Table of Contents


consultative selling: the hanan formula for high-margin sales at high levels, 7th edition
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition
by Mack Hanan ISBN:081447215x
AMACOM 2004 (250 pages)

Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling.

Table of Contents
Consultative Selling—The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition
A Personal Note From the Author
Preface
Introduction- The Consultative Selling Mission
Part I - Positioning and Partnering to Propose High-Margin Value Propositions
Chapter 1- Consultative Positioning Strategies—How to Become Consultative
Chapter 2- Consultative Positioning Strategies—How to Penetrate High Levels
Chapter 3- Consultative Positioning Strategies—How to Merit High Margins
Chapter 4- Consultative Partnering Strategies—How to Set Partnerable Objectives
Chapter 5- Consultative Partnering Strategies—How to Agree on Partnerable Strategies
Chapter 6- Consultative Partnering Strategies—How to Ensure Partnerable Rewards
Part II - Proposing Continuous Business Improvement Through Fast-Closing Profit Projects
Chapter 7- Consultative Proposing Strategies—How to Qualify Customer Problems
Chapter 8- Consultative Proposing Strategies—How to Quantify PIP Solutions
Chapter 9- Consultative Proposing Strategies—How to Sell the Customer's Return
Appendix A- How Customer Managers Budget Capital Expenditures
Appendix B- How Customer Managers Make Lease-vs.-Buy Decisions
Index
List of Figures



Consultative Selling(c) The Hanan Formula for High-Margin Sales at High Levels
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
ISBN: 081447215X
EAN: 2147483647
Year: 2003
Pages: 105
Authors: Mack Hanan

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