TY  - BOOK
AU  - Miller,William
ED  - ebrary, Inc.
TI  - Proactive selling: control the process, win the sale 
AV  - HF5438.8.P75 M554 2003eb
U1  - 658.85 21
PY  - 2003///
CY  - New York
PB  - AMACOM
KW  - Selling
KW  - Psychological aspects
KW  - Relationship marketing
KW  - Purchasing
KW  - Decision making
KW  - Electronic books
KW  - local
N1  - 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
UR  - http://site.ebrary.com/lib/daystar/Doc?id=10044970
ER  -