Mastering Technical Sales

Sales Engineers Handbook

John Care, Aron Bohlig

302 pages, parution le 13/09/2002

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Résumé

Mastering Technical Sales: The Sales Engineer's 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, it explains how to build an infrastructure to support continuous high sales growth.
You are encouraged to use the tested and proven frameworks provided to develop a more effective, personalized and systematic approach to improve your presentation consistency. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. This book not the usual update, or rehash of “years-ago” methodologies. Instead, it shows you how to deal with today's vastly higher levels of sophistication in technical products and customer needs.

Contents

Introduction
Master the Basics -- The Sales Process
An overview of Sales Process
Lead Qualification
The RFP Process
Needs Analysis and Discovery
Successful Customer Engagement
The Perfect Pitch
The Dash to Demo
Evaluation Strategies
Contract Negotiation and Pricing
Sanity After the Sale
Getting Started
Differentiating Yourself Through Tactical Excellence
Objection Handling
The Executive Connection
The “U” in Technical Sales
Selling with Partners
Competitive Tactics
Crossing Over to the Dark Side
Advanced Topics and Management Issues
Organizational Structure
Compensation
Building the Infrastructure
Hiring Winners
Time Management for SE's
Conclusion & Epilogue

L'auteur - John Care

John Care is regional technical director at Business Objects, Newtown, PA. He received his B.Sc. in technical engineering with honors from Imperial College of Science and Technology, London, England.

L'auteur - Aron Bohlig

Aron Bohlig, director of vertical product management at Nortel Networks, 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.

Caractéristiques techniques

	PAPIER
Éditeur(s)	Artech House
Auteur(s)	John Care, Aron Bohlig
Parution	13/09/2002
Nb. de pages	302
Format	16 x 23,5
Couverture	Relié
Poids	650g
Intérieur	Noir et Blanc
EAN13	9781580533454
ISBN13	978-1-58053-345-4