Competing on Value

Mack Hanan

AMACOM/American Management Association

<p>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.</p>

Consultative Selling

Business & Money

Management & Leadership

AMACOM

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

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

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Books by Mack Hanan