Sales Engineers' Handbook
The Sales Engineer's Handbook
Published on 31. December 2002
Book
Hardback
260 pages
978-1-58053-345-4 (ISBN)
Description
This volume aims to cover 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 book teaches professionals how to be more successful as individual contributors, helping to better ensure promotion within their sales organization, or advancement elsewhere within their company. The book offers the practical guidance needed to sharpen skills in sales and technology, and explains how to build an infrastructure to support continuous high sales growth. This book is aimed at: technical marketing, product and sales managers; directors and technical sales staff; sales-support personnel; training managers; and technical consultants.
More details
Series
Language
English
Place of publication
Norwood
United States
Target group
Professional and scholarly
Illustrations
illustrations
Dimensions
Height: 230 mm
ISBN-13
978-1-58053-345-4 (9781580533454)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Persons
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.
Content
Introduction. Master the Basics - The Sales Process. An overview of Sales Process. Lead Qualification. The RFP Process. Needs Analysis and Discovery. Successful Customer Engagement. The Perfect Pitch. The Dash to Demo. Evaluation Strategies. Contract Negotiation and Pricing. Sanity After the Sale. Getting Started. Differentiating Yourself Through Tactical Excellence. Objection Handling. The Executive Connection. The "U" in Technical Sales. Selling with Partners. Competitive Tactics. Crossing Over to the Dark side. Advanced Topics and Management Issues. Organizational Structure. Compensation. Building the Infrastructure. Hiring Winners. Time Management for SE's. Conclusion & Epilogue.