Mastering technical sales : the sales engineer's handbook / John Care, Aron Bohlig.
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 e...
Saved in:
| Online Access: |
Full Text (via ProQuest) |
|---|---|
| Main Author: | |
| Other Authors: | |
| Format: | eBook |
| Language: | English |
| Published: |
Boston, MA :
Artech House,
2008.
|
| Edition: | 2nd ed. |
| Series: | Artech House technology management and professional development library.
|
| Subjects: |
MARC
| LEADER | 00000cam a2200000 a 4500 | ||
|---|---|---|---|
| 001 | b9633658 | ||
| 003 | CoU | ||
| 005 | 20220930060851.0 | ||
| 006 | m o d | ||
| 007 | cr ||||||||||| | ||
| 008 | 081117s2008 maua ob 001 0 eng d | ||
| 019 | |a 436873003 |a 647824453 |a 961539832 |a 962729304 |a 966210310 |a 988435258 |a 991947927 |a 1027020998 |a 1037524682 |a 1037939482 |a 1038567114 |a 1045497800 |a 1055381939 |a 1066585867 |a 1081248379 |a 1083600618 |a 1114454878 |a 1153557589 | ||
| 020 | |a 9781596933408 |q (electronic bk.) | ||
| 020 | |a 1596933402 |q (electronic bk.) | ||
| 020 | |a 1596933399 | ||
| 020 | |a 9781596933392 | ||
| 020 | |z 9781596933392 | ||
| 035 | |a (OCoLC)ebqac506073321 | ||
| 035 | |a (OCoLC)506073321 |z (OCoLC)436873003 |z (OCoLC)647824453 |z (OCoLC)961539832 |z (OCoLC)962729304 |z (OCoLC)966210310 |z (OCoLC)988435258 |z (OCoLC)991947927 |z (OCoLC)1027020998 |z (OCoLC)1037524682 |z (OCoLC)1037939482 |z (OCoLC)1038567114 |z (OCoLC)1045497800 |z (OCoLC)1055381939 |z (OCoLC)1066585867 |z (OCoLC)1081248379 |z (OCoLC)1083600618 |z (OCoLC)1114454878 |z (OCoLC)1153557589 | ||
| 037 | |a ebqac456890 | ||
| 040 | |a SC1 |b eng |e pn |c SC1 |d QE2 |d OCLCQ |d N$T |d EBLCP |d E7B |d OCLCQ |d YDXCP |d DKU |d OCLCQ |d OCLCF |d DEBSZ |d OCLCQ |d OCLCA |d OCLCQ |d AZK |d LOA |d JBG |d AGLDB |d Z5A |d MOR |d PIFAG |d ZCU |d MERUC |d OCLCQ |d U3W |d STF |d OCLCQ |d BRL |d VNS |d WRM |d VTS |d NRAMU |d ICG |d INT |d VT2 |d CUY |d OCLCQ |d WYU |d S9I |d OCLCQ |d A6Q |d DKC |d OCLCQ |d M8D |d UKAHL |d OCLCQ |d K6U |d UKCRE |d BOL |d IEEEE |d OCLCO |d OCLCQ | ||
| 049 | |a GWRE | ||
| 050 | 4 | |a HF5439.H54 |b C37 2008eb | |
| 100 | 1 | |a Care, John |c (Managing director of Mastering Technical Sales LLC) | |
| 245 | 1 | 0 | |a Mastering technical sales : |b the sales engineer's handbook / |c John Care, Aron Bohlig. |
| 250 | |a 2nd ed. | ||
| 260 | |a Boston, MA : |b Artech House, |c 2008. | ||
| 300 | |a 1 online resource (xviii, 340 pages) : |b illustrations. | ||
| 336 | |a text |b txt |2 rdacontent. | ||
| 337 | |a computer |b c |2 rdamedia. | ||
| 338 | |a online resource |b cr |2 rdacarrier. | ||
| 340 | |g polychrome. |2 rdacc. | ||
| 347 | |a data file. | ||
| 490 | 1 | |a Artech House technology management and professional development library. | |
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | 0 | |g 1. |t Introduction: Why Study "Technical Sales"? -- |g 2. |t An Overview of the Sales Process -- |g 3. |t Lead Qualification -- |g 4. |t The RFP Process -- |g 5. |t Needs Analysis and Discovery -- |g 6. |t Successful Customer Engagement -- |g 7. |t The Perfect Pitch -- |g 8. |t The Dash to Demo -- |g 9. |t Snap Demos -- |g 10. |t Remote Demonstrations and Webcasts -- |g 11. |t Evaluation Strategies -- |g 12. |t Contract Negotiation and Pricing -- |g 13. |t Sanity After the Sale -- |g 14. |t Getting Started -- |g 15. |t Objection Handling -- |g 16. |t The Executive Connection -- |g 17. |t The U in Technical Sales -- |g 18. |t Selling with Partners -- |g 19. |t Competitive Tactics -- |g 20. |t Using the CRM/SFA System -- |g 21. |t Crossing Over to the Dark Side -- |g 22. |t The Hybrid Sales Specialist Position -- |g 23. |t Organizational Structure -- |g 24. |t Building the Infrastructure -- |g 25. |t Hiring Winners -- |g 26. |t Time Management for SEs -- |g 27. |t Managing by the Metrics -- |g 28. |t Final Words. |
| 520 | |a 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. | ||
| 588 | 0 | |a Print version record. | |
| 650 | 0 | |a Selling |x High technology. | |
| 650 | 0 | |a High technology industries |x Marketing. | |
| 650 | 7 | |a High technology industries |x Marketing. |2 fast |0 (OCoLC)fst00956456. | |
| 650 | 7 | |a Selling |x High technology. |2 fast |0 (OCoLC)fst01112015. | |
| 700 | 1 | |a Bohlig, Aron. | |
| 776 | 0 | 8 | |i Print version: |a Care, John, B. Sc. |t Mastering technical sales. |b 2nd ed. |d Boston, MA : Artech House, 2008 |w (DLC) 2008531120. |
| 830 | 0 | |a Artech House technology management and professional development library. | |
| 856 | 4 | 0 | |u https://ebookcentral.proquest.com/lib/ucb/detail.action?docID=456890 |z Full Text (via ProQuest) |
| 907 | |a .b96336584 |b 02-20-23 |c 10-03-17 | ||
| 998 | |a web |b - - |c f |d b |e z |f eng |g mau |h 0 |i 2 | ||
| 915 | |a - | ||
| 956 | |a Ebook Central Academic Complete | ||
| 956 | |b Ebook Central Academic Complete | ||
| 999 | f | f | |i d5bc7d78-add9-57bc-a679-45a99cce5355 |s 897d444d-4d29-5fec-b460-d14b067ff9c5 |
| 952 | f | f | |p Can circulate |a University of Colorado Boulder |b Online |c Online |d Online |e HF5439.H54 C37 2008eb |h Library of Congress classification |i web |n 1 |