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Consultative selling : the Hanan formula for high-margin sales at high levels /
Annotation
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York :
AMACOM,
©2004.
|
| Edición: | 7th ed. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Hanan, Mack. | |
| 245 | 1 | 0 | |a Consultative selling : |b the Hanan formula for high-margin sales at high levels / |c Mack Hanan. |
| 250 | |a 7th ed. | ||
| 260 | |a New York : |b AMACOM, |c ©2004. | ||
| 300 | |a 1 online resource (xxi, 250 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 340 | |g polychrome. |2 rdacc |0 http://rdaregistry.info/termList/RDAColourContent/1003 | ||
| 347 | |a data file | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 588 | 0 | |a Print version record. | |
| 520 | 8 | |a Annotation |b Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, making the switch from vending to consultative selling, sidestepping purchasing "gatekeepers," and avoiding the delays inherent in traditional price negotiation. The volume does not contain bibliographical references. Annotation 2004 Book News, Inc., Portland, OR (booknews.com). | |
| 546 | |a English. | ||
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Selling |x Key accounts. | |
| 650 | 0 | |a Marketing |x Key accounts. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Marketing |x Key accounts |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 650 | 7 | |a Selling |x Key accounts |2 fast | |
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| 650 | 7 | |a Kundenberatung |2 gnd | |
| 776 | 0 | 8 | |i Print version: |a Hanan, Mack. |t Consultative selling. |b 7th ed. |d New York : AMACOM, ©2004 |z 081447215X |z 0814405037 |w (DLC) 2003019604 |w (OCoLC)53075477 |
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