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Record Nr. |
UNINA9910455429903321 |
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Autore |
Care John (Managing director of Mastering Technical Sales LLC) |
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Titolo |
Mastering technical sales : the sales engineer's handbook / / John Care, Aron Bohlig |
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Pubbl/distr/stampa |
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Boston, Massachusetts : , : Artech House, , 2008 |
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[Piscataqay, New Jersey] : , : IEEE Xplore, , [2008] |
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ISBN |
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Edizione |
[2nd. ed.] |
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Descrizione fisica |
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1 online resource (359 p.) |
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Collana |
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Artech House technology management and professional development library |
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Altri autori (Persone) |
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Disciplina |
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Soggetti |
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Selling - High technology |
High technology industries - Marketing |
Electronic books. |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Description based upon print version of record. |
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Nota di bibliografia |
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Nota di contenuto |
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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 -- |
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Sommario/riassunto |
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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. |
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2. |
Record Nr. |
UNINA9910437596103321 |
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Titolo |
Software and Data Technologies : 7th International Conference, ICSOFT 2012, Rome, Italy, July 24-27, 2012, Revised Selected Papers / / edited by José Cordeiro, Slimane Hammoudi, Marten van Sinderen |
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Pubbl/distr/stampa |
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Berlin, Heidelberg : , : Springer Berlin Heidelberg : , : Imprint : Springer, , 2013 |
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ISBN |
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Edizione |
[1st ed. 2013.] |
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Descrizione fisica |
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1 online resource (XII, 219 p. 85 illus.) |
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Collana |
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Communications in Computer and Information Science, , 1865-0937 ; ; 411 |
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Disciplina |
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Soggetti |
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Software engineering |
Compilers (Computer programs) |
Computer simulation |
Software Engineering |
Compilers and Interpreters |
Computer Modelling |
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Lingua di pubblicazione |
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Formato |
Materiale a stampa |
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Livello bibliografico |
Monografia |
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Note generali |
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Bibliographic Level Mode of Issuance: Monograph |
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Nota di contenuto |
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Programming issues -- Theoretical aspects of software engineering -- Management information systems -- Distributed systems -- Ubiquity -- Data interoperability -- Context understanding. |
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Sommario/riassunto |
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This book constitutes the thoroughly refereed proceedings of the 7th International Conference on Software and Data Technologies, ICSOFT 2012, held in Rome, Italy, in July 2012. The 14 revised full papers presented were carefully reviewed and selected from 127 submissions. The papers focus on the following research topics and applications: programming issues, theoretical aspects of software engineering, management information systems, distributed systems, ubiquity, data interoperability, context understanding. |
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