The Cash Machine: Using the Theory of Constraints for Sales Management

By Richard Klapholz and Alex Klarman

Book Overview

Book annotation not available for this title.Title: Cash Machine Using Theory of Constraints for Sales ManagementAuthor: Klapholz, RichardPublisher: North River PrPublication Date: 2004/10/01Number of... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0884271773
• ISBN13: 9780884271772
• Release Date: January 2004
• Publisher: North River Press
• Length: 164 Pages
• Weight: 0.65 lbs.
• Dimensions: 0.5" x 6.2" x 8.8"

Customer Reviews

Must Read

Great practical presentation of Goldratt's method. Plan to use this to manage our sales process going forward.

Just What I've Been Looking For

When reading The Goal, It's Not Luck and Dettmer's tome on TOC more than a decade ago, it was obvious that while TOC books in the time were mostly applied to manufacturing, it was clear it could be applicable in other aspects of business, and life. The tools were just as good as the concept. Still, it is extremely refreshing and a relief to see TOC explicitly applied to a sales setting, as is done in The Cash Machine. The book focuses on sales, but acknowledges how the processes for for other areas as well (engineering, customer service, etc.) and how they are all inter-related. It also shows how what would normally have been conceptually difficult to determine and apply could be eloquently formulized as the problem and henceforth solutions are made, particularly using the concepts of TOC and its related tools and concepts (Critical Chain comes into play with significant attention). It would be ideal if the reader were already familiar with TOC (particularly having read The Goal and one of its succeeding books such as Critical Chain), though not necessary (even though the concepts may be a tad challenging to grasp for the uninitiated, it's not an absolute necessity). I was concerned at first because of one of the reviews noting the storyline being bland, but that isn't the case at all, and though it may not be as gripping a story as the likes of the Borne Identity, that is absolutely not its point, and the story only complements the concepts in a way that the reader can appreciate its application in real life (albeit from a fictional story), and it succeeds in stellar fashion. I had long wished for such a book for the various functions of a business, and this one is a splendidly executed, insightful teacher.

This is what TOC for business is all about

This book is one of the best on TOC and it's applications for business- yes THE GOAL is still the best in my eyes, but check out Goldratt's new book THE CHOICE, it's quite good. THE CASH MACHINE is written in the novelization format pioneered by Dr. Goldratt, and is a pleasant and informative read. If you like Dr. Goldratt's writing style, and are considering using TOC for sales management this is the book for you and your team. The author does a phenomenal job of addressing `end of the quarter syndrome' problem; our main reason salespeople don't properly pace their efforts. Don't miss this book.

Cash Machine Using Theory of Constraints for Sales Management

Great book!, a novel that show a practical way to use a TOC strategy in MKT & Sales. If you are on TOC, you know its effects on operations, now this books guide you in an approach in SALES.

An insight into a methodology for sales management

I enjoyed this book as it teaches sales management in an easy to understand way, including a novel story line, and highlighting new methods such as: - Theory of Constraint around the Ten Steps of Sale, thereby highlighting a systematic way to look at sales, and improve them by lifting 'bottlenecks' - Specific steps to deal with the End-of-Quarter Syndrome and basically change the tempo of internal activities - The fact that any activity in a company needs to be looked at from a broader perspective, rather than a narrow one, with the 'Prospect-to-Order Chain'. I particulary enjoyed reading about the student syndrome and how to manager buffer time for any project. This will be helpful for any work or leisure activity. Good insight!