ProActive selling : control the process, win the sale - Miller (New Delhi: Prentice Hall of India, 2007)
Includes index
FOBCAL
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 using two-way learning -- Qualify : not a phrase, but a process -- Validate -- Justify -- The skill of closing the deal -- Applying the proactive selling process --Managing the proactive selling process
Includes bibliographical references and index
Keywords: Relationship marketing; Selling -- -- Psychological aspects; Purchasing -- -- Decision making