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The Cash Machine: Using the Theory of Constraints for Sales Management Paperback – July 15, 2004
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- 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.
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.
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".
This is a strong view since you could imagine the same scenario for different aspects (eg. I am planning to track my son's study before local SAT exams).
Novel covers different aspects of business and personal relationships as well.
This is a similar view of cash-to-cach cycle, close to lean approach.
Most Recent Customer Reviews
I was happy with the quality of the book but I needed it for school and it took at least two weeks to get here. Read morePublished on September 21, 2013 by Natalie
I read this book for work, and the TOC concepts are certainly applicable. However, the book is so poorly written, around a constructed little story, that it was almost impossible... Read morePublished on August 1, 2013 by genevieveea
As I have written in other reviews I enjoy reading the business novels to learn new concepts. The Cash Machine is a book that incorporates the Theory of Constraints with Sales... Read morePublished on January 28, 2011 by K. Newcomer
Great practical presentation of Goldratt's method. Plan to use this to manage our sales process going forward.Published on January 7, 2009 by Learner
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 morePublished on November 2, 2008 by Adam Post