CONSULTATIVE SELLING: THE HANAN FORMULA FOR HIGH-MARGIN SALES AT HIGH LEVELS (EIGHTH EDITION)
Book ID/图书代码： 00431011B44535
English Summary/英文概要： Do you sell products or services? It doesn’t matter: What you’re really selling is customer profit. You help your customers and clients make profitable business decisions, and you are both rewarded with the fruits of a long-term business relationship. For 40 years, Mack Hanan’s Consultative Selling has empowered countless sales professionals to reap maximum success, and the Eighth Edition is here to take them—and you—to the next level, with brand new sections on:
The eighth edition features brand new sections on building and using consultative databases for value propositions and proof of performance; using consultative selling strategies on the Web; studying your customers’ cash flows to win proposals; creating a two-tiered sales model to separate consultative sales from commodity sales; and coping with—and reversing—the occasional “no.”
• Close major sales fast by avoiding traditional price negotiation
• Identify key information sources for lead targeting
• Maintain high customer satisfaction by generating greater returns on their investments
• Beat out the lower-price bidders who traditionally make the sales to not-for-profits and government agencies
• Control the costs of sales by condensing the selling cycle
Chinese Summary/中文概要： 歷久彌新的行銷金律
暢銷超過十萬冊 - 顧問式行銷﹙第八版﹚ 你是銷售產品還是銷售服務?
不論你是銷售那一種品項，你真正要銷售的是「如何為客戶創造更高的利潤」!!
行銷大師Mack Hanan提出的「顧問式銷售」40多年來令無數的銷售業務贏得高額業績。本書主旨使你學習透過了解每個客戶的問題或在不同的環境條件和機會，能給客戶帶來不同的潛在利潤。本書最新第八版，Mack Hanan配合市場變化，依客戶需求增添新的銷售分析：
• 避免隴長的價格談判，如何選擇成交速度較快的銷售方式
• 辨識核心客戶的需求
• 提升保持客戶滿意度的投資報酬率
• 如何出價， 如何贏得競標
• 如何在銷售週期控制成本(Chris)
Awards/获奖情况：首次提出「顧問式銷售(Consultative Selling)」概念的行銷大師Mack Hanan
何謂顧問式銷售? http://wiki.mbalib.com/zh-tw/%E9%A1%BE%E9%97%AE%E5%BC%8F%E9%94%80%E5%94%AE
About the Author/作者介绍： Mack Hanan is an international consultant, trainer, and lecturer on accelerated business growth. He invents unique strategies that focus on the three key pressure points of growth: top management, profit-center management, and sales management. In each of these critical success operations, he counsels, trains, and lectures. His expert system in Consultative Selling is a comprehensive online training and implementation program that can be previewed at www.mackhananconsultativeselling.com. In addition to previous editions of this book, he is the author of Competing on Value (with Peter Karp), Growth Partnering, and Sales Shock!
Format:HARDCOVER
Rights Status/版权销售情况：Simplified Chinese/简体中文：SOLD
Complex/Traditional Chinese/繁体中文：AVAILABLE
Sales in other countries/其他国家销售情况：
原文第一章内容：暂无
手稿：暂无
大纲：暂无