by Mack Hanan · American Management Association · tapa dura · ISBN 9780814450130
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«Consultative Selling» is Mack Hanan's consultative selling manual, published by American Management Association in hardback (290 pages, in English).
Hanan argues that high-value sales require a service relationship: he proposes designing a particular plan for each account, reaching agreements where both parties win, and calculating how the client's results will improve.
Fourth edition, originally published in 1990. The full subtitle is «The Hanan Formula for High-Margin Sales at High Levels». Includes index.
Work aimed at salespeople, commercial executives, and key account managers who handle high-value products or services.
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