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Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today's sales profession and introduces the new ATD World-Class Sales Competency Model. An indispensable reference for assembling a world-class sales…

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This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an…

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

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Marketing is under immense pressure to perform: required to submit reports to management, judged by the sales department based on whether it helps sales, scrutinized by financial controlling regarding how efficiently it uses budgets, and last but not least, under…

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This text meets the needs of modern marketers by equipping them with specialised marketing communications skills at an international level.

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"The strategic management of customer relationships is a critical activity for all enterprises. The means of effectively managing relationships with customers are typically addressed under the headings of relationship marketing and customer relationship…

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International Marketing: Consuming Globally, Thinking Locally has been written for students taking a modular or one semester course in international marketing. In this book, Andrew McAuley examines key aspects of international marketing from the perspective of…

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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…