Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management and Pro

Care B.S, John,Bohlig, Aron

ISBN 10: 1608077446 / ISBN 13: 9781608077441

Published by Artech House, 2014

About this Item

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Bibliographic Details

• Title: Mastering Technical Sales: The Sales Engineer's Handbook (Artech House Technology Management and Pro
• Publisher: Artech House
• Publication Date: 2014
• Language: English
• ISBN 10: 1608077446
• ISBN 13: 9781608077441
• Binding: Hardcover
• Edition: 3rd Edition
• Condition: very good

About this title

Synopsis

Every high-tech sales team today has technical pros on board to explain how things work, and this success-tested training resource is written just for them. Newly revised and expanded, this third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. The book features a wealth of new material, including new chapters on business-driven discovery, whiteboarding, trusted advisors, and calculating ROI. This indispensable resource equips both new and experienced sales engineers with powerful sales and presentation techniques that capitalize on their technical background - all spelled out step by step by a pair of technical sales experts with decades of eye-popping, industry-giant successes under their belts.

About the Author

John Care is managing director at Mastering Technical Sales LLC. He holds a B.Sc. with honors in chemical engineering from Imperial College, London and is a contributing member of the M.B.A. Advisory Council for the Fox Business School of Temple University, Philadelphia. Aron Bohlig is the co-founder of a strategic and financial advisory boutique focused on internet companies. He earned his MBA from the Wharton School of the University of Pennsylvania.