- Spiral-bound: 22 pages
- Publisher: Systematic Selling, Inc. (July 9, 2003)
- ISBN-10: 097737520X
- ISBN-13: 978-0977375202
- Package Dimensions: 11 x 9 x 0.2 inches
- Shipping Weight: 4 ounces (View shipping rates and policies)
- Average Customer Review: Be the first to review this item
- Amazon Best Sellers Rank: #16,069,836 in Books (See Top 100 in Books)
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Systematic Selling: Process Map Portfolio Spiral-bound – July 9, 2003
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Spiral-bound, July 9, 2003
“…gave us a valuable jump-start to our sales process mapping efforts.” --Paul Auchincloss, Nextel-Sprint University
“A perfect place to begin a Six Sigma or other sales/marketing/customer service improvement project.” --Donald E. Rodda, Strategic Engineering Manager, Cook, Inc.
About the Author
George began his career with the Hewlett Packard Company in 1978, eventually being promoted into the position of District Sales Manager. With customers like Kodak, AT&T, Allen Bradley, Honeywell, and ITT, his target marketplace at HP resembled a Fortune 500 "Who's Who.” George received the ultimate recognition for his achievements at HP when he was awarded HP’s President's Club Award for Excellence in Sales Management. After leaving HP, George became a Certified Quality Auditor and authored two ground breaking books, Sales Productivity Measurement, and The Sales Quality Audit. A recognized leader, the American Productivity and Quality Center selected George as their subject matter expert for the 6-month bench marking project: "Maximizing Sales Force Effectiveness." Active in building the profession, he chaired the ASQ sponsored Sales Performance Improvement Forum and was a founding member of the Sales Automation Association's Chicago chapter. George earned a B.S. in Electrical Engineering from Purdue University.
Paul has worked in sales training, process improvement, and automation since 1978, helping to implement major systems at Ford Motor Company, Lederle Laboratories, Frito-Lay, Gordon Foods, Kemper and Pfizer, among others. His work in applying Six Sigma to the sales process culminated in working with both AlliedSignal/Honeywell and General Electric, developing programs specifically geared to their sales and marketing personnel. He has worked with Development Dimensions Intl. on its Targeted Selection program, and five of his programs have been licensed by Learning International (now AchieveGlobal), the well-known sales training firm. Paul is author of several books, including the Guide to Implementing Sales Automation and Sales Process Engineering, and founder of the non-profit Customer Relationship Management Assn. He is CEO of The Paul Selden Companies, Inc., Performance Management, Inc. and CE Innovations, Inc. Paul’s M.A. focusing on instructional design, and! his Ph.D. in behavioral psychology, are from Western Michigan University.
Fred Burton is a veteran in the field, with over 25 years of hands-on experience in sales and marketing management with hardware, software, and services companies. Throughout his career, Fred distinguished himself by building and leading sales organizations that have far exceeded their performance targets. Fred was most recently a Senior Vice President of OnTarget, Inc., the noted sales training firm acquired by Siebel, where he managed senior consultants as well as key accounts. He has held sales executive positions in three Fortune 100 companies: Bell Atlantic, ADP and Unisys (Burroughs). Fred graduated with a B.B.A. in Marketing from Georgia State University. He is the Managing Partner for Starlite Development, LLC., a real estate concept development firm.
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