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[null,"1.","Record Nr.",null,"UNINA9910780272103321"]
[null,null,"Autore",null,"Hanan Mack"]
[null,null,"Titolo",null,"Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan"]
[null,null,"Pubbl/distr/stampa",null,"New York, : AMACOM, c2004"]
[null,null,"ISBN",null,"0-8144-2776-6"]
[null,null,"Edizione",null,"[7th ed.]"]
[null,null,"Descrizione fisica",null,"1 online resource (272 p.)"]
[null,null,"Disciplina",null,"658.85"]
[null,null,"Soggetti",null,"Selling"]
[{"$nulls":4},"Selling - Key accounts"]
[null,null,"Lingua di pubblicazione",null,"Inglese"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Monografia"]
[null,null,null,"Note generali","Includes index."]
[null,null,"Nota di contenuto",null,"Preliminaries; CONTENTS; Preface; Introduction The Consultative Selling Mission; 1 How to Become Consultative; 2 How to Penetrate High Levels; 3 How to Merit High Margins; 4 How to Set Partnerable Objectives; 5 How to Agree on Partnerable Strategies; 6 How to Ensure Partnerable Rewards; 7 How to Qualify Customer Proble; 8 How to Quantify PIP Solutions; 9 How to Sell the Customer's Return; Appendix A; Appendix B; Index"]
[null,null,null,"Sommario/riassunto","The classic sales guide that shows you how to team with buyers and boost your own profits."]
[null,"2.","Record Nr.",null,"UNISA996219439503316"]
[null,null,"Titolo",null,"Historisch-politische Mitteilungen"]
[null,null,"Pubbl/distr/stampa",null,"Köln : , : Böhlau"]
[null,null,"ISSN",null,"0943-691X"]
[null,null,"Soggetti",null,"Christian democratic parties - Germany"]
[{"$nulls":4},"Christian democratic parties - Europe"]
[{"$nulls":4},"Christian democracy - Germany"]
[{"$nulls":4},"Christian democracy - Europe"]
[{"$nulls":4},"Christian democracy"]
[{"$nulls":4},"Christian democratic parties"]
[{"$nulls":4},"Politics and government"]
[{"$nulls":4},"Periodicals."]
[{"$nulls":4},"Germany Politics and government 1990- Periodicals"]
[{"$nulls":4},"Germany Politics and government 20th century Periodicals"]
[{"$nulls":4},"Germany Politics and government 1789-1900 Periodicals"]
[{"$nulls":4},"Europe Politics and government 1989- Periodicals"]
[{"$nulls":4},"Europe Politics and government 20th century Periodicals"]
[{"$nulls":4},"Europe Politics and government 19th century Periodicals"]
[{"$nulls":4},"Europe"]
[{"$nulls":4},"Germany"]
[null,null,"Lingua di pubblicazione",null,"Tedesco"]
[null,null,"Formato",null,"Materiale a stampa"]
[null,null,null,"Livello bibliografico","Periodico"]