Book Description
Praise for How to Sell at Margins Higher Than Your Competitor
"This is the complete book for both new and experienced salespeople and business owners to learn and re-learn the essentials for success. How to Sell at Margins Higher Than Your Competitors emphasizes the pricing strategies and tactics to increase the market share and profits of any organization. This is a book that is as important to presidents as it is to salespeople."
--Bill Scales, CEO, Scales Industrial Technologies, Inc.
"As the largest service provider in our industry, we have a significant market advantage. However, we constantly walk the pricing tightrope because, as this book so clearly states, 'business is a game of margins . . . not a game of volume!'"
--John K. Harris, CEO, JK Harris & Company, LLC
"If you live and die on price, this book could be your only lifeline."
--Tom Reilly, CSP, author of Value-Added Selling and Crush Price Objections
"How to Sell at Margins Higher Than Your Competitors successfully illustrates profitable sales truths to assist us in selling for maximum return. This book's well-researched, logical, and affirming words validate the simple fact that as a premium company we deserve premium margins. So, while our competitors reduce or match prices out of fear and scarcity, our managers, thanks to this powerful sales tool, can continue quoting and closing with profitable confidence."
--Joe Bracket, President, Power Equipment Company
"I learned a long time ago that it is pretty difficult to control what my competitors will do, but we must control what we do--like maintaining margins. This book is a 'wow!' that will help my salesmen crack bad habits. Sales organizations should design their entire training programs around the content in this book."
--George C. Giessing, President, Brusco-Rich, Inc.
"This energizing book is the 'right stuff' for every sales force. It should be a required study for every executive and sales professional who seeks to be successful."
--David R. Little, Chairman and CEO, DXP Enterprises, Inc.
Download Description
A revision of the self-published phenomenon that sold 50,000 copies Every business in every industry faces the specter of lower-priced competition. In order to maintain healthy margins, most companies can't drop their prices endlessly. Instead, they have to find a way to sell their product despite its price. This book offers practical advice and smart tactics for outselling a lower-priced competitor. Readers will learn why price isn't the final determinant of whether a customer buys a product; how to build a great customer service program; how to defeat the arguments of customers who buy on price; and how to price products appropriately. In addition, this handy resource also includes real-world examples and situations that will help salespeople sell anything, no matter what the price. Lawrence L. Steinmetz, PhD (Boulder, CO), is President of High Yield Management, Inc. and the author of twelve previous books. He is the nation's foremost authority on selling products and services at prices higher than one's competitors. William T. Brooks (Greensboro, NC) is regarded as one of the world's foremost authorities on sales and sales management. His clients have included Microsoft, IBM, Bank of America, Office Depot, BMW, General Motors, and Hewlett-Packard. He is the author of 14 prior books.
Customer Reviews:
Must read.......2007-01-09
I can think of 5 business books everyone should read, this is number 1
good idea for sales people...........2006-11-10
Urges companies to sell based on margin n ot price. Makes sales people understand why it is important to stay strong on price and how to do it.
Doesn't answer the question of how you compete when all your competition is price cutting!
Great material - poor presentation.......2006-06-19
I rate the book a 5 on content and timeliness but a 1 on presentation.
All you need to do is look at most advertisements today to realize that price competition has become the major way to conduct business. I have recognized and for years advised clients that "If you compete on price you are competing to go broke." Price pressure is even more intense considering that finding the lowest price for most products is just a few clicks away. Merchants have all conditioned consumers to be price conscious buyers. And our mind set as consumers carries over to our businesses.
The authors do a very good job of showing that most pricing problems are in the mind of the salesman or CEO and not in the mind of the buyer. They further show that it is simply impossible to cut prices and make up the difference in increased volume. One of the better concepts they present is if you lower your prices to increase your volume, all you do is work harder and go broke in the process. If the CEO can grasp that concept - and unfortunately all you need to do is to look at the history of companies that have gone bankrupt, especially in the airline industry - then the book is well worth reading.
As far as presentation, I have a lot of problems.
The authors could not really decide who their reader was. At times they were writing to the CEO and at times they were giving tips to the salesman in the field. It would have been much better if they had written two separate books - one for the CEO who determines policy and one for the salesman in the field.
They have a bad habit of repeating the same lessons throughout the book. It is okay and sometimes necessary to refer back to an idea or concept. But anyone reading this type book does not need the entire example repeated. Too much of that obscures the lesson to be learned.
The use of bold "bullet points" at the beginning of paragraphs was overdone. One place, opened at random, I found four bold paragraph headings on each page. To me these were a distraction.
It was annoying for them to keep repeating "one of your authors" experienced ... What is wrong with saying Lawrence or William?
They overdid some clichés - "the south bound end of a north bound donkey" was one. Once is enough. And they ended lots of examples of conversations with "blah ... blah ... blah"
The authors make some valid and important points. If you are going to conduct business in today's price conscious environment, you must learn to sell your product on something other than price. So the book is well worth reading. In my opinion, the presentation could be improved greatly.
This book is the "missing link" you've been needing..........2006-05-08
There are two types of people who want to absorb this book: salespeople and business owners or executives.
If as a salesperson, you've found yourself getting "beat up" by prospects and customers, this book teaches you in simple and easy to understand language how to not only put an end to getting beat up but how to also make the sale.
If as a salesperson, you find yourself spending inordinate amounts of time with customers who are difficult to work with, this book reveals how to work with only the best customers - and make more money while you do it.
If as a salesperson your commissions are slim because your selling price is too low and you haven't been able to sell at a higher price, this book will expose exactly how to raise your selling price and your commissions.
If you are a business owner or executive, you will want to read this book for two critical reasons.
One, you will learn how to put an end to your salespeople's whining and complaining about losing the sale to low-price competitors. You'll FINALLY KNOW HOW TO CALL THEIR BLUFF! No longer will your salespeople be able to "snow" you with their inability to sell. Now, you will be able to "call the shots" they way they really are so that your salespeople produce results instead of excuses.
Two, you will learn exactly how to keep your business out of bankruptcy and move your business away from break-even mode to high margin, high profitability mode.
On my end, I wish someone would have pointed me to this book when I first got started in sales so that I could have saved myself years of hardship. On your end, you'll be glad I recommended that you get this book for yourself so that you too are able to save years of hardship.
This book will pay for itself over and over!.......2006-03-09
This is an extremely well written book. Lots of Tips. Great insight into how buyers try to get you to reduce prices. I have purchased 5 copies of this book and given them to all of the people with direct influence on pricing, negotiation and financial decisions in the company. Once you understand and begin applying the principles, the margins just go up. The book will change your whole outlook such that you don't feel guilty turning down business that is only price based. This is probably the most significant business improvement book I have read in the last 5 years,
Book Description
Want to make a bad year better or turn a good year into a blockbuster? Stop leaking profits and discover the untapped gold mine that exists in your products.
The Art of Pricing is the first practical, easy-to-understand guide to solving one of the most important dilemmas in business: how to use price to uncover a product’s hidden profits and find new opportunities for growth.
When it comes to setting prices for products and services, even the most sophisticated businesspeople often rely on formulas and seat-of-the-pants instinct, based on what the competition is charging, marking up costs, and doing things as they’ve always been done. The result is that businesses of all sizes, from start-ups to the Fortune 100, leave money on the table.
In The Art of Pricing, Rafi Mohammed, one of the world’s leading experts on pricing strategy, shows:
• The astonishing impact that small changes to a pricing strategy can have on the bottom line
• How the right pricing strategy can boost profits and grow your customer base
• Why the right way to think about pricing is as a series of easy-to-implement strategies that allow companies to serve and profit from the largest possible customer base
• Why the art of pricing involves understanding and capitalizing on the fact that different customer segments are willing to pay different prices for the same product
• Why an effective pricing strategy is not about price gouging but one that incorporates fairness into every important pricing decision
The Art of Pricing will be the invaluable missing link for people running companies, departments, divisions, and product lines, as well as for those in sales and marketing. Dr. Mohammed shows that an effective pricing strategy helps complete the circle by reaping the rewards due for the enormous effort, creativity, and investment made in developing and marketing products and services. Using a range of examples, from neighborhood restaurants to huge companies like Ford, he shows the importance of not falling short—and shortchanging yourself—when it comes to the heretofore little understood art of pricing.
Also available as an eBook
Customer Reviews:
Pricing by value.......2007-10-04
This book was a delightful read not only because it was short and to the point, but also for it's many real-life examples. I've felt for a long time that prices need to be set to the customer's perception of the value of the product or service, so it was very encouraging to read a book where the author was able to break down the reasons and supply applications for this type of pricing he calls "Value pricing". As with an auction (a theme covered in the book) there is a price for every interested buyer, but it is not always the same for everyone. Just as only one person is willing to pay the highest "winning" bid, there are those who will pay more for any product or service than the average customer. This book helps you to identify those people.
Rich
Good Solid Advice.......2007-07-27
The suggestions about add-ons, segmenting your buyers and really trying to assess the value of your product when you price it were helpful. The problem of "goodwill" opened my eyes as I think this isn't an uncommon way that profits are bled from businesses. After reading this book, I'm really thinking more and more about getting to know my customers in terms of (1) what they want and (2) precisely how much they value my product. This is a great first step to obtaining optimal pricing. This book gets you thinking and can stir your creativity about how to better price your good/service.
Great book.......2006-05-19
I am a small business owner and get involved in pricing daily. This book provided extremely useful insight into how to make the most money from each deal. An easy read about a topic that is all too often neglected by the small business owner.
Advice that Can Instantly Increase Profits.......2006-05-16
Rafi's treatment of the subject of pricing was just what I needed to open my eyes to a whole new set of strategies for increasing profits. As a former Corporate Engineer and Manager turned entrepreneur, I needed a more thorough understanding of pricing and found exactly what I was looking for in The Art of Pricing. I appreciated the easy to read and entertaining writing style along with the many examples presented in the book. Books that make it easy for me to remember new concepts also make it easier for me to quickly apply those concepts in real world situations. I will be honing my new pricing skills for years to come. The Art of Pricing has become one of my favorite books to recommend to others.
Good Ideas for Novices!.......2006-05-16
Key to Mohammed's thinking is to set different prices for different customers having different valuations of what they are willing to pay - eg. matinee and evening prices for movies, early-bird prices at restaurants, discounts for those willing to order airline seats ahead of time.
To minimize sales staff giving away profits it is useful to show them the differential profits/product (and hopefully link their compensation to the firm's profits). Beware of sales-boosting gimmicks (eg. frequent-flyer miles) that can be "gamed" by focusing on high-volumes of low-cost purchases. One can test different strategies via eg. varying coupon offers placed within catalogs.
Other important concepts include add-ons (warranties, financing), differential pricing according to location, and taking a long-term perspective (eg. fairness during disasters and temporary product shortages).
"Cost-plus" pricing is not one of Mohammed's recommendations - however, it is increasingly utilized by successful low-cost retailers such as Costco and Wal-Mart. Setting prices using data about alternatives/substitutes is a suggested approach - however, Mohammed does not go into eg. focus-group assessments of how much specific options or new products might be worth.
Book Description
This new series of fifteen books - The Food Service Professional Guide TO Series from the editors of the Food Service Professional are the best and most comprehensive books for serious food service operators available today.
These step-by-step guides on a specific management subject range from finding a great site for your new restaurant to how to train your wait staff and literally everything in between. They are easy and fast -to-read, easy to understand and will take the mystery out of the subject. The information is "boiled down" to the essence. They are filled to the brim with up to date and pertinent information.
The books cover all the bases, providing clear explanations and helpful, specific information. All titles in the series include the phone numbers and web sites of all companies discussed. What you won't find are wordy explanations, tales of how someone did it better, or a scholarly lecture on the "theory". Think of them as "Cliff Notes TM" on the subject matter.
Every paragraph in each of the books are comprehensive, well researched, engrossing, and just plain fun-to-read, yet are packed with interesting ideas. You'll be using your highlighter a lot! The best part aside from the content is they are very moderately price. You can also purchase the whole 15 book series the isbn number is 0-910627-26-6. You are bound to get a great new idea to try on every page if not out of every paragraph. Do not be put off by the low price, these books really do deliver the critical information and eye opening ideas you need you to succeed without the fluff so commonly found in more expensive books on the subject. Highly recommended!
Customer Reviews:
A wake up call for any restaurateur... .......2006-01-27
This book is a wake up call for any restaurateur who believes that creating a menu is as simple as lumping a few dishes together on a sheet of paper. I put thought into my menu, scoped out the competition, and even developed signature dishes. Food Service Menus took me several steps further. It provided samples of market and competitor surveys so I could determine if what I was offering was something that customers would actually want. The book really came in handy with links to menu building software and nutritional calculations. It seems like a lot of work to put into a menu. When you consider that that the majority of your profit rests on your menu, the hard work is well worth it.
THIS is FSP's most useful, most thorough, guide!.......2004-01-13
If you will peruse my other two reviews of guides published by Food Service Professional you will note I am not bashful - when they short change me I tell you straight out!
This guide, though, is superior to any other guide I have read - thorough, detailed, and helpful without wasting reams of paper to appear more complete. This is a must-read for anybody wanting to set their menu prices at optimum profitability.
I especially appreciated the various formulas, explanations and examples they provided so I could get my head around the topic (as the Brits are fond of saying) and not feel that some rule of thumb (such as, three times the ingredient cost) is the only way to price. Rules of thumb can get you in trouble and are only a guide based on 'all other things being equal.' That explains why I liked their information throughout chapter 5. This one chapter would probably be worth a full semester in college!
To be sure, the principles elucidated in chapter five can be applied to any business economics class and such students would gain immeasurable benefit.
Be watching for LJ's Breaking Free$ to learn more ways to make money by starting your own business or small farm - Bill Anderson (LJ).
Great Book.......2002-10-12
Great Book! I Found These step-by-step guides easy-to-read, and easy to understand! The books are packed with information. They reminded me of "cliff Notes" from my college days.The information is comprehensive without the fluff you find in so many of the more expensive books out there on the subject. The books are also packed with resources such as phone numbers and the web sites of the companies they are discussing - there is no "theory" just great information.
Book Description
When businesses struggle they often try to make up for it by cutting costs to increase sales, but volume selling isn’t real success because you can’t do it forever. In this book, Graham Foster shares powerful business lessons on how to sell at the right price and maintain solid margins. This is the ultimate guide to keep your company growing and healthy.
Customer Reviews:
The Power of Positive Profit.......2007-06-19
This is an amazing book. It really works. My business was losing 1 million dollars a year and I was close to cloing the doors.
I applied the methods in this book and WOW my business started changing overnight. In less than 8 months I am now making a healthy profit.
Thanks to my fiend who gave me this book.
I will never look back I will be in the Black from now on
Book Description
How to use pricing as a strategic tool to increase revenues and win the war for profit
One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game, the thought leaders at A. T. Kearney unveil a revolutionary new approach to establishing clear, strategic links between the top and bottom lines. No dry academic treatise, Winning the Profit Game is a guide to growing profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. The authors clearly lay out the basic principles involved and also include:
- Proven strategies for transforming added value into revenues and winning the war for profits
- Prescriptive frameworks for putting the principles and strategies into action, immediately
- Numerous success stories based on experiences of A. T. Kearney clients worldwide
Customer Reviews:
Key insight from Winning the Profit Game.......2007-10-23
Watch Video Here: http://www.amazon.com/review/R1V2XM3N7C12W4 The key insight of this book is that "pricing" is an effective way to communicate with your customers.
Insightful!.......2004-08-04
Re-engineering, downsizing TQM, CRM - you've seen them all. But businesses are still trying to find ways to lead their markets and beat their competition. The authors of this book suggest that pricing deserves the kind of attention that, a decade ago, your organization lavished upon procurement. They believe pricing strategy will be the important competitive differentiator in times to come. That is certainly plausible, and this book offers extensive guidance on how, when, why and according to what guiding principles businesses should change prices. Its copy editors should have been more diligent, because spelling and grammatical errors abound, but the book is nonetheless surprisingly readable. The book makes some valuable points, and we believe it merits marketing officers' scrutiny.
Newspaper and Electronic press comments on this book.......2004-03-01
Readers might find the the March 15, 2004 reviews of this book in the Miami Herald and the Ft. Worth Star-Telegram to be useful:
"[The Authors] have produced something analogous to an eagle in the realm of business books... Like an eagle, Winning the Profit Game is distinguished by its farsightedness. Its clear, precise prose soars above that of most business books."
"The opus opens with a musical metaphor, reminding readers that every era has its own music and its own signature instruments: the driving drums and multiple guitar riffs of rock n'roll, the thundering brass of the Swing Era's big bands and the virtuoso string sections of classical music. 'If we make the analogy with business, what skills is emerging even now as the lead instrument of the 2000s? What will be the key to success in an environment that's tougher, more competitive than ever before?' the authors write. Their answer is pricing-- not by itself but integrated with brand, cost management and product development."
The authors cover the waterfront on pricing comprehensively and lucidly [including]Quick Hits for management."
Readers might also wish to know that this book has been mentioned on yahoo.com's Finance website (2/20/04), and on Consultant News's consultant-news.com (2/24/04). Their comments were (respectively):
"... executives reading this book will learn tools to help them... develop an effective, integrated price and brand strategy, use price as a language which speaks to customers [and] optimize price to increase revenue."
"... by putting brand at the center of their framework, the authors challenge the conception of branding as a mysterious function separate from price. Rather, the two are inextricably connected and a superior price strategy cannot exist without a solid brand strategy."
Incidentally, I would not say we put brand at the center of our book. We do give it a lot more attention than any other book on pricing, however.
Hope this is helpful.
Rob Docters
(Co-author)
Maybe the best book yet on pricing and branding.......2004-01-20
In fact I was surprised at how good it really was. Most business books are nothing more a string of anecodotes and platitudes, whereas here the reader gets a combination of pragmatic detail and genuine insight into what pricing can accomplish if unleashed. A great book to bring to the meeting room since the emphasis is on upper managament getting involved. From a technical perspective, it would appear the authors have spent time in the trenches, not just on their fannies in academia somewhere, as the stategy and tactics they recommend are fresher than anything to be found in Nagle or Dolan. As an example of this check out the chapter on "price as a language" for starters, then go from there.
Book Description
This book is designed to provide the economic skills to make better management or policy decisions relating to energy. It requires a facility with calculus and contains a toolbox of models along with institutional, technological and historical information for oil, coal, electricity, and renewable energy resources.
Customer Reviews:
Useful, but only if some previuous background.......2007-10-18
The book contains an economics approach to international energy markets. It does provide some background into energy issues in order to explain the functioning of the markets using economic models. As a result, it is mainly useful from an academic perspective. It is not an introductory book. In order to go through it you need background both in economics and energy.
Excellent examples, great for use in an energy economics or business class.......2007-01-25
I was TA for a class, Energy Economics (ENNEC 484W), during the Fall 2006 semester at Penn State University. The professor for the class introduced Dahl's book into the class's curriculum during the Fall semester of 2005. The class covered the first 8 chapters of Dahl's book which included economic topics on perfect competition (explanation of supply and demand), natural monopoly, deregulation, dominant firm model, market structures, and externalities. Each of these economic concepts are fully developed using an example from energy markets. The examples are agreeably the most fitting for each subject. She discusses the deregulation of the electricity market for deregulation, coal markets for perfect competition, and OPEC for the dominant firm chapter. Each chapter is developed with clearly derived numerical examples and useful charts that develop an intuitive understanding of the amount of natural gas, petroleum, coal, etc. reserves in the world and their geographical distribution. I recommend this book for any class that deals with any aspect of energy markets. Since our class was rooted more in the economic theory of energy markets, we were able to use the first half of the text, in addition to extra material such as journal articles, to satisfy our objectives. All of the students in the class gave the book great reviews saying that it was the perfect aid to understanding lecture.
Average customer rating:
|
Ag in Mississippi saw record yields and profits in 2003.(Agribusiness/Timber): An article from: Mississippi Business Journal
Becky Gillette
Manufacturer: Venture Publications
ProductGroup: Book
Binding: Digital
 Sports
| Subjects
| Books
| Audiobooks
| Baseball
| Basketball
| Biographies
| Coaching
| Extreme Sports
| Football (American)
| General
| Golf
| Hiking & Camping
| Hockey
| Hunting & Fishing
| Individual Sports
| Miscellaneous
| Mountaineering
| Other Team Sports
| Racket Sports
| Rodeos
| Soccer
| Softball
| Training
| Water Sports
| Winter Sports
General
| Business & Investing
| Subjects
| Books
Software Development
| Software Design, Testing & Engineering
| Programming
| Computers & Internet
| Subjects
| Books
General
| Science
| Subjects
| Books
Sports
| Subjects
| e-Docs
| Formats
| Books
Science & Technology
| Subjects
| e-Docs
| Formats
| Books
General
| Business & Investing
| Subjects
| e-Docs
| Formats
| Books
Science
| HTML
| Formats
| e-Docs
| Formats
| Books
Sports
| HTML
| Formats
| e-Docs
| Formats
| Books
ASIN: B00082IV88
Release Date: 2005-07-31 |
Book Description
This digital document is an article from Mississippi Business Journal, published by Venture Publications on May 3, 2004. The length of the article is 1300 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Ag in Mississippi saw record yields and profits in 2003.(Agribusiness/Timber)
Author: Becky Gillette
Publication:
Mississippi Business Journal (Magazine/Journal)
Date: May 3, 2004
Publisher: Venture Publications
Volume: 26
Issue: 18
Page: 10(1)
Distributed by Thomson Gale
Book Description
This digital document is an article from San Diego Business Journal, published by CBJ, L.P. on October 18, 2004. The length of the article is 464 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Amylin Pharmaceuticals, Inc.(Proxy)
Publication:
San Diego Business Journal (Magazine/Journal)
Date: October 18, 2004
Publisher: CBJ, L.P.
Volume: 25
Issue: 42
Page: 19(1)
Distributed by Thomson Gale
Book Description
This digital document is an article from National Underwriter Property & Casualty-Risk & Benefits Management, published by The National Underwriter Company on April 18, 2005. The length of the article is 909 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Analysts fear erosion in p-c pricing: after first underwriting profit since 1978, picture could change in a hurry.(Property and casualty insurance forecasts)
Author: Michael Ha
Publication:
National Underwriter Property & Casualty-Risk & Benefits Management (Magazine/Journal)
Date: April 18, 2005
Publisher: The National Underwriter Company
Volume: 109
Issue: 15
Page: 10(1)
Distributed by Thomson Gale
Book Description
This digital document is an article from Mortgage Banking, published by Mortgage Bankers Association of America on October 1, 2004. The length of the article is 917 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.
Citation Details
Title: Annual home-value growth at highest rate since 1980.(Business Alert)(Freddie Mac)
Publication:
Mortgage Banking (Magazine/Journal)
Date: October 1, 2004
Publisher: Mortgage Bankers Association of America
Volume: 65
Issue: 1
Page: 14(1)
Distributed by Thomson Gale
Books:
- How to Succeed in Commercial Real Estate
- Inventory Accuracy: People, Processes, & Technology
- Investment under Uncertainty
- Leading Change
- Lean Transformation: How to Change Your Business into a Lean Enterprise
- Linked: How Everything Is Connected to Everything Else and What It Means
- Machine Tool Practices (8th Edition)
- Machinery Component Maintenance and Repair, Volume 3, Third Edition (Practical Machinery Management for Process Plants)
- Managing Business Complexity: Discovering Strategic Solutions with Agent-Based Modeling and Simulation
- Markov Decision Processes: Discrete Stochastic Dynamic Programming (Wiley Series in Probability and Statistics)
Books Index
Books Home
Recommended Books
- The Looming Tower: Al-Qaeda and the Road to 9/11
- Louis Comfort Tiffany and Laurelton Hall: An Artist's Country Estate
- American Films of the 70s: Conflicting Visions
- CAMPAIGNING FOR NAPOLEON: The Diary of a Napoleonic Cavalry Officer
- Edie: Girl on Fire
- Mastering the Trade
- Methods in clinical bacteriology;: A manual of tests and procedures
- Women, Accounting and Narrative: Keeping Books in Eighteenth-Century England
- Determining the Economic Value of Water: Concepts and Methods
- Edwin of the Iron Shoes
How to Sell at Prices Higher Than Your Competitors: The Complete Book on How to Make Your Prices Stick
Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price
The Art of Pricing: How to Find the Hidden Profits to Grow Your Business
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales
The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less
