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.
Reproduction
Electronic reproduction. Ann Arbor, MI : ProQuest, 2015. Available via World Wide Web. Access may be limited to ProQuest affiliated libraries.
