Sales Products

  • Presentation Planning and Media Relations for the Pharmaceutical Industry

    By John Lidstone

    This title was first published in 2003. Presenting information is a vital part of the job of both the medical director and other senior executives in the pharmaceutical industry, and yet the majority receive no training for this. Presentations have to be made internally to colleagues, clinical…

    Hardback – 2017-09-30 
    Routledge
    Routledge Revivals

  • The Telephone Skills Coaching Manual

    22 Sessions for Working with Individuals and Small Groups

    By Pat Cochrane

    This title was first published in 2003: Telephone skills are second nature to most people - and that’s the problem. We make assumptions about the people we’re talking to, we’re careless and lazy about what we say and we fall into bad habits. Everyone has been on the receiving end of poor telephone…

    Hardback – 2017-09-30 
    Routledge

  • Transforming Organizations for the Subscription Economy

    Starting from Scratch

    By Alexander Manu

    The emerging present is a fast-changing context for incumbent organizations, especially in market segments where online behavior is replacing physical proximity, and users engage with digital platforms for the acquisition of products and services. These are platforms that allow users to behave, to…

    Paperback – 2017-09-19 
    Routledge

  • Sales Training Games

    For Sales Managers and Trainers

    By Graham Roberts-Phelps

    Selling is a skill that should not be limited to sales staff. Customer service, or other support staff, could all benefit from developing an awareness of and an ability to sell to customers. Also, the opportunity for developing those skills should not be limited to sales training workshops. Here…

    Paperback – 2017-05-16
    Routledge

  • Contracting for Engineering and Construction Projects

    5th Edition

    By Peter Marsh

    Peter Marsh’s book has long been recognized as a standard work. With its emphasis on the commercial aspects of contracting, this book represents an eminently practical guide to this complex subject for purchaser and contractor alike. This edition reflects recent changes in case law and legislation,…

    Paperback – 2017-03-06
    Routledge

  • Gower Handbook of Call and Contact Centre Management

    Edited by Natalie Calvert

    Call centres and contact centres form an important and rapidly growing part of today's business world. They present a range of management challenges, from strategic decisions about how to develop a customer strategy, business planning, through to detailed considerations of staffing levels and…

    Paperback – 2017-03-06
    Routledge

  • Strategic Supply Chain Alignment

    Best Practice in Supply Chain Management

    Edited by John Gattorna

    Supply chain performance will be a key indicator of overall corporate success into the next century. This book, edited by logistics and supply chain expert John Gattorna, and with international contributions, presents unpublished material on next generation thinking about the management of the…

    Paperback – 2017-02-27
    Routledge

  • Kennedy on Negotiation

    By Gavin Kennedy

    Negotiation is a vital skill for every manager. As a result, there are almost as many 'patented' techniques for negotiation as there are managers, each proclaiming to be the definitive route to success. The authors behind these techniques keep their work very much to themselves. Their…

    Paperback – 2016-11-15
    Routledge

  • Value First then Price

    Quantifying value in Business to Business markets from the perspective of both buyers and sellers

    Edited by Andreas Hinterhuber, Todd C. Snelgrove

    Value-based pricing—pricing a product according to its value to the customer rather than its cost—is the most effective and profitable pricing strategy. Buyers need to evaluate the monetary benefits of a product against the price of its competitors. Sellers justify their price points…

    Paperback – 2016-10-04
    Routledge

  • The Bid Manager’s Handbook

    By David Nickson

    The original Bid Manager's Handbook continues to provide an invaluable resource in the battle to win new business. Winning significant business on the right terms is an increasingly complex, challenging and time-consuming task, and a successful bid is a vital part of any business offering its…

    Paperback – 2016-08-26
    Routledge

  • Sales Force Management

    Leadership, Innovation, Technology, 12th Edition

    By Mark W. Johnston, Greg W. Marshall

    In this latest edition of Sales Force Management, Mark Johnston and Greg Marshall continue to build on the tradition of excellence established by Churchill, Ford, and Walker, increasing the book’s reputation globally as the leading textbook in the field. The authors have strengthened the focus on…

    Paperback – 2016-05-05
    Routledge

  • Lean for Sales

    Bringing the Science of Lean to the Art of Selling

    By Sean Gillespie, Michael V. Testani, Sr., Sreekanth Ramakrishnan

    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. Lean for Sales: Bringing the Science of Lean to the Art of Selling provides sales professionals, and their management teams,…

    Hardback – 2016-02-25
    Productivity Press

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