Sales
The Rise and Rise of Supermarket Chains
This fully updated, third edition of The Grocers portrays the growth of some of the world's most successful supermarkets, and shows how they have each responded to the significant changes
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Published January 2011, Paperback,
ISBN: 9780749461041
ISBN: 9780749461041
What Every Sales Professional Should Know About How the Modern Buyer Thinks and Behaves
Understanding the Professional Buyer is a practical guide for sales professionals. Providing insight into the behaviour and strategies of buyers it Includes guidance on; motivations and rewards, purchasing analysis and
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Published November 2010, Paperback,
ISBN: 9780749461232
ISBN: 9780749461232
Develop Your Marketing Skills aims to help managers
understand the essence of marketing by explaining core concepts,
theories and principles in a practical and accessible way.
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Published November 2010, Paperback,
ISBN: 9780749462246
ISBN: 9780749462246
Leveraging Emotions for Business Success
Emotionomics draws on insights gathered through facial
coding to show how to measure and manage the emotional response of
customers and employees, leading to competitive advantage and business
success.
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Published October 2010, Paperback,
ISBN: 9780749461898
ISBN: 9780749461898
How to Create, Implement and Integrate Campaigns that Really Work
Sales Promotion details the tried and tested methods that can give you competitive advantage over your rivals, including off-the-shelf offers, joint promotions, price promotions, premium promotions and prize promotions. The
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Published April 2010, Paperback,
ISBN: 9780749457044
ISBN: 9780749457044
Essential Selling Skills for Non-Sales People
Winning New Business by Richard Denny is the book for everyone who needs to know the skills of successful selling but lacks the training – or the courage – to
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Published February 2010, Paperback,
ISBN: 9780749459888
ISBN: 9780749459888
Creating a Successful Aftersales Strategy to Reduce Costs, Improve Customer Service and Increase Sales
Published October 2009, Hardback,
ISBN: 9780749456412
ISBN: 9780749456412
Recognised worldwide as one of the best books ever written on selling. Richard Denny's Selling To Win shows, in a direct and readable style, how to put winning sales techniques
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Published August 2009, Paperback,
ISBN: 9780749456436
ISBN: 9780749456436
Leveraging Emotions for Business Success
Emotionomics draws on insights gathered through facial
coding to show how to measure and manage the emotional response of
customers and employees, leading to competitive advantage and business
success.
»
Published November 2008, Hardback,
ISBN: 9780749453992
ISBN: 9780749453992
Tools and Techniques for Achieving Profitable Key Supplier Status
Key Account Management contains unique methodology for identifying, obtaining, retaining and developing key customers. The only KAM book that focuses on implementation rather than theory, it provides tools for use
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Published May 2008, Paperback,
ISBN: 9780749452773
ISBN: 9780749452773
A Practical Guide to Advertising, PR, Selling and Direct and Online Marketing
This updated new edition of Successful Marketing for the Small Business
offers tried and tested advice on advertising, promotion, selling
techniques, product launches, exports, innovation and the Internet.
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Published March 2008, Paperback,
ISBN: 9780749451455
ISBN: 9780749451455
A Complete Action Kit of Tools and Techniques for Managing Key Global Customers
Global Account Management shows you how to manage international business accounts, giving you the tools and techniques to look after the large accounts of big customers, in a world that
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Published January 2008, Paperback,
ISBN: 9780749452278
ISBN: 9780749452278
Tools and Techniques for Building Strong Relationships with Major Clients
Compiled from original in-depth research and interviews, Key Account Management in Financial Services takes you through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be
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Published November 2007, Paperback,
ISBN: 9780749450694
ISBN: 9780749450694
Essential Selling Skills for Non-Sales People
Winning New Business by Richard Denny is the book for everyone who needs to know the skills of successful selling but lacks the training – or the courage – to
»
Published October 2007, Hardback,
ISBN: 9780749450090
ISBN: 9780749450090
Maintaining and Growing Your Most Important Assets - Your Customers
The authors of The New Stategic Selling and The New Conceptual Selling
present a hard-hitting, no-nonsense book of techniques to improve your
most important business relationships.
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Published November 2005, Paperback,
ISBN: 9780749445010
ISBN: 9780749445010
Practical Approaches to Practice Development
This fully revised and updated edition of Marketing and Selling Professional Services addresses how to approach marketing and selling in such a sector: how to view the necessity for it,
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Published November 2003, Hardback,
ISBN: 9780749440909
ISBN: 9780749440909
The Unique Sales System Proven Successful by the World's Best Companies
Confronts the rapidly evolving world of business-to-business sales with
new real-world examples, new strategies for confronting the competition
and a special section featuring the most commonly asked questions.
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Published November 2003, Paperback,
ISBN: 9780749441302
ISBN: 9780749441302
The Most Effective and Proven Method for One-to-one Sales Planning
The New Conceptual Sellingoffers practical lessons
on how to identify customer needs; how to tailor each sale to a
particular client and how to earn and maintain your credibility.
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Published November 2003, Paperback,
ISBN: 9780749441319
ISBN: 9780749441319
The right piece of direct mail can produce excellent response rates and have an extraordinary effect on business. How to Write Sales Letter that Sell reveals the secrets of creating
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Published October 2002, Paperback,
ISBN: 9780749438760
ISBN: 9780749438760
For anyone who wants to be the best, and thinks they have what it takes to make it to the top, Getting a Top Job in Sales and Buisness Development
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Published April 2002, Paperback,
ISBN: 9780749437244
ISBN: 9780749437244
The Essential Guide to Key Account Selection
A handbook on key account management (KAM). In How Come You Can't Identify Your Key Customers? Peter Cheverton explores how to achieve the core objectives of KAM, such as how
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Published April 2002, Paperback,
ISBN: 9780749437299
ISBN: 9780749437299
Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key
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Published November 2001, Hardback,
ISBN: 9780749436049
ISBN: 9780749436049
Practical Ways to Improve Your Sales Performance
Based on first-hand experience, Bite-Size Sales Tips provides
essential advice to help you meet and beat your targets.
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Published December 2000, Paperback,
ISBN: 9780749434021
ISBN: 9780749434021
Winning and Negotiating Corporate Sales
Focusing on the negotiation of multi-million pound contracts in manufacturing and service sectors, Sales Strategies looks at sales as an integral part of corporate strategy and business development. Included are
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Published November 1998, Paperback,
ISBN: 9780749427733
ISBN: 9780749427733
Driving Instructor's Guide to Effective Selling Skills explains the successful sales techniques that driving instructors require. It helps new and established instructors to cultivate selling and planning skills, and stresses
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Published July 1996, Paperback,
ISBN: 9780749418991
ISBN: 9780749418991
Sales
Sales and sales management forms the backbone of every business – get it right and the organization grows; make mistakes and financial performance suffers accordingly. Kogan Page publishes market-leading books on sales, sales management and sales strategy designed to help companies of all sizes maximise their sales performance.
