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- Free Download - DownArchive » E-Books » Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels
Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels
American Management Association | 1999| 0814405037 | Pages: 230 | PDF | 2.2 MB
This is the classic sales book that has boosted profits--for salespeople and for their customers--for more than two decades! In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:
* make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter * break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions * apply Consultative Selling strategies to government sales (where profits are irrelevant and there will always be a lower-price bidder) * involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.
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E-Books → Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels
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