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Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
| Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan |
| Autore | Hanan Mack |
| Edizione | [7th ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2004 |
| Descrizione fisica | 1 online resource (272 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Selling - Key accounts |
| Soggetto genere / forma | Electronic books. |
| ISBN | 0-8144-2776-6 |
| Formato | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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 |
| Record Nr. | UNINA-9910456200003321 |
Hanan Mack
|
||
| New York, : AMACOM, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan
| Consultative selling [[electronic resource] ] : the Hanan formula for high-margin sales at high levels / / Mack Hanan |
| Autore | Hanan Mack |
| Edizione | [7th ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2004 |
| Descrizione fisica | 1 online resource (272 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Selling - Key accounts |
| ISBN | 0-8144-2776-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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 |
| Record Nr. | UNINA-9910780272103321 |
|
Hanan Mack
|
||
| New York, : AMACOM, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Consultative selling : the Hanan formula for high-margin sales at high levels / / Mack Hanan
| Consultative selling : the Hanan formula for high-margin sales at high levels / / Mack Hanan |
| Autore | Hanan Mack |
| Edizione | [7th ed.] |
| Pubbl/distr/stampa | New York, : AMACOM, c2004 |
| Descrizione fisica | 1 online resource (272 p.) |
| Disciplina | 658.85 |
| Soggetto topico |
Selling
Selling - Key accounts |
| ISBN | 0-8144-2776-6 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Nota di contenuto | 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 |
| Record Nr. | UNINA-9910827470703321 |
|
Hanan Mack
|
||
| New York, : AMACOM, c2004 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||
Consultative selling
| Consultative selling |
| Autore | Hanan Mack |
| Pubbl/distr/stampa | [Place of publication not identified], : AMACOM, 1995 |
| Disciplina | 658.8/1 |
| Soggetto topico |
Selling - Key accounts
Selling Commerce Business & Economics Marketing & Sales |
| ISBN |
0-8144-0303-4
0-8144-0503-7 |
| Formato | Materiale a stampa |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione | eng |
| Record Nr. | UNINA-9910679448803321 |
|
Hanan Mack
|
||
| [Place of publication not identified], : AMACOM, 1995 | ||
| Materiale a stampa | ||
| Lo trovi qui: Univ. Federico II | ||
| ||