Lean for sales : bringing the science of lean to the art of selling
Seán Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan, PhD
| Year of publication: |
[2016]
|
|---|---|
| Authors: | Gillespie, Seán ; Testani, Michael V. <Sr> ; Ramakrishnan, Sreekanth |
| Publisher: |
Boca Raton : CRC Press |
| Subject: | Lean Management | Lean management | Verkauf | Selling | Verkaufsverhalten | Sales behaviour | B-to-B-Marketing | Business-to-business marketing |
| Description of contents: | Table of Contents [gbv.de] |
| Extent: | xxi, 175 Seiten Illustrationen |
|---|---|
| Series: | |
| Type of publication: | Book / Working Paper |
| Type of publication (narrower categories): | Ratgeber ; Guidebook |
| Language: | English |
| Notes: | Includes bibliographical references and index Traditional sales versus lean selling -- What is value; lean selling principles -- The lean selling "funnel" process explained -- Combining the art of selling with the science of lean -- Client capability study and identifying the 8 deadly forms of lean waste -- Getting to the root cause of a client's problem and proposing the "to-be" process -- Cascade effect and lean selling balanced scorecard -- How to build a time to value proposition -- Bringing it all together with the lean selling storyboard -- Conclusion&a call to action -- Index |
| ISBN: | 978-1-4822-5314-6 |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10011458687