LEADER 02441nam 22006014a 450 001 9910814352403321 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(Au-PeEL)EBL456890 035 $a(CaPaEBR)ebr10312927 035 $a(CaBNVSL)mat09106125 035 $a(IEEE)9106125 035 $a(MiAaPQ)EBC456890 035 $a(EXLCZ)991000000000787708 100 $a20081117d2008 uy 0 101 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 $aBoston, MA $cArtech House$d2008 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 615 0$aSelling$xHigh technology. 615 0$aHigh technology industries$xMarketing. 676 $a658.8 700 $aCare$b John$cB.Sc.$01752769 701 $aBohlig$b Aron$01627177 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910814352403321 996 $aMastering technical sales$94188172 997 $aUNINA