SPIN®-Selling provides you with a set of simple and practical techniques which have been tried in many of today’s leading companies with dramatic impr..
Anyone in business is liable to need an understanding of the contract process so they can comprehend the background, anticipate the issues, plan the s..
Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sal..
Winner of the Overall Case Award 2014 _x005F_x000D_
The Case Centre best selling case 2013 - 2017_x005F_x000D_
This book will be essential reading for..
What is it about the great negotiators? This work offers a collection of techniques that illustrate how the most successful negotiators think and beha..
Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. Thi..
The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitione..
Action Research for Professional Selling is about selling. It is also about studying and improving your practice as a salesperson. By doing this you c..
This groundbreaking book describes the Lean journey as it extends to a business area that is mission critical, yet has been virtually untouched by the..
Winner of the Overall Case Award 2014 _x005F_x000D_
The Case Centre best selling case 2013 - 2017_x005F_x000D_
This book will be essential reading for..
Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. Thi..