8. Marketing and Sales
• TOC Approach to Marketing and Sales for Services
• Impact of Marketing and Sales for Services
• Summary
• Endnotes
It's common knowledge that marketing leads customers to want certain products or services, and then sales close the deals. Of course, the more compelling the offers created by marketing, the stronger sales can be. As you might expect by now, however, Theory of Constraints (TOC) brings a different perspective on what constitutes attractive offers and what impedes sales.
Despite the apparent emphasis that TOC places on managing internal constraints, at least two out of three companies actually have ...
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