Item Details

Print View

Lean for Sales: Bringing the Science of Lean to the Art of Selling

Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan
Format
Book
Published
Boca Raton, FL : CRC Press, 2016.
Edition
1 Edition
Language
English
ISBN
9781482253146 (alk. paper)
Contents
  • 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.
Description
pages cm
Notes
Includes bibliographical references and index.
Technical Details
  • Staff View

    LEADER 01850nam a22004098i 4500
    001 u6721245
    003 SIRSI
    005 20160203154002.0
    008 160129s2016 flu b 001 0 eng
    010
      
      
    a| 2015050249
    020
      
      
    a| 9781482253146 (alk. paper)
    040
      
      
    a| DLC b| eng e| rda c| DLC
    042
      
      
    a| pcc
    050
    0
    0
    a| HF5438 b| .G57 2016
    082
    0
    0
    a| 658.8/101 2| 23
    100
    1
      
    a| Gillespie, Sean, e| author.
    245
    1
    0
    a| Lean for sales : b| bringing the science of lean to the art of selling / c| Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan.
    250
      
      
    a| 1 Edition.
    263
      
      
    a| 1603
    264
      
    1
    a| Boca Raton, FL : b| CRC Press, c| 2016.
    300
      
      
    a| pages cm
    336
      
      
    a| text 2| rdacontent
    337
      
      
    a| unmediated 2| rdamedia
    338
      
      
    a| volume 2| rdacarrier
    504
      
      
    a| Includes bibliographical references and index.
    505
    0
      
    a| 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.
    650
      
    0
    a| Selling.
    650
      
    0
    a| Sales promotion.
    650
      
    0
    a| Quality assurance.
    700
    1
      
    a| Testani, Michael V. c| Sr., e| author.
    700
    1
      
    a| Ramakrishnan, Sreekanth, e| author.
    911
      
      
    a| 9781482253146
    949
      
      
    h| AL-PPDA
    999
      
      
    a| HF5438 .G57 2016 w| LC i| 6721245-1001 l| NOTORDERED m| ALDERMAN t| BOOK
    999
      
      
    a| HF5438 .G57 2016 w| LC i| 6721245-1002 l| NOTORDERED m| ALDERMAN t| BOOK
▾See more
▴See less

Availability

Google Preview

Google Books Preview
Library Location Map Availability Call Number
Alderman Available to Order N/A Available to Order
Alderman Available to Order N/A Available to Order
Learn more about Available to Order items.