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Hi ,
Six-sigma can be used to identify the reasons(X) which are limiting our sales or are causing problems (Y) in to increase our sales and finally deciding measures to control them (Pokayoke - detect and prevent).
Will define the process for you (DMAIC):
1. Define - decide on teh factor due to which our sale is not improving and define the factor as for how long this is happeniong and how much our sales is getting suffered because of this factor,
2. Measure - Collate data to measure the factor affecting our sales
3. Analyse - Can conduct in SIPOC analysis to find the sub process due to which the sale is getting affected and and further Fish Bone anaysis to identify the main x - reason for the y - problem involving your sales representatives for blind or multivoting in if, we can involve in customers it will be great.
4. Improve - Identify the improvement measures for the x (sub factor) affecting y (main problem/cause) following TRIZ approach or anyother approach which our quality manager feels is best.
5. Control - Decide measures to prevent and detect that the problem is not happening again in our sales because of the identified reason (Pokayoke)
and Insha Allah next.
I am sorry if I could not define well but have to go out urgent somewhere, still wrote in what ever I could as it's always good to guide and help people in life.
Thank you pal.
Six sigma is based on customer's insights, however initially it is used for business optimization. That's very similar idea to lean manufacturing, where you cut unnecessary costs and add desired value.
For me six segma is related to manufacturing more than any thing else. Therefore, you should learn other techniques.
Six sigma is a quality based methodology which is directly feasible for production and process management. If you want to increase your knowledge on marketing and sales then you must consider studying consumer insight reports,5 P's of marketing, how to understand what customer is looking for, how to increase brand loyalty, brand equity in terms of sales and all.
Marketing is a vast subject my friend you will have to fig a lot because in marketing every aspect have enormous amount of data available in books and as well on internet.
Best of Luck !
Thank you for the reply sir, what I wanted to know was the practical implimentation of the Six Sigma in regard to marketing & sales, because theoretically it has been used mostly for production and process improvement as it is known to be a part of TQM or at least conpliments the core components of TQM. However, since you have a fair amount of knowledge in the field being a Supply Chain Manager, I want to yet again ask for your help in this regard, specifically DMAIC , which has been used to improve business processes. Now, it can still be regarded to manufacturing, but seeing that customer satisfaction is a key element as well as business processes; doesn't it require the marketing/sales professionals to learn the Six Sigma technique to increase sales or customer satisfaction?
Thank you sir.
