Making the Technical Sale Real-World Training for the Successful Sales Consultant

Name: Making the Technical Sale Real-World Training for the Successful Sales Consultant
Price: 3.96 USD
Availability: InStock
ISBN: 9780966288995

ISBN-10: 0966288998

ISBN-13: 9780966288995

Edition: 2001

Authors: James F. Milbery, Richard E. Greenwald

List price: $34.95

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Book details

List price: $34.95
Copyright year: 2001
Publisher: Course Technology
Binding: Paperback
Pages: 400
Size: 6.00" wide x 8.75" long x 1.00" tall
Weight: 1.386
Language: English

Introduction	p. 1
Your World	p. 7
The Sales Process	p. 23
The Technology Life Cycle	p. 35
Understanding the Buyer	p. 51
Working with People	p. 69
Feature Benefit Selling	p. 93
Mastering the Demo	p. 113
Qualification and Planning for Presentations and Demonstrations	p. 139
Making Effective Technical Sales Presentations	p. 159
Delivering Effective Product Demonstrations	p. 181
Managing Product Evaluations	p. 211
Handling Objections	p. 241
Responding to RFIs	p. 259
Working the Installed Base and Alternative Sales Channels	p. 275
Working the Competition	p. 295
Eight Challenging Prospects	p. 315
The Seven Deadly Sins of Sales Consultants	p. 335
Productivity Enhancers and Time Management	p. 353
Sales Consulting in the E-World	p. 367
Index	p. 377
Table of Contents provided by Blackwell. All Rights Reserved.