LEADER 02168nam  2200577Ia 450 
001 9910809435803321
005 20200520144314.0
010   $a0-8144-2702-2
035   $a(CKB)111056486718962
035   $a(EBL)243069
035   $a(OCoLC)475962721
035   $a(SSID)ssj0000079698
035   $a(PQKBManifestationID)11115813
035   $a(PQKBTitleCode)TC0000079698
035   $a(PQKBWorkID)10075400
035   $a(PQKB)11177026
035   $a(MiAaPQ)EBC243069
035   $a(Au-PeEL)EBL243069
035   $a(CaPaEBR)ebr10044970
035   $a(OCoLC)52130361
035   $a(EXLCZ)99111056486718962
100   $a20020912d2003      uy         0
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aProactive selling $econtrol the process, win the sale /$fWilliam "Skip" Miller
205   $a1st ed.
210   $aNew York $cAMACOM$d2003
215   $a1 online resource (256 p.)
300   $aDescription based upon print version of record.
311   $a0-8144-0764-1 
320   $aIncludes bibliographical references and index.
327   $aProactive 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.
330   $aDynamic, proven tools and techniques that let reps think like their customers.
606   $aSelling$xPsychological aspects
606   $aRelationship marketing
606   $aPurchasing$xDecision making
615  0$aSelling$xPsychological aspects.
615  0$aRelationship marketing.
615  0$aPurchasing$xDecision making.
676   $a658.85
700   $aMiller$b William$f1955-$01613871
801  0$bMiAaPQ
801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
912   $a9910809435803321
996   $aProactive selling$93996875
997   $aUNINA