Consultative Selling : the Hanan Formula for High-Margin Sales at High Levels.

Consultative Selling : the Hanan Formula for High-Margin Sales at High Levels.

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The classic sales guide that shows you how to team with buyers and boost your own profits.

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Bibliographic Details
Online Access:	Full text (Emerson users only)
Main Author:	Hanan, Mack
Format:	Electronic eBook
Language:	English
Published:	New York : AMACOM, 2003.
Subjects:	Selling. Selling > Key accounts. Marketing > Key accounts. selling.
Local Note:	ProQuest Ebook Central

Table of 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.