Consultative Selling
Language: English
Published by New YorkNew York: Amacom, 1973, 1973
- Hardcover
- Used
Seller: A New Leaf Used Books, pine plains, NY, U.S.A.A New Leaf Used Books
AbeBooks seller since August 19, 2003
Condition: Used - Good
£ 3.06
Quantity: 1 available
Add to basketItem description from seller
Fair to Good. Thirteenth Printing. Hardcover Nonfiction. A guide to selling and marketing, published by American Management Assosciations. In good shape except for fading on the dj.
Seller Inventory # 001332
- Title
- Consultative Selling
- Author
- Hanan, Mack, James Cribbin & Herman Heiser, Illustrated by Diagrams
- Publisher
- New YorkNew York: Amacom, 1973
- Publication year
- 1973
- Condition
- Good
- Dust jacket
- Fair
- Binding
- Hardcover
- Language
- English
- ISBN 10
- 0814453287
- ISBN 13
- 9780814453285
- Edition
- 2nd Edition
What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business rela tion ship. For 40 years, Mack Hanan’s Consultative Selling has empowered hundreds of thousands of sales professionals to reap maximum success, and the Eighth Edition is here to take them and you to the next level, with brand new sections on:
- Creating a two-tiered sales model to separate consultative sales from commodity sales
- Building and using consultative databases for value propositions and proof of performance
- Studying your customers’ cash flows to win proposals
- Using consultative selling strategies on the Web
- Coping with and reversing the inevitable “no”
Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome based branding approaches, and powerful consulting tactics that will make your customers’ compe ti tion and your own rivals irrelevant.
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A New Leaf Used Books
pine plains, NY, U.S.A.
AbeBooks seller since August 19, 2003
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A New Leaf Used Books
p.o. box 434, e. church st.
pine plains, NY U.S.A. 12567
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