01168pamaa2200241 4500 0000043211 20140428090000.0 080121 eng 8120331141 HF5438.8.P75 MIL 2007 Miller ProActive selling : control the process, win the sale William "Skip" Miller. New Delhi: Prentice Hall of India, 2007. xvi, 239 p.: ill.; 23 cm. Eastern economy edition 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 Relationship marketing Selling -- Psychological aspects Purchasing -- Decision making http://www.phindia.com