LEADER 02606nam  2200625   450 
001 9910455429903321
005 20200520144314.0
010   $a1-59693-340-2
035   $a(CKB)1000000000787708
035   $a(EBL)456890
035   $a(OCoLC)506073321
035   $a(SSID)ssj0000198821
035   $a(PQKBManifestationID)11954290
035   $a(PQKBTitleCode)TC0000198821
035   $a(PQKBWorkID)10183878
035   $a(PQKB)10523115
035   $a(MiAaPQ)EBC456890
035   $a(Au-PeEL)EBL456890
035   $a(CaPaEBR)ebr10312927
035   $a(CaBNVSL)mat09106125
035   $a(IEEE)9106125
035   $a(EXLCZ)991000000000787708
100   $a20200730d2008      uy              
101 0 $aeng
135   $aur|n|---|||||
181   $ctxt
182   $cc
183   $acr
200 10$aMastering technical sales $ethe sales engineer's handbook /$fJohn Care, Aron Bohlig
205   $a2nd. ed.
210  1$aBoston, Massachusetts :$cArtech House,$d2008.
210  2$a[Piscataqay, New Jersey] :$cIEEE Xplore,$d[2008]
215   $a1 online resource (359 p.)
225 1 $aArtech House technology management and professional development library
300   $aDescription based upon print version of record.
311   $a1-59693-339-9 
320   $aIncludes index.
327   $a1. Introduction: Why Study "Technical Sales"? -- 2. An Overview of the Sales Process -- 3. Lead Qualification -- 4. The RFP Process -- 5. Needs Analysis and Discovery --
330   $aThis indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
410  0$aArtech House technology management and professional development library.
606   $aSelling$xHigh technology
606   $aHigh technology industries$xMarketing
608   $aElectronic books.
615  0$aSelling$xHigh technology.
615  0$aHigh technology industries$xMarketing.
676   $a658.8
700   $aCare$b John$c(Managing director of Mastering Technical Sales LLC)$0891573
701   $aBohlig$b Aron$0891574
801  0$bCaBNVSL
801  1$bCaBNVSL
801  2$bCaBNVSL
906   $aBOOK
912   $a9910455429903321
996   $aMastering technical sales$91991357
997   $aUNINA