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- catalog abstract ""There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle."--Jacket. "Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors."--Jacket.".
- catalog contributor b11330694.
- catalog created "c1999.".
- catalog date "1999".
- catalog date "c1999.".
- catalog dateCopyrighted "c1999.".
- catalog description ""Consultative Selling shows you how to reengineer sales strategy into sound business strategy. As a consultative seller, you sell improved customer profits rather than products or services. You generate returns on customers' investments - not tradeoffs of products for price. You partner upstairs with customer operating managers, rather than just vending to purchasers. You work within long-term, continuing relationships, not from bid to bid. You focus on making your customers more competitive - not on gaining advantage over your own competitors."--Jacket.".
- catalog description ""There are two major problems in sales strategy, and if you're trained in Consultative Selling, you're equipped to handle both: (1) how to make sustainable high margins even on mature commodity products and services, and (2) how to control the costs of sales by condensing the selling cycle."--Jacket.".
- catalog description "Includes bibliographical references and index.".
- catalog description "Introduction: The Consultative Selling Mission -- pt. I. Consultative Positioning Strategies. 1. How to Become Consultative. 2. How to Penetrate High Levels. 3. How to Merit High Margins -- pt. II. Consultative Proposing Strategies. 4. How to Qualify Customer Problems. 5. How to Quantify Your Solution. 6. How to Sell the Customer's Return -- pt. III. Consultative Partnering Strategies. 7. How to Set Partnerable Objectives. 8. How to Agree on Partnerable Strategies. 9. How to Ensure Partnerable Rewards. App. A. How Customer Managers Budget Capital Expenditures -- App. B. How Customer Managers Make Lease-vs-Buy Decisions.".
- catalog extent "xxvi, 230 p. :".
- catalog identifier "0814403034".
- catalog identifier "0814405037".
- catalog issued "1999".
- catalog issued "c1999.".
- catalog language "eng".
- catalog publisher "New York : American Management Association,".
- catalog subject "658.8/1 21".
- catalog subject "HF5438.25 .H345 1999".
- catalog subject "Selling Key accounts.".
- catalog subject "Selling.".
- catalog tableOfContents "Introduction: The Consultative Selling Mission -- pt. I. Consultative Positioning Strategies. 1. How to Become Consultative. 2. How to Penetrate High Levels. 3. How to Merit High Margins -- pt. II. Consultative Proposing Strategies. 4. How to Qualify Customer Problems. 5. How to Quantify Your Solution. 6. How to Sell the Customer's Return -- pt. III. Consultative Partnering Strategies. 7. How to Set Partnerable Objectives. 8. How to Agree on Partnerable Strategies. 9. How to Ensure Partnerable Rewards. App. A. How Customer Managers Budget Capital Expenditures -- App. B. How Customer Managers Make Lease-vs-Buy Decisions.".
- catalog title "Consultative selling : the Hanan forumula for high-margin sales at high levels / Mack Hanan.".
- catalog type "text".