Sales

Action Research for Professional Selling is about selling. It is also about studying and improving your practice as a salesperson. By doing this you can increase your sales, raise your professionalism and show how you hold yourself accountable for what you are doing. The book offers an innovative,..

Anyone in business is liable to need an understanding of the contract process so they can comprehend the background, anticipate the issues, plan the structure and identify the key points. Rather than teach the law to managers, Charles Boundy provides you with advice, explanation and guidance to make..

Presents a framework for the successful operation of selling and sales management. This book is composed of eight fundamental building blocks, which provide a framework to describe the dynamics of consumer and organizational buying processes. It also provides a scientific, analytical approach to the..

Exchange Behavior in Selling and Sales Management presents a pragmatic and easy-to-implement framework for the successful operation of selling and sales management. Focused specifically on the value-exchange behavior of buyers and sellers, the book is composed of eight fundamental building blocks, w..

What is it about the great negotiators? This work offers a collection of techniques that illustrate how the most successful negotiators think and behave. It contains tips to help you prepare your strategy and your thinking before an important negotiation; and ideas to help you work out the philosoph..

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 Lean transformation. The book provides sales professionals, and their management teams, with a structured, fact-based approach to boosting sales clos..

First Published in 1995. Routledge is an imprint of Taylor & Francis, an informa company...

First Published in 1995. Routledge is an imprint of Taylor & Francis, an informa company...

The third in Hinterhuber and Liozu’s successful pricing series, this book is essential reading for pricing strategy and sales scholars and practitioners...

Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author...

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 improvements to their sales performance...

Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author...