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100   $a20030904d2004      uy         0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aConsultative selling $ethe Hanan formula for high-margin sales at high levels /$fMack Hanan
205   $a7th ed.
210   $aNew York $cAMACOM$dc2004
215   $a1 online resource (272 p.)
300   $aIncludes index.
311   $a0-8144-7215-X 
327   $aPreliminaries; 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
330   $aThe classic sales guide that shows you how to team with buyers and boost your own profits.
606   $aSelling
606   $aSelling$xKey accounts
615  0$aSelling.
615  0$aSelling$xKey accounts.
676   $a658.85
700   $aHanan$b Mack$0111047
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910827470703321
996   $aConsultative selling$94101781
997   $aUNINA