Mack Hanan Bücher

Discusses marketing strategy, customer life-cycles, added values, and sales evaluation, and explains how to anticipate a customer's needs

This book will show you how to grow your business by growing the businesses of your principle customers.

Presents a new approach to selling that emphasizes not competing on the basis of the best price, but the highest value--i.e. demonstrating to current and prospective customers that using your products or services will either cut their costs or improve their revenues. Distributed by Gale. Annotation copyrighted by Book News, Inc., Portland, OR

This work predicts that traditional sales methods are becoming extinct because products are so similar, and inside managers are doing the job of field reps. It offers two alternative models: zero-basing the sales force or co-managing customer assets.