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Record Nr. |
UNINA9910778006203321 |
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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 |
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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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