Consultative selling : the Hanan formula for high-margin sales at high levels /

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Bibliographic Details
Call Number:Libro Electrónico
Main Author: Hanan, Mack
Format: Electronic eBook
Language:Inglés
Published: New York : American Management Association, ©2011.
Edition:8th ed.
Subjects:
Selling.
Selling > Key accounts.
Marketing > Key accounts.
Vente.
Budgets de publicité.
selling.
Online Access:Texto completo (Requiere registro previo con correo institucional)
Table of Contents:
  • Part I : positioning and partnering to propose high-margin value propositions : how to co-manage cash flow opportunities
  • Consultative positioning strategies
  • Consultative partnering strategies
  • Part II : Proposing continuous business improvement through fast-closing profit projects : how to realize customer performance objectives
  • Consultative proposing strategies.

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