ProActive Selling : Control the Process -- Win the Sale.

By: Miller, WilliamMaterial type: TextTextPublisher: New York : AMACOM, 2003Copyright date: ©2003Description: 1 online resource (256 pages)Content type: text Media type: computer Carrier type: online resourceISBN: 9780814427026Subject(s): Purchasing -- Decision making | Relationship marketing | Selling -- Psychological aspectsGenre/Form: Electronic books.Additional physical formats: Print version:: ProActive Selling : Control the Process -- Win the SaleDDC classification: 658.85 LOC classification: HF5438.8.P75 -- M554 2003ebOnline resources: Click to View
Contents:
Preliminaries -- Contents -- Preface -- Acknowledgments -- Chapter 1 ProActive Selling Having the Right Tools at the Right Time to Be a Step Ahead -- Chapter 2 Do Your Homework Before the Sale -- Chapter 3 Initiate -- Chapter 4 How to Begin and End Every Sales Call -- Chapter 5 Educate the Customer Using Two Way Learning -- Chapter 6 Qualify Not a Phase but a Process -- Chapter 7 Validate -- Chapter 8 Justify -- Chapter 9 The Skill of Closing the Deal -- Chapter 10 Applying the ProActive Selling Process -- Chapter 11 Managing the ProActive Selling Process -- Appendix -- Index.
Summary: Dynamic, proven tools and techniques that let reps think like their customers.
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Preliminaries -- Contents -- Preface -- Acknowledgments -- Chapter 1 ProActive Selling Having the Right Tools at the Right Time to Be a Step Ahead -- Chapter 2 Do Your Homework Before the Sale -- Chapter 3 Initiate -- Chapter 4 How to Begin and End Every Sales Call -- Chapter 5 Educate the Customer Using Two Way Learning -- Chapter 6 Qualify Not a Phase but a Process -- Chapter 7 Validate -- Chapter 8 Justify -- Chapter 9 The Skill of Closing the Deal -- Chapter 10 Applying the ProActive Selling Process -- Chapter 11 Managing the ProActive Selling Process -- Appendix -- Index.

Dynamic, proven tools and techniques that let reps think like their customers.

Description based on publisher supplied metadata and other sources.

Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, 2018. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries.

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