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