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Mastering Technical Sales The Sales Engineer's Handbook, Third Edition

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ISBN-10: 1608077446

ISBN-13: 9781608077441

Edition: 3rd 2014 (Revised)

Authors: John Care, Aron Bohlig

List price: $89.00
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Description:

Every high-tech sales team today has technical pros on board to "explain how things work," and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background--all spelled out step-by-step by a pair of technical sales experts with decades of…    
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Book details

List price: $89.00
Edition: 3rd
Copyright year: 2014
Publisher: Artech House
Publication date: 6/30/2014
Binding: Hardcover
Pages: 350
Size: 6.00" wide x 9.00" long x 1.00" tall
Weight: 1.980
Language: English

John Care received his B.Sc. in technical Chemical Engineering with honors from Imperial College of Science and Technology, London, England. He is regional technical director at Business Objects, San Jose, CA.

Aron Bohlig 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. He is director of vertical product management at Nortel Networks.