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Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition (Aztec, Hardcover, Unabridged edition)
Loot Price: R2,433
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Mastering Technical Sales: The Sales Engineer's Handbook, Fourth Edition (Aztec, Hardcover, Unabridged edition)
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Total price: R2,453
Discovery Miles: 24 530
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This bestselling book -- now in its Fourth Edition - has become the
gold standard for Sales Engineers, who engage on the technical side
of the sales and buying process and are the people who know how
everything works. It helps you navigate a complex and ever-changing
technical sales environment and become an effective bridge-builder
between the business/commercial interests and the technical details
that support the sale. Written by one of the foremost experts in
this field, the handbook presents everything you need to improve
your skills and increase your value to the sales team. Chapters are
written in a modular fashion so that you can choose topics most
relevant to you at the moment - or follow them in order as they
build upon each other and give you the complete A to Z on your
role. Each chapter is short enough so that you can read through it
in 10-15 minutes and apply the learning the next day. You'll find
actionable hints, case studies, and anecdotes illustrating the
topics with lessons learned, both positive and negative. The book
helps you: understand the unique role of the Sales Engineer, from
the broad picture to the nuances of the job; develop skills needed
to become a valuable consultant to your team and the customer team;
utilize best practices for creating and completing winning RFPs;
effectively integrate global practices into your day-to-day
activities; increase your ability think on a more strategic level;
become a trusted advisor to executive customers. With this
completely updated and expanded edition of Mastering Technical
Sales in hand, you will achieve a better win rate, experience
higher customer satisfaction, hit revenue targets, and feel greater
job satisfaction. Newly added and revised chapters guide you
through today's challenges, including the impact of the cloud and
everything-as-a-service, new sales models (monthly vs. annual
revenue commits), and the virtualization and automation that is now
part of the Sales Engineer's world. This book is a must-have
resource for both new and seasoned Sales Engineers within tech
software, hardware, mechanical, and civil engineering vendors,
along with management and leadership in those organizations, and
anyone who must present, demonstrate or sell hi-tech items for a
living.
General
Imprint: |
Artech House Publishers
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Country of origin: |
United States |
Release date: |
April 2022 |
Authors: |
John Care
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Dimensions: |
160 x 239 x 24mm (L x W x T) |
Format: |
Hardcover - Cloth over boards
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Pages: |
420 |
Edition: |
Unabridged edition |
ISBN-13: |
978-1-63081-872-2 |
Languages: |
Aztec
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Categories: |
Books >
Professional & Technical >
Technology: general issues >
General
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LSN: |
1-63081-872-0 |
Barcode: |
9781630818722 |
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