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Record Nr. |
UNINA9910455662903321 |
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Autore |
Miller William <1955-> |
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Titolo |
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller |
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Pubbl/distr/stampa |
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ISBN |
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Descrizione fisica |
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1 online resource (256 p.) |
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Disciplina |
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Soggetti |
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Selling - Psychological aspects |
Relationship marketing |
Purchasing - Decision making |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Includes bibliographical references and index. |
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Nota di contenuto |
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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. |
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Sommario/riassunto |
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Dynamic, proven tools and techniques that let reps think like their customers. |
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