Mastering Technical Sales: The Sales Engineer*s Handbook

Care, John, Bohlig, Aron

ISBN 10: 1580533450 / ISBN 13: 9781580533454

Published by Artech House Publishers, 2002

About this Item

LIKE NEW. SHIPS FROM MULTIPLE LOCATIONS.

Seller Inventory # ERICA77315805334506

Bibliographic Details

• Title: Mastering Technical Sales: The Sales Engineer*s Handbook
• Publisher: Artech House Publishers
• Publication Date: 2002
• Language: English
• ISBN 10: 1580533450
• ISBN 13: 9781580533454
• Binding: Hardcover
• Condition: Like New
• Book Type: book

About this title

Synopsis

Two business, sales, and marketing consultants offer guidance on selling high-technology products, emphasizing the establishment of "personal excellence" in key performance drivers in technical sales. Chapters address every aspect of the process, with frameworks provided to develop a more effective, personalized, and systematic approach to improving personal performance. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. Annotation c. Book News, Inc., Portland, OR (booknews.com)

About the Author

John Care is regional technical director at Business Objects, San Jose, CA. He received his B.Sc. in technical Chemical Engineering with honors from Imperial College of Science and Technology, London, England.

Aron Bohlig, director of vertical product management at Nortel Networks, received B.S. degrees in both information technology and English from the University of Puget Sound. He is currently earning his M.B.A. at the Wharton School, University of Pennsylvania.