Tous nos rayons

Déjà client ? Identifiez-vous

Mot de passe oublié ?

Nouveau client ?

CRÉER VOTRE COMPTE
Consultative selling
Ajouter à une liste

Librairie Eyrolles - Paris 5e
Indisponible

Consultative selling

Consultative selling

The Hanan formula for high-margin sales at high levels

Mack Hanan

250 pages, parution le 07/01/2004 (7eme édition)

Résumé

It's the classic sales book that has boosted profits-for salespeople and for their customers-for more than two decades!

In this sixth edition, Mack Hanan continues the theme he has brought to thousands of sales reps: You are no longer a vendor, out to sell a customer a product; you are a consultant, out to help your client's business grow. New topics include how to:

  • make the switch from "vending" to "consultative selling" while under pressure to make quota each quarter
  • break past the purchasing "gatekeepers" and get to the managers, who can be partnered with value-based propositions
  • apply Consultative Selling strategies to government sales (where profits are irrelevant and there'll always be a lower-price bidder)
  • involve the value-added resellers who are key players in your go-to-market strategy, so you can present a united front for customers.

L'auteur - Mack Hanan

Mack Hanan (New York, NY) is a renowned consultant and the best-selling author of numerous AMACOM books, including Key Account Selling, Sales Shock, Competing on Value, and Tomorrow’s Competition.

Sommaire

  • Introduction : The consultative selling mission
  • Positionning and partnering to propose high-margin value propositions
    • Consultative propositioning strategies
      • How to become consultative
      • How to penetrate high levels
      • How to merit high margins
    • Consultative partnering strategies
      • How to set partnerable objectives
      • How to agree on partnerable strategies
      • How to ensure partnerable rewards
  • Proposing continuous business improvement through fast-closing profit projects
    • Consultative proposing strategies
      • How to qualify customer problems
      • How to quantify PIP solutions
      • How to sell the customer's return
  • Appendix A
  • Appendix B
  • Index
Voir tout
Replier

Caractéristiques techniques

  PAPIER
Éditeur(s) Amacom
Auteur(s) Mack Hanan
Parution 07/01/2004
Édition  7eme édition
Nb. de pages 250
Format 16 x 23,5
Couverture Relié
Poids 525g
Intérieur Noir et Blanc
EAN13 9780814472156
ISBN13 978-0-8144-7215-6

Avantages Eyrolles.com

Livraison à partir de 0,01 en France métropolitaine
Paiement en ligne SÉCURISÉ
Livraison dans le monde
Retour sous 15 jours
+ d'un million et demi de livres disponibles
satisfait ou remboursé
Satisfait ou remboursé
Paiement sécurisé
modes de paiement
Paiement à l'expédition
partout dans le monde
Livraison partout dans le monde
Service clients 0 321 79 56 75 sav@commande.eyrolles.com
librairie française
Librairie française depuis 1925