Mastering Technical Sales : The Sales Engineer s Handbook

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.

MoreLess

Year of publication:	2008 ; 2nd ed.
Authors:	Care, John
Other Persons:	Bohlig, Aron (contributor)
Publisher:	Boston, MA : Artech House
Subject:	Technisches Produkt \| Verkauf \| Marketing
Description of contents:	Table of Contents [gbv.de]

Online Resource

Check full text access |

More access options

ebookcentral.proquest.com

Check Google Scholar

In libraries world-wide (WorldCat)

In German libraries (KVK)

subito order

I need help

Extent:	1 online resource (359 pages)
Series:	Artech House Technology Management Library Artech House technology management and professional development library
Type of publication:	Book / Working Paper
Language:	English
Notes:	Description based on publisher supplied metadata and other sources. Contents v; Acknowledgments xvii; 1 Introduction: Why Study ""Technical Sales""? 1; 2 An Overview of the Sales Process 7; 3 Lead Qualification 17; 4 The RFP Process 31; 5 Needs Analysis and Discovery 43; 6 Successful Customer Engagement 61; 7 The Perfect Pitch 73; 8 The Dash to Demo 89; 9 Snap Demos 105; 10 Remote Demonstrations and Webcasts 113; 11 Evaluation Strategies 125; 12 Contract Negotiation and Pricing 143; 13 Sanity After the Sale 149; 14 Getting Started 163; 15 Objection Handling 177; 16 The Executive Connection 189; 17 The U in Technical Sales 199; 18 Selling with Partners 209 19 Competitive Tactics 21920 Using the CRM/SFA System 229; 21 Crossing Over to the Dark Side 239; 22 The Hybrid Sales Specialist Position 247; 23 Organizational Structure 257; 24 Building the Infrastructure 275; 25 Hiring Winners 287; 26 Time Management for SEs 299; 27 Managing by the Metrics 315; 28 Final Words 323; About the Authors 327; Mastering Technical Sales; Index 329
ISBN:	978-1-59693-340-8 ; 978-1-59693-339-2 ; 978-1-59693-339-2
Source:	ECONIS - Online Catalogue of the ZBW

Persistent link: https://www.econbiz.de/10012685027