Consultative selling : the Hanan forumula for high-margin sales at high levels /
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....
Enregistré dans:
| Auteur principal: | |
|---|---|
| Format: | Livre |
| Langue: | English |
| Publié: |
New York :
American Management Association,
c1999.
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| Édition: | Advanced 6th ed. |
| Sujets: | |
| Accès en ligne: | Table of Contents |
Table des matières:
- Introduction: The Consultative Selling Mission
- 1. How to Become Consultative
- 2. How to Penetrate High Levels
- 3. How to Merit High Margins
- 4. How to Qualify Customer Problems
- 5. How to Quantify Your Solution
- 6. How to Sell the Customer's Return
- 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.