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Mastering technical sales [electronic resource] : the sales engineer's handbook / John Care, Aron Bohlig.

By: Care, John, B.Sc.
Contributor(s): Bohlig, Aron.
Material type: TextTextSeries: Artech House technology management and professional development library: Publisher: Boston, MA : Artech House, 2008Edition: 2nd ed.Description: 1 online resource (xviii, 340 p.) : ill.ISBN: 9781596933408 (electronic bk.); 1596933402 (electronic bk.).Subject(s): Selling -- High technology | High technology industries -- Marketing | BUSINESS & ECONOMICS -- Marketing -- General | BUSINESS & ECONOMICS -- DistributionGenre/Form: Electronic books.Additional physical formats: Print version:: Mastering technical sales.DDC classification: 658.8 Online resources: EBSCOhost Summary: 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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Includes index.

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.

Description based on print version record.

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Other editions of this work

Mastering technical sales by Care, John, ©2002
Mastering technical sales by Care, John, ©2002
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