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Books on the topic 'Industrial selling'

Author: Grafiati

Published: 4 June 2021

Last updated: 1 February 2022

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1

McDonald, Malcolm. Effective industrial selling. Oxford: Heinemann Professional, 1988.

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2

Rose, Louis De. Value selling. New York, NY: AMACOM, 1989.

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3

The professional selling process. Minneapolis/St. Paul: West Pub. Co., 1993.

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4

Selling equipment leasing. New York: AMACOM, 1994.

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5

We shoot every third salesperson --the second one just left: Skills necessary for effective business-to business telephone prospecting and account development. Dubuque, Iowa: Kendall/Hunt Pub. Co., 1997.

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6

Dixon, Lance. JIT II, revolution in buying & selling. Newton, Mass: Cahners Pub. Co., 1994.

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7

Wright, Christopher J. Salesforce remuneration and incentives in the industrial selling situation. Salford: University of Salford, 1993.

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8

Seelye, Richard S. The selling starts when the customer says no: The 12 toughest sells, and how to overcome them. Chicago, IL: Probus Pub. Co., 1993.

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9

Sales & Marketing Foundation (U.S.). Basic sales skills--business to business. Burr Ridge, Ill: Irwin Professional Pub., 1995.

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10

Creutzig, Martin. Besuchsplanung und Verkaufsgebietsabgrenzung im industriellen Produktgeschäft. München: VVF, 1988.

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11

Maier, Ernest L. Cases in business to business relationship selling. Englewood Cliffs, NJ: Prentice Hall, 1995.

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12

Gretz, Karl F. Professional selling: A consultative approach. Chicago: Irwin, 1996.

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13

Jobber, David. Selling and sales management. 6th ed. Harlow: FT Prentice Hall, 2003.

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14

Traynor, Albro. The sales pyramid: A block-by-block strategy for selling to electronics and industrial markets. Charlotte, N.C: Bassett Press, 1991.

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15

Davidson, Jeffrey P. Selling to the giants: How to become a key supplier to large corporations. Blue Ridge Summit, PA: Liberty Hall Press, 1991.

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16

Purchasing performance: Measuring, marketing, and selling the purchasing function. Aldershot, Hants, England: Ashgate, 2006.

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17

Han'guk Kongye Tijain Munhwa Chinhŭngwŏn. Korea design heritage: Selling happiness, 1960s-80s consumer design in Korea. Seoul, Korea: Korea Craft & Design Foundation, 2011.

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18

Geoffrey, James. How to say it: Business to Business Selling: Power Words and Strategies from the World's Top Sales Experts. New York, N.Y: Prentice Hall Press, 2011.

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19

A, Jessop D., ed. Dictionary of purchasing and supply: Terminology for buying and selling. Eastham: Tudor, 1995.

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20

Pisula, Arthur B. Selling to corporate America, and a brief history of minority business development. Dubuque, Iowa: Kendall/Hunt Pub., 1996.

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21

The selling of the South: The Southern crusade for industrial development 1936-1990. 2nd ed. Urbana: University of Illinois Press, 1993.

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22

Robertson, Diana C. Does opportunity make the thief?: An exploratory study of how control systems influence an industrial salesperson's ethical behavior. Brussels: European Institute for Advanced Studies in Management, 1989.

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23

The fundamentals of business to business sales and marketing. New York: McGraw-Hill, 2004.

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24

Lessons from 100,000 Cold Calls. Naperville: Sourcebooks, Inc., 2008.

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25

Selling free enterprise: The business assault on labor and liberalism, 1945-60. Urbana: University of Illinois Press, 1994.

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26

Cliff, Ferguson, and Denvir Paul, eds. Creating new clients: Marketing and selling professional services. London: Cassell, 1998.

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27

Kulesza, Henry. Hidden wealth: A layman's guide to finding, buying, and selling liquidated goods. Clearwater, Fla: Career Research Institute, 1993.

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28

D, Murphy Joseph, ed. Business auctions: An insider's guide to buying and selling business equipment and real estate at auction. Chicago, Ill: Probus Pub. Co., 1986.

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29

The prime solution: Close the value gap, increase margins, and win the complex sale. Chicago, IL: Dearborn Trade Pub., 2005.

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30

Etsy-preneurship: Everything you need to know to turn your handmade hobby into a thriving business. Hoboken, N.J: John Wiley, 2013.

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31

Close like the pros: Replace worn-out tactics with the powerful strategy of interactive selling. Franklin Lakes, NJ: The Career Press, Inc., 2007.

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32

Marks, Ron. Managing for sales results: A fast-action guide for finding, coaching, and leading salespeople. Hoboken, N.J: Wiley, 2008.

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33

Schiffman, Stephan. Make the sale happen before lunch: 50 cut-to-the-chase strategies for getting the business results you want. New York: McGraw-Hill, 2012.

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34

The lead generation handbook. Yardley, PA: Direct Marketing Publishers, 1992.

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35

Kennedy, Dan S. Uncensored sales strategies: A radical new approach to selling your customers what they really want-no matter what business you're in. [Place of publication not identified]: Entrepreneur Press, 2009.

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36

Selling women short: The landmark battle for workers' rights at Wal-Mart. New York: Basic Books, 2004.

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37

Davis, Adrian. Human to human selling: How to transform digital-age customers into business partners and friends for sales success, long-term profit, and sheer on-the-job enjoyment. New York: Morgan James Publishing, 2013.

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38

Hennessy-Ortega, Gillian. It's Not Where You Start, It's Where You Finish! New York: John Wiley & Sons, Ltd., 2005.

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39

Aaron, Bartels, and Drapeau Mike, eds. Making the number: How to use sales benchmarking to drive performance. New York: Portfolio, 2008.

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40

Alexander, Greg. Making the Number. New York: Penguin Group USA, Inc., 2008.

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41

Beckwith, Harry. Selling the Invisible. New York: Grand Central Publishing, 2001.

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42

Selling your crafts. New York: Allworth Press, 2003.

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43

Beckwith, Harry. Selling the Invisible. New York: Grand Central Publishing, 2001.

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44

Selling your crafts. New York: Allworth, 1998.

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45

Forsyth, Patrick. Selling services. Oxford: Capstone, 2003.

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46

E, Norquist Warren, and Anklesaria Jimmy, eds. Zero base pricing: Achieving world class competitiveness through reduced all-in-costs : a proactive handbook for general managers, program managers, and procurement professionals. Chicago, Ill: Probus Pub. Co., 1990.

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47

Effective Industrial Selling. Butterworth-Heinemann, 1988.

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48

Selling to industrial buyers. Dublin: An Bord Tráchtála/The Irish Trade Board, 1993.

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49

Selling is Dead. New York: John Wiley & Sons, Ltd., 2005.

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50

Keeping the Funnel Full: The Definitive Authority on Solution Selling. Mardon Publishing Inc., 2004.

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