Sales Products

  • Lean for Sales

    Bringing the Science of Lean to the Art of Selling

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

    This book provides readers with a structured and fact-based approach to improving sales close rates and delivering confirmed business value to customers. Using the principles of Lean, it outlines proven techniques to: qualify and document a client’s unique business problem and goal, develop sales…

    Hardback – 2016-03-10 
    Productivity Press

  • Contemporary Selling

    Building Relationships, Creating Value, 5th Edition

    By Mark W. Johnston, Greg W. Marshall

    Contemporary Selling is the only book on the market that combines full coverage of 21st century personal selling processes with a basic look at sales management practices in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to…

    Paperback – 2016-02-17 

  • Pricing and the Sales Force

    Edited by Andreas Hinterhuber, Stephan M Liozu

    Pricing and the Sales Force is the first book to link pricing strategy and the sales force together. Pricing strategy is now well established as an important means of driving profits for many organizations. Countless companies are now mastering price-setting. But what about "price-getting" –…

    Paperback – 2015-09-21

  • Pricing and Human Capital

    A Guide to Developing a Pricing Career, Managing Pricing Teams, and Developing Pricing Skills

    By Stephan M Liozu

    The pricing profession has come a long way: from having a pure clerical function back in the 1970s to a more strategic one today, pricing professionals are increasingly accepted as fully fledged members of marketing and finance teams. However, in many of these organizations, pricing professionals…

    Paperback – 2015-07-13

  • Principles of Retailing

    2nd Edition

    By John Fernie, Suzanne Fernie, Christopher Moore

    Retailing is one of the biggest and most important sectors in today's economy. Graduates who are seeking a career in the sector will therefore require a solid knowledge of its core principles. The Principles of Retailing Second Edition is a topical, engaging and authoritative update of a hugely…

    Paperback – 2015-05-05

  • Sales Management

    Analysis and Decision Making, 9th Edition

    By Thomas N. Ingram, Raymond W. LaForge, Ramon A. Avila, Charles H. Schwepker Jr., Michael R. Williams

    The new 9th edition of Sales Management continues the tradition of blending the most recent sales management research with real-life "best practices" of leading sales organizations. The authors teach sales management courses and interact with sales managers and sales management professors on a…

    Paperback – 2015-04-22

  • Sales Management

    By Gerbrand Rustenburg, Arnold Steenbeek

    This international textbook focuses on the strategic and operational aspects of sales management. With new material on  coaching and motivating sales teams, sales skills and leadership are developed in this unique product. Sales Management teaches students how to gradually draw up a…

    Paperback – 2015-04-21

  • Retailing in Emerging Markets

    A policy and strategy perspective

    Edited by Malobi Mukherjee, Richard Cuthbertson, Elizabeth Howard

    Retailing is changing extremely rapidly in the emerging economies, both as a driver of social and economic change, and a consequence of economic development and the rise of consumer societies. Changes that took many decades in Europe or North America are happening at a much greater speed in…

    Hardback – 2014-09-18
    Routledge Studies in International Business and the World Economy

  • The ROI of Pricing

    Measuring the Impact and Making the Business Case

    Edited by Stephan Liozu, Andreas Hinterhuber

    As with executives and managers in so many other business functions, pricing specialists are being challenged more and more to substantiate the added value of their activities. Pricing is a core function of every business, and needs not only to contribute positively to short- and long-term results,…

    Paperback – 2014-01-23

  • Contemporary Selling

    Building Relationships, Creating Value - 4th edition

    By Mark W. Johnston, Greg W. Marshall

    Published in previous editions as Relationship Selling, the latest edition of Mark Johnston and Greg Marshall’s Contemporary Selling: Building Relationships, Creating Value continues to set the standard for the most up-to-date and student-friendly selling textbook available anywhere today. The…

    Paperback – 2013-03-21

  • Sales Force Management

    Leadership, Innovation, Technology - 11th 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, solidifying the book's position globally as the leading textbook in the field. It’s a contemporary classic, fully updated…

    Paperback – 2013-02-20

  • Sales Management

    Analysis and Decision Making, 8th Edition

    By Thomas N Ingram, Raymond W. LaForge, Charles H. Schwepker, Michael R Williams

    Updated throughout with new vignettes, boxes, cases, and more, this classic text blends the most recent sales management research with real-life "best practices" of leading sales organizations. The text focuses on the importance of employing different sales strategies for different consumer groups,…

    Paperback – 2012-01-31

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