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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 December 10, 2003
Pages 250
Binding Paperback
Edition 7
Book category Adult Non-Fiction
ISBN-13 9780814414699
ISBN-10 0814414699
Dimensions 0.75 by 6 by 9 in.
Availability§ Out of Print
Original list price $21.95
§As reported by publisher
Summaries and Reviews description: Product Description: Over 100,000 copies sold! Sales expert Mack Hanan has shown tens of thousands of salespeople how to boost their profits by repositioning themselves as consultants out to help their clients' businesses grow. Consultative Selling (TM) gives readers the tools to partner with customers rather than just vending to purchasers, maintaining high customer satisfaction, even while under pressure to make quota each quarter. Providing a highly specific and consistently successful approach to sales, this revised edition is packed with new, more advanced strategies and techniques for applying consultative selling, including: * outsourcing * Internet sales * gainsharing as an alternative to price * value-added reselling * cost-control purchasing * and more The book still includes the same great features that have made it a steady seller for over two decades -- from a step-by-step implementation guide to case histories of methods and results in multiple industries. Packed with strategic sales tools, Consultative Selling(TM) is still a one-of-a-kind way for sales pros to maximize profits while helping their customers take their businesses to new levels."

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: 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
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
About: The ground rules for selling high ticket items are changing.
Book cover for 9780814414699
The price comparison is for this edition
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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