A collection of guides, articles and links for successful selling including sales strategies, sales teams, presentations and negotiating a sale.
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Salesmanship: the 30-day challenge
Increase the sales of your business with these action points from a panel of marketing experts. Step one: find your perfect pitch.
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The go-to expert: how to grow your reputation, differentiate yourself from the competition and win new business
H.Townsend (Pearson Education, 2014, 273 pages)
Part 4 of this book covers turning leads into clients, managing your sales pipeline and honing your selling skills.
To borrow this book please contact the Library.
The Library provides full text access to a selection of key business and reference eBooks from leading publishers. eBooks are available to logged-in ICAEW members, ACA students and other entitled users.
Briefings are four-page guides from Atom Content Marketing written for the busy practitioner, director and entrepreneur providing concise, practical advice on core business issues.
Disclaimer: These publications from Atom Content Marketing are for general guidance only, for businesses in the United Kingdom governed by the laws of England. Atom Content Marketing, expert contributors and ICAEW (as distributor) disclaim all liability for any errors or omissions.
Your business and selling to customers
A Gov.uk government video guide to the different ways you can sell to customers and what options are right for your business
Innovation in pricing: contemporary theories and best practices
Hinterhuber, A. (Routledge, 2013)
Pricing has a substantial and immediate impact on profitability. Most companies, however, still use costs or competition as a main basis for setting prices. This book examines how innovation in pricing can drive profits.
The psychology of price: how to use price to increase demand, profit and customer satisfaction
Caldwell, L. (Crimson, 2012)
For any business, deciding how much to charge for a product or service is crucial. By gaining an insight into the way consumers think and purchase, you can generate more demand, more customer value - and more profit.
How to write sales letters that sell- learn the secrets of successful direct mail
Bird, D. (Kogan Page, 2002)
Shows you how to: understand the secrets of persuasion; plan letters that will get more replies; create offers that make the readers want to respond; time mailings and remailing for maximum effect and lay out letters for maximum impact.
Selling by telephone- how to turn business cold calling into hot profit
De Winter, C. (Kogan Page, 2002)
A Sunday Times Business Enterprise Guide; provides accessible advice on how to maximise sales by using the correct techniques and also deals with the practicalities of setting up a telesales or telemarketing unit.
Selling online through third parties
Tips and Advice- VAT, Vol.4. No.11. 10 October 2014. p.6.
If you sell over the Internet through parties such as Amazon, you'll need to consider the VAT consequences including where to account for VAT due on your sales
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