02003nam 22005534a 450 991045620000332120200520144314.00-8144-2776-6(CKB)111086906306870(EBL)243007(OCoLC)475962441(SSID)ssj0000079355(PQKBManifestationID)11110917(PQKBTitleCode)TC0000079355(PQKBWorkID)10088549(PQKB)10186329(MiAaPQ)EBC243007(Au-PeEL)EBL243007(CaPaEBR)ebr10052854(OCoLC)935227798(EXLCZ)9911108690630687020030904d2004 uy 0engur|n|---|||||txtccrConsultative selling[electronic resource] the Hanan formula for high-margin sales at high levels /Mack Hanan7th ed.New York AMACOMc20041 online resource (272 p.)Includes index.0-8144-7215-X 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; IndexThe classic sales guide that shows you how to team with buyers and boost your own profits.SellingSellingKey accountsElectronic books.Selling.SellingKey accounts.658.85Hanan Mack111047MiAaPQMiAaPQMiAaPQBOOK9910456200003321Consultative selling2075791UNINA