Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
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| Autore: |
Miller William <1955->
|
| Titolo: |
Proactive selling [[electronic resource] ] : control the process, win the sale / / William "Skip" Miller
|
| Pubblicazione: | New York, : AMACOM, 2003 |
| Descrizione fisica: | 1 online resource (256 p.) |
| Disciplina: | 658.85 |
| Soggetto topico: | Selling - Psychological aspects |
| Relationship marketing | |
| Purchasing - Decision making | |
| Note generali: | Description based upon print version of record. |
| Nota di bibliografia: | Includes bibliographical references and index. |
| Nota di contenuto: | 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. |
| Sommario/riassunto: | Dynamic, proven tools and techniques that let reps think like their customers. |
| Titolo autorizzato: | Proactive selling |
| ISBN: | 0-8144-2702-2 |
| Formato: | Materiale a stampa  |
| Livello bibliografico | Monografia |
| Lingua di pubblicazione: | Inglese |
| Record Nr.: | 9910780185103321 |
| Lo trovi qui: | Univ. Federico II |
| Opac: | Controlla la disponibilità qui |