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Author Greenwald, Rick.

Title Making the technical sale : real-world training for the successful sales consultant / Rick Greenwald and James Milbery.

Imprint Cincinnati, Ohio : Muska & Lipman, 2001.


Location Call No. OPAC Message Status
 Axe Books 24x7 Business E-Book  Electronic Book    ---  Available
Description 1 online resource
text txt rdacontent
computer c rdamedia
online resource cr rdacarrier
Note Includes index.
Title from title screen.
Summary Annotation "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.
Annotation Exploring how technical sales of a software product is different from general sales, this guide discusses the full range of skills needed by technical sales professionals. It also illuminates the typical tasks technical sales professionals handle, explores the role these people play on the sales team, and covers basics such as presentation skills, working in a team, time management, and more. Illustrations.
Subject Selling -- Computers -- Handbooks, manuals, etc.
Computers -- Marketing.
Sales personnel -- Handbooks, manuals, etc.
Business consultants -- Handbooks, manuals, etc.
Business consultants. (OCoLC)fst00842443
Computers -- Marketing. (OCoLC)fst00872831
Sales personnel. (OCoLC)fst01103846
Selling -- Computers. (OCoLC)fst01111995
Genre/Form Electronic books.
Handbooks and manuals. (OCoLC)fst01423877
Added Author Milbery, James.
ISBN 0966288998
Standard No. AU@ 000053217102
DEBBG BV044059729

Available items only