Mastering technical sales :: the sales engineer's handbook /
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 ev...
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Weitere Verfasser: | |
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Boston :
Artech House,
[2014]
|
| Ausgabe: | Third edition. |
| Schriftenreihe: | Artech House technology management and professional development library
|
| Schlagworte: | |
| Online-Zugang: | Volltext |
| Zusammenfassung: | 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 tech. |
| Beschreibung: | 1 online resource. |
| ISBN: | 9781608077458 1608077454 |
Internformat
MARC
| LEADER | 00000cam a22000003i 4500 | ||
|---|---|---|---|
| 001 | ZDB-4-EBU-ocn935983026 | ||
| 003 | OCoLC | ||
| 005 | 20241004212047.0 | ||
| 006 | m o d | ||
| 007 | cr |n||||||||| | ||
| 008 | 160125s2014 maua ob 001 0 eng d | ||
| 040 | |a YDXCP |b eng |e pn |c YDXCP |d OCLCO |d N$T |d OCLCF |d EBLCP |d OCLCQ |d AGLDB |d OCLCQ |d CUY |d STF |d UKAHL |d OCLCQ |d IEEEE |d OCLCO |d OCLCQ |d OCLCO |d OCLCL | ||
| 020 | |a 9781608077458 |q (electronic bk.) | ||
| 020 | |a 1608077454 |q (electronic bk.) | ||
| 020 | |z 9781608077441 |q (hardback) | ||
| 020 | |z 1608077446 |q (hardback) | ||
| 035 | |a (OCoLC)935983026 | ||
| 050 | 4 | |a HF5439.H54 | |
| 072 | 7 | |a BUS |x 082000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 041000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 042000 |2 bisacsh | |
| 072 | 7 | |a BUS |x 085000 |2 bisacsh | |
| 082 | 7 | |a 658.8 |2 21 | |
| 049 | |a MAIN | ||
| 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. |
| 250 | |a Third edition. | ||
| 264 | 1 | |a Boston : |b Artech House, |c [2014] | |
| 300 | |a 1 online resource. | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 490 | 0 | |a Artech House technology management and professional development library | |
| 520 | |a 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 tech. | ||
| 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 Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |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: |z 9781608077441 |z 1608077446 |w (DLC) 2014469269 |w (OCoLC)872619642 |
| 856 | 4 | 0 | |l FWS01 |p ZDB-4-EBU |q FWS_PDA_EBU |u https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1155211 |3 Volltext |
| 938 | |a IEEE |b IEEE |n 9100128 | ||
| 938 | |a Askews and Holts Library Services |b ASKH |n AH30683810 | ||
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL1741811 | ||
| 938 | |a EBSCOhost |b EBSC |n 1155211 | ||
| 938 | |a YBP Library Services |b YANK |n 12810342 | ||
| 994 | |a 92 |b GEBAY | ||
| 912 | |a ZDB-4-EBU | ||
| 049 | |a DE-863 | ||
Datensatz im Suchindex
| DE-BY-FWS_katkey | ZDB-4-EBU-ocn935983026 |
|---|---|
| _version_ | 1816796921465929728 |
| 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 |
| callnumber-search | HF5439.H54 |
| callnumber-sort | HF 45439 H54 |
| callnumber-subject | HF - Commerce |
| collection | ZDB-4-EBU |
| ctrlnum | (OCoLC)935983026 |
| 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 | Third edition. |
| format | Electronic eBook |
| fullrecord | <?xml version="1.0" encoding="UTF-8"?><collection xmlns="http://www.loc.gov/MARC21/slim"><record><leader>03268cam a22006013i 4500</leader><controlfield tag="001">ZDB-4-EBU-ocn935983026</controlfield><controlfield tag="003">OCoLC</controlfield><controlfield tag="005">20241004212047.0</controlfield><controlfield tag="006">m o d </controlfield><controlfield tag="007">cr |n|||||||||</controlfield><controlfield tag="008">160125s2014 maua ob 001 0 eng d</controlfield><datafield tag="040" ind1=" " ind2=" "><subfield code="a">YDXCP</subfield><subfield code="b">eng</subfield><subfield code="e">pn</subfield><subfield code="c">YDXCP</subfield><subfield code="d">OCLCO</subfield><subfield code="d">N$T</subfield><subfield code="d">OCLCF</subfield><subfield code="d">EBLCP</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">AGLDB</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">CUY</subfield><subfield code="d">STF</subfield><subfield code="d">UKAHL</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">IEEEE</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCQ</subfield><subfield code="d">OCLCO</subfield><subfield code="d">OCLCL</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">9781608077458</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="a">1608077454</subfield><subfield code="q">(electronic bk.)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">9781608077441</subfield><subfield code="q">(hardback)</subfield></datafield><datafield tag="020" ind1=" " ind2=" "><subfield code="z">1608077446</subfield><subfield code="q">(hardback)</subfield></datafield><datafield tag="035" ind1=" " ind2=" "><subfield code="a">(OCoLC)935983026</subfield></datafield><datafield tag="050" ind1=" " ind2="4"><subfield code="a">HF5439.H54</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">082000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">041000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">042000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="072" ind1=" " ind2="7"><subfield code="a">BUS</subfield><subfield code="x">085000</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="082" ind1="7" ind2=" "><subfield code="a">658.8</subfield><subfield code="2">21</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">MAIN</subfield></datafield><datafield tag="100" ind1="1" ind2=" "><subfield code="a">Care, John</subfield><subfield code="c">(Managing director of Mastering Technical Sales LLC)</subfield><subfield code="1">https://id.oclc.org/worldcat/entity/E39PCjMBC33Yx7kPCyxDPhyHfm</subfield><subfield code="0">http://id.loc.gov/authorities/names/n2002103950</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">Third edition.</subfield></datafield><datafield tag="264" ind1=" " ind2="1"><subfield code="a">Boston :</subfield><subfield code="b">Artech House,</subfield><subfield code="c">[2014]</subfield></datafield><datafield tag="300" ind1=" " ind2=" "><subfield code="a">1 online resource.</subfield></datafield><datafield tag="336" ind1=" " ind2=" "><subfield code="a">text</subfield><subfield code="b">txt</subfield><subfield code="2">rdacontent</subfield></datafield><datafield tag="337" ind1=" " ind2=" "><subfield code="a">computer</subfield><subfield code="b">c</subfield><subfield code="2">rdamedia</subfield></datafield><datafield tag="338" ind1=" " ind2=" "><subfield code="a">online resource</subfield><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="520" ind1=" " ind2=" "><subfield code="a">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 tech.</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">Selling</subfield><subfield code="x">High technology.</subfield><subfield code="0">http://id.loc.gov/authorities/subjects/sh85119837</subfield></datafield><datafield tag="650" ind1=" " ind2="0"><subfield code="a">High technology industries</subfield><subfield code="x">Marketing.</subfield></datafield><datafield tag="650" ind1=" " ind2="6"><subfield code="a">Technologie de pointe</subfield><subfield code="x">Vente.</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Industrial Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Management Science.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">BUSINESS & ECONOMICS</subfield><subfield code="x">Organizational Behavior.</subfield><subfield code="2">bisacsh</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">High technology industries</subfield><subfield code="x">Marketing</subfield><subfield code="2">fast</subfield></datafield><datafield tag="650" ind1=" " ind2="7"><subfield code="a">Selling</subfield><subfield code="x">High technology</subfield><subfield code="2">fast</subfield></datafield><datafield tag="700" ind1="1" ind2=" "><subfield code="a">Bohlig, Aron.</subfield></datafield><datafield tag="758" ind1=" " ind2=" "><subfield code="i">has work:</subfield><subfield code="a">Mastering technical sales (Text)</subfield><subfield code="1">https://id.oclc.org/worldcat/entity/E39PCGdtKDPCWJYVdD7HrwCGBK</subfield><subfield code="4">https://id.oclc.org/worldcat/ontology/hasWork</subfield></datafield><datafield tag="776" ind1="0" ind2="8"><subfield code="i">Print version:</subfield><subfield code="z">9781608077441</subfield><subfield code="z">1608077446</subfield><subfield code="w">(DLC) 2014469269</subfield><subfield code="w">(OCoLC)872619642</subfield></datafield><datafield tag="856" ind1="4" ind2="0"><subfield code="l">FWS01</subfield><subfield code="p">ZDB-4-EBU</subfield><subfield code="q">FWS_PDA_EBU</subfield><subfield code="u">https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1155211</subfield><subfield code="3">Volltext</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">IEEE</subfield><subfield code="b">IEEE</subfield><subfield code="n">9100128</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">Askews and Holts Library Services</subfield><subfield code="b">ASKH</subfield><subfield code="n">AH30683810</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">ProQuest Ebook Central</subfield><subfield code="b">EBLB</subfield><subfield code="n">EBL1741811</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">EBSCOhost</subfield><subfield code="b">EBSC</subfield><subfield code="n">1155211</subfield></datafield><datafield tag="938" ind1=" " ind2=" "><subfield code="a">YBP Library Services</subfield><subfield code="b">YANK</subfield><subfield code="n">12810342</subfield></datafield><datafield tag="994" ind1=" " ind2=" "><subfield code="a">92</subfield><subfield code="b">GEBAY</subfield></datafield><datafield tag="912" ind1=" " ind2=" "><subfield code="a">ZDB-4-EBU</subfield></datafield><datafield tag="049" ind1=" " ind2=" "><subfield code="a">DE-863</subfield></datafield></record></collection> |
| id | ZDB-4-EBU-ocn935983026 |
| illustrated | Illustrated |
| indexdate | 2024-11-26T14:49:22Z |
| institution | BVB |
| isbn | 9781608077458 1608077454 |
| language | English |
| oclc_num | 935983026 |
| open_access_boolean | |
| owner | MAIN DE-863 DE-BY-FWS |
| owner_facet | MAIN DE-863 DE-BY-FWS |
| physical | 1 online resource. |
| psigel | ZDB-4-EBU |
| publishDate | 2014 |
| publishDateSearch | 2014 |
| publishDateSort | 2014 |
| publisher | Artech House, |
| record_format | marc |
| 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. Third edition. Boston : Artech House, [2014] 1 online resource. text txt rdacontent computer c rdamedia online resource cr rdacarrier Artech House technology management and professional development library 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 tech. Selling High technology. http://id.loc.gov/authorities/subjects/sh85119837 High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. 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: 9781608077441 1608077446 (DLC) 2014469269 (OCoLC)872619642 FWS01 ZDB-4-EBU FWS_PDA_EBU https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1155211 Volltext |
| spellingShingle | Care, John (Managing director of Mastering Technical Sales LLC) Mastering technical sales : the sales engineer's handbook / Selling High technology. http://id.loc.gov/authorities/subjects/sh85119837 High technology industries Marketing. Technologie de pointe Vente. BUSINESS & ECONOMICS Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. 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 Industrial Management. bisacsh BUSINESS & ECONOMICS Management. bisacsh BUSINESS & ECONOMICS Management Science. bisacsh BUSINESS & ECONOMICS Organizational Behavior. 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 Industrial Management. BUSINESS & ECONOMICS Management. BUSINESS & ECONOMICS Management Science. BUSINESS & ECONOMICS Organizational Behavior. High technology industries Marketing Selling High technology |
| url | https://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&AN=1155211 |
| work_keys_str_mv | AT carejohn masteringtechnicalsalesthesalesengineershandbook AT bohligaron masteringtechnicalsalesthesalesengineershandbook |