Consultative selling: the hanan formula for high-margin sales at high levels
Auteur :
Hanan, Mack
Éditeur :
Hanan, Mack
ISBN :
9780814416174
Date de publication :
1 mars 2011
Dimensions :
9,3 x 6,3 x 1,0 cm
Poids :
820 g
Langue :
Anglais
Pays d'origine :
USA
Features sections on: creating a 2-tiered sales model to separate consultative sales from commodity sales; building and using consultative databases for value propositions and proof of performance; studying customers' cash flows to win proposals; using consultative selling strategies on the Web; and, coping with and reversing the inevitable 'no'.