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Author Care, John (Managing director of Mastering Technical Sales LLC)
Title Mastering technical sales : the sales engineer's handbook / John Care, Aron Bohlig.
Imprint Boston, MA : Artech House, 2008.
Edition 2nd ed.

Author Care, John (Managing director of Mastering Technical Sales LLC)
Series Artech House technology management and professional development library
Artech House technology management and professional development library.
Subject Selling -- High technology.
High technology industries -- Marketing.
Alt Name Bohlig, Aron.
Description 1 online resource (xviii, 340 pages) : illustrations
Edition 2nd ed.
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.
Note Print version record.
Bibliography Note Includes bibliographical references and index.
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 -- 6. Successful Customer Engagement -- 7. The Perfect Pitch -- 8. The Dash to Demo -- 9. Snap Demos -- 10. Remote Demonstrations and Webcasts -- 11. Evaluation Strategies -- 12. Contract Negotiation and Pricing -- 13. Sanity After the Sale -- 14. Getting Started -- 15. Objection Handling -- 16. The Executive Connection -- 17. The U in Technical Sales -- 18. Selling with Partners -- 19. Competitive Tactics -- 20. Using the CRM/SFA System -- 21. Crossing Over to the Dark Side -- 22. The Hybrid Sales Specialist Position -- 23. Organizational Structure -- 24. Building the Infrastructure -- 25. Hiring Winners -- 26. Time Management for SEs -- 27. Managing by the Metrics -- 28. Final Words.
ISBN 9781596933408 (electronic bk.)
1596933402 (electronic bk.)
OCLC # 506073321
Additional Format Print version: Care, John, B. Sc. Mastering technical sales. 2nd ed. Boston, MA : Artech House, 2008 (DLC) 2008531120

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