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Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels, 7th Edition
by Mack Hanan ISBN:081447215x AMACOM © 2004 (250 pages) Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling. Table of Contents Consultative Selling—The Hanan Formula for High-Margin Sales at High Levels, Seventh Edition A Personal Note From the Author Preface Introduction - The Consultative Selling Mission Part I - Positioning and Partnering to Propose High-Margin Value Propositions Chapter 1 - Consultative Positioning Strategies—How to Become Consultative Chapter 2 - Consultative Positioning Strategies—How to Penetrate High Levels Chapter 3 - Consultative Positioning Strategies—How to Merit High Margins Chapter 4 - Consultative Partnering Strategies—How to Set Partnerable Objectives Chapter 5 - Consultative Partnering Strategies—How to Agree on Partnerable Strategies Chapter 6 - Consultative Partnering Strategies—How to Ensure Partnerable Rewards Part II - Proposing Continuous Business Improvement Through Fast-Closing Profit Projects Chapter 7 - Consultative Proposing Strategies—How to Qualify Customer Problems Chapter 8 - Consultative Proposing Strategies—How to Quantify PIP Solutions Chapter 9 - Consultative Proposing Strategies—How to Sell the Customer's Return Appendix A - How Customer Managers Budget Capital Expenditures Appendix B - How Customer Managers Make Lease-vs.-Buy Decisions Index List of Figures |
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