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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels

Hanan, Mack

Verlag: AMACOM, 2003
ISBN 10: 0814414699 / ISBN 13: 9780814414699
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Titel: Consultative Selling: The Hanan Formula for ...

Verlag: AMACOM

Erscheinungsdatum: 2003

Zustand: Used


This Book is in Good Condition. Clean Copy With Light Amount of Wear. 100% Guaranteed. Summary: "Preface to the Seventh Edition Introduction: The Consultative Selling Mission Part I: Positioning & Partnering For High-Margin Value Propositions 1. How to Become Consultative 2. How to Penetrate High Levels 3. How to Merit High Margins 4. How to Set Partnerable Objectives 5. How to Agree on Partnerable Strategies 6. How to Ensure Partnerable Rewards Part II: Proposing Continuous Business Improvement Through Fast-Closing Profit Projects 7. How to Qualify Customer Problems 8. How to Quantify Your Solution 9. 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". Buchnummer des Verkäufers ABE_book_usedgood_0814414699

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