The Negotiator's Pocketbook 

This is the first of several books that Patrick Forsyth has written in the Pocketbooks Series (see also The Sales Excellence Pocketbook next page) and continues to be a firm favourite with our customers. Negotiation is a skill that you need to learn and practise; The Negotiator's Pocketbook will help you do both. A quickly assimilated, comprehensive guide to the negotiation process, it covers the fundamentals of negotiation, preparation, essential techniques, managing the process and interpersonal behaviour. 'It's the sort of thing you should keep in your car and reread in the car park just before going into a meeting', concluded one magazine reviewer

The Salesperson's Pocketbook 

All the techniques for successful selling are here, from planning a sales campaign and prospecting for business through to making the sales pitch and developing customer relationships. The Salesperson's Pocketbook is a clear concise guide to improving sales results. The book follows an 8-stage model (The Direct Sales Cycle) with each stage being covered in a separate chapter. The author has extensive experience of direct sales - UK and overseas, public and private sector - and of sales training. He combines both to good effect in this lively and highly visual Pocketbook.