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AuthorMiller, William, 1955-
TitleProactive selling [electronic resource] : control the process--win the sale / William "Skip" Miller
Imprint New York : AMACOM, c2003
Connect tohttp://www.netLibrary.com/urlapi.asp?action=summary&v=1&bookid=80728
Descript xii, 244 p. : ill. ; 23 cm

CONTENT

Proactive selling : having the right tools at the right time to be a step ahead -- Do your homework before the sale -- Initiate -- How to begin and end every sales call -- Educate the customer using two-way learning -- Qualify : not a phase but a process -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process


Selling -- Psychological aspects Relationship marketing Purchasing -- Decision making Electronic books.



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