Proactive selling : control the process--win the sale /

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

Bibliographic Details
Call Number:Libro Electrónico
Main Author: Miller, William, 1955-
Format: Electronic eBook
Language:Inglés
Published: New York : AMACOM, ©2003.
Subjects:
Selling > Psychological aspects.
Relationship marketing.
Purchasing > Decision making.
Vente > Aspect psychologique.
Marketing relationnel.
Achat > Prise de décision.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
Purchasing > Decision making
Relationship marketing
Selling > Psychological aspects
Online Access:Texto completo
Table of Contents:
  • Proactive selling : having the right tools at the right time to be a step ahead
  • Do your homework before the sale
  • Initiate
  • How to begin and end every sales call
  • Educate the customer using two-way learning
  • Qualify : not a phase but a process
  • Validate
  • Justify
  • The skill of closing the deal
  • Applying the proactive selling process
  • Managing the proactive selling process.

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