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Mastering Technical Sales: The Sales Engineer's Handbook
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ISBN
:
9781580533454
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Publisher
:
Artech House Publishers
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Subject
:
Technology, Engineering, Agriculture, Business & Management
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Binding
:
HARDCOVER
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Pages
:
322
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Year
:
2002
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6171.0
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Description
This volume aims to cover all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key-performance drivers in technical sales. This book teaches professionals how to be more successful as individual contributors, helping to better ensure promotion within their sales organization, or advancement elsewhere within their company. The book offers the practical guidance needed to sharpen skills in sales and technology, and explains how to build an infrastructure to support continuous high sales growth. This book is aimed at: technical marketing, product and sales managers; directors and technical sales staff; sales-support personnel; training managers; and technical consultants.
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Author Biography
John Care is regional technical director at Business Objects, San Jose, CA. He received his B.Sc. in technical Chemical Engineering with honors from Imperial College of Science and Technology, London, England. Aron Bohlig, director of vertical product management at Nortel Networks, received B.S. degrees in both information technology and English from the University of Puget Sound. He is currently earning his M.B.A. at the Wharton School, University of Pennsylvania.
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