by William Miller · AMACOM Div American Mgmt Assn · tapa blanda · ISBN 9780814407646
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«Proactive Selling: Control the Process--win the Sale» is the sales manual by William "Skip" Miller, published by AMACOM in paperback (240 pages).
A reference work for sales professionals that proposes a buyer-centred selling method: preparing each visit, initiating and closing sales calls, educating the client through two-way learning, and qualifying each stage of the process until justifying the offer and closing the deal.
The first paperback edition was published in 2003; the text is in English and includes bibliographic references and an index.
Aimed at sales representatives and commercial professionals who wish to improve their closing technique and their relationship with the client.
