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Consultative selling : the Hanan forumula for high-margin sales at high levels

Author: Mack Hanan
Publisher: New York : American Management Association, ©1999.
Edition/Format:   Print book : English : Advanced 6th edView all editions and formats
Database:WorldCat
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."--Jacket.
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Mack Hanan
ISBN: 0814405037 9780814405031 0814403034 9780814403037
OCLC Number: 40754283
Description: xxvi, 230 pages : illustrations ; 24 cm
Contents: Introduction: The Consultative Selling Mission --
pt. I. Consultative Positioning Strategies. 1. How to Become Consultative. 2. How to Penetrate High Levels. 3. How to Merit High Margins --
pt. II. Consultative Proposing Strategies. 4. How to Qualify Customer Problems. 5. How to Quantify Your Solution. 6. How to Sell the Customer's Return --
pt. III. Consultative Partnering Strategies. 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.
Responsibility: Mack Hanan.
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Abstract:

"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."--Jacket.

"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."--Jacket.

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