reveals how companies like Motorola, Standard Register, ServiceMaster, and Hong Kong Shanghai Bank apply the measurement-based principles of Six Sigma to boost results in sales and marketing.
In Sales and Marketing the Six Sigma Way, you will:
- Find out why “the usual fixes” for sales problems don’t work
- Meet executives who have used Six Sigma to improve marketing and sales results
- See the pitfalls that await the unwary when applying process improvement in sales
- Learn how to introduce Six Sigma to sale and marketing professionals
- Discover, through examples and cases, how to manage sales as a process
Web 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.
With his dual background in sales and marketing management and in qualtiy improvement, Webb speaks clearly to readers in both disciplines. This makes Sales and Marketing the Six Sigma Way the indispensable 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.
July 20, 2006