Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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H
high-margin selling, 200–206
original equipment manufacturers (OEMs) and, 12–13
price as function of performance values, 2–3
superior norm margin and, 41–42
Honeywell Control Systems, 12–13
human capital, 79
hurdle rates, 88–89, 117–118
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