Applying the Science of Six Sigma to the Art of Sales and Marketing [Paperback]

Michael J. Pestorius (Author)

Book Description

Publication Date: November 7, 2006

Six Sigma is a highly flexible methodology and tool set, but few practitioners have successfully transferred the early successes Six Sigma enjoyed in manufacturing to sales and marketing. The opportunities to use it exist, but the expertise on how to apply it is lacking. This book provides step by step instructions on how to use data and measures to tackle common business challenges. An analysis of the territory planning process provides tools and techniques to improve the effectiveness of sales forces that suboptimize their efforts by calling on the wrong customers. It shows sales leadership how to use readily available data to ensure that the "right" customers are receiving the attention they need. It also quantifies the real cost of spending time with customers that are not improving the bottom line. A historical analysis of promotions takes the guesswork out of developing future sales campaigns. It does this by taking the time to define a specific goal and developing metrics that will allow side by side comparisons of past promotions. Once armed with this knowledge, future promotions stand a greater chance of achieving their goals. Other chapters cover projects on improving product launch sales, improving the effectiveness of the sales rep/sales manager field ride process, and sale representative hiring profiles. Contents: Introduction Chapter 1 The Evolution of Six Sigma Chapter 2 The Myth that Six Sigma is Only for Manufacturing Chapter 3 Sales Representative Hiring Profile Chapter 4 New Product Sales Chapter 5 Sales Representative Competency Chapter 6 The Field Visit Process Chapter 7 Sales Territory Planning Chapter 8 Product Promotions Chapter 9 Conclusion Glossary

Editorial Reviews

About the Author

Michael J. Pestorius is currently Associate Vice President of Six Sigma for a large pharmaceutical company. He is responsible for the launch and integration of Six Sigma into the $35 billion company. Previously, he held Six Sigma leadership positions at Johnson and Johnson and General Electric, and was a sales representative in the electrical, medical and aviation industries. He holds a BS from the U.S. Naval Academy and an MBA from Marquette University.

Product Details

• Paperback: 150 pages
• Publisher: ASQ Quality Press; 1st edition (November 7, 2006)
• Language: English
• ISBN-10: 0873896963
• ISBN-13: 978-0873896962
• Product Dimensions: 8.8 x 6 x 0.5 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 3.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #1,308,745 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

5.0 out of 5 stars Helpful for physicians, September 4, 2009

By 

"Doc" "Doc" (USA) - See all my reviews

This review is from: Applying the Science of Six Sigma to the Art of Sales and Marketing (Paperback)

As a director of research for a medical department I wanted to address improving processes. This was a useful introduction and the healthcare related examples helped me begin to apply this at my institution.

0 of 3 people found the following review helpful:

1.0 out of 5 stars Applying the Science of SIX SIGMA to the art of SALES & MARKETING, January 17, 2008

By 

Brian Johnston Valeant Ltd "BrianJ" (Montreal, Canada) - See all my reviews
(REAL NAME)   

This review is from: Applying the Science of Six Sigma to the Art of Sales and Marketing (Paperback)

I was dissatisfied with the book as it dealt with non scientific or healthcare industries.

The fact the author came from Johnson & Johnson prompted me to purchase.

My focus is still to educate myself in the more intricate applications if Lean Six Sigma in marketing and probably sales.

Best BrianJ