Mastering Technical Sales: The Sales Engineer's Handbook

John Care · Aron Bohlig

01/2002 · Artech House

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Sales Engineers' Handbook covers all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key performance drivers in technical sales. This comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.

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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.