Sales Process Engineering: A Personal Workshop [Hardcover]

Paul H. Selden (Author)

Book Description

Publication Date: November 1996 | ISBN-10: 0873894189 | ISBN-13: 978-0873894180

This revolutionary new book for the sales and marketing profession shows how to apply the successful principles of process and quality improvement to the entire sales process - from marketing to sales to customer service - in a way that is fun and easy to understand. Sales Process Engineering is an outstanding guide to better equip sales professionals to work more effectively with external customers while engineering personal success. Written as a unique, three-person narrative, you'll feel as if you are participating in a lively and insightful three-day workshop. This entertaining style is straightforward, practical, and introduces 12 well-tested process problem-solving tools and a variety of relevant principles. Concepts such as TQM, behavioral psychology, continuous improvement, just-in-time, and the Theory of Constraints are directly applies to the sales and marketing arena. The author also shares his recent interview with Dr. J. M. Juran. An extremely valuable, comprehensive book, Sales Process Engineering is a magnificent introduction to ideas and principles that might otherwise take years to learn.

Editorial Reviews

Review

As usual, Dr. Selden's material is comprehensive. It is always a pleasure to read his material. It opens new avenues of how we can change the way our salespeople sell, the way our company sells to its customers, and serves as a checkup as to how our entire sales process works. -- Alan Rowley, Sales Operations Manager, Shepherd's McGraw-Hill, October, 1996

Companies that attempt to apply principles of quality engineering and process improvement often have a problem because most of the literature emphasizes manufacturing problems and doesn't cover sales and marketing. With Sales Process Engineering, that gap has been remedied. -- John Deming, Principal, Deming Consulting, December 1996

Having worked both inside a Fortune 500 company and now as owner of my own business. I can say that the principles Paul Selden has put together are just as applicable for the small company, or the individual, as they are for large firms. Sales Process Engineering ties together ties together a lot of conceptual and factual information in an easy-to-digest form. -- Rick Kehr, General Manager, Pres Kool Chevrolet, September 1996

In my job I am always looking for ways to improve the sales process. Paul Selden is a pioneer in evaluating sales as a process. I recommend Sales Process Engineering to anyone who wants to improve their sales process, whether they be in sales, marketing, or customer service. -- Sean Mohan, Project Leader, Watlow Electric Manufacturing Company, November 1996

My research has taken me in search of the most effective sales principles all over the globe. This is one of the nicest collections of sales process improvement tools I've seen. -- Derwin Fox, Senior VP, Learning International, December 1996

Sales Process Engineering launches a whole new way of looking at the sales process. This is the first book I've seen to connect the sales and marketing professional with modern schools of thought in process engineering - translated into their own languages. -- Rick Newhauser, Chairman, Richard Allan Medical, October, 1996

From the Publisher

Paul H. Selden, Ph.D., CQE, has worked in sales process improvement and automation since the mid-eighties, implementing systems with Ford Motor Company, Lederle Laboratories, Frito-Lay, Nalco Chemical, Helene Curtis, Pharmacia & Upjohn, Gordon Foods, Ortho Pharmaceutical, Kemper, and many others. Paul regularly speaks and trains at national conferences, and often helps companies, such as GE Capital, update their current sales training programs to take into account the latest advancements in process improvement and technology. His company is a three time recipient of Ford Motor Company's Marketing Excellence Award.

Product Details

• Hardcover: 310 pages
• Publisher: Amer Society for Quality (November 1996)
• Language: English
• ISBN-10: 0873894189
• ISBN-13: 978-0873894180
• Product Dimensions: 9.2 x 8.1 x 1.1 inches
• Shipping Weight: 1.9 pounds
• Amazon Best Sellers Rank: #1,283,682 in Books (See Top 100 in Books)

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