Mastering technical sales: the sales engineer's handbook
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Boston, MA
Artech House
2008
|
| Ausgabe: | 2nd ed |
| Schriftenreihe: | Artech House technology management and professional development library
|
| Schlagworte: | |
| Beschreibung: | Print version record |
| Beschreibung: | 1 online resource (xviii, 340 pages) illustrations |
| ISBN: | 9781596933408 1596933402 1596933399 9781596933392 |
Internformat
MARC
| LEADER | 00000nmm a2200000zc 4500 | ||
|---|---|---|---|
| 001 | BV045343377 | ||
| 003 | DE-604 | ||
| 005 | 00000000000000.0 | ||
| 007 | cr|uuu---uuuuu | ||
| 008 | 181206s2008 |||| o||u| ||||||eng d | ||
| 020 | |a 9781596933408 |9 978-1-59693-340-8 | ||
| 020 | |a 1596933402 |9 1-59693-340-2 | ||
| 020 | |a 1596933399 |9 1-59693-339-9 | ||
| 020 | |a 9781596933392 |9 978-1-59693-339-2 | ||
| 035 | |a (ZDB-4-ENC)ocn506073321 | ||
| 035 | |a (OCoLC)506073321 | ||
| 035 | |a (DE-599)BVBBV045343377 | ||
| 040 | |a DE-604 |b ger |e rda | ||
| 041 | 0 | |a eng | |
| 082 | 0 | |a 658.8 |2 21 | |
| 100 | 1 | |a Care, John |e Verfasser |4 aut | |
| 245 | 1 | 0 | |a Mastering technical sales |b the sales engineer's handbook |c John Care, Aron Bohlig |
| 250 | |a 2nd ed | ||
| 264 | 1 | |a Boston, MA |b Artech House |c 2008 | |
| 300 | |a 1 online resource (xviii, 340 pages) |b illustrations | ||
| 336 | |b txt |2 rdacontent | ||
| 337 | |b c |2 rdamedia | ||
| 338 | |b cr |2 rdacarrier | ||
| 490 | 0 | |a Artech House technology management and professional development library | |
| 500 | |a Print version record | ||
| 505 | 8 | |a This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Marketing / General |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Distribution |2 bisacsh | |
| 650 | 7 | |a High technology industries / Marketing |2 fast | |
| 650 | 7 | |a Selling / High technology |2 fast | |
| 650 | 4 | |a Selling |x High technology |a High technology industries |x Marketing | |
| 650 | 0 | 7 | |a Vertrieb |0 (DE-588)4127117-8 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Technisches Produkt |0 (DE-588)4059262-5 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Marketing |0 (DE-588)4037589-4 |2 gnd |9 rswk-swf |
| 650 | 0 | 7 | |a Verkauf |0 (DE-588)4117346-6 |2 gnd |9 rswk-swf |
| 689 | 0 | 0 | |a Technisches Produkt |0 (DE-588)4059262-5 |D s |
| 689 | 0 | 1 | |a Marketing |0 (DE-588)4037589-4 |D s |
| 689 | 0 | |8 1\p |5 DE-604 | |
| 689 | 1 | 0 | |a Technisches Produkt |0 (DE-588)4059262-5 |D s |
| 689 | 1 | 1 | |a Verkauf |0 (DE-588)4117346-6 |D s |
| 689 | 1 | |8 2\p |5 DE-604 | |
| 689 | 2 | 0 | |a Technisches Produkt |0 (DE-588)4059262-5 |D s |
| 689 | 2 | 1 | |a Vertrieb |0 (DE-588)4127117-8 |D s |
| 689 | 2 | |8 3\p |5 DE-604 | |
| 700 | 1 | |a Bohlig, Aron |e Sonstige |4 oth | |
| 776 | 0 | 8 | |i Erscheint auch als |n Druck-Ausgabe |a Care, John, B. Sc |t Mastering technical sales |b 2nd ed |d Boston, MA : Artech House, 2008 |
| 912 | |a ZDB-4-ENC | ||
| 999 | |a oai:aleph.bib-bvb.de:BVB01-030730080 | ||
| 883 | 1 | |8 1\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
| 883 | 1 | |8 2\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
| 883 | 1 | |8 3\p |a cgwrk |d 20201028 |q DE-101 |u https://d-nb.info/provenance/plan#cgwrk | |
Datensatz im Suchindex
| _version_ | 1804179162093584384 |
|---|---|
| any_adam_object | |
| author | Care, John |
| author_facet | Care, John |
| author_role | aut |
| author_sort | Care, John |
| author_variant | j c jc |
| building | Verbundindex |
| bvnumber | BV045343377 |
| collection | ZDB-4-ENC |
| contents | This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more |
| ctrlnum | (ZDB-4-ENC)ocn506073321 (OCoLC)506073321 (DE-599)BVBBV045343377 |
| dewey-full | 658.8 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.8 |
| dewey-search | 658.8 |
| dewey-sort | 3658.8 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 2nd ed |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>02991nmm a2200637zc 4500</leader><controlfield tag="001">BV045343377</controlfield><controlfield tag="003">DE-604</controlfield><controlfield tag="005">00000000000000.0</controlfield><controlfield tag="007">cr|uuu---uuuuu</controlfield><controlfield tag="008">181206s2008 |||| o||u| ||||||eng d</controlfield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781596933408</subfield><subfield code="9">978-1-59693-340-8</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1596933402</subfield><subfield code="9">1-59693-340-2</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1596933399</subfield><subfield code="9">1-59693-339-9</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781596933392</subfield><subfield code="9">978-1-59693-339-2</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(ZDB-4-ENC)ocn506073321</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)506073321</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(DE-599)BVBBV045343377</subfield></datafield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">DE-604</subfield><subfield code="b">ger</subfield><subfield code="e">rda</subfield></datafield><datafield tag="041" ind1="0" ind2=" "><subfield code="a">eng</subfield></datafield><datafield tag="082" ind1="0" ind2=" "><subfield code="a">658.8</subfield><subfield code="2">21</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Care, John</subfield><subfield code="e">Verfasser</subfield><subfield code="4">aut</subfield></datafield><datafield tag="245" ind1="1" ind2="0"><subfield code="a">Mastering technical sales</subfield><subfield code="b">the sales engineer's handbook</subfield><subfield code="c">John Care, Aron Bohlig</subfield></datafield><datafield tag="250" ind1=" " ind2=" "><subfield code="a">2nd ed</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Boston, MA</subfield><subfield code="b">Artech House</subfield><subfield code="c">2008</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource (xviii, 340 pages)</subfield><subfield code="b">illustrations</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="b">cr</subfield><subfield code="2">rdacarrier</subfield></datafield><datafield tag="490" ind1="0" ind2=" "><subfield code="a">Artech House technology management and professional development library</subfield></datafield><datafield tag="500" ind1=" " ind2=" "><subfield code="a">Print version record</subfield></datafield><datafield tag="505" ind1="8" ind2=" "><subfield code="a">This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS / Marketing / General</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS / Distribution</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">High technology industries / Marketing</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling / High technology</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="4"><subfield code="a">Selling</subfield><subfield code="x">High technology</subfield><subfield code="a">High technology industries</subfield><subfield code="x">Marketing</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Vertrieb</subfield><subfield code="0">(DE-588)4127117-8</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Technisches Produkt</subfield><subfield code="0">(DE-588)4059262-5</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="650" ind1="0" ind2="7"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="2">gnd</subfield><subfield code="9">rswk-swf</subfield></datafield><datafield tag="689" ind1="0" ind2="0"><subfield code="a">Technisches Produkt</subfield><subfield code="0">(DE-588)4059262-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2="1"><subfield code="a">Marketing</subfield><subfield code="0">(DE-588)4037589-4</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="0" ind2=" "><subfield code="8">1\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="1" ind2="0"><subfield code="a">Technisches Produkt</subfield><subfield code="0">(DE-588)4059262-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2="1"><subfield code="a">Verkauf</subfield><subfield code="0">(DE-588)4117346-6</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="1" ind2=" "><subfield code="8">2\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="689" ind1="2" ind2="0"><subfield code="a">Technisches Produkt</subfield><subfield code="0">(DE-588)4059262-5</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2="1"><subfield code="a">Vertrieb</subfield><subfield code="0">(DE-588)4127117-8</subfield><subfield code="D">s</subfield></datafield><datafield tag="689" ind1="2" ind2=" "><subfield code="8">3\p</subfield><subfield code="5">DE-604</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Bohlig, Aron</subfield><subfield code="e">Sonstige</subfield><subfield code="4">oth</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Erscheint auch als</subfield><subfield code="n">Druck-Ausgabe</subfield><subfield code="a">Care, John, B. Sc</subfield><subfield code="t">Mastering technical sales</subfield><subfield code="b">2nd ed</subfield><subfield code="d">Boston, MA : Artech House, 2008</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-ENC</subfield></datafield><datafield tag="999" ind1=" " ind2=" "><subfield code="a">oai:aleph.bib-bvb.de:BVB01-030730080</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">1\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">2\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield><datafield tag="883" ind1="1" ind2=" "><subfield code="8">3\p</subfield><subfield code="a">cgwrk</subfield><subfield code="d">20201028</subfield><subfield code="q">DE-101</subfield><subfield code="u">https://d-nb.info/provenance/plan#cgwrk</subfield></datafield></record></collection> |
| id | DE-604.BV045343377 |
| illustrated | Illustrated |
| indexdate | 2024-07-10T08:15:29Z |
| institution | BVB |
| isbn | 9781596933408 1596933402 1596933399 9781596933392 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-030730080 |
| oclc_num | 506073321 |
| open_access_boolean | |
| physical | 1 online resource (xviii, 340 pages) illustrations |
| psigel | ZDB-4-ENC |
| publishDate | 2008 |
| publishDateSearch | 2008 |
| publishDateSort | 2008 |
| publisher | Artech House |
| record_format | marc |
| series2 | Artech House technology management and professional development library |
| spelling | Care, John Verfasser aut Mastering technical sales the sales engineer's handbook John Care, Aron Bohlig 2nd ed Boston, MA Artech House 2008 1 online resource (xviii, 340 pages) illustrations txt rdacontent c rdamedia cr rdacarrier Artech House technology management and professional development library Print version record This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh High technology industries / Marketing fast Selling / High technology fast Selling High technology High technology industries Marketing Vertrieb (DE-588)4127117-8 gnd rswk-swf Technisches Produkt (DE-588)4059262-5 gnd rswk-swf Marketing (DE-588)4037589-4 gnd rswk-swf Verkauf (DE-588)4117346-6 gnd rswk-swf Technisches Produkt (DE-588)4059262-5 s Marketing (DE-588)4037589-4 s 1\p DE-604 Verkauf (DE-588)4117346-6 s 2\p DE-604 Vertrieb (DE-588)4127117-8 s 3\p DE-604 Bohlig, Aron Sonstige oth Erscheint auch als Druck-Ausgabe Care, John, B. Sc Mastering technical sales 2nd ed Boston, MA : Artech House, 2008 1\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 2\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk 3\p cgwrk 20201028 DE-101 https://d-nb.info/provenance/plan#cgwrk |
| spellingShingle | Care, John Mastering technical sales the sales engineer's handbook This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh High technology industries / Marketing fast Selling / High technology fast Selling High technology High technology industries Marketing Vertrieb (DE-588)4127117-8 gnd Technisches Produkt (DE-588)4059262-5 gnd Marketing (DE-588)4037589-4 gnd Verkauf (DE-588)4117346-6 gnd |
| subject_GND | (DE-588)4127117-8 (DE-588)4059262-5 (DE-588)4037589-4 (DE-588)4117346-6 |
| title | Mastering technical sales the sales engineer's handbook |
| title_auth | Mastering technical sales the sales engineer's handbook |
| title_exact_search | Mastering technical sales the sales engineer's handbook |
| title_full | Mastering technical sales the sales engineer's handbook John Care, Aron Bohlig |
| title_fullStr | Mastering technical sales the sales engineer's handbook John Care, Aron Bohlig |
| title_full_unstemmed | Mastering technical sales the sales engineer's handbook John Care, Aron Bohlig |
| title_short | Mastering technical sales |
| title_sort | mastering technical sales the sales engineer s handbook |
| title_sub | the sales engineer's handbook |
| topic | BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh High technology industries / Marketing fast Selling / High technology fast Selling High technology High technology industries Marketing Vertrieb (DE-588)4127117-8 gnd Technisches Produkt (DE-588)4059262-5 gnd Marketing (DE-588)4037589-4 gnd Verkauf (DE-588)4117346-6 gnd |
| topic_facet | BUSINESS & ECONOMICS / Marketing / General BUSINESS & ECONOMICS / Distribution High technology industries / Marketing Selling / High technology Selling High technology High technology industries Marketing Vertrieb Technisches Produkt Marketing Verkauf |
| work_keys_str_mv | AT carejohn masteringtechnicalsalesthesalesengineershandbook AT bohligaron masteringtechnicalsalesthesalesengineershandbook |