Proactive selling :: control the process--win the sale /
Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer.
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
New York :
AMACOM,
[2012]
|
| Ausgabe: | Second edition. |
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer. |
| Beschreibung: | 1 online resource |
| Bibliographie: | Includes index. |
| ISBN: | 9780814431962 0814431968 0814431925 9780814431924 |
Internformat
MARC
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| 082 | 7 | |a 658.85 |2 23 | |
| 049 | |a MAIN | ||
| 100 | 1 | |a Miller, William, |d 1955- | |
| 245 | 1 | 0 | |a Proactive selling : |b control the process--win the sale / |c William "Skip" Miller. |
| 246 | 3 | |a Pro active selling | |
| 250 | |a Second edition. | ||
| 264 | 1 | |a New York : |b AMACOM, |c [2012] | |
| 300 | |a 1 online resource | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 504 | |a Includes index. | ||
| 588 | |a Description based on print version record. | ||
| 505 | 0 | |a Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. | |
| 505 | 8 | |a Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. | |
| 505 | 8 | |a Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. | |
| 505 | 8 | |a Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! | |
| 505 | 8 | |a Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell. | |
| 520 | |a Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer. | ||
| 650 | 0 | |a Selling |x Psychological aspects. | |
| 650 | 0 | |a Relationship marketing. |0 http://id.loc.gov/authorities/subjects/sh96005326 | |
| 650 | 0 | |a Purchasing |x Decision making. | |
| 650 | 6 | |a Vente |x Aspect psychologique. | |
| 650 | 6 | |a Marketing relationnel. | |
| 650 | 6 | |a Achat |x Prise de décision. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a Purchasing |x Decision making |2 fast | |
| 650 | 7 | |a Relationship marketing |2 fast | |
| 650 | 7 | |a Selling |x Psychological aspects |2 fast | |
| 758 | |i has work: |a Proactive selling (Text) |1 https://id.oclc.org/worldcat/entity/E39PCFFqRD9JTWVgwtpWFrFyv3 |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |t Proactive selling |d New York : AMACOM, c2012. |z 9780814431924 |w (DLC) 2012007679 |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBU |q FWS_PDA_EBU |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=476245 |3 Volltext |
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Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBU-ocn809977212 |
|---|---|
| _version_ | 1816796905726803968 |
| adam_text | |
| any_adam_object | |
| author | Miller, William, 1955- |
| author_facet | Miller, William, 1955- |
| author_role | |
| author_sort | Miller, William, 1955- |
| author_variant | w m wm |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5438 |
| callnumber-raw | HF5438.8.P75 |
| callnumber-search | HF5438.8.P75 |
| callnumber-sort | HF 45438.8 P75 |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBU |
| contents | Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell. |
| ctrlnum | (OCoLC)809977212 |
| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | Second edition. |
| format | Electronic eBook |
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ind2=" "><subfield code="a">Description based on print version record.</subfield></datafield><datafield tag="505" ind1="0" ind2=" "><subfield code="a">Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning.</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education!</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell.</subfield></datafield><datafield tag="520" ind1=" " ind2=" "><subfield code="a">Don't use "cookie-cutter" techniques ... 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| id | ZDB-4-EBU-ocn809977212 |
| illustrated | Not Illustrated |
| indexdate | 2024-11-26T14:49:07Z |
| institution | BVB |
| isbn | 9780814431962 0814431968 0814431925 9780814431924 |
| language | English |
| lccn | 2020690070 |
| oclc_num | 809977212 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource |
| psigel | ZDB-4-EBU |
| publishDate | 2012 |
| publishDateSearch | 2012 |
| publishDateSort | 2012 |
| publisher | AMACOM, |
| record_format | marc |
| spelling | Miller, William, 1955- Proactive selling : control the process--win the sale / William "Skip" Miller. Pro active selling Second edition. New York : AMACOM, [2012] 1 online resource text txt rdacontent computer c rdamedia online resource cr rdacarrier Includes index. Description based on print version record. Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell. Don't use "cookie-cutter" techniques ... The key to making sales is thinking like the customer. Selling Psychological aspects. Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Purchasing Decision making. Vente Aspect psychologique. Marketing relationnel. Achat Prise de décision. BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Purchasing Decision making fast Relationship marketing fast Selling Psychological aspects fast has work: Proactive selling (Text) https://id.oclc.org/worldcat/entity/E39PCFFqRD9JTWVgwtpWFrFyv3 https://id.oclc.org/worldcat/ontology/hasWork Print version: Proactive selling New York : AMACOM, c2012. 9780814431924 (DLC) 2012007679 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=476245 Volltext |
| spellingShingle | Miller, William, 1955- Proactive selling : control the process--win the sale / Cover; Contents; Preface; Acknowledgments; Chapter 1: ProActive Selling: Having the Right Tools at the Right Time to Be a Step Ahead; Tool-Based ProActive Selling; The Customer's Perspective; What Is a Buy/Sell Process?; TOWARDS/AWAY[sup(Tool)]; Matching the Sell Process to the Buy Process; The Length of a Sales Cycle; Why Follow a Process?; Chapter 2: The Buy/Sell Cycle Differences; Feature/Benefit/Value Selling vs. Feature/Benefit Selling; Feature/Benefit/Value[sup(Tool)]; The Split; Cause/Effect[sup(Tool)]; Chapter 3: The Language of Value; Speak the Right Language. Three Languages[sup(Tool)]The Five Ways of Creating Value; ValueStar[sup(Tool)]; TimeZones[sup(Tool)]; Chapter 4: Initiate; Goals of Initiate; Homework Before the Sale; Initial Sales Calls: Overcoming the Fear of Prospecting; The Prospector's Perspective; The Prospect's Perspective-Something to Keep in Mind; Chapter 5: How to Begin and End Every Sales Call; Goal 1: Introduce Yourself-The Beginning; The 30-Second Speech[sup(Tool)]; Flip[sup(Tool)]; Goal 2: Introduce Your Product/Service-The Middle; Goal 3: Do We Continue on Through a Buy/Sell Process?-The End. Summarize, Bridge, and Pull[sup(Tool)]Chapter 6: Additional Sales Call Introductions; Voice Mail; 20-Second Help Speech[sup(Tool)]; 20-Second Pattern Interrupt Speech[sup(Tool)]; E-Mails; Beyond the First Call; 30-Second Speech: Second Call and Beyond[sup(Tool)]; Chapter 7: Control the Middle and the End; Turn Sales Education into ProActive Sales Presentations; Ask 'em/Tell 'em/Ask 'em[sup(Tool)]; It's All About ME!; The Danger in the Unspoken Feature; The Right Order; GAP Chart[sup(Tool)]; Road Map to the Deal; SalesMap[sup(Tool)]; Chapter 8: Educate the Customer Using Two-Way Learning. Creating Value EarlyGetting Their Attention; Selling Solutions and Finding Trains; Solution Box[sup(Tool)]; Finding Trains[sup(Tool)]; Chapter 9: Qualify: Not a Phase but a Process; Qualification and Disqualification Skills; How You Should Spend Your Time; Qualifying Goals; MMM: The Qualification Process; The Seven Questions; Implementation Date[sup(Tool)]; BBB-Buyers Buy Backwards[sup(Tool)]; PPPII[sup(Tool)]; Three Levels of Why[sup(Tool)]; MMM: The Seven Questions Reviewed; Chapter 10: Validate; The ProActive Initiation of Transfer of Ownership; It's Validation, Not Education! Let the Buyer Drive: ProActively Inducing the Transfer of OwnershipTimeDemo[sup(Tool)]; Homework Assignments; Gives/Gets[sup(Tool)]; Chapter 11: Justify; Reasons for Justification: Institutional and Individual; Helping the Customer Justify; The Implementation Plan[sup(Tool)]; The Drop/Push/Pull[sup(Tool)]; CliffDive[sup(Tool)]; STT-Short-Term Transfer[sup(Tool)]; Chapter 12: The Skill of Closing the Deal; What Is a Close?; Defining the Process; Use the Tools; The Real Art of Closing Is in the Definition: Think Like a Buyer; Celebrate Success; Chapter 13: Using Technology to Sell. Selling Psychological aspects. Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Purchasing Decision making. Vente Aspect psychologique. Marketing relationnel. Achat Prise de décision. BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Purchasing Decision making fast Relationship marketing fast Selling Psychological aspects fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh96005326 |
| title | Proactive selling : control the process--win the sale / |
| title_alt | Pro active selling |
| title_auth | Proactive selling : control the process--win the sale / |
| title_exact_search | Proactive selling : control the process--win the sale / |
| title_full | Proactive selling : control the process--win the sale / William "Skip" Miller. |
| title_fullStr | Proactive selling : control the process--win the sale / William "Skip" Miller. |
| title_full_unstemmed | Proactive selling : control the process--win the sale / William "Skip" Miller. |
| title_short | Proactive selling : |
| title_sort | proactive selling control the process win the sale |
| title_sub | control the process--win the sale / |
| topic | Selling Psychological aspects. Relationship marketing. http://id.loc.gov/authorities/subjects/sh96005326 Purchasing Decision making. Vente Aspect psychologique. Marketing relationnel. Achat Prise de décision. BUSINESS & ECONOMICS Distribution. bisacsh BUSINESS & ECONOMICS Marketing General. bisacsh Purchasing Decision making fast Relationship marketing fast Selling Psychological aspects fast |
| topic_facet | Selling Psychological aspects. Relationship marketing. Purchasing Decision making. Vente Aspect psychologique. Marketing relationnel. Achat Prise de décision. BUSINESS & ECONOMICS Distribution. BUSINESS & ECONOMICS Marketing General. Purchasing Decision making Relationship marketing Selling Psychological aspects |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=476245 |
| work_keys_str_mv | AT millerwilliam proactivesellingcontroltheprocesswinthesale AT millerwilliam proactiveselling |