Mastering Technical Sales: The Sales Engineer’s Handbook (4th Edition)

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Book Description

This best-selling book, which is now in its fourth edition, has established itself as the industry standard for Sales Engineers. Sales Engineers are involved in the technical aspects of the sales and buying process and are the individuals who are most knowledgeable about how everything functions. It teaches you how to negotiate a technical sales environment that is both complex and constantly changing, and it teaches you how to become an effective bridge-builder between the business or commercial interests and the technical aspects that support the sale. The guidebook provides all of the information that you require to enhance your talents and boost the value that you provide to the sales team. You will gain an understanding of the one-of-a-kind role of the Sales Engineer, from the big picture down to the finer points of the job; develop the skills necessary to become a valuable consultant to both your team and the team of the customer; utilize the best practices for creating and completing winning RFPs; and more. This book is an essential resource for all individuals who must present, demonstrate, or sell high-tech items for a living, including those who are just starting out in the field of sales engineering for technology software, hardware, mechanical, or civil engineering vendors, as well as those who are in management or leadership positions in those organizations.