Mastering technical sales :: the sales engineer's handbook /
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Weitere Verfasser: | |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Boston, MA :
Artech House,
2002.
|
| Schriftenreihe: | Artech House technology management and professional development library.
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Beschreibung: | 1 online resource (xviii, 302 pages) : illustrations |
| Bibliographie: | Includes bibliographical references and index. |
| ISBN: | 1580533450 9781580533454 1580535690 9781580535694 |
Internformat
MARC
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| 100 | 1 | |a Care, John |c (Managing director of Mastering Technical Sales LLC) |1 https://id.oclc.org/worldcat/entity/E39PCjMBC33Yx7kPCyxDPhyHfm |0 http://id.loc.gov/authorities/names/n2002103950 | |
| 245 | 1 | 0 | |a Mastering technical sales : |b the sales engineer's handbook / |c John Care, Aron Bohlig. |
| 260 | |a Boston, MA : |b Artech House, |c 2002. | ||
| 300 | |a 1 online resource (xviii, 302 pages) : |b illustrations | ||
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| 490 | 1 | |a Artech House technology management and professional development library | |
| 504 | |a Includes bibliographical references and index. | ||
| 546 | |a English. | ||
| 505 | 0 | |a Intro -- Contents v -- Acknowledgments xvii -- 1 Introduction: Why Study Sales Consulting? 1 -- 2 An Overview of the Sales Process 7 -- Definition of the Market 8 -- Marketing Campaigns 8 -- Lead Qualification 9 -- Request for Proposal 10 -- Discovery and First Customer Engagement 10 -- Propose and Demo 11 -- Evaluation (Optional) 12 -- Negotiations: Close or LoseŠGetting the Deal 12 -- Ongoing Account Management: Upsell Opportunities and Postsales Support 12 -- Summary 13 -- 3 Lead Qualification 15 -- Lead Quality 17 -- Effective Lead Qualification 20 -- Internal Roles in the Lead Qualification Process 23 -- Lead Qualification in Action: Three Common Scenarios 25 -- Summary 27 -- 4 The RFP Process 29 -- Creation of an RFP 29 -- Basic Rule of RFPs 30 -- The Go/No-Go Decision 31 -- Handling Deadlines 33 -- Strategies for Avoiding an RFP 34 -- Completing the RFP 35 -- Presentation and Follow-Up 36 -- Summary 37 -- 5 Needs Analysis and Discovery 39 -- Overview 39 -- Why Discovery Is Critical 40 -- The Seven-Step Needs Analysis Approach 41 -- Customizing the Discovery Process 53 -- Summary 56 -- 6 Successful Customer Engagement 59 -- First Contact 60 -- Identify the People You Need to Know 63 -- Coaches 65 -- Credibility 69 -- Summary 70 -- 7 The Perfect Pitch 71 -- Nonverbal Delivery Skills 72 -- Verbal Delivery Skills 74 -- Developing a Focused Message 76 -- Special Situations 78 -- Using Nervous Energy to Your Advantage 81 -- Summary 83 -- 8 The Dash to Demo 85 -- Why Does the Dash to Demo Occur? 87 -- What Is The Product ? 87 -- Failing to Plan Is Planning to Fail 88 -- Logistical Implications 90 -- The Agenda 91 -- Preparing the Way 91 -- The Audience 92 -- Checkpoint Charlie 95 -- Summary 96 -- Appendix 8A: Sample Agenda 97 -- 9 Evaluation Strategies 99 -- Developing the Strategy 99 -- How to Win: Determining the Success Criteria 101. | |
| 505 | 8 | |a Running a Trial 104 -- Anticipating Your Competitor 112 -- Avoiding a Trial 115 -- Summary 117 -- 10 Contract Negotiation and Pricing 119 -- An Introductory Approach 121 -- Creative Ways to Say Nothing 121 -- An Advanced Tactic 121 -- Summary 122 -- 11 Sanity After the Sale 123 -- Developing the Transition Plan 124 -- Ongoing Engagement Plan 124 -- Customer Meetings: Project Kickoff 125 -- Leveraging the Sales Team 127 -- Having a Fallback Strategy 127 -- Personal Benefits of Postsales Support 128 -- Major Account Requirements 129 -- Troubleshooting the Handoff 132 -- Summary 134 -- Appendix 11A: Record-Keeping Forms for Postsales Information 136 -- 12 Getting Started 139 -- The Ramp Process 139 -- Develop a 30/90/180-Day Plan 143 -- Tips on Making the First 6 Months a Success 147 -- Summary 152 -- 13 Objection Handling 153 -- Before You Start 153 -- Categorizing Objections 154 -- Basic Techniques of Objection Handling 159 -- Working With Consultants 161 -- Follow-Up Leads to Closure 162 -- Summary 162 -- 14 The Executive Connection 165 -- What They Think of You 165 -- Keep It Simple 166 -- Plan the Meeting 167 -- Execute the Meeting 170 -- Follow-Up After the Meeting 172 -- Summary 173 -- 15 The U in Technical Sales 175 -- Me, Myself, and I 176 -- What Are Your Goals? 176 -- Your Personal Value Proposition: Self-Branding 177 -- Delivering on Your Value Proposition 180 -- Ethics in Sales 183 -- Summary 185 -- 16 Selling with Partners 187 -- Partnership Defined 187 -- Defining Account Ownership 188 -- Working the Relationship and Building the Infrastructure 191 -- The Dangers of Dealing with Partners 193 -- Summary 195 -- 17 Competitive Tactics 197 -- Identify the Competition 198 -- Develop a Competitive Strategy 198 -- Know Thine Enemy 200 -- Tell Me About Your Competition 202 -- Product Benchmarks 204 -- Summary 205. | |
| 505 | 8 | |a 18 Crossing over to the Dark Side 207 -- What Is Your Motivation? 207 -- Positioning for the Change 208 -- What You Should Expect 210 -- How to Make It All Work 211 -- Summary 213 -- 19 Organizational Structure 215 -- Structure 216 -- Roles in the SE Organization 219 -- Review of Sales Support Functions 222 -- Advanced Topics: Four Models for SE Organizations 226 -- Summary 231 -- 20 Compensation 233 -- Components of a Plan 233 -- Leveraging the Plan 239 -- Building an SE Compensation Plan 241 -- Summary 242 -- 21 Building the Infrastructure 245 -- A Little Philosophy 246 -- Training Techniques 247 -- Demonstration and Equipment Support 249 -- Knowledge Management and Retention 251 -- Engineering and Technical Support 253 -- General SC Processes 254 -- Summary 255 -- 22 Hiring Winners 257 -- The Job Description 258 -- Using the Hiring Profile 259 -- Dealing with Recruiters 261 -- Screening Candidates 262 -- The Interview 263 -- Hiring 266 -- Summary 267 -- 23 Time Management for SEs 269 -- Fixed Time and Infinite Demands 269 -- Prioritization 271 -- A Simple Structure for Managing Your Time 272 -- How to Run Your Day 276 -- Designing Graceful Fallback Plans 278 -- Long-Term Time Management 281 -- Summary 282 -- 24 Final Words 285 -- Be Passionate 285 -- Keep Work and Personal Lives in Balance 286 -- Consistently Outperform Expectations 286 -- Build and Maintain Relationships 287 -- Set and Achieve Goals 287 -- Continually Challenge Yourself 288. | |
| 650 | 0 | |a Selling |x High technology. |0 http://id.loc.gov/authorities/subjects/sh85119837 | |
| 650 | 0 | |a High technology industries |x Marketing. | |
| 650 | 6 | |a Technologie de pointe |x Vente. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a High technology industries |x Marketing |2 fast | |
| 650 | 7 | |a Selling |x High technology |2 fast | |
| 700 | 1 | |a Bohlig, Aron. | |
| 758 | |i has work: |a Mastering technical sales (Text) |1 https://id.oclc.org/worldcat/entity/E39PCGdtKDPCWJYVdD7HrwCGBK |4 https://id.oclc.org/worldcat/ontology/hasWork | ||
| 776 | 0 | 8 | |i Print version: |a Care, John, B. Sc. |t Mastering technical sales. |d Boston, MA : Artech House, 2002 |z 1580533450 |w (DLC) 2002074492 |w (OCoLC)49942698 |
| 830 | 0 | |a Artech House technology management and professional development library. |0 http://id.loc.gov/authorities/names/no99016823 | |
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Datensatz im Suchindex
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| _version_ | 1816881609332228096 |
| adam_text | |
| any_adam_object | |
| author | Care, John (Managing director of Mastering Technical Sales LLC) |
| author2 | Bohlig, Aron |
| author2_role | |
| author2_variant | a b ab |
| author_GND | http://id.loc.gov/authorities/names/n2002103950 |
| author_facet | Care, John (Managing director of Mastering Technical Sales LLC) Bohlig, Aron |
| author_role | |
| author_sort | Care, John (Managing director of Mastering Technical Sales LLC) |
| author_variant | j c jc |
| building | Verbundindex |
| bvnumber | localFWS |
| callnumber-first | H - Social Science |
| callnumber-label | HF5439 |
| callnumber-raw | HF5439.H54 C37 2002 |
| callnumber-search | HF5439.H54 C37 2002 |
| callnumber-sort | HF 45439 H54 C37 42002 |
| callnumber-subject | HF - Commerce |
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| contents | Intro -- Contents v -- Acknowledgments xvii -- 1 Introduction: Why Study Sales Consulting? 1 -- 2 An Overview of the Sales Process 7 -- Definition of the Market 8 -- Marketing Campaigns 8 -- Lead Qualification 9 -- Request for Proposal 10 -- Discovery and First Customer Engagement 10 -- Propose and Demo 11 -- Evaluation (Optional) 12 -- Negotiations: Close or LoseŠGetting the Deal 12 -- Ongoing Account Management: Upsell Opportunities and Postsales Support 12 -- Summary 13 -- 3 Lead Qualification 15 -- Lead Quality 17 -- Effective Lead Qualification 20 -- Internal Roles in the Lead Qualification Process 23 -- Lead Qualification in Action: Three Common Scenarios 25 -- Summary 27 -- 4 The RFP Process 29 -- Creation of an RFP 29 -- Basic Rule of RFPs 30 -- The Go/No-Go Decision 31 -- Handling Deadlines 33 -- Strategies for Avoiding an RFP 34 -- Completing the RFP 35 -- Presentation and Follow-Up 36 -- Summary 37 -- 5 Needs Analysis and Discovery 39 -- Overview 39 -- Why Discovery Is Critical 40 -- The Seven-Step Needs Analysis Approach 41 -- Customizing the Discovery Process 53 -- Summary 56 -- 6 Successful Customer Engagement 59 -- First Contact 60 -- Identify the People You Need to Know 63 -- Coaches 65 -- Credibility 69 -- Summary 70 -- 7 The Perfect Pitch 71 -- Nonverbal Delivery Skills 72 -- Verbal Delivery Skills 74 -- Developing a Focused Message 76 -- Special Situations 78 -- Using Nervous Energy to Your Advantage 81 -- Summary 83 -- 8 The Dash to Demo 85 -- Why Does the Dash to Demo Occur? 87 -- What Is The Product ? 87 -- Failing to Plan Is Planning to Fail 88 -- Logistical Implications 90 -- The Agenda 91 -- Preparing the Way 91 -- The Audience 92 -- Checkpoint Charlie 95 -- Summary 96 -- Appendix 8A: Sample Agenda 97 -- 9 Evaluation Strategies 99 -- Developing the Strategy 99 -- How to Win: Determining the Success Criteria 101. Running a Trial 104 -- Anticipating Your Competitor 112 -- Avoiding a Trial 115 -- Summary 117 -- 10 Contract Negotiation and Pricing 119 -- An Introductory Approach 121 -- Creative Ways to Say Nothing 121 -- An Advanced Tactic 121 -- Summary 122 -- 11 Sanity After the Sale 123 -- Developing the Transition Plan 124 -- Ongoing Engagement Plan 124 -- Customer Meetings: Project Kickoff 125 -- Leveraging the Sales Team 127 -- Having a Fallback Strategy 127 -- Personal Benefits of Postsales Support 128 -- Major Account Requirements 129 -- Troubleshooting the Handoff 132 -- Summary 134 -- Appendix 11A: Record-Keeping Forms for Postsales Information 136 -- 12 Getting Started 139 -- The Ramp Process 139 -- Develop a 30/90/180-Day Plan 143 -- Tips on Making the First 6 Months a Success 147 -- Summary 152 -- 13 Objection Handling 153 -- Before You Start 153 -- Categorizing Objections 154 -- Basic Techniques of Objection Handling 159 -- Working With Consultants 161 -- Follow-Up Leads to Closure 162 -- Summary 162 -- 14 The Executive Connection 165 -- What They Think of You 165 -- Keep It Simple 166 -- Plan the Meeting 167 -- Execute the Meeting 170 -- Follow-Up After the Meeting 172 -- Summary 173 -- 15 The U in Technical Sales 175 -- Me, Myself, and I 176 -- What Are Your Goals? 176 -- Your Personal Value Proposition: Self-Branding 177 -- Delivering on Your Value Proposition 180 -- Ethics in Sales 183 -- Summary 185 -- 16 Selling with Partners 187 -- Partnership Defined 187 -- Defining Account Ownership 188 -- Working the Relationship and Building the Infrastructure 191 -- The Dangers of Dealing with Partners 193 -- Summary 195 -- 17 Competitive Tactics 197 -- Identify the Competition 198 -- Develop a Competitive Strategy 198 -- Know Thine Enemy 200 -- Tell Me About Your Competition 202 -- Product Benchmarks 204 -- Summary 205. 18 Crossing over to the Dark Side 207 -- What Is Your Motivation? 207 -- Positioning for the Change 208 -- What You Should Expect 210 -- How to Make It All Work 211 -- Summary 213 -- 19 Organizational Structure 215 -- Structure 216 -- Roles in the SE Organization 219 -- Review of Sales Support Functions 222 -- Advanced Topics: Four Models for SE Organizations 226 -- Summary 231 -- 20 Compensation 233 -- Components of a Plan 233 -- Leveraging the Plan 239 -- Building an SE Compensation Plan 241 -- Summary 242 -- 21 Building the Infrastructure 245 -- A Little Philosophy 246 -- Training Techniques 247 -- Demonstration and Equipment Support 249 -- Knowledge Management and Retention 251 -- Engineering and Technical Support 253 -- General SC Processes 254 -- Summary 255 -- 22 Hiring Winners 257 -- The Job Description 258 -- Using the Hiring Profile 259 -- Dealing with Recruiters 261 -- Screening Candidates 262 -- The Interview 263 -- Hiring 266 -- Summary 267 -- 23 Time Management for SEs 269 -- Fixed Time and Infinite Demands 269 -- Prioritization 271 -- A Simple Structure for Managing Your Time 272 -- How to Run Your Day 276 -- Designing Graceful Fallback Plans 278 -- Long-Term Time Management 281 -- Summary 282 -- 24 Final Words 285 -- Be Passionate 285 -- Keep Work and Personal Lives in Balance 286 -- Consistently Outperform Expectations 286 -- Build and Maintain Relationships 287 -- Set and Achieve Goals 287 -- Continually Challenge Yourself 288. |
| ctrlnum | (OCoLC)52751369 |
| 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 |
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| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| id | ZDB-4-EBA-ocm52751369 |
| illustrated | Illustrated |
| indexdate | 2024-11-27T13:15:26Z |
| institution | BVB |
| isbn | 1580533450 9781580533454 1580535690 9781580535694 |
| language | English |
| oclc_num | 52751369 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource (xviii, 302 pages) : illustrations |
| psigel | ZDB-4-EBA |
| publishDate | 2002 |
| publishDateSearch | 2002 |
| publishDateSort | 2002 |
| publisher | Artech House, |
| record_format | marc |
| series | Artech House technology management and professional development library. |
| series2 | Artech House technology management and professional development library |
| spelling | Care, John (Managing director of Mastering Technical Sales LLC) https://id.oclc.org/worldcat/entity/E39PCjMBC33Yx7kPCyxDPhyHfm http://id.loc.gov/authorities/names/n2002103950 Mastering technical sales : the sales engineer's handbook / John Care, Aron Bohlig. Boston, MA : Artech House, 2002. 1 online resource (xviii, 302 pages) : illustrations text txt rdacontent computer c rdamedia online resource cr rdacarrier polychrome. rdacc http://rdaregistry.info/termList/RDAColourContent/1003 data file Artech House technology management and professional development library Includes bibliographical references and index. English. Intro -- Contents v -- Acknowledgments xvii -- 1 Introduction: Why Study Sales Consulting? 1 -- 2 An Overview of the Sales Process 7 -- Definition of the Market 8 -- Marketing Campaigns 8 -- Lead Qualification 9 -- Request for Proposal 10 -- Discovery and First Customer Engagement 10 -- Propose and Demo 11 -- Evaluation (Optional) 12 -- Negotiations: Close or LoseŠGetting the Deal 12 -- Ongoing Account Management: Upsell Opportunities and Postsales Support 12 -- Summary 13 -- 3 Lead Qualification 15 -- Lead Quality 17 -- Effective Lead Qualification 20 -- Internal Roles in the Lead Qualification Process 23 -- Lead Qualification in Action: Three Common Scenarios 25 -- Summary 27 -- 4 The RFP Process 29 -- Creation of an RFP 29 -- Basic Rule of RFPs 30 -- The Go/No-Go Decision 31 -- Handling Deadlines 33 -- Strategies for Avoiding an RFP 34 -- Completing the RFP 35 -- Presentation and Follow-Up 36 -- Summary 37 -- 5 Needs Analysis and Discovery 39 -- Overview 39 -- Why Discovery Is Critical 40 -- The Seven-Step Needs Analysis Approach 41 -- Customizing the Discovery Process 53 -- Summary 56 -- 6 Successful Customer Engagement 59 -- First Contact 60 -- Identify the People You Need to Know 63 -- Coaches 65 -- Credibility 69 -- Summary 70 -- 7 The Perfect Pitch 71 -- Nonverbal Delivery Skills 72 -- Verbal Delivery Skills 74 -- Developing a Focused Message 76 -- Special Situations 78 -- Using Nervous Energy to Your Advantage 81 -- Summary 83 -- 8 The Dash to Demo 85 -- Why Does the Dash to Demo Occur? 87 -- What Is The Product ? 87 -- Failing to Plan Is Planning to Fail 88 -- Logistical Implications 90 -- The Agenda 91 -- Preparing the Way 91 -- The Audience 92 -- Checkpoint Charlie 95 -- Summary 96 -- Appendix 8A: Sample Agenda 97 -- 9 Evaluation Strategies 99 -- Developing the Strategy 99 -- How to Win: Determining the Success Criteria 101. Running a Trial 104 -- Anticipating Your Competitor 112 -- Avoiding a Trial 115 -- Summary 117 -- 10 Contract Negotiation and Pricing 119 -- An Introductory Approach 121 -- Creative Ways to Say Nothing 121 -- An Advanced Tactic 121 -- Summary 122 -- 11 Sanity After the Sale 123 -- Developing the Transition Plan 124 -- Ongoing Engagement Plan 124 -- Customer Meetings: Project Kickoff 125 -- Leveraging the Sales Team 127 -- Having a Fallback Strategy 127 -- Personal Benefits of Postsales Support 128 -- Major Account Requirements 129 -- Troubleshooting the Handoff 132 -- Summary 134 -- Appendix 11A: Record-Keeping Forms for Postsales Information 136 -- 12 Getting Started 139 -- The Ramp Process 139 -- Develop a 30/90/180-Day Plan 143 -- Tips on Making the First 6 Months a Success 147 -- Summary 152 -- 13 Objection Handling 153 -- Before You Start 153 -- Categorizing Objections 154 -- Basic Techniques of Objection Handling 159 -- Working With Consultants 161 -- Follow-Up Leads to Closure 162 -- Summary 162 -- 14 The Executive Connection 165 -- What They Think of You 165 -- Keep It Simple 166 -- Plan the Meeting 167 -- Execute the Meeting 170 -- Follow-Up After the Meeting 172 -- Summary 173 -- 15 The U in Technical Sales 175 -- Me, Myself, and I 176 -- What Are Your Goals? 176 -- Your Personal Value Proposition: Self-Branding 177 -- Delivering on Your Value Proposition 180 -- Ethics in Sales 183 -- Summary 185 -- 16 Selling with Partners 187 -- Partnership Defined 187 -- Defining Account Ownership 188 -- Working the Relationship and Building the Infrastructure 191 -- The Dangers of Dealing with Partners 193 -- Summary 195 -- 17 Competitive Tactics 197 -- Identify the Competition 198 -- Develop a Competitive Strategy 198 -- Know Thine Enemy 200 -- Tell Me About Your Competition 202 -- Product Benchmarks 204 -- Summary 205. 18 Crossing over to the Dark Side 207 -- What Is Your Motivation? 207 -- Positioning for the Change 208 -- What You Should Expect 210 -- How to Make It All Work 211 -- Summary 213 -- 19 Organizational Structure 215 -- Structure 216 -- Roles in the SE Organization 219 -- Review of Sales Support Functions 222 -- Advanced Topics: Four Models for SE Organizations 226 -- Summary 231 -- 20 Compensation 233 -- Components of a Plan 233 -- Leveraging the Plan 239 -- Building an SE Compensation Plan 241 -- Summary 242 -- 21 Building the Infrastructure 245 -- A Little Philosophy 246 -- Training Techniques 247 -- Demonstration and Equipment Support 249 -- Knowledge Management and Retention 251 -- Engineering and Technical Support 253 -- General SC Processes 254 -- Summary 255 -- 22 Hiring Winners 257 -- The Job Description 258 -- Using the Hiring Profile 259 -- Dealing with Recruiters 261 -- Screening Candidates 262 -- The Interview 263 -- Hiring 266 -- Summary 267 -- 23 Time Management for SEs 269 -- Fixed Time and Infinite Demands 269 -- Prioritization 271 -- A Simple Structure for Managing Your Time 272 -- How to Run Your Day 276 -- Designing Graceful Fallback Plans 278 -- Long-Term Time Management 281 -- Summary 282 -- 24 Final Words 285 -- Be Passionate 285 -- Keep Work and Personal Lives in Balance 286 -- Consistently Outperform Expectations 286 -- Build and Maintain Relationships 287 -- Set and Achieve Goals 287 -- Continually Challenge Yourself 288. Selling High technology. http://id.loc.gov/authorities/subjects/sh85119837 High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh High technology industries Marketing fast Selling High technology fast Bohlig, Aron. has work: Mastering technical sales (Text) https://id.oclc.org/worldcat/entity/E39PCGdtKDPCWJYVdD7HrwCGBK https://id.oclc.org/worldcat/ontology/hasWork Print version: Care, John, B. Sc. Mastering technical sales. Boston, MA : Artech House, 2002 1580533450 (DLC) 2002074492 (OCoLC)49942698 Artech House technology management and professional development library. http://id.loc.gov/authorities/names/no99016823 FWS01 ZDB-4-EBA FWS_PDA_EBA https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=77495 Volltext |
| spellingShingle | Care, John (Managing director of Mastering Technical Sales LLC) Mastering technical sales : the sales engineer's handbook / Artech House technology management and professional development library. Intro -- Contents v -- Acknowledgments xvii -- 1 Introduction: Why Study Sales Consulting? 1 -- 2 An Overview of the Sales Process 7 -- Definition of the Market 8 -- Marketing Campaigns 8 -- Lead Qualification 9 -- Request for Proposal 10 -- Discovery and First Customer Engagement 10 -- Propose and Demo 11 -- Evaluation (Optional) 12 -- Negotiations: Close or LoseŠGetting the Deal 12 -- Ongoing Account Management: Upsell Opportunities and Postsales Support 12 -- Summary 13 -- 3 Lead Qualification 15 -- Lead Quality 17 -- Effective Lead Qualification 20 -- Internal Roles in the Lead Qualification Process 23 -- Lead Qualification in Action: Three Common Scenarios 25 -- Summary 27 -- 4 The RFP Process 29 -- Creation of an RFP 29 -- Basic Rule of RFPs 30 -- The Go/No-Go Decision 31 -- Handling Deadlines 33 -- Strategies for Avoiding an RFP 34 -- Completing the RFP 35 -- Presentation and Follow-Up 36 -- Summary 37 -- 5 Needs Analysis and Discovery 39 -- Overview 39 -- Why Discovery Is Critical 40 -- The Seven-Step Needs Analysis Approach 41 -- Customizing the Discovery Process 53 -- Summary 56 -- 6 Successful Customer Engagement 59 -- First Contact 60 -- Identify the People You Need to Know 63 -- Coaches 65 -- Credibility 69 -- Summary 70 -- 7 The Perfect Pitch 71 -- Nonverbal Delivery Skills 72 -- Verbal Delivery Skills 74 -- Developing a Focused Message 76 -- Special Situations 78 -- Using Nervous Energy to Your Advantage 81 -- Summary 83 -- 8 The Dash to Demo 85 -- Why Does the Dash to Demo Occur? 87 -- What Is The Product ? 87 -- Failing to Plan Is Planning to Fail 88 -- Logistical Implications 90 -- The Agenda 91 -- Preparing the Way 91 -- The Audience 92 -- Checkpoint Charlie 95 -- Summary 96 -- Appendix 8A: Sample Agenda 97 -- 9 Evaluation Strategies 99 -- Developing the Strategy 99 -- How to Win: Determining the Success Criteria 101. Running a Trial 104 -- Anticipating Your Competitor 112 -- Avoiding a Trial 115 -- Summary 117 -- 10 Contract Negotiation and Pricing 119 -- An Introductory Approach 121 -- Creative Ways to Say Nothing 121 -- An Advanced Tactic 121 -- Summary 122 -- 11 Sanity After the Sale 123 -- Developing the Transition Plan 124 -- Ongoing Engagement Plan 124 -- Customer Meetings: Project Kickoff 125 -- Leveraging the Sales Team 127 -- Having a Fallback Strategy 127 -- Personal Benefits of Postsales Support 128 -- Major Account Requirements 129 -- Troubleshooting the Handoff 132 -- Summary 134 -- Appendix 11A: Record-Keeping Forms for Postsales Information 136 -- 12 Getting Started 139 -- The Ramp Process 139 -- Develop a 30/90/180-Day Plan 143 -- Tips on Making the First 6 Months a Success 147 -- Summary 152 -- 13 Objection Handling 153 -- Before You Start 153 -- Categorizing Objections 154 -- Basic Techniques of Objection Handling 159 -- Working With Consultants 161 -- Follow-Up Leads to Closure 162 -- Summary 162 -- 14 The Executive Connection 165 -- What They Think of You 165 -- Keep It Simple 166 -- Plan the Meeting 167 -- Execute the Meeting 170 -- Follow-Up After the Meeting 172 -- Summary 173 -- 15 The U in Technical Sales 175 -- Me, Myself, and I 176 -- What Are Your Goals? 176 -- Your Personal Value Proposition: Self-Branding 177 -- Delivering on Your Value Proposition 180 -- Ethics in Sales 183 -- Summary 185 -- 16 Selling with Partners 187 -- Partnership Defined 187 -- Defining Account Ownership 188 -- Working the Relationship and Building the Infrastructure 191 -- The Dangers of Dealing with Partners 193 -- Summary 195 -- 17 Competitive Tactics 197 -- Identify the Competition 198 -- Develop a Competitive Strategy 198 -- Know Thine Enemy 200 -- Tell Me About Your Competition 202 -- Product Benchmarks 204 -- Summary 205. 18 Crossing over to the Dark Side 207 -- What Is Your Motivation? 207 -- Positioning for the Change 208 -- What You Should Expect 210 -- How to Make It All Work 211 -- Summary 213 -- 19 Organizational Structure 215 -- Structure 216 -- Roles in the SE Organization 219 -- Review of Sales Support Functions 222 -- Advanced Topics: Four Models for SE Organizations 226 -- Summary 231 -- 20 Compensation 233 -- Components of a Plan 233 -- Leveraging the Plan 239 -- Building an SE Compensation Plan 241 -- Summary 242 -- 21 Building the Infrastructure 245 -- A Little Philosophy 246 -- Training Techniques 247 -- Demonstration and Equipment Support 249 -- Knowledge Management and Retention 251 -- Engineering and Technical Support 253 -- General SC Processes 254 -- Summary 255 -- 22 Hiring Winners 257 -- The Job Description 258 -- Using the Hiring Profile 259 -- Dealing with Recruiters 261 -- Screening Candidates 262 -- The Interview 263 -- Hiring 266 -- Summary 267 -- 23 Time Management for SEs 269 -- Fixed Time and Infinite Demands 269 -- Prioritization 271 -- A Simple Structure for Managing Your Time 272 -- How to Run Your Day 276 -- Designing Graceful Fallback Plans 278 -- Long-Term Time Management 281 -- Summary 282 -- 24 Final Words 285 -- Be Passionate 285 -- Keep Work and Personal Lives in Balance 286 -- Consistently Outperform Expectations 286 -- Build and Maintain Relationships 287 -- Set and Achieve Goals 287 -- Continually Challenge Yourself 288. Selling High technology. http://id.loc.gov/authorities/subjects/sh85119837 High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh High technology industries Marketing fast Selling High technology fast |
| subject_GND | http://id.loc.gov/authorities/subjects/sh85119837 |
| 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 | Selling High technology. http://id.loc.gov/authorities/subjects/sh85119837 High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Marketing General. bisacsh BUSINESS & ECONOMICS Distribution. bisacsh High technology industries Marketing fast Selling High technology fast |
| topic_facet | Selling High technology. High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Marketing General. BUSINESS & ECONOMICS Distribution. High technology industries Marketing Selling High technology |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=77495 |
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