Miller, William,  1955- <br/><br/>
Proactive selling :  control the process--win the sale / 
 Pro active selling 
William "Skip" Miller. 
 - 2nd ed. 
 - New York :  AMACOM,  c2012. 
 - xvii, 238 p. :  ill. ;  25 cm. 
<br/><br/>Includes index. 
<br/><br/> 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. 
<br/><br/><label>ISBN: </label>9780814431924 
<br/><br/><label>Source: </label> SBF2012-ENG   
<br/><br/><label>Subjects--Topical Terms: </label><br/>Selling--Psychological aspects.<br/>Relationship marketing.<br/>Purchasing--Decision making.
<br/><br/><label>LC Class. No.: </label>HF5438.8.P75  / M554 2012