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200 10$aProactive selling$b[electronic resource] $econtrol the process, win the sale /$fWilliam "Skip" Miller
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-$01477555
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801  1$bMiAaPQ
801  2$bMiAaPQ
906   $aBOOK
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997   $aUNINA

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215   $a1 v.$d20 c
300   $apaginazione varia interventi di A.L. Oppenheim, I.M. Diakonoff, N. B. Jakovskaja, M. Heltzer, I. D. Amusin
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702  1$aHELTZER$bMichael$3UONV005953
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790  1$aDIAKONOFF, I. M.$zD'JAKONOV, Igor Mihajlovic$3UONV026520
790  1$aHELTZER, M. L.$yHELTZER, Michael$3UONV008938
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