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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, 1990
Binding Hardcover
Edition 4th
Book category Adult Non-Fiction
ISBN-13 9780814450130
ISBN-10 081445013X
Dimensions 1.25 by 6.25 by 9.55 in.
Weight 1.35 lbs.
Original list price $24.95
Summaries and Reviews
Amazon.com description: Product Description: The ground rules for selling high ticket items are changing. Customers are demanding a service-oriented approach that is a radical departure from the traditional vendor attitude. Mack Hanan details the process of creating a growth strategy for each client, building win-win proposals, and forecasting a client's profit improvement.

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: 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!
The price comparison is for this edition
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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