Mastering technical sales : the sales engineer's handbook /

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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 e...

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Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Care, John (Managing director of Mastering Technical Sales LLC)
Otros Autores: Bohlig, Aron
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Boston, MA : Artech House, 2008.
Edición:2nd ed.
Colección:Artech House technology management and professional development library.
Temas:
Selling > High technology.
High technology industries > Marketing.
Technologie de pointe > Vente.
BUSINESS & ECONOMICS > Marketing > General.
BUSINESS & ECONOMICS > Distribution.
High technology industries > Marketing
Selling > High technology
Acceso en línea:Texto completo
Tabla de Contenidos:
  • 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.

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