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Consultative Selling, 8th Edition by Mack HANAN

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IntroductionTHE CONSULTATIVESELLING MISSION

Consultative Selling is profit-improvement selling. It is selling to high-level customer decision makers who are concerned with profit—indeed, who are responsible for it, measured by it, evaluated by it, and accountable for it. Consultative Selling is selling at high margins so that you can share in the profits that you improve. High margins to high-level decision makers: This is the essence of Consultative Selling.

Since 1970, Consultative Selling has revolutionized key account sales. It has helped customer businesses grow and supplier businesses achieve new earnings along with them. Everywhere it is practiced, Consultative Selling replaces the traditional adversarial buyer-seller relationship with ...

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