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In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You'll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales;
build and use consultative databases for value propositions and proof of performance;
study your customers' cash flows to win proposals;
use consultative selling strategies on the web;
and cope with--and reverse--the inevitable "no."
For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success.
Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
In Consultative Selling, sales consultant Mack Hanan helps you achieve just that by introducing a formula that will take your sales to the next level--one that involves you exchanging your salesperson hat for that of a trusted consultant. You'll learn how to: create a two-tiered sales model to separate consultative sales from commodity sales;
build and use consultative databases for value propositions and proof of performance;
study your customers' cash flows to win proposals;
use consultative selling strategies on the web;
and cope with--and reverse--the inevitable "no."
For over four decades, Consultative Selling has empowered countless sales professionals to reap maximum success.
Now, packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics, the eighth edition of this invaluable resource will bring you wide-ranging success--making the competition irrelevant.
| Empfohlen (von): | 18 |
|---|---|
| Erscheinungsjahr: | 2011 |
| Fachbereich: | Management |
| Genre: | Importe, Wirtschaft |
| Rubrik: | Recht & Wirtschaft |
| Medium: | Taschenbuch |
| Inhalt: | Kartoniert / Broschiert |
| ISBN-13: | 9780814437506 |
| ISBN-10: | 0814437508 |
| Sprache: | Englisch |
| Einband: | Kartoniert / Broschiert |
| Autor: | Hanan, Mack |
| Auflage: | Eighth Edition |
| Hersteller: | AMACOM |
| Verantwortliche Person für die EU: | Libri GmbH, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de |
| Maße: | 234 x 156 x 15 mm |
| Von/Mit: | Mack Hanan |
| Erscheinungsdatum: | 20.04.2018 |
| Gewicht: | 0,398 kg |
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