Sales Products

  • 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 – 2016-10-07 
    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

  • 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 – 2016-02-24
    Routledge

  • 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
    Routledge

  • 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
    Routledge

  • 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
    Routledge

  • 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
    Routledge

  • 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
    Routledge

  • 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
    Routledge Studies in International Business and the World Economy

  • Action Research for Professional Selling

    By Peter McDonnell, Jean McNiff

    Action Research for Professional Selling by Peter McDonnell and Jean McNiff is for people working, or hoping to work in sales, who wish to improve their capacity for selling, and who may be involved in providing or participating in a structured sales training programme. It provides a basis for…

    Hardback – 2014-06-28
    Routledge

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