ProActive selling [electronic resource] : control the process, win the sale / William "Skip" Miller.

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Bibliographic Details
Main Author: Miller, William, 1955-
Language:English
Published: New York : AMACOM, c2003.
Subjects:
Selling > Psychological aspects.
Relationship marketing.
Purchasing > Decision making.
Online Access:
ProQuest Ebook Central - Academic Complete: 2003 (Ebook Central @ Proquest)
EBSCO eBooks: 2003 (EBSCO)
eBook Academic Collection (EBSCOhost) – North America: 2003 (EBSCO)
eBook Public Library Collection (EBSCOhost) – North America: 2003 (EBSCO)
Variant Title:
Pro active selling
ProActive Selling: Control the Process -- Win the Sale
Format: Electronic eBook
Contents:
  • Proactive selling : having the right tools at the right time to be a step ahead
  • Homework before the sale
  • Initiate
  • How to begin and end every sales call
  • Educate the customer using two-way learning
  • Qualify : not a phrase, but a process
  • Validate
  • Justify
  • The skill of closing the deal
  • Applying the proactive selling process
  • Managing the proactive selling process.