IMPROVING SALES DNA – AN INDIGENOUS CASE STUDY SOLUTION FROM  SIX SIGMA PERSPECTIVE

Dr. J. Ragunatharaghavan, Dr. DeviPremnath

doi:10.17762/pae.v58i2.3539

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Published: Mar 1, 2021

DOI: https://doi.org/10.17762/pae.v58i2.3539

Dr. J. Ragunatharaghavan, Dr. DeviPremnath

Abstract

A wholesale distributor for plumbing, electrical, hardware, cleaning and recyclable plastic products have 11 sales executives covering from Coimbatore. They are assigned territories in Tamil Nadu and certain areas in Kerala and Karnataka .The wholesale distributor’s main aim is toimprove the percentage of lead conversions to intoactual sales. A six sigma quality improvement initiative was designed and the successful implementation of the same delivered results.

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Vol. 58 No. 2 (2021): Volume 58 No. 2 (2021)

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