Applying Total Quality to Sales
Cas Welch, Pete GeisslerISBN: 0873892836;
Written for every salesperson, manager, or executive who is concerned and motivated to improve the effectiveness of sales, marketing, and quality functions, Applying Total Quality to Sales demonstrates how to apply the principles and techniques of total quality management to the sales process and bring TQM to the realities of daily operations. Five companies are highlighted in case studies to show how they have gained competitive advantage and improved their sales processes by implementing the quality improvement precepts introduced in the authors' first book. This concise book offers practical tips on: managing, monitoring, and controlling the total quality sales process for profitable success; establishing a wide quality perspective based on the real-world experiences of five diverse organizations; measuring and lowering the total cost of the sales function with industry specific examples.
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