Care J. Mastering Technical Sales...Engineer's Handbook 3ed 2014 torrent

Textbook in PDF format

Written to help professionals decode the black art of selling complex, high-value products, this handbook is focused upon improving the methods and skills of those who engage in the technology side of the sales equation.
Introduction: Why Study Technical Sales?
An Overview of the Sales Process
Lead Qualification
The RFP Process
Needs Analysis and Discovery
Business Value Discovery
Successful Customer Engagement
The Perfect Pitch
The Dash to Demo
Snap Demos
Remote Demonstrations and Webcasts
Whiteboarding and Visual Selling
Evaluation Strategies
Sanity After the Sale
Getting Started
Managing Questions
The Executive Connection
The Trusted Advisor
Doing the Math/Calculating ROI
The “U” in Technical Sales
Selling with Partners
Competitive Tactics
Using the CRM/SFA System
Crossing Over to the Dark Side
Organizational Structure
Building the Infrastructure
Hiring Winners
Time Management for SEs
Managing by the Metrics
Final Words