02204nam 2200577Ia 450 991045566290332120200520144314.00-8144-2702-2(CKB)111056486718962(EBL)243069(OCoLC)475962721(SSID)ssj0000079698(PQKBManifestationID)11115813(PQKBTitleCode)TC0000079698(PQKBWorkID)10075400(PQKB)11177026(MiAaPQ)EBC243069(Au-PeEL)EBL243069(CaPaEBR)ebr10044970(OCoLC)52130361(EXLCZ)9911105648671896220020912d2003 uy 0engur|n|---|||||txtccrProactive selling[electronic resource] control the process, win the sale /William "Skip" MillerNew York AMACOM20031 online resource (256 p.)Description based upon print version of record.0-8144-0764-1 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.Dynamic, proven tools and techniques that let reps think like their customers.SellingPsychological aspectsRelationship marketingPurchasingDecision makingElectronic books.SellingPsychological aspects.Relationship marketing.PurchasingDecision making.658.85Miller William1955-886436MiAaPQMiAaPQMiAaPQBOOK9910455662903321Proactive selling2083729UNINA