02606nam 2200625 450 991045542990332120200520144314.01-59693-340-2(CKB)1000000000787708(EBL)456890(OCoLC)506073321(SSID)ssj0000198821(PQKBManifestationID)11954290(PQKBTitleCode)TC0000198821(PQKBWorkID)10183878(PQKB)10523115(MiAaPQ)EBC456890(Au-PeEL)EBL456890(CaPaEBR)ebr10312927(CaBNVSL)mat09106125(IEEE)9106125(EXLCZ)99100000000078770820200730d2008 uy engur|n|---|||||txtccrMastering technical sales the sales engineer's handbook /John Care, Aron Bohlig2nd. ed.Boston, Massachusetts :Artech House,2008.[Piscataqay, New Jersey] :IEEE Xplore,[2008]1 online resource (359 p.)Artech House technology management and professional development libraryDescription based upon print version of record.1-59693-339-9 Includes index.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 --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.Artech House technology management and professional development library.SellingHigh technologyHigh technology industriesMarketingElectronic books.SellingHigh technology.High technology industriesMarketing.658.8Care John(Managing director of Mastering Technical Sales LLC)891573Bohlig Aron891574CaBNVSLCaBNVSLCaBNVSLBOOK9910455429903321Mastering technical sales1991357UNINA