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AuthorHanan, Mack
TitleConsultative selling [electronic resource] : the Hanan formula for high-margin sales at high levels / Mack Hanan
Imprint New York : AMACOM, c2004
Edition 7th ed
Connect tohttp://www.netLibrary.com/urlapi.asp?action=summary&v=1&bookid=106997
Descript xxi, 250 p. : ill. ; 24 cm

CONTENT

How to become consultative -- How to penetrate high levels -- How to merit high margins -- How to set partnerable objectives -- How to agree on partnerable strategies -- How to ensure partnerable rewards -- How to qualify customer problems -- How to quantify PIP solutions -- How to sell the customer's return


Selling Selling -- Key accounts Electronic books.



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