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Mack Hanan
American Management Association
New York • Atlanta • Brussels • Chicago • Mexico City • San Francisco Shanghai • Tokyo • Toronto • Washington , D.C.
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Library of Congress Cataloging-in-Publication Data
Hanan, Mack. Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan.—7th ed. p. cm. Includes bibliographical references and index.
ISBN 0-8144-0503-7
ISBN 081447215x1. Selling. 2. Selling—Key accounts. I. Title.
Copyright 2004, 1999, 1995, 1990, 1985, 1973, and 1970 Mack Hanan.
All rights reserved.
Printed in the United States of America.
Consultative Selling, Profit Improvement Proposal and its acronym PIP, and PIPWARE are registered trademarks of Mack Hanan.
This publication may not be reproduced,
stored in a retrieval system,
or transmitted in whole or in part,
in any form or by any means, electronic,
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without the prior written permission of AMACOM,
an imprint of AMA Publications, a division of
American Management Association, 1601 Broadway,
New York, NY 10019.
Printing number
10 9 8 7 6 5 4 3 2 1
To my partners,
James Cribbin
and
Herman Heiser,
who set out with me on a mission to convert the sales function into a delivery system of continuous new value for its customers, and who, along the way, enriched me with the value of their refusal to settle for anything less than the continuous improvement of our own standard of performance.
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