What is Consultative Selling?
Coaching Tip
FEBRUARY 21, 2015
Definition: The term ''consultative selling'' first appeared in the 1970s book Consultative Selling by Mack Hanan. Sources: Mack Hanan: Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels. ideally, the salesperson''s own. ideally, the salesperson''s own. Selling Smarter, Not Harder.
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