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The Cash Machine: Using the Theory of Constraints for Sales Management Paperback – July 15, 2004

3.9 out of 5 stars 12 customer reviews

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Editorial Reviews

About the Author

Alex Klarman, Ph.D., JONAH's JONAH, and holds TOCICO certifications in Production and Supply Chain, Performance Measurement, Critical Chain, Strategy and Tactics, and Thinking Processes. He is the President of Question Mark Ltd. and Goldratt Institute (Israel), which advance the use of TOC to make it the standard managerial approach in Israel. He has also led numerous successful applications of TOC in US, Europe and Asia. Richard Klapholz, M.B.A., is a veteran marketing, sales and customer support manager of high technology production equipment on the global scene. He currently serves as a Corporate VP and President of the PCB Division, Orbotech Ltd. Previously, he has held similar positions on the international market; all have focused on the direct sale and distribution of strategic, high-value capital equipment. He has successfully worked for Xerox, Dell and Scitex, in Europe, US and Far East.
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Product Details

  • Paperback: 164 pages
  • Publisher: North River Press (July 15, 2004)
  • Language: English
  • ISBN-10: 0884271773
  • ISBN-13: 978-0884271772
  • Product Dimensions: 6.2 x 0.4 x 8.8 inches
  • Shipping Weight: 4.8 ounces (View shipping rates and policies)
  • Average Customer Review: 3.9 out of 5 stars  See all reviews (12 customer reviews)
  • Amazon Best Sellers Rank: #1,188,642 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

By S. Dwek on November 6, 2004
Format: Paperback
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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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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Format: Paperback
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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This was a nice try to implement CCPM methods to sales management. You could interpret as budget buffer or even target buffer.
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.
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This book is about advanced sales management using Theory of Constraints. It is not about a better sales technique. Don't buy this unless you are thoroughly familiar with the Theory of Constraints. That said, it's an interesting application of ToC, but I didn't find the story (it's a business novel demonstrating the application of ToC to sales management) all that interesting or convincing.
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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 approach in SALES.
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