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Consultative Selling: The Hanan Formula for High -Margin Sales at High Levels
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Bibliographic Detail
Publisher Amacom Books
Publication date September 1, 1995
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780814403037
ISBN-10 0814403034
Dimensions 1 by 6.25 by 9.25 in.
Weight 1.25 lbs.
Availability§ Out of Print
Original list price $24.95
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors.

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Hardcover
Book cover for 9780814403037
 
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from Amacom Books (September 1, 1995)
9780814403037 | details & prices | 6.25 × 9.25 × 1.00 in. | 1.25 lbs | List price $24.95
About: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow.

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