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Proactive selling : control the process, win the sale / William "Skip" Miller.
- Format:
- Book
- Author/Creator:
- Miller, William, 1955-
- Language:
- English
- Subjects (All):
- Selling--Psychological aspects.
- Selling.
- Relationship marketing.
- Purchasing--Decision making.
- Purchasing.
- Physical Description:
- 1 online resource (256 p.)
- Edition:
- 1st ed.
- Place of Publication:
- New York : AMACOM, 2003.
- Language Note:
- English
- Summary:
- Dynamic, proven tools and techniques that let reps think like their customers.
- 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 managers should spend their time
- Validate
- Justify
- The skill of closing the deal
- Applying the proactive selling process
- Managing the proactive selling process.
- Notes:
- Description based upon print version of record.
- Includes bibliographical references and index.
- ISBN:
- 0-8144-2702-2
- OCLC:
- 475962721
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