Consultative selling : the Hanan forumula for high-margin sales at high levels /
There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle....
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| Main Author: | |
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| Format: | Book |
| Language: | English |
| Published: |
New York :
American Management Association,
c1999.
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| Edition: | Advanced 6th ed. |
| Subjects: | |
| Online Access: | Table of Contents |
| Summary: | There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle. Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors. |
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| Physical Description: | xxvi, 230 p. : ill. ; 24 cm. |
| Bibliography: | Includes bibliographical references and index. |
| ISBN: | 0814403034 0814405037 |