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Proactive selling : control the process--win the sale / William "Skip" Miller.

By: Material type: TextTextPublication details: New York : AMACOM, c2012.Edition: 2nd edDescription: xvii, 238 p. : ill. ; 25 cmISBN:
  • 9780814431924
Other title:
  • Pro active selling
Subject(s): LOC classification:
  • HF5438.8.P75 M554 2012
Summary: Gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. This book shows sales people how to: qualify and disqualify prospects sooner to focus on the most promising accounts; examine buyers' motivations from every angle; and quantify the value proposition early.
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Includes index.

Gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. This book shows sales people how to: qualify and disqualify prospects sooner to focus on the most promising accounts; examine buyers' motivations from every angle; and quantify the value proposition early.

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