Mastering Technical Sales: The Sales Engineer's Handbook

Artech House
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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 - including how to avoid the critical selling mistakes so often made by technical pros who jump to sales. The book also addresses key career management and team-building topics, and includes detailed case studies, concise chapter summaries, and handy checklists of skill-building tips that reinforce all the career-boosting skills and techniques you learn.
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About the author

John Care received his B.Sc. in technical Chemical Engineering with honors from Imperial College of Science and Technology, London, England. He is regional technical director at Business Objects, San Jose, CA.

Aron Bohlig received B.S. degrees in both information technology and English from the University of Puget Sound. He is currently earning his M.B.A. at the Wharton School, University of Pennsylvania. He is director of vertical product management at Nortel Networks.

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Additional Information

Publisher
Artech House
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Published on
Dec 31, 2008
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Pages
340
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ISBN
9781596933408
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Language
English
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Genres
Business & Economics / Sales & Selling / General
Technology & Engineering / Technical & Manufacturing Industries & Trades
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Content Protection
This content is DRM protected.
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Read Aloud
Available on Android devices
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Eligible for Family Library

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