Theory of Profound Knowledge

Edwards Deming’s four interrelated principles comprising the foundations of his approach to scientific management. He introduced them in “The New Economics” (MIT, 1994, Chapter 4, pg 92). They are well described in “The Improvement Guide, 2nd Edition” (Jossey-Bass, 2009), Chapter 4, pg 76):

• Appreciation for a system
• Understanding variation
• Building knowledge
• Human side of change

A description of these as they relate to Sales Process Excellence is contained in Chapter 2.