Mastering Technical Sales: The Sales Engineer's Handbook

John Care · Aron Bohlig

Jan 2008 · 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.

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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.