Consultative selling : the Hanan forumula for high-margin sales at high levels /
"There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling...
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| Pengarang Utama: | |
|---|---|
| Format: | Buku |
| Bahasa: | English |
| Diterbitkan: |
New York :
American Management Association,
c1999.
|
| Edisi: | Advanced 6th ed. |
| Subjek-subjek: | |
| Penanda-penanda: |
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| 040 | |a DLC |c DLC | ||
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| 100 | 1 | |a Hanan, Mack. | |
| 245 | 1 | 0 | |a Consultative selling : |b the Hanan forumula for high-margin sales at high levels / |c Mack Hanan. |
| 250 | |a Advanced 6th ed. | ||
| 260 | |a New York : |b American Management Association, |c c1999. | ||
| 300 | |a xxvi, 230 p. : |b ill. ; |c 24 cm. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | 0 | |t Introduction: The Consultative Selling Mission -- |g pt. I. |t Consultative Positioning Strategies. |g 1. |t How to Become Consultative. |g 2. |t How to Penetrate High Levels. |g 3. |t How to Merit High Margins -- |g pt. II. |t Consultative Proposing Strategies. |g 4. |t How to Qualify Customer Problems. |g 5. |t How to Quantify Your Solution. |g 6. |t How to Sell the Customer's Return -- |g pt. III. |t Consultative Partnering Strategies. |g 7. |t How to Set Partnerable Objectives. |g 8. |t How to Agree on Partnerable Strategies. |g 9. |t How to Ensure Partnerable Rewards. |g App. A. |t How Customer Managers Budget Capital Expenditures -- |g App. B. |t How Customer Managers Make Lease-vs-Buy Decisions. |
| 520 | 1 | |a "There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle."--Jacket. | |
| 520 | 8 | |a "Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors."--Jacket. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Selling |x Key accounts. | |
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| 776 | 1 | 8 | |w (ATU)b18273488 |
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| 906 | |0 DLC | ||