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Sales

A collection of guides, articles and links for successful sales operations.

What's on this page?

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

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Featured article

Realise your sales potential

How corporate directors should build the businesses to maximise sales. The article tackles pricing, packaging, choice of market and customer research.

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
Pearson, 2014
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.

eBooks

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. If you are unable to access an eBook, please see our Help and support advice or contact library@icaew.com.

Bids, tenders and proposals

Best practice guide to writing bids, tenders and proposals.

Business law

Guide to the legal principles that apply to business. Aimed at non-law students.

Business to business market research

Designed to help the reader develop core business-to-business market research skills and to apply research effectively.

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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.

Online articles

The Library provides access to leading business, finance and management journals. These journals are available to logged-in ICAEW members, ACA students and other entitled users subject to suppliers' terms of use.

How to sell sustainable products

Consumers claim to want eco-friendly products but this is not always borne out by sales figures. The authors present five approaches for encouraging sustainable consumption.

Sell to voters not consumers

The article discusses how political ideology may help marketers segment their audience. Topics covered include the finding by marketing researchers that election maps can predict consumer attitudes as much as traditional demographics, ways in which brands can tap into a market segmentation defined by political ideology and the successes of appealing to consumers' political ideologies by taking a stand on an issue. It also tackles how political ideologies can also predict other traits.

A system for sales success

The article discusses ideas for business organizations on how to effectively apply systems thinking to sales enablement to improve performance in the market. Discussion of the meaning and concept of the sales enablement and systems thinking is provided. Strategies on how companies can apply systems thinking to sales enablement to ensure positive result in the organization are also offered.

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Useful links

Finding and selling to customers
Articles on selling and marketing to customers for small businesses.

Sales of goods and services and data protection
Sales guidance for businesses from GOV.UK.

Atom Content Marketing guides

Articles and books in the Library collection

Selected books

Innovation in pricing: contemporary theories and best practices
(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
(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.

Selected article

Selling online through third parties
Tips and Advice: VAT, Oct 2014 
If you sell over the internet through parties such as Amazon, you'll need to consider the VAT consequences.

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 email at library@icaew.com or through webchat.

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.