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ProActive Sales Management, 2nd Edition by William Skip Miller

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Chapter 1

ProActive Sales Manager—Defining the New Breed of Sales Manager

ProActive Sales Manager. What a title. Who wouldn't want to be a ProActive manager? Who wouldn't want to be one step ahead? One leg up on everyone else. Always prepared for the crisis situation. Having the right answers for the right questions in the quarterly management sales review. Knowing where to spend your time and resources wisely—ProActively.

By definition, “ProActive” means ahead of the game, someone who always thinks before she acts, and someone who is one or two moves ahead of the competition. Some people dislike the word “ProActive,” probably because they are so reactive they just reject the notion that anyone can be any different. But ProActive sales managers ...

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