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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| Egile nagusia: | |
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| Formatua: | Liburua |
| Hizkuntza: | English |
| Argitaratua: |
New York :
American Management Association,
c1999.
|
| Edizioa: | Advanced 6th ed. |
| Gaiak: | |
| Sarrera elektronikoa: | Table of Contents |
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| 100 | 1 | |a Hanan, Mack. | |
| 245 | 1 | 0 | |a Consultative selling : |b the Hanan forumula for high-margin sales at high levels / |c Mack Hanan. |
| 250 | |a Advanced 6th ed. | ||
| 260 | |a New York : |b American Management Association, |c c1999. | ||
| 300 | |a xxvi, 230 p. : |b ill. ; |c 24 cm. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 2 | |a Introduction: The Consultative Selling Mission -- 1. How to Become Consultative -- 2. How to Penetrate High Levels -- 3. How to Merit High Margins -- 4. How to Qualify Customer Problems -- 5. How to Quantify Your Solution -- 6. How to Sell the Customer's Return -- 7. How to Set Partnerable Objectives -- 8. How to Agree on Partnerable Strategies -- 9. How to Ensure Partnerable Rewards -- App. A. How Customer Managers Budget Capital Expenditures -- App. B. How Customer Managers Make Lease-vs.-Buy Decisions. | |
| 520 | |a 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. | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Selling |x Key accounts. | |
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