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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 May 1, 1999
Pages 230
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780814405031
ISBN-10 0814405037
Dimensions 1.25 by 6.50 by 9.50 in.
Weight 1.15 lbs.
Availability§ Out of Print
Original list price $29.95
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:

* make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter * break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions * apply Consultative Selling strategies to government sales (where profits are irrelevant and there will always be a lower-price bidder) * involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

Editions
Hardcover
Book cover for 9780814405031 Book cover for 9780814416174 Book cover for 9780814450130 Book cover for 9780814472156
 
8 edition from Amacom Books (March 15, 2011)
9780814416174 | details & prices | 232 pages | 6.00 × 9.50 × 1.25 in. | 1.15 lbs | List price $29.95
About: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments
7 edition from Amacom Books (December 10, 2003)
9780814472156 | details & prices | 256 pages | 6.50 × 10.25 × 0.75 in. | 1.15 lbs | List price $29.95
About: Explains how to develop a consultant relationship with top clients, identifies the advantages of this approach, and shows how to create growth strategies, negotiate proposals, generate forecasts, and analyze investments
The price comparison is for this edition
from Amacom Books (May 1, 1999)
9780814405031 | details & prices | 230 pages | 6.50 × 9.50 × 1.25 in. | 1.15 lbs | List price $29.95
About: This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!
4th edition from Amacom Books (September 1, 1990)
9780814450130 | details & prices | 6.25 × 9.55 × 1.25 in. | 1.35 lbs | List price $24.95
Paperback
Book cover for 9780814414699
 
7 edition from Amacom Books (December 10, 2003)
9780814414699 | details & prices | 250 pages | 6.00 × 9.00 × 0.75 in. | 0.95 lbs | List price $21.95
About: Over 100,000 copies sold!

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