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Cash Machine Using Theory of Constraints for Sales Management
 
 
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Cash Machine Using Theory of Constraints for Sales Management (Paperback)

~ Richard Klapholz (Author), Alex Klarman (Author)
4.6 out of 5 stars  See all reviews (7 customer reviews)
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Product Details

  • Paperback: 164 pages
  • Publisher: North River Press (October 2004)
  • Language: English
  • ISBN-10: 0884271773
  • ISBN-13: 978-0884271772
  • Product Dimensions: 8.7 x 5.9 x 0.6 inches
  • Shipping Weight: 4.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon.com Sales Rank: #512,188 in Books (See Bestsellers in Books)

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Customer Reviews

7 Reviews
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4.6 out of 5 stars (7 customer reviews)
 
 
 
 
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9 of 10 people found the following review helpful:
5.0 out of 5 stars An insight into a methodology for sales management, November 6, 2004
By S. Dwek (London, UK) - See all my reviews
(REAL NAME)   
I enjoyed this book as it teaches sales management in an easy to understand way, including a novel story line, and highlighting new methods such as:
- Theory of Constraint around the Ten Steps of Sale, thereby highlighting a systematic way to look at sales, and improve them by lifting 'bottlenecks'
- Specific steps to deal with the End-of-Quarter Syndrome and basically change the tempo of internal activities
- The fact that any activity in a company needs to be looked at from a broader perspective, rather than a narrow one, with the 'Prospect-to-Order Chain'.

I particulary enjoyed reading about the student syndrome and how to manager buffer time for any project. This will be helpful for any work or leisure activity.

Good insight!
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7 of 9 people found the following review helpful:
2.0 out of 5 stars TOC applied to sales -- great idea, weak presentation, September 1, 2006
By E. Allwein (Denver, CO USA) - See all my reviews
(REAL NAME)   
The authors clearly understand how Eli Goldratt's Theory of Constraints can be applied to sales management. However, they do a poor job of imitating the novelization that Goldratt engagingly offered in "The Goal".
The authors have constructed a plot that provides an adequate expositional framework, but the main character's facile, unexplored results may not prove persuasive to the uninitiated. Coupled with abrupt story transitions, uneven pacing and sloppy editing (missing verbs, oddly-constructed quotes), the result demonstrates that authors can understand their subject without having the tools to explain it well.
Get "The Cash Machine" for the useful information it contains, but don't expect "The Goal".
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2 of 2 people found the following review helpful:
5.0 out of 5 stars Just What I've Been Looking For, November 23, 2008
When reading The Goal, It's Not Luck and Dettmer's tome on TOC more than a decade ago, it was obvious that while TOC books in the time were mostly applied to manufacturing, it was clear it could be applicable in other aspects of business, and life. The tools were just as good as the concept.

Still, it is extremely refreshing and a relief to see TOC explicitly applied to a sales setting, as is done in The Cash Machine.

The book focuses on sales, but acknowledges how the processes for for other areas as well (engineering, customer service, etc.) and how they are all inter-related. It also shows how what would normally have been conceptually difficult to determine and apply could be eloquently formulized as the problem and henceforth solutions are made, particularly using the concepts of TOC and its related tools and concepts (Critical Chain comes into play with significant attention).

It would be ideal if the reader were already familiar with TOC (particularly having read The Goal and one of its succeeding books such as Critical Chain), though not necessary (even though the concepts may be a tad challenging to grasp for the uninitiated, it's not an absolute necessity).

I was concerned at first because of one of the reviews noting the storyline being bland, but that isn't the case at all, and though it may not be as gripping a story as the likes of the Borne Identity, that is absolutely not its point, and the story only complements the concepts in a way that the reader can appreciate its application in real life (albeit from a fictional story), and it succeeds in stellar fashion.

I had long wished for such a book for the various functions of a business, and this one is a splendidly executed, insightful teacher.
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Most Recent Customer Reviews

5.0 out of 5 stars Must Read
Great practical presentation of Goldratt's method. Plan to use this to manage our sales process going forward.
Published 10 months ago by Learner

5.0 out of 5 stars This is what TOC for business is all about
This book is one of the best on TOC and it's applications for business- yes THE GOAL is still the best in my eyes, but check out Goldratt's new book THE CHOICE, it's quite good... Read more
Published 12 months ago by Adam Post

5.0 out of 5 stars Cash machine
Best book on Theory of Constraints since "The Goal." I bought a copy for each of my managers and made this the topic of our last meeting.
Published on January 3, 2007 by John King

5.0 out of 5 stars Cash Machine Using Theory of Constraints for Sales Management
Great book!, a novel that show a practical way to use a TOC strategy in MKT & Sales. If you are on TOC, you know its effects on operations, now this books guide you in an... Read more
Published on October 7, 2005 by Juan A. Cisneros Martinez

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