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Cover for 9780470617878 Cover for 9781118176283 Cover for 9781531822262 Cover for 9781250092236 Cover for 9780071849715 Cover for 9781118986523 Cover for 9781591847250 Cover for 9781591847915 Cover for 9781480586628 Cover for 9781480586642 Cover for 9781480586673 Cover for 9781119047070 Cover for 9781511318204 Cover for 9781118943007 Cover for 9781591846765 Cover for 9781469089225 Cover for 9781118875353 Cover for 9781118872420 Cover for 9780071823654 Cover for 9781107014961 Cover for 9781107649224 Cover for 9781601632623 Cover for 9780077861018 Cover for 9780324023176 Cover for 9781119043072 Cover for 9781118167977 Cover for 9780470645956 Cover for 9781118155998 Cover for 9780470488218 Cover for 9780470746875 Cover for 9780521194501 Cover for 9780521167376
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Product Description: For generations, marketing has been hypocritical. We've been taught to market to others in ways we hate being marketed to (cold-calling, flyers, ads, etc.). So why do we still keep trying the same stale marketing moves? UnMarketing shows you how to unlearn the old ways and consistently attract and engage the right customers...read more

Hardcover:

9780470617878 | John Wiley & Sons Inc, September 7, 2010, cover price $24.95

Paperback:

9781118176283, titled "UnMarketing: Stop Marketing. Start Engaging" | Rev upd edition (John Wiley & Sons Inc, February 21, 2012), cover price $18.95 | About this edition: Stop marketing.

Miscellaneous:

9780470646861, titled "Unmarketing: Stop Marketing. Start Engaging." | John Wiley & Sons Inc, August 13, 2010, cover price N/A
9780470646854, titled "Unmarketing: Stop Marketing. Start Engaging." | John Wiley & Sons Inc, August 6, 2010, cover price $24.95

CD/Spoken Word:

9781531822262 | Mp3 una edition (Audible Studios on Brilliance audio, August 30, 2016), cover price $9.99 | About this edition: For generations, marketing has been hypocritical.

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Product Description: From bestselling author and Shark Tank star Robert Herjavec comes a business book in which he transcends the business world, helping us all learn the art of persuasion in order to get ahead in our personal and professional lives.A Wall Street Journal Bestseller!Many people assume that effective sales ability demands a unique personality and an aggressive attitude...read more

Hardcover:

9781250092236 | St Martins Pr, May 17, 2016, cover price $27.99 | About this edition: From bestselling author and Shark Tank star Robert Herjavec comes a business book in which he transcends the business world, helping us all learn the art of persuasion in order to get ahead in our personal and professional lives.

The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important―but it goes beyond great delivery. You must be able to articulate value. The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. The book teaches you how to: Create value for your prospects by identifying and advising them on problems, potential threats and missed opportunities Articulate why your prospects need to choose you over rival competitors Elevate the value of your offering to your prospect’s senior-level decision-makers Demonstrate the business and financial acumen required to make a compelling, credible business case for your solution Identify unconsidered needs that only your solution solves Embrace the natural tension that occurs between buyers and sellers to capture and protect the value of your opportunity from unnecessary discounting Not just another sales process book, The Three Value Conversations equips you with practical, hands-on concepts for engaging prospects and customers at any moment in the buying cycle with the specific stories and skills to create, elevate, and capture value.

Hardcover:

9780071849715 | McGraw-Hill, August 17, 2015, cover price $32.00 | About this edition: The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers.

CD/Spoken Word:

9781511312721 | Unabridged edition (McGraw-Hill Education, January 20, 2016), cover price $29.99

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Product Description: A leading authority on sales and customer service reveals how to close the deal on your terms. This powerful book shows you new perspectives on closing that builds relationships, creates partnerships, and allows you to win your price on your terms...read more

Hardcover:

9781118986523 | John Wiley & Sons Inc, December 7, 2015, cover price $16.00 | About this edition: A leading authority on sales and customer service reveals how to close the deal on your terms.

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Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.

Hardcover:

9781591847250 | Portfolio, May 29, 2014, cover price $27.95 | About this edition: Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations.

Paperback:

9781591847915 | Reprint edition (Portfolio, July 7, 2015), cover price $16.00

CD/Spoken Word:

9781480586673 | Unabridged edition (Brilliance Audio, July 7, 2015), cover price $19.99 | About this edition: Powerful strategies for sales proficiency in ever-changing situationsWhen sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly.
9781480586628 | Unabridged edition (Brilliance Audio, May 29, 2014), cover price $29.99
9781480586642 | Mp3 una edition (Brilliance Audio, May 29, 2014), cover price $14.99

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Hardcover:

9781119047070 | John Wiley & Sons Inc, February 24, 2015, cover price $25.00

CD/Spoken Word:

9781511318204 | Mp3 una edition (Audible Studios on Brilliance audio, November 10, 2015), cover price $14.99

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Product Description: UnSelling is about everything but the sell. We put all of our focus on the individual purchase transaction, while putting the rest of our business actions second. We've become blind to customer service, support, branding, experiences and even product quality...read more

Hardcover:

9781118943007 | John Wiley & Sons Inc, September 29, 2014, cover price $25.00 | About this edition: UnSelling is about everything but the sell.

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Product Description: Sell Better expands on the principles of Tim Hurson's first book, Think Better: An Innovator's Guide to Productive Thinking, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework...read more

Hardcover:

9781591846765 | Portfolio, July 10, 2014, cover price $27.95 | About this edition: Speaker and consultant Tim Hurson presents 12 techniques that benefit both the seller and the client Never Be Closing expands on the principles of Tim Hurson's first book, Think Better, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework.

CD/Spoken Word:

9781469089225 | Unabridged edition (Gildan Audio, August 25, 2015), cover price $30.00 | About this edition: Sell Better expands on the principles of Tim Hurson's first book, Think Better: An Innovator's Guide to Productive Thinking, to teach salespeople how to improve their strategy and sell anything to anyone using a simple, repeatable framework.

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Product Description: What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors andworld-renowned sales experts, set out to find the answer. Theystudied more than 700 business-to-business purchases made by buyerswho represented a total of $3...read more

Hardcover:

9781118875353 | John Wiley & Sons Inc, May 5, 2014, cover price $25.00 | About this edition: What do winners of major sales do differently than the sellerswho almost won, but ultimately came in second place?

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Product Description: Buyer behavior has changed the marketplace, and sellers mustadapt to survive The Collaborative Sale: Solution Selling in Today'sCustomer-Driven World is the definitive guide to the newreality of sales. The roles of buyers, sellers, and technology havechanged, and collaboration is now the key to success on all sides...read more

Hardcover:

9781118872420, titled "The Collaborative Sale: Solution Selling in a Buyer-Driven World" | John Wiley & Sons Inc, March 31, 2014, cover price $28.00 | About this edition: Buyer behavior has changed the marketplace, and sellers mustadapt to survive The Collaborative Sale: Solution Selling in Today'sCustomer-Driven World is the definitive guide to the newreality of sales.

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Product Description: CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits...read more
By Neil Rackham (foreword by) and Linda Richardson

Hardcover:

9780071823654 | McGraw-Hill, January 7, 2014, cover price $22.00 | About this edition: CREATE BETTER, MORE EFFECTIVE CONVERSATIONS IN TODAY'S HYPER-DIGITAL WORLD In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying--and so are too many sales.

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Product Description: Relationship marketing and customer relationship management (CRM) can be jointly utilised to provide a clear roadmap to excellence in customer management: this is the first textbook to demonstrate how it can be done. Written by two acclaimed experts in the field, it shows how an holistic approach to managing relationships with customers and other key stakeholders leads to increased shareholder value...read more

Hardcover:

9781107014961 | Cambridge Univ Pr, May 31, 2013, cover price $135.00 | About this edition: Relationship marketing and customer relationship management (CRM) can be jointly utilised to provide a clear roadmap to excellence in customer management: this is the first textbook to demonstrate how it can be done.

Paperback:

9781107649224 | Cambridge Univ Pr, May 31, 2013, cover price $64.99 | About this edition: Relationship marketing and customer relationship management (CRM) can be jointly utilised to provide a clear roadmap to excellence in customer management: this is the first textbook to demonstrate how it can be done.

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Product Description: The typical salesperson today is overwhelmed, with too much to do and not enough time in which to do it. Salespeople need help, and Dave Kahle provides it. Dave Kahle contends that smart time management is not about cramming more activity into each hour; but about achieving greater results in that hour...read more

Paperback:

9781601632623 | 11 rev anv edition (Career Pr Inc, April 22, 2013), cover price $15.99 | About this edition: The typical salesperson today is overwhelmed, with too much to do and not enough time in which to do it.

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Product Description: Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature. Numerous sales personnel in the industry today have commented on how this market-leading textbook reflects what they do on sales calls with prospects and customers...read more

Hardcover:

9780077861018 | 13 edition (Irwin Professional Pub, March 5, 2013), cover price $304.25 | About this edition: Fundamentals of Selling, 13e trains readers on a detailed, yet broad, step-by-step selling process that is universal in nature.

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Product Description: In Marketing Research Essentials, 9th Edition, authors Carl McDaniel and Roger Gates share their industry experience to teach students how to make critical business decisions through the study of market research. Designed for marketing research courses, the authors' practical, applications-based approach features Real Data, Real People, and Real Research, to prepare students to conduct and use market research for future careers in business...read more

Paperback:

9781119043072 | 9 edition (John Wiley & Sons Inc, December 31, 2016), cover price $133.50 | About this edition: In Marketing Research Essentials, 9th Edition, authors Carl McDaniel and Roger Gates share their industry experience to teach students how to make critical business decisions through the study of market research.
9780324023176 | 3rd bk&cdr edition (South-Western Pub, June 1, 2000), cover price $89.95 | also contains Urban Design, Space and Society | About this edition: Marketing Research Essentials, 3e keeps the hottest concepts, insights, basics, and examples from McDaniel & Gates' Contemporary Marketing Research, 4e, making it ideal for adding research projects or outside materials to your class.

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Product Description: Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it.  Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks...read more

Hardcover:

9781118167977, titled "Scientific Selling: Creating High-Performance Sales Teams through Applied Psychology and Testing" | John Wiley & Sons Inc, April 10, 2012, cover price $24.95 | About this edition: Sales managers have the most difficult job in the business world.

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Product Description: Launch effective real-time communications to win in today's always-on world Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable. "Real time" means news breaks over minutes, not days...read more

Hardcover:

9780470645956 | John Wiley & Sons Inc, November 2, 2010, cover price $24.95 | About this edition: Wake up, it’s revolution time!

Paperback:

9781118155998 | Rev upd edition (John Wiley & Sons Inc, December 27, 2011), cover price $18.95 | About this edition: Launch effective real-time communications to win in today's always-on world Gone are the days when you could plan out your marketing and public relations programs well in advance and release them on your timetable.

Miscellaneous:

9781118266144 | John Wiley & Sons Inc, December 27, 2011, cover price $18.95
9781118266168 | John Wiley & Sons Inc, December 27, 2011, cover price $18.95
9780470930175 | John Wiley & Sons Inc, January 11, 2011, cover price $24.95
9780470930243 | John Wiley & Sons Inc, January 11, 2011, cover price $24.95

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Product Description: Principles and Practice of Social Marketing combines the authors' practical commercial marketing know-how, hands-on experience in developing and implementing social marketing campaigns, and extensive involvement in formative and evaluative research across a broad variety of health and social policy areas...read more

Hardcover:

9780521194501 | Cambridge Univ Pr, November 29, 2010, cover price $155.00 | About this edition: Principles and Practice of Social Marketing combines the authors' practical commercial marketing know-how, hands-on experience in developing and implementing social marketing campaigns, and extensive involvement in formative and evaluative research across a broad variety of health and social policy areas.

cover image for 9780521167376
Product Description: Principles and Practice of Social Marketing combines the authors' practical commercial marketing know-how, hands-on experience in developing and implementing social marketing campaigns, and extensive involvement in formative and evaluative research across a broad variety of health and social policy areas...read more

Paperback:

9780521167376 | Cambridge Univ Pr, November 8, 2010, cover price $84.99 | About this edition: Principles and Practice of Social Marketing combines the authors' practical commercial marketing know-how, hands-on experience in developing and implementing social marketing campaigns, and extensive involvement in formative and evaluative research across a broad variety of health and social policy areas.

displaying 1 to 22 | at end