... apply them to managing the ProActive Sales Process.Tool-Based Selling As you have read, ProActive Selling has 20 tools that salespeoplemust master. The truth is, as in most strategy-based sales ... ending phase of sales call, 115–116Feature/Benefit/Value Selling tool, 106 108 goal of, 105 , 108 and initial phase of sales call, 109 –112meaning of, 105 and middle phase of sales call, 112–114“so ... rank yoursales team. How have they done, R, and what do you want themManaging the ProActive Selling Process 22713134C11.pgs 12/11/02 1:14 PM Page 227Chapter 11Managing the ProActive Selling...