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Proactive selling control the process, win the sale /

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Bibliographic Details
Main Author:	Miller, William, 1955-
Corporate Author:	ebrary, Inc
Format:	Electronic eBook
Language:	English
Published:	New York : AMACOM, 2003.
Subjects:	Selling > Psychological aspects. Relationship marketing. Purchasing > Decision making. Electronic books.
Online Access:	An electronic book accessible through the World Wide Web; click to view
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Table of 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.