Consultative Selling - The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition


Mack Hanan

American Management Association

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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 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.

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,
mechanical, photocopying, recording, or otherwise,
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.




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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