Accelerated growth planning: Profit improvement strategies for consumer, industrial, and service business game plans

Business & Money

MacK Hanan

Management & Leadership

McGraw-Hill Inc.,US

Competing on Value

AMACOM/American Management Association

The classic sales book that has boosted profits--for salespeople and their customers--for over 20 years has been totally revised. Hanan emphasizes viewing oneself as a consultant helping a customer improve his business, rather than a vendor who's sole mission is to sell a product. This edition includes updated case histories and a greater focus on management skills and quality.

Consultative Selling

AMACOM

This is 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 will 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.

Consultative Selling(TM): The Hanan Formula for High-Margin Sales at High Levels

Marketing & Sales

The ground rules for selling high ticket items are changing. Customers are demanding a service-oriented approach that is a radical departure from the traditional vendor attitude. Mack Hanan details the process of creating a growth strategy for each client, building win-win proposals, and forecasting a client's profit improvement.

Consultative selling

American Management Association

Surprise, You're Really A Manager

Sales & Marketing Management

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Books by MacK Hanan