01617nam a2200313Ia 4500 ebr10044970 CaPaEBR m u cr cn||||||||| 020912s2003 nyu sb 001 0 eng d 0814407641 CaPaEBR CaPaEBR (OCoLC)52130361 HF5438.8.P75 M554 2003eb 658.85 21 Miller, William, 1955- Proactive selling [electronic resource] : control the process, win the sale / William "Skip" Miller. New York : AMACOM, 2003. 244 p. 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. Selling Psychological aspects. Relationship marketing. Purchasing Decision making. Electronic books. local ebrary, Inc. http://site.ebrary.com/lib/rucke/Doc?id=10044970 An electronic book accessible through the World Wide Web; click to view 179399 179399