Mastering Technical Sales provides a terrific foundation for the newly-minted Sales Engineer, a growth vehicle for the developing journeyman, and rich source-book for the seasoned professional.While there are numerous "sales methodology" books available today, nearly all focus on the sales people and provide little or no information for the Sales Engineer and others who address the technical sale portion of the overall sales process.Mastering Technical Sales focuses on this critical area and shares how to manage and execute technical sales tasks to enjoy the highest success rates, both in the sales process and in one's professional growth.
Advice to SE's:Buy it and read it.
Advice to SE Management:Purchase copies for all of your new hires.
Product Description
Mastering Technical Sales: The Sales Engineer's Handbook covers all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key performance drivers in technical sales. This comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.
You are encouraged to use the tested and proven frameworks provided, working with the best practices specially adapted for the sales engineer, to develop a more effective, personalized and systematic approach to improve your 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. This book is not the usual update, or rehash of "years-ago" methodologies. Instead, it shows you how to deal with today's vastly higher levels of sophistication in technical products and customer needs.
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.
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