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Author Hanan, Mack.

Title Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan.

Imprint New York : AMACOM, 2004.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Edition 7th ed.
Description 1 online resource (xxi, 250 pages) : illustrations
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
data file rda
Note Includes index.
Contents How to become consultative -- How to penetrate high levels -- How to merit high margins -- How to set partnerable objectives -- How to agree on partnerable strategies -- How to ensure partnerable rewards -- How to qualify customer problems -- How to quantify PIP solutions -- How to sell the customer's return.
Note Print version record.
Summary Annotation Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, making the switch from vending to consultative selling, sidestepping purchasing "gatekeepers," and avoiding the delays inherent in traditional price negotiation. The volume does not contain bibliographical references. Annotation 2004 Book News, Inc., Portland, OR (
Subject Selling.
Selling -- Key accounts.
BUSINESS & ECONOMICS -- Marketing -- General.
BUSINESS & ECONOMICS -- Distribution.
Selling. (OCoLC)fst01111969
Selling -- Key accounts. (OCoLC)fst01112026
Genre/Form Electronic books.
Other Form: Print version: Hanan, Mack. Consultative selling. 7th ed. New York : AMACOM, 2004 081447215X 0814405037 (DLC) 2003019604 (OCoLC)53075477
ISBN 0814427766 (electronic bk.)
9780814427767 (electronic bk.)
Standard No. AU@ 000050228846
AU@ 000051357755
AU@ 000053228069
DEBBG BV043157374
DEBSZ 422388459
GBVCP 801126150
NZ1 14234316

Available items only