02573nam 2200613 450 991077800620332120230125222715.01-59693-340-2(CKB)1000000000787708(EBL)456890(OCoLC)506073321(SSID)ssj0000198821(PQKBManifestationID)11954290(PQKBTitleCode)TC0000198821(PQKBWorkID)10183878(PQKB)10523115(Au-PeEL)EBL456890(CaPaEBR)ebr10312927(CaBNVSL)mat09106125(IEEE)9106125(MiAaPQ)EBC456890(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 industriesMarketingSellingHigh technology.High technology industriesMarketing.658.8Care John(Managing director of Mastering Technical Sales LLC)891573Bohlig Aron1583865CaBNVSLCaBNVSLCaBNVSLBOOK9910778006203321Mastering technical sales3867343UNINA