Consultative selling :the Hanan formula for high-margin sales at high levels
- 作者: Hanan, Mack.
- 出版: New York : AMACOM ©2004.
- 版本: 7th ed.
- 稽核項: 1 online resource (xxi, 250 pages) :illustrations.
- 標題: Distribution. , Selling , Key accounts. , MarketingGeneral. , Selling. , BUSINESS & ECONOMICS Distribution. , Verkauf , Kundenberatung , BUSINESS & ECONOMICS Marketing -- General. , Electronic books. , Selling Key accounts. , BUSINESS & ECONOMICS
- ISBN: 081447215X , 9780814472156
- ISBN: 0814405037 , 9780814405031
- 試查全文@TNUA:
- 附註: Includes index. 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.
- 摘要: Annotation
- 電子資源: https://dbs.tnua.edu.tw/login?url=https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=106997
- 系統號: 005307223
- 資料類型: 電子書
- 讀者標籤: 需登入
- 引用網址: 複製連結
Annotation 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)
來源: Google Book
來源: Google Book
評分
