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MacK Hanan has written 16 work(s)
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cover image for 9780814416174
Product Description: 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

Hardcover:

9780814416174 | 8 edition (Amacom Books, March 15, 2011), cover price $29.95 | About this edition: 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
9780814472156 | 7 edition (Amacom Books, December 10, 2003), cover price $29.95 | About this edition: 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
9780814405031 | Amacom Books, May 1, 1999, cover price $29.95 | About this edition: This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades!
9780814450130 | 4th edition (Amacom Books, September 1, 1990), cover price $24.95

Paperback:

9780814414699 | 7 edition (Amacom Books, December 10, 2003), cover price $21.95 | About this edition: Over 100,000 copies sold!

cover image for 9780814402481
Product Description: Hanan reminds readers that the old style of selling has always been based on comparison, but as competitive products and services have achieved parity in performance and quality, there's no longer any need for a cadre of sellers to compare them, nor is there any way to avoid such a sales force...read more

Hardcover:

9780814402481 | Amacom Books, March 1, 1996, cover price $21.95 | About this edition: Hanan reminds readers that the old style of selling has always been based on comparison, but as competitive products and services have achieved parity in performance and quality, there's no longer any need for a cadre of sellers to compare them, nor is there any way to avoid such a sales force.

cover image for 9780814403037
Product Description: The classic sales book that has boosted profits--for salespeople and their customers--for over 20 years has been totally revised. Hanan emphasizes viewing oneself as a consultant helping a customer improve his business, rather than a vendor who's sole mission is to sell a product...read more

Hardcover:

9780814403037 | Amacom Books, September 1, 1995, cover price $24.95 | About this edition: The classic sales book that has boosted profits--for salespeople and their customers--for over 20 years has been totally revised.

Product Description: Written by the author of "Consultative Selling" and "Key Account Selling", this book shows managers how to: fit their project to a top strategic priority; position themselves as "partner" to top management; think like a money manager, not an operational manager; apply the author's format, the "profit improvement proposal", to their budget presentations; manage like an "outsourcer" to reduce costs; and follow a seven-step project management process to make sure their operations are as successful as they've promised...read more

Hardcover:

9780814402573 | Amacom Books, October 1, 1994, cover price $22.95 | About this edition: Written by the author of "Consultative Selling" and "Key Account Selling", this book shows managers how to: fit their project to a top strategic priority; position themselves as "partner" to top management; think like a money manager, not an operational manager; apply the author's format, the "profit improvement proposal", to their budget presentations; manage like an "outsourcer" to reduce costs; and follow a seven-step project management process to make sure their operations are as successful as they've promised.

Product Description: A new approach to effective divisional management - how to run a division as though it were a company you owned. With dozens of examples, Mack Hanan shows new "owners" how to create a highly responsive and productive business that bases its success on how much it helps its customers succeed...read more

Hardcover:

9780814451120 | Amacom Books, April 1, 1994, cover price $21.95 | About this edition: A new approach to effective divisional management - how to run a division as though it were a company you owned.

cover image for 9780814478622
Product Description: Prepare your company for tomorrow's brave new world of competition and you'll ensure its survival -- and growth -- over the long term. "Tomorrow's Competition" takes a daring look at the future order of business and discusses how to compete in a world where 'the customer is king, quality has become equality, and no industry will need a major third supplier...read more

Hardcover:

9780814450635 | Amacom Books, November 1, 1991, cover price $22.95 | About this edition: Predicts future business trends, looks at how competition is changing, and suggests a new strategy for success based on making one's customers more competitive

Paperback:

9780814478622 | Reprint edition (Amacom Books, September 1, 1993), cover price $15.95 | About this edition: Prepare your company for tomorrow's brave new world of competition and you'll ensure its survival -- and growth -- over the long term.

cover image for 9780814478288
Product Description: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

Hardcover:

9780814459850 | 2 sub edition (Amacom Books, August 1, 1989), cover price $18.95 | About this edition: Tells how to gain the edge over competitors, discusses high-margin sales and customer continuity, and looks at two-tier selling and effective sales management

Paperback:

9780814478288 | 2 edition (Amacom Books, March 1, 1993), cover price $14.95 | About this edition: Key Account Selling will show you how to grow your business by growing the businesses of your principle customers.

cover image for 9780814451328
Argues that companies should not depend solely on their products for profits, tells how to make the transition to service provider, and offers advice on helping customers reduce costs and increase revenues

Hardcover:

9780814451328 | Amacom Books, November 1, 1992, cover price $24.95 | About this edition: Argues that companies should not depend solely on their products for profits, tells how to make the transition to service provider, and offers advice on helping customers reduce costs and increase revenues

cover image for 9780814450604
Tells how to strengthen one's supplier and customer relations to the benefit of both businesses, and discusses planning, positioning, product development, business venturing, problem solving, and profit making

Hardcover:

9780814450604 | Enl sub edition (Amacom Books, March 1, 1992), cover price $26.95 | About this edition: Tells how to strengthen one's supplier and customer relations to the benefit of both businesses, and discusses planning, positioning, product development, business venturing, problem solving, and profit making

cover image for 9780814477724
Product Description: Hardcover title focused completely on Customer Satisfaction - focused on how maximize, measure and market products

Hardcover:

9780814459447 | Amacom Books, February 1, 1989, cover price $19.95 | About this edition: Stresses the importance of customer satisfaction, tells how to improve customer relations, and explains how to obtain feedback

Paperback:

9780814477724 | Reissue edition (Amacom Books, August 1, 1991), cover price $15.95 | About this edition: Hardcover title focused completely on Customer Satisfaction - focused on how maximize, measure and market products

cover image for 9780814450369
Product Description: This book analyzes the strategic implications of the shift in focus for the US Armed Forces from regular to irregular war. Lawrence Freedman closely examines the difficulty the US Armed Forces face in shifting their focus from preparing for regular wars, in which combat is separated from civil society, to irregular wars, in which combat is integrated with civil society...read more

Hardcover:

9780814450369 | Amacom Books, March 1, 1991, cover price $24.95 | About this edition: This book analyzes the strategic implications of the shift in focus for the US Armed Forces from regular to irregular war.

cover image for 9780814459522
Tells how to identify and reward key employees, and offers advice on new opportunities, growth planning, repositioning, and marketing strategies

Hardcover:

9780814459522 | Amacom Books, December 1, 1989, cover price $18.95 | About this edition: Tells how to identify and reward key employees, and offers advice on new opportunities, growth planning, repositioning, and marketing strategies

cover image for 9780814459362
Product Description: Book by Hanan, Mack

Hardcover:

9780814459362 | Amacom Books, September 1, 1987, cover price $16.95 | About this edition: Book by Hanan, Mack

cover image for 9780814476772
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

Paperback:

9780814476772 | 3 edition (Amacom Books, March 1, 1987), cover price $10.95 | About this edition: 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

cover image for 9780814423240
Product Description: Growth Partnering: How to Manage Strategic Alliances for Mutual Profit (Ama Management Briefing)

Paperback:

9780814423240 | Amacom Books, June 1, 1986, cover price $11.95 | About this edition: Growth Partnering: How to Manage Strategic Alliances for Mutual Profit (Ama Management Briefing)

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