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|Material Type:||Internet resource|
|Document Type:||Book, Internet Resource|
|All Authors / Contributors:||
|ISBN:||0814405037 9780814405031 0814403034 9780814403037|
|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.
"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.