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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: 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.

Editions
Hardcover
Book cover for 9780814405031 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
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: "For more than two decades, Consultative Selling(TM) has enabled sales professionals around the world to achieve unprecedented success by helping their clients make more profitable business decisions.
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: 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.
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
About: The ground rules for selling high ticket items are changing.
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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