Mastering Technical Sales : The Sales Engineer's Handbook, Hardcover by Care,...

Description: Mastering Technical Sales : The Sales Engineer's Handbook, Hardcover by Care, John; Bohlig, Aron, ISBN 1608077446, ISBN-13 9781608077441, Like New Used, Free shipping in the US Care, a consultant and trainer in the field of high-technology sales, and Bohlig, who heads a strategic and financial advisory company focused on internet companies, outline the process and techniques of selling high-tech products. They address lead qualification; the RFP (request for proposals) process; needs analysis and discovery; business value discovery; customer engagement; the pitch; the rush to demonstrate the product, snap demos, and remote demonstrations and webcasts; evaluation strategies; the post-sale process; getting started in sales; managing questions; meeting with higher-level executives; technical sales as a career and personal ethics; selling with partners; competitive tactics; using the customer relationship management/sales force automation system; becoming a salesperson; organizational structure; building the infrastructure for an organization; hiring; time management; and metrics. Revised and expanded, this edition has hew chapters on advanced business discovery, using white boards and visual selling, being a trusted advisor to customers, and calculating return-on-investment. Annotation ©2014 Ringgold, Inc., Portland, OR ()

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