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

Hanan, MacK

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ISBN 10: 081445013X / ISBN 13: 9780814450130
Editorial: Amacom Books, 1990
Usado Condición: Very Good
Librería: Better World Books Ltd (Dunfermline, Reino Unido)

Librería en AbeBooks desde: 13 de octubre de 2008

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Ships from the UK. Former Library book. Great condition for a used book! Minimal wear. N° de ref. de la librería GRP86903874

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Detalles bibliográficos

Título: Consultative Selling: The Hanan Formula for ...

Editorial: Amacom Books

Año de publicación: 1990

Condición del libro:Very Good

Edición: 4th.

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Sinopsis:

The ground rules for selling high ticket items are changing. Customers are demanding a service-oriented approach that is a radical departure from the traditional vendor attitude. Mack Hanan details the process of creating a growth strategy for each client, building win-win proposals, and forecasting a client's profit improvement.

Book Description:

Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on:

Creating a two-tiered sales model to separate consultative sales from commodity sales · Building and using consultative databases for value propositions and proof of performance · Studying your customers’ cash flows to win proposals · Using consultative selling strategies on the Web · Coping with—and reversing—the inevitable “no”

Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.

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Better World Books generates funding for literacy charities through the sales of second-hand books. Our current partner charities are READ International,the National Literacy Trust, Room to Read, Scottish Book Trust (Registered Charities no. 1128534, no. 1116260, no.1125803, SC027669), and the National Adult Literacy Agency. Much of our stock is ex-library due to our close relationships with UK libraries. We offer a service that helps them keep their unwanted books out of landfill. All ex-library books will be marked as such in their individual listings. 99% of orders are dispatched within 24 hours and we offer a 100% money back guarantee if you are not completely satisfied.

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