17 - Problems of Traditional Strategy, Marketing, Sales

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McGraw Hill Professional, Apr 8, 2010 - Business & Economics - 1216 pages
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
501
Theories of Business Strategy
503
Marketing and Strategy
508
Sales and Strategy
510
TOC Contributions
514
References
515
About the Author
518
Copyright

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About the author (2010)

Marjorie J. Cooper, Ph.D., Jonah holds TOCICO certifications in Fundamentals, Supply Chain Logistics, Thinking Processes, Finance and Measures, and Business Strategy. Dr. Cooper is Professor of Marketing at Baylor University in Waco, Texas and has more than one hundred publications as academic and practitioner articles, chapters, and books.

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