Proactive selling : control the process, win the sale / / William "Skip" Miller.
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| Year of Publication: | 2003 |
| Language: | English |
| Online Access: | |
| Physical Description: | 244 p. |
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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.