Description
Book SynopsisA resource for executives, managers, and consultants which distills a range of new improvement techniques down to six proven practices. It shows how to deploy these practices successfully in the sales and marketing departments often left untouched by a company's quality and improvement efforts.
Trade Review"At last, a comprehensive look at quality in the marketing function that combines both a conceptual perspective and the experience of successful managers. Sales and marketing executives will find reading this book well worth their time." --Joseph L. Orsini, Ph.D., professor of marketing and quality management, California State University, Sacramento
"For companies that look to their sales force for a sustainable competitive advantage and have chosen 'customer intimacy' as their discipline for market leadership -- this book is a must!" --David L. Leffler, senior vice president of sales, Century Furniture Industries
"The actual successes and lessons of senior executives, particularly those in sales or marketing, are well chronicled here. Stowell effectively provides recipes for designing and implementing improvements in the sales and marketing functions which have bottom-line implications far beyond those immediate areas. Enlightenment in readable form. A book you can't put down." --Gail Hunt Reeke, principal, Mogan Stanley Asset Management
"The author covers a vital area in quality management that has been long ignored. Not only those with day-to-day sales and marketing responsibilities but senior corporate management will benefit from reading Stowell's book." --George O. Trabue, past president, World Wide Sales, Eastman Chemical
"Those who have direct responsibility for sales and marketing organizations, as well as those who want more knowledge about best practices in these critical areas, will gain new and important insights from Dan Stowell's book." --Bernard F. Sergesketter, past vice president, Central Region, AT&T, and author of Quality is Personal
Table of Contents1. The Six Best Practices
2. Manage for Change
3. Listen to Customers
4. Focus on Process
5. Use Teams
6. Practice an Open Organization Culture
7. Apply Technology
8. Making it Happen
9. Conclusion
