21-Less is More Applying the Flow Concepts to Sales

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McGraw Hill Professional, Apr 8, 2010 - Business & Economics - 1216 pages
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The definitive guide to the theory of constraints

In this authoritative volume, the world's top Theory of Constraints (TOC) experts reveal how to implement the ground-breaking management and improvement methodology developed by Dr. Eliyahu M. Goldratt. Theory of Constraints Handbook offers an in-depth examination of this revolutionary concept of bringing about global organization performance improvement by focusing on a few leverage points of the system. Clear explanations supplemented by examples and case studies define how the theory works, why it works, what issues are resolved, and what benefits accrue, and demonstrate how TOC can be applied to different industries and situations.

Theory of Constraints Handbook covers:

  • Critical Chain Project Management for realizing major improvements in delivering projects on time, to specification, and within budget
  • Drum-Buffer-Rope (DBR), Buffer Management, and distribution for maximizing throughput and minimizing flow time
  • Performance measures for applying Throughput Accounting to improve organizational performance
  • Strategy, marketing, and sales techniques designed to increase sales closing rates and Throughput
  • Thinking Processes for simple and complex environments
  • TOC methods to ensure that services actions support escalating demand for services while retaining financial viability
  • Integrating the TOC Thinking Processes, the Strategy and Tactic Tree, TOC measurements, the Five Focusing Steps of TOC, and Six Sigma as a system of tools for sustainable improvement
 

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Contents

Introduction
587
Improving Flow
588
Preventing Overproduction
589
Local Efficiencies Must Be Abolished
595
A Focusing Process Must Be in Place
597
Summary
598
Addendum
599
References
600
About the Authors
601
Copyright

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About the author (2010)

Mauricio Herman is presently CEO of a company that offers integrated product solutions from designs done to customer requirements, to packaging and display in retail stores. He has worked in various departments across his company, learning operations from the bottom up. Mr. Herman has completed the “Jonah” course in Theory of Constraints and has followed TOC concepts in areas of his business including Sales and Finance. He has coauthored a leading article on the application of TOC to the Sales Process, which formed the basis for this chapter. Rami Goldratt is the CEO of Goldratt Consulting—the front edge TOC consulting firm, funded and chaired by Dr. Eli Goldratt. Rami is recognized worldwide as a leading figure of the TOC Body of Knowledge. After serving as Goldratt Consulting head of development, Rami was appointed CEO. He was the CEO of SFSCo (Solutions for Sales Co.), the specialized supplier of Sales and Marketing experts for Viable Vision projects—a holistic solution based on TOC implemented with companies worldwide.

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