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Record Nr. |
UNINA9910780272103321 |
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Autore |
Hanan Mack |
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Titolo |
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan |
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Pubbl/distr/stampa |
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New York, : AMACOM, c2004 |
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ISBN |
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Edizione |
[7th ed.] |
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Descrizione fisica |
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1 online resource (272 p.) |
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Disciplina |
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Soggetti |
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Selling |
Selling - Key accounts |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Nota di contenuto |
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Preliminaries; CONTENTS; Preface; 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 Set Partnerable Objectives; 5 How to Agree on Partnerable Strategies; 6 How to Ensure Partnerable Rewards; 7 How to Qualify Customer Proble; 8 How to Quantify PIP Solutions; 9 How to Sell the Customer's Return; Appendix A; Appendix B; Index |
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Sommario/riassunto |
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The classic sales guide that shows you how to team with buyers and boost your own profits. |
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