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Sales, Marketing, and Continuous Improvement: Six Best Practices to Achieve Revenue Growth and Increase Customer Loyalty (Jossey-Bass Business & Management Series) - Hardcover

Stowell, Daniel M.

 
9780787908577: Sales, Marketing, and Continuous Improvement: Six Best Practices to Achieve Revenue Growth and Increase Customer Loyalty (Jossey-Bass Business & Management Series)
Hardcover
ISBN 10: 0787908576 ISBN 13: 9780787908577
Verlag: Jossey-Bass, 1997

Inhaltsangabe

Make the most of sales and marketing

Those who have direct responsibility for sales and marketing organizations, as well as those who want more knowledge about the best practices in these critical areas, will gain new and important insights from Dan Stowell's book.
-- Bernard F. Sergesketter, vice president (retired), AT&T

Forget the old-school approach to Sales and Marketing. These six winning practices put those departments back on par with the rest of the modern business world, and opens the door to higher profits.

Based on studies in more than sixty companies -- many of them winners of the prestigious Malcolm Baldridge National Quality Award -- this resource spotlights six reliable, results-generating improvement techniques, and shows how to deploy them successfully in the sales and marketing departments of any organization. The author describes each winning practice in detail, explains how each applies to sales and marketing, and provides illuminating examples of how Texas Instruments, Federal Express, Xerox and many other equally successful but less well known companies have applied the six practices in their organizations. Includes practical guidance for avoiding common pitfalls, along with an action plan for implementation.

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Über die Autorin bzw. den Autor

DANIEL M. STOWELL is president of D.M. Stowell & Company and provides consulting, training, facilitation, research, and project management services in the areas of sales, marketing and quality. Stowell also draws on his 26 years of experience with the IBM Corporation, where he held management positions in Sales, marketing, and quality improvement. he has contributed to such publications as Quality Progress and Quality Digest, an is an active member of the American Society for Quality Control and The American Marketing Association. He lives in Southbury, Connecticut.

Von der hinteren Coverseite

Forget the old school approach to Sales and Marketing. Six winning practices puts these departments back on par with the rest of the modern business world, opening the door to higher profits.Based on interviews with individuals in more than 60 companies -- many of them winners of the prestigious Malcolm Baldridge National Quality Award -- this resource for executives, managers, and consultants distills a range of new improvement techniques and technologies down to six proven practices. Stowell shows how to deploy these practices successfully in the sales and marketing departments often left untouched by a company's quality and continuous improvement efforts.

Aus dem Klappentext

Although a variety of innovative quality and continuous improvement efforts have become standard in the manufacturing and operations sectors of competitive contemporary businesses, these practices and technologies often fail to take root in the sales and marketing departments.In this straightforward, example-filled guide, quality improvement expert Daniel M. Stowell reminds change agents that improvement processes cannot achieve their full potential if they do not encompass sales and marketing.Stowell studied the practices of companies whose organization-wide improvement efforts resulted in high customer loyalty and employee satisfaction, strong growth and profits, and increased shareholder wealth. He found that the most widely and successfully used approaches to continuous improvement encompass six basic practices.Sales, Marketing, and Continuous Improvement describes each winning practice in detail, explains how each applies to sales and marketing, and provides illuminating examples of how Texas Instruments, Federal Express, General Electric, Xerox, Motorola, and many other equally successful but less well known companies have applied the six practices to their organization. Also sharing real-world examples of failed or disappointing change efforts, author Stowell offers practical guidance for avoiding common pitfalls.Featuring an action plan for implementing the six practices, and for instilling a culture of continuous improvement, this is a one-of-a-kind, hand-on guide for executives, managers, and consultants who want to reap the benefits of quality and continuous improvement initiatives in their sales and marketing functions.

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Verlag
Jossey-Bass
Erscheinungsdatum
1997
Sprache
Englisch
ISBN 10 
0787908576
ISBN 13 
9780787908577
Einband
Gebundene Ausgabe
Auflage
1
Anzahl der Seiten
306
Kontakt zum Hersteller
Wiley-VCH GmbH
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