Making the Technical Sale : A Handbook for Technical Sales Professionals
by Rick Greenwald, James Milbery
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Book Summary Information
Author: James Milbery, Rick GreenwaldEdition: Digital
Format: Download: PDF
Published: 2001-04-01
ISBN: N/A
Publisher: Muska & Lipman
Book Reviews of Making the Technical Sale : A Handbook for Technical Sales Professionals
Book Review: Role of a presales consultant
Summary: 4 Stars
A friend recently moved from being a technical engineer to the role of sales consultant, and I recommended this book to him, and decided to put in a review to recommend it to others as well. I read this book a while ago and found it to be exactly what it claims to be. It explains the stages of a typical technical sales process, whether it be some trendy enterprise software, databases, or any other technical product. In the process it clearly identifies the different responsibilities between the roles of sales person, and technical sales consultant, which can be a bit confusing sometimes for someone new in the role. Also it goes into typical pit-falls and tricky situations and explains how to handle them. Some parts, e.g. utilities mentioned, are a little out dated, but the principles are still the same today, and I recommend it to anyone who is new to technical presales.
Summary of Making the Technical Sale : A Handbook for Technical Sales Professionals
"Making the Technical Sale" explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional's point of view and anticipates the kind of problems unique to the technical sales field. "Making the Technical Sale" discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales.General Books
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