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Books > Business & Economics > Finance & accounting
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Selling IT - The Science of Selling, Buying, and Deal-Making (Hardcover)
Loot Price: R4,186
Discovery Miles 41 860
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Selling IT - The Science of Selling, Buying, and Deal-Making (Hardcover)
Expected to ship within 10 - 15 working days
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Information technology (IT) is an essential core of the economy
today. Corporations and governments worldwide rely on it to drive
their core strategy and develop and execute business models.
Amounting to over 3.7 trillion US dollars of worldwide spending,
the growing significance of the IT industry in the global economy
is now well established. Hence, it is crucial to understand the
marketplace within which it exists, and this book presents a
systematic analysis of the processes, techniques, and methods
involved in IT sales and marketing. In Selling IT, the book:
Integrates a large IT provider's selling process with the
enterprise user's IT buying process to highlight the nuances of
selling, marketing, and developing IT solutions that create value
for customers Discusses various key concepts such as value-based IT
selling, business case for IT acquisition, vendor evaluation and
management, account and customer relationship management, customer
segmentation, and techniques for customer acquisition and retention
Analyses the challenges and opportunities involved in selling
digital IT and examines the evolution of jobs and careers based on
the changed IT landscape Includes lesson plans, case studies, and
chapter-wise practice questions to support teaching and learning
The book boasts a robust theoretical foundation supported by a
clear exposition of concepts and management theories. It will be of
benefit to professionals using organisation-mandated selling
processes. Young executives with a technology background looking
for a sales and marketing career in the IT industry can also
effectively use this book. It will also be an essential read for
scholars and researchers in B2B marketing, IT consulting,
technology sales, and digital transformation.
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