Making the Technical Sale : A Handbook for Technical Sales Professionals [PDF]

Author: Rick Greenwald

The technical sales professional fills a valuable role in the sales cycle of a software product. This book discusses how technical sales is different from general sales, details the full range of skills needed by technical sales professionals, illuminates the typical tasks technical sales professionals handle, and explores the role these people play on the sales team. It covers basics such as presentation skills, working in a team, and time management; specifics such as creating and delivering demos, working with groups of prospects, handling objections, and competitive positioning; and the overall technical sales cycle. Sales and project managers, consultants, and technical sales professionals will benefit from the depth of training offered in this book. --This text refers to an out of print or unavailable edition of this title.

About the Author

James F. Milberry of Easton, Pennsylvania, is principal of Milberry Consulting Group. Before founding his own business, he spent several years as a technical sales force manager, most recently with software providers Revere Inc. and Ingres Corp. He has personally trained more than 700 sales consultants in his career. He is co-author with Richard E. Greenwald of "The Oracle WebDB Bible." --This text refers to an out of print or unavailable edition of this title.

Product Details

• Format: Adobe Reader (PDF)
• Printable: Yes. This title is printable
• Mac OS Compatible: OS 9.x or later
• Windows Compatible: Yes
• Handheld Compatible: Yes. Adobe Reader is available for PalmOS, Pocket PC, and Symbian OS.
• Publisher: Muska & Lipman (April 1, 2001)