Mastering technical sales : the sales engineer's handbook / John Care, Aron Bohlig.

Format:

Book

Author/Creator:

Care, John (Managing director of Mastering Technical Sales LLC)

Contributor:

Bohlig, Aron.

Series:

Artech House technology management and professional development library.

Artech House technology management and professional development library

Language:

English

Subjects (All):

Selling--High technology.

Selling.

High technology industries--Marketing.

High technology industries.

Physical Description:

1 online resource (359 p.)

polychrome.

Edition:

2nd. ed.

Place of Publication:

Boston, MA : Artech House, 2008.

Language Note:

English

System Details:

data file

Summary:

This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.

Contents:

1. Introduction: Why Study "Technical Sales"?

2. An Overview of the Sales Process

3. Lead Qualification

4. The RFP Process

5. Needs Analysis and Discovery

Notes:

Description based upon print version of record.

Includes index.

ISBN:

1-59693-340-2

OCLC:

506073321