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

By: Miller, William, 1955-.
Contributor(s): ebrary, Inc.
Publisher: New York : American Management Association, 2003Description: 244 p.Subject(s): Selling -- Psychological aspects | Relationship marketing | Purchasing -- Decision makingGenre/Form: Electronic books. DDC classification: 658.85 Online resources: An electronic book accessible through the World Wide Web; click to view
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 : two-way learning -- Qualify throughout the sale how salespeople and sales mangers should spend their time -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process.

Includes bibliographical references and index.

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 : two-way learning -- Qualify throughout the sale how salespeople and sales mangers should spend their time -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process -- Managing the proactive selling process.

TSLHHL

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.