A research agenda for value stream mapping the sales process

Journal of Personal Selling and Sales Management

Volumn 28, Issue 2, 2008, Pages 155-165

  Barber, Clifford S ^a   Tietje, Brian C ^a  

^a CALIFORNIA POLYTECHNIC STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 43849084667     PISSN: 08853134     EISSN: None     Source Type: Journal    
DOI: 10.2753/PSS0885-3134280204     Document Type: Article

References (24)

1. Blankenmeier, Bill (1994), "Quality Management: What's in It for Sales?" Quality, 33 (4), 26-31.
2. Calabro, Sara (2004), "Selling by Numbers," Sales and Marketing Management, 156 (12), 30-34.
3. Christopher, Martin, and John Gattorna (2005), "Supply Chain Cost Management and Value-Based Pricing," Industrial Marketing Management, 34 (2), 115-121.
4. Dunn, Dan T., Jr., and Claude A. Thomas (1986), "Strategy for Systems Sellers: A Grid Approach," Journal of Personal Selling & Sales Management, 6, 2 (August), 1-9.
5. Erffmeyer, Robert C., and Dale A. Johnson (2001), "An Exploratory Study of Sales Force Automation Practices: Expectations and Realities," Journal of Personal Selling Sales Management, 21 (Spring), 167-175.
6. Guaspari, John (2001), "Six Sigma for Sales," Across the Board, 38 (5), 67-68.
7. Hannaford, William J. (1976), "Systems Selling-Problems and Benefits for Buyers and Sellers," Industrial Marketing Management, 5 (2-3), 139-145.
8. Hunter, Gary K., and William D. Perreault, Jr. (2007), "Making Sales Technology Effective," Journal of Marketing, 71 (1), 16-34.
9. Keyte, Beau, and Drew Locher (2004), The Complete Lean Enterprise: Value Stream Mapping for Administrative and Office Processes, New York: Productivity Press.
10. Lunsford, J. Lynn (2007), "High Design: Boeing Lets Airlines Browse," Wall Street Journal (February 14), B1.
11. Manos, Tony (2006), "Value Stream Mapping - An Introduction," Quality Progress, 39 (6), 64-69.
12. Moncrief, William C., and Greg W. Marshall (2005), "The Evolution of the Seven Steps of Selling," Industrial Marketing Management, 34 (1), 13-22.
13. Moncrief, William C., and Felicia G. Lassk (2006), "A Contemporary Taxonomy of Sales Positions," Journal of Personal Selling & Sales Management, 26, 1 (Winter), 55-65.
14. Pilling, Bruce K., Naveen Donthu, and Steve Henson (1999), "Accounting for the Impact of Territory Characteristics on Sales Performance: Relative Efficiency as a Measure of Salesperson Performance," Journal of Personal Selling & Sales Management, 14, 2 (Spring), 35-45.
15. Rother, Mike, and John Shook (2003), Learning to See: Value-Stream Mapping to Create Value and Eliminate Muda, Brookline, MA: Lean Enterprise Institute.
16. Selden, Paul H. (1996), Sales Process Engineering: A Personal Workshop, Milwaukee, WI: ASQC Quality Press.
17. Selden, Paul H. (2000), "The Power of Quality Thinking in Sales and Management," Quality Progress, 33 (11), 58-64.
18. Vargo, Stephen L., and Robert F. Lusch (2004), "Evolving to a New Dominant Logic for Marketing," Journal of Marketing, 68 (January), 1-17.
19. Weilbaker, Dan C., and Kenneth Crocker (2004), "Six Sigma and Personal Selling: Potential Research Areas," paper presented at the National Conference on Sales Management, Reno, NV, April 16.
20. Welch, Cas, and Pete Geissler (1995), Applying Total Quality to Sales, Milwaukee, WI: ASQC Quality Press.
21. Womack, James P., and Daniel T. Jones (2003), Lean Thinking, New York: Free Press.
22. Womack, James P., and Daniel T. Jones (2005), Lean Solutions, New York: Free Press.
23. Womack, James P., and Danie Roos (1990), The Machine That Changed the World, New York: HarperCollins.
24. Zoltners, Andris A., and Sally E. Lorimer (2000), "Sales Territory Alignment: An Overlooked Productivity Tool," Journal of Personal Selling & Sales Management, 20, 3 (Summer), 139-150.