| Description |
1 online resource (xviii, 340 pages) : illustrations |
| Series |
Artech House technology management and professional development library |
|
Artech House technology management and professional development library.
|
| Contents |
1. Introduction: Why Study "Technical Sales"? -- 2. An Overview of the Sales Process -- 3. Lead Qualification -- 4. The RFP Process -- 5. Needs Analysis and Discovery -- 6. Successful Customer Engagement -- 7. The Perfect Pitch -- 8. The Dash to Demo -- 9. Snap Demos -- 10. Remote Demonstrations and Webcasts -- 11. Evaluation Strategies -- 12. Contract Negotiation and Pricing -- 13. Sanity After the Sale -- 14. Getting Started -- 15. Objection Handling -- 16. The Executive Connection -- 17. The U in Technical Sales -- 18. Selling with Partners -- 19. Competitive Tactics -- 20. Using the CRM/SFA System -- 21. Crossing Over to the Dark Side -- 22. The Hybrid Sales Specialist Position -- 23. Organizational Structure -- 24. Building the Infrastructure -- 25. Hiring Winners -- 26. Time Management for SEs -- 27. Managing by the Metrics -- 28. Final Words |
| 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 |
| Bibliography |
Includes bibliographical references and index |
| Notes |
Print version record |
| Subject |
Selling -- High technology.
|
|
High technology industries -- Marketing
|
|
BUSINESS & ECONOMICS -- Marketing -- General.
|
|
BUSINESS & ECONOMICS -- Distribution.
|
|
High technology industries -- Marketing
|
|
Selling -- High technology
|
| Form |
Electronic book
|
| Author |
Bohlig, Aron.
|
| ISBN |
9781596933408 |
|
1596933402 |
|
1596933399 |
|
9781596933392 |
|
