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.
- ISBN10 0966288998
- ISBN13 9780966288995
- Publish Date 1 March 2001
- Publish Status Out of Print
- Out of Print 15 December 2011
- Publish Country US
- Imprint Muska & Lipman Publishing
- Format Paperback
- Pages 400
- Language English