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Proactive selling

by Miller, William,
Additional authors: ebrary, Inc.
Published by : AMACOM, (New York :) Physical details: 244 p.
Subject(s): Selling -- Psychological aspects. | Relationship marketing. | Purchasing -- Decision making. | Electronic books.
Year: 2003
Online resources:
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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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