How to Sell Technical Equipment and Services

James R. Hutton

Nov 2005 · PennWell Books

About this ebook

In this new book, author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable. Key
Features: - Learn how to respond to tough situations - Learn how to best manage time - Learn how to close the sale - Learn how to impress customers - Learn how to prospect for new business - Learn how to strike responsive chords - Learn how to send out the right signals so the right signals come back

About the author

Author James R. Hutton's career as a sales engineer with Dresser Industries covered nearly four decades, starting as an application engineer and working in various sales and management levels before retiring as president of Dresser Machinery International Division in 1986. He currently is vice president of sales for a company that builds custom-made automation equipment and spare parts for gas compressors. Hutton graduated from Columbia University Engineering Midshipman's School and served in the US Navy during World War II as chief Engineer on a Navy ship. He has a bachelors of science degree in engineering, as well as a bachelors of business administration from the University of Texas in Austin.