Sales, marketing, and continuous improvement : six best practices to achieve revenue growth and increase customer loyalty
著者
書誌事項
Sales, marketing, and continuous improvement : six best practices to achieve revenue growth and increase customer loyalty
（The Jossey-Bass business & management series）
Jossey-Bass, c1997
1st ed
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注記
Includes bibliographical references(p. 275-276) and index
内容説明・目次
内容説明
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.
目次
1. 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
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