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1、Proactiveselling：controltheprocess--winthesale13134CFM.pgs12/11/021:14PMPageiProActiveSellingControltheProcess—WintheSaleWilliam“Skip”MillerAMACOMAmericanManagementAssociationNewYork??Atlanta??Brussels??BuenosAires??Chicago??London??MexicoCitySanFrancisco??Shanghai??Tokyo??Toronto??Washing
2、ton,D.C.13134CFM.pgs12/11/021:14PMPageiiToallwhohavetriedandtried,andfinallysucceeded.Youhavetakenarisk,facedfearintheeye,andthenwonderedwhyyouhadthatfear,andwhattookyousolong.Toallwhohavenotyettried.Youwillfacethatfearoneday.Faceitsoon,decide,andmoveon.Timewaitsfornoone.Tothosewhowillneve
3、rtry.Whynot?SpecialdiscountsonbulkquantitiesofAMACOMbooksareavailabletocorporations,professionalassociations,andotherorganizations.Fordetails,contactSpecialSalesDepartment,AMACOM,adivisionofAmericanManagementAssociation,1601Broadway,NewYork,NY10019.Tel.:212-903-8316.Fax:212-903-8083.Websit
4、e:.amacombooks.orgThispublicationisdesignedtoprovideaccurateandauthoritativeinformationinregardtothesubjectmattercovered.Itissoldwiththeunderstandingthatthepublisherisnotengagedinrenderinglegal,accounting,orotherprofessionalservice.Iflegaladviceorotherexpertassistanceisrequired,theservices
5、ofacompetentprofessionalpersonshouldbesought.LibraryofCongressCataloging-in-PublicationDataMiller,William,1955–Proactiveselling:controltheprocess,winthesale/William“Skip”Millerp.cm.Includesbibliographicalreferencesandindex.ISBN0-8144-0764-11.Selling—Psychologicalaspects.2.Relationshipmarke
6、ting.3.Purchasing—Decisionmaking.I.Title.HF5438.8.P75M5542002658.85—dc212002014952??2003William“Skip”Miller.Allrightsreserved.PrintedintheUnitedStatesofAmerica.Thispublicationmaynotbereproduced,storedinaretrievalsystem,ortransmittedinwholeorinpart,inanyformorbyanymeans,electronic,mechanica
7、l,photocopying,recording,orotherwise,withoutthepriorwrittenpermissionofAMACOM,adivisionofAmericanManagementAssociation,1601Broadway,NewYork,NY10019.Printingnumber1098765432113134CFM.pgs12/11/021:14PMPageiiiContentsPrefacevAcknowledgmentsxiiChapter1ProActiveSel
