The term “Consultative Selling” and it’s underlying concepts were first introduced in the book by the same name published in 1973 and authored by Mack Hanan, James Cribbin and Herman Heiser. Although amended and modified countless times since then and in countless industries and by countless sales organizations, the basics remain true to this day. Perhaps they are even more relevant today and are an underlying foundation for Lead Dog Selling.
Consultative Selling. 70′s hype or the path to differentiation? – Todd Youngblood's
Posted by tyoungbl under SalesFrom http://bit.ly 5220 days ago
Made Hot by: starresults on August 2, 2010 7:47 pm
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