02487nam 22006014a 450 991096278000332120251117063431.01-59693-340-2(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)99100000000078770820081117d2008 uy 0engur|n|---|||||txtccrMastering technical sales the sales engineer's handbook /John Care, Aron Bohlig2nd. ed.Boston, MA Artech House20081 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 Aron1893445MiAaPQMiAaPQMiAaPQBOOK9910962780003321Mastering technical sales4541773UNINA