Proactive selling : control the process--win the sale /
| Main Author: | |
|---|---|
| Format: | Book |
| Language: | English |
| Published: |
New York :
AMACOM,
©2003.
|
| Subjects: | |
| Online Access: | http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=80728 |
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.