Mastering Technical Sales: The Sales Engineer’s Handbook is a professional business and technology guide for sales engineers, pre-sales specialists, technical consultants and managers involved in selling high-technology products. John Care and Aron Bohlig present technical sales as a discipline that requires more than product knowledge: it depends on customer discovery, lead qualification, needs analysis, effective demonstrations, RFP work, presentation skills and cooperation with the wider sales organization. The book offers practical frameworks for improving personal performance, explaining complex products clearly, supporting account strategy and building trust with technical and business decision-makers. As a handbook for B2B sales engineering and high-tech sales management, it focuses on the moment where technical expertise must become useful, persuasive and connected to the customer’s real goals, risks and buying process.
Author: John Care, Aron Bohlig
Publisher: Artech House
Publication year: 2002
Number of pages: 302
Original language: English
ISBN: 1580533450