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Synopsis: Written by the author of "Consultative Budgeting" and "Key Account Selling", this book explains to the salesperson that: you are no longer a vendor, out to sell a customer its product; you are a consultant, out to help your client's business grow. This revised edition: supplies updated case histories; a new and improved emphasis on how to sell - technology and technology-based products or services, services and service-based businesses, outsourced services and contracted-out projects, and business and process re-engineering systems; and explains in more detail than ever before how to - use project management skills, win the competitions against other consultative sellers, meet customer productivity and quality requirements, meet customer requirements for cost control and predictable cash flow and set up solid business partnerships that exclude competitors.
Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on:
Creating a two-tiered sales model to separate consultative sales from commodity sales · Building and using consultative databases for value propositions and proof of performance · Studying your customers’ cash flows to win proposals · Using consultative selling strategies on the Web · Coping with—and reversing—the inevitable “no”
Consultative Selling is packed with new partnering strategies, cost/benefit analysis templates, detailed monetized value proposition models, outcome-based branding approaches, and powerful consulting tactics that will make your customers’ competition—and your own rivals—irrelevant.
Title: Consultative Selling Advanced, Sixth Edition...
Publication Date: 1999
Book Condition: Used: Good
Book Description American Management Association, 1999. Book Condition: Good. 6th. Ships from the UK. Former Library book. Shows some signs of wear, and may have some markings on the inside. Bookseller Inventory # GRP88565813
Book Description Amacom, 1999. Hardcover. Book Condition: Used; Good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence!. Bookseller Inventory # mon0000378490
Book Description Amacom, 1999. Hardcover. Book Condition: Used; Very Good. **SHIPPED FROM UK** We believe you will be completely satisfied with our quick and reliable service. All orders are dispatched as swiftly as possible! Buy with confidence!. Bookseller Inventory # 2777314
Book Description Amacom. Hardcover. Book Condition: Good. Light shelf wear and minimal interior marks. Bookseller Inventory # G0814405037I3N00
Book Description Amacom. Hardcover. Book Condition: Good. This book has a light amount of wear to the pages, cover and binding. Bookseller Inventory # G0814405037I3N00
Book Description Amacom. Hardcover. Book Condition: Very Good. Dust Cover Missing. Very good condition book with only light signs of previous use. Bookseller Inventory # G0814405037I4N01
Book Description Amacom. Hardcover. Book Condition: As New. This copy appears to be in nearly new condition. Bookseller Inventory # G0814405037I2N00
Book Description Amacom. Hardcover. Book Condition: Very Good. Book shows a small amount of wear - very good condition. Bookseller Inventory # G0814405037I4N00
Book Description AMACOM. Hardcover. Book Condition: VERY GOOD. little to no wear, pages are clean. The cover and binding are crisp with next no creases. Bookseller Inventory # 2759830006
Book Description AMACOM. Hardcover. Book Condition: Good. 0814405037 Good - Former library copy (Library stamps and stickers throughout) - Bumping to corners - Great reading copy!(Shelf 71 Row 2). Bookseller Inventory # SKU1036120