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Book Cover
E-book
Author Gillespie, Sean

Title Lean for Sales : Bringing the Science of Lean to the Art of Selling
Published Portland : CRC Press, 2016

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Description 1 online resource (196 pages)
Contents Front Cover; Contents; List of Illustrations; List of Tables; Preface; Authors; Chapter 1: Traditional Sales versus Lean Selling; Chapter 2: What Is Value? Lean Selling Principles; Chapter 3: The Lean Sales "Funnel" Framework Explained; Chapter 4: Combining the Art of Selling with the Science of Lean-Getting Started; Chapter 5: Client Capability Study and Identifying the Eight Deadly Forms of Lean Waste; Chapter 6: Getting to the Root Cause of a Client's Problem and Proposing the "To-Be" Process; Chapter 7: The Cascade Effect and the Lean Selling Balanced Scorecard
Chapter 8: How to Build a Time to Value PropositionChapter 9: Bringing It All Together with the Lean Selling Storyboard; Chapter 10: Conclusion and a Call to Action; Back Cover
Summary Providing sales professionals and their management teams with a structured, fact-based approach to boosting sales close rates and delivering improved business value to customers, this book outlines an innovative and proven approach to creating a common language with your customers that is based on waste elimination, root cause analysis, and time to value. -- Edited summary from book
Bibliography Includes bibliographical references at the end of each chapters
Notes Print version record
Subject Selling.
Sales promotion.
Quality assurance.
selling.
BUSINESS & ECONOMICS -- Industrial Management.
BUSINESS & ECONOMICS -- Management.
BUSINESS & ECONOMICS -- Management Science.
BUSINESS & ECONOMICS -- Organizational Behavior.
Quality assurance
Sales promotion
Selling
Form Electronic book
Author Testani, Sr., Michael V
Ramakrishnan, Sreekanth
ISBN 9781482253153
1482253151