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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 0-8144-0503-7ISBN 081447215x
1. 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.
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10 9 8 7 6 5 4 3 2 1
To my partners,
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.