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Tables of Contents for Consultative Selling
Chapter/Section Title
Page #
Page Count
Preface to the Advanced Sixth Edition
ix
6
Preface
xv
 
Introduction: The Consultative Selling Mission
1
22
Part I Consultative Positioning Strategies
23
60
1. How to Become Consultative
25
32
2. How to Penetrate High Levels
57
13
3. How to Merit High Margins
70
13
Part II Consultative Proposing Strategies
83
74
4. How to Qualify Customer Problems
85
23
5. How to Quantify Your Solution
108
29
6. How to Sell the Customer's Return
137
20
Part III Consultative Partnering Strategies
157
42
7. How to Set Partnerable Objectives
159
22
8. How to Agree on Partnerable Strategies
181
11
9. How to Ensure Partnerable Rewards
192
7
Appendix A. How Customer Managers Budget Capital Expenditures
199
18
Appendix B. How Customer Managers Make Lease-vs-Buy Decisions
217
8
Index
225