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ProActive Selling
Control the Process—
Win the Sale
William “Skip” Miller
American Management Association
New York • Atlanta • Brussels • Buenos Aires • Chicago • London • Mexico City
San Francisco •Shanghai • Tokyo • Toronto • Washington, D. C.
12/11/02 1:14 PM Page ii
To all who have tried and tried, and finally eeded. You have taken a risk, faced
fear in the eye, and then wondered why you had that fear, and what took you so long.
To all who have not yet tried. You will face that fear one day.
Face it soon, decide, and move on. Time waits for no one.
To those who will never try. Why not?
Special discounts on bulk quantities of books are
available to corporations, professional associations, and other
organizations. For details, contact Special Sales Department,
, a division of American Management Association,
1601 Broadway, New York, NY 10019.
Tel.: 212-903-8316. Fax: 212-903-8083.
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This publication is designed to provide accurate and authoritative information in
regard to the subject matter covered. It is sold with the understanding that the
publisher is not engaged in rendering legal, accounting, or other professional service.
If legal advice or other expert assistance is required, the services of petent
professional person should be sought.
Library of Congress Cataloging-in-Publication Data
Miller, William, 1955–
Proactive selling : control the process, win the sale / William “Skip”
Miller
p. cm.
Includes bibliographical references and index.
ISBN 0-8144-0764-1
1. Selling—Psychological aspects. 2. Relationship marketing. 3.
Purchasing—Decision making. I. Title.
M554 2002
—dc21
2002014952
© 2003 William “Skip” Miller.
All rights reserved.
Printed in the United States of America.
This publication may not be reproduced, stored in a retrieval system, or transmitted in
whole or in part, in any form or