Proactive selling [electronic resource] : control the process, win the sale / William "Skip" Miller.

By: Contributor(s): Material type: BookBookPublication details: New York : AMACOM, 2003.Description: 244 pSubject(s): Genre/Form: DDC classification:
  • 658.85 21
LOC classification:
  • HF5438.8.P75 M554 2003eb
Online resources:
Contents:
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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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.

Electronic reproduction. Palo Alto, Calif. : ebrary, 2009. Available via World Wide Web. Access may be limited to ebrary affiliated libraries.

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