Six Major Categories of Money
Notes from Consultative Selling by Mack Hanan
01. Investment : what customers pay out.
02. Return : what they get back on what they pay out.
03. Payback : when they get their investment back.
04. Net profit : what they make on their investment or their increment over and above payback.
05. Cost : an investment on which there is no return.
06. Opportunity Cost : the profit they could have made on a different investment.
Consultative Selling: The Hanan Formula for High-Margin Sales at High Levels
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Price: USD 21.86
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