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Consultative selling

the Hanan formula for high-margin sales at high levels


Accelerated business growth consultant Hanan presents his formula for achieving sales success. Known as "consultative selling," this approach is based upon the repositioning of the salesman as a consultant, who helps his clients to be more competitive in business. Topics include, for example, making the switch from vending to consultative selling, sidestepping purchasing "gatekeepers," and avoiding the delays inherent in traditional price negotiation. The volume does not contain bibliographical references. Annotation 2004 Book News, Inc., Portland, OR (