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Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan.
- Format:
- Book
- Author/Creator:
- Hanan, Mack.
- Language:
- English
- Subjects (All):
- Selling.
- Selling--Key accounts.
- Physical Description:
- 1 online resource (272 p.)
- Edition:
- 7th ed.
- Place of Publication:
- New York : AMACOM, c2004.
- Language Note:
- English
- Summary:
- The classic sales guide that shows you how to team with buyers and boost your own profits.
- Contents:
- Preliminaries; CONTENTS; Preface; Introduction The Consultative Selling Mission; 1 How to Become Consultative; 2 How to Penetrate High Levels; 3 How to Merit High Margins; 4 How to Set Partnerable Objectives; 5 How to Agree on Partnerable Strategies; 6 How to Ensure Partnerable Rewards; 7 How to Qualify Customer Proble; 8 How to Quantify PIP Solutions; 9 How to Sell the Customer's Return; Appendix A; Appendix B; Index
- Notes:
- Includes index.
- ISBN:
- 0-8144-2776-6
- OCLC:
- 475962441
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