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A collection of guides, articles and links for successful selling including sales strategies, sales teams, presentations and negotiating a sale.

What's on this page?

  • eBooks
  • Briefings
  • Online articles
  • Useful links
  • Articles and books from the Library

Contact the Library

Expert help for your enquiries and research.

E  library@icaew.com

T  +44 (0)20 7920 8620
F  +44 (0)20 7920 8621

Featured article

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.

You will need to be logged-in to the website to access the full range of articles available online.

Featured book

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.

Terms of use: You are permitted to access, download, copy, or print out content from eBooks for your own research or study only, subject to the terms of use set by our suppliers and any restrictions imposed by individual publishers. Please see individual supplier pages for full terms of use.


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.

Online articles

The library provides access to a range of articles in full text from leading business, finance and management journals. Access to articles is provided to logged-in ICAEW members, ACA students and other entitled users subject to suppliers' terms of use.

Useful links

Finding and selling to customers
Section of the smallbusiness.co.uk web site with articles on selling and marketing to customers.

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

Articles and books in the Library collection

Selected books

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.

Selected article

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

Find more articles and books

To find out how you can borrow books from the Library please see our guide to book loans.

You can obtain copies of articles or extracts of books and reports by post, fax or email through our document supply service.

Can't find what you are looking for?

If you're having trouble finding the information you need, ask the Library & Information Service. Contact us by telephone on +44 (0)20 7920 8620, by web chat or by email at library@icaew.com.

ICAEW accepts no responsibility for the content on any site to which a hypertext link from this site exists. The links are provided ‘as is’ with no warranty, express or implied, for the information provided within them. Please see the full copyright and disclaimer notice.