发帖
雷达卡
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.
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本附件包括：- [鍥藉?缁忔祹绫讳功绫嶅ぇ鍏╙.AMACOM.Consultative.Selling.The.Hanan.Formula.For.High-Margin.Sales.At.High.Levels.7th.Edition.chm
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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