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

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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

Introductionp. 1
Your Worldp. 7
The Sales Processp. 23
The Technology Life Cyclep. 35
Understanding the Buyerp. 51
Working with Peoplep. 69
Feature Benefit Sellingp. 93
Mastering the Demop. 113
Qualification and Planning for Presentations and Demonstrationsp. 139
Making Effective Technical Sales Presentationsp. 159
Delivering Effective Product Demonstrationsp. 181
Managing Product Evaluationsp. 211
Handling Objectionsp. 241
Responding to RFIsp. 259
Working the Installed Base and Alternative Sales Channelsp. 275
Working the Competitionp. 295
Eight Challenging Prospectsp. 315
The Seven Deadly Sins of Sales Consultantsp. 335
Productivity Enhancers and Time Managementp. 353
Sales Consulting in the E-Worldp. 367
Indexp. 377
Table of Contents provided by Blackwell. All Rights Reserved.