Consultative selling :: the Hanan formula for high-margin sales at high levels /
Annotation
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
AMACOM,
©2004.
|
| Ausgabe: | 7th ed. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Annotation |
| Beschreibung: | Includes index. |
| Beschreibung: | 1 online resource (xxi, 250 pages) : illustrations |
| ISBN: | 0814427766 9780814427767 9780814472156 081447215X |
Internformat
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| 100 | 1 | |a Hanan, Mack. | |
| 245 | 1 | 0 | |a Consultative selling : |b the Hanan formula for high-margin sales at high levels / |c Mack Hanan. |
| 250 | |a 7th ed. | ||
| 260 | |a New York : |b AMACOM, |c ©2004. | ||
| 300 | |a 1 online resource (xxi, 250 pages) : |b illustrations | ||
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| 347 | |a data file | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 588 | 0 | |a Print version record. | |
| 520 | 8 | |a Annotation |b 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). | |
| 546 | |a English. | ||
| 650 | 0 | |a Selling. |0 http://id.loc.gov/authorities/subjects/sh85119819 | |
| 650 | 0 | |a Selling |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85119840 | |
| 650 | 0 | |a Marketing |x Key accounts. |0 http://id.loc.gov/authorities/subjects/sh85081337 | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Budgets de publicité. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Marketing |x Key accounts |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 650 | 7 | |a Selling |x Key accounts |2 fast | |
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Datensatz im Suchindex
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| _version_ | 1816881614855077888 |
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| author | Hanan, Mack |
| author_facet | Hanan, Mack |
| author_role | |
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| contents | 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. |
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| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 7th ed. |
| format | Electronic eBook |
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| indexdate | 2024-11-27T13:15:31Z |
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| oclc_num | 54863751 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (xxi, 250 pages) : illustrations |
| psigel | ZDB-4-EBA |
| publishDate | 2004 |
| publishDateSearch | 2004 |
| publishDateSort | 2004 |
| publisher | AMACOM, |
| record_format | marc |
| spelling | Hanan, Mack. Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan. 7th ed. New York : AMACOM, ©2004. 1 online resource (xxi, 250 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier polychrome. rdacc http://rdaregistry.info/termList/RDAColourContent/1003 data file 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. Print version record. 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). English. Selling. http://id.loc.gov/authorities/subjects/sh85119819 Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Vente. Budgets de publicité. selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Selling fast Selling Key accounts fast Verkauf gnd http://d-nb.info/gnd/4117346-6 Kundenberatung gnd http://d-nb.info/gnd/4114331-0 has work: Consultative selling (Text) https://id.oclc.org/worldcat/entity/E39PCFqcxQdfkrMBW9pDddVFYX https://id.oclc.org/worldcat/ontology/hasWork Print version: Hanan, Mack. Consultative selling. 7th ed. New York : AMACOM, ©2004 081447215X 0814405037 (DLC) 2003019604 (OCoLC)53075477 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=106997 Volltext |
| spellingShingle | Hanan, Mack Consultative selling : the Hanan formula for high-margin sales at high levels / 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. Selling. http://id.loc.gov/authorities/subjects/sh85119819 Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Vente. Budgets de publicité. selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Selling fast Selling Key accounts fast Verkauf gnd http://d-nb.info/gnd/4117346-6 Kundenberatung gnd http://d-nb.info/gnd/4114331-0 |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119819 http://id.loc.gov/authorities/subjects/sh85119840 http://id.loc.gov/authorities/subjects/sh85081337 http://d-nb.info/gnd/4117346-6 http://d-nb.info/gnd/4114331-0 |
| title | Consultative selling : the Hanan formula for high-margin sales at high levels / |
| title_auth | Consultative selling : the Hanan formula for high-margin sales at high levels / |
| title_exact_search | Consultative selling : the Hanan formula for high-margin sales at high levels / |
| title_full | Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan. |
| title_fullStr | Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan. |
| title_full_unstemmed | Consultative selling : the Hanan formula for high-margin sales at high levels / Mack Hanan. |
| title_short | Consultative selling : |
| title_sort | consultative selling the hanan formula for high margin sales at high levels |
| title_sub | the Hanan formula for high-margin sales at high levels / |
| topic | Selling. http://id.loc.gov/authorities/subjects/sh85119819 Selling Key accounts. http://id.loc.gov/authorities/subjects/sh85119840 Marketing Key accounts. http://id.loc.gov/authorities/subjects/sh85081337 Vente. Budgets de publicité. selling. aat BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh Marketing Key accounts fast Selling fast Selling Key accounts fast Verkauf gnd http://d-nb.info/gnd/4117346-6 Kundenberatung gnd http://d-nb.info/gnd/4114331-0 |
| topic_facet | Selling. Selling Key accounts. Marketing Key accounts. Vente. Budgets de publicité. selling. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. Marketing Key accounts Selling Selling Key accounts Verkauf Kundenberatung |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=106997 |
| work_keys_str_mv | AT hananmack consultativesellingthehananformulaforhighmarginsalesathighlevels |