Title: Making the Technical Sale: Real World Training for the Successful Sales Consultant
Publisher: Muska & Lipman Publishing
Publication Date: 2001
Language: English
ISBN 10: 0966288998
ISBN 13: 9780966288995
Binding: paperback
Condition: New
Weight: 22 ounces

About this title

Synopsis

"Making the Technical Sale" explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional's point of view and anticipates the kind of problems unique to the technical sales field. "Making the Technical Sale" discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales.

About the Authors

James F. Milberry of Easton, Pennsylvania, is principal of Milberry Consulting Group. Before founding his own business, he spent several years as a technical sales force manager, most recently with software providers Revere Inc. and Ingres Corp. He has personally trained more than 700 sales consultants in his career. He is co-author with Richard E. Greenwald of "The Oracle WebDB Bible."

Richard E. Greenwald of Evanston, Illinois, is a competitive analyst with Oracle Corporation and principal of Strategic Computing Services. He has been a senior technical sales professional with management and training responsibilities as well as territory development. He has published extensively in professinoal journals, and has written "Oracle Power Objects Developers," "Mastering Oracle Power Objects","Using Oracle" and more.

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