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Applying the Science of Six Sigma to the Art of Sales and Marketing (e-book)
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Applying the Science of Six Sigma to the Art of Sales and Marketing (e-book)

Michael J. Pestorius

PDF, 136 pages, Published 2006
ISBN: 978-0-87389-696-2
Item Number: E1280

Member Price: $5.00

List Price: $5.00
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  • Service
  • Sales
  • Six Sigma
  • marketing
  • sales


Six Sigma is a highly flexible methodology and tool set, but few practitioners have successfully transferred the early successes Six Sigma enjoyed in manufacturing to sales and marketing. The opportunities to use it exist, but the expertise on how to apply it is lacking.

This book provides step-by-step instructions on how to use Six Sigma tools to tackle common business challenges. An analysis of the territory planning process provides tools and techniques to improve the effectiveness of sales forces that suboptimize their efforts by calling on the wrong customers. It shows sales leadership how to use readily available data to ensure that the “right” customers are receiving the attention they need. It also quantifies the real cost of spending time with customers that are not improving the bottom line. Other chapters cover projects on improving product launch sales, improving the effectiveness of the sales rep/sales manager field ride process, and sales representative hiring profiles.

After reading this book, those in sales will be able to quickly apply concepts from this book to improve their own or their organization’s performance – regardless of their product or service.