| Document Type
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BL
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| Record Number
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854240
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| Main Entry
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Care, John, (Managing director of Mastering Technical Sales LLC)
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| Title & Author
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Mastering technical sales : : the sales engineer's handbook /\ John Care, Aron Bohlig.
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| Edition Statement
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Third edition.
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| Publication Statement
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Boston :: Artech House,, [2014]
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| Series Statement
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Artech House technology management and professional development library
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| Page. NO
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1 online resource.
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| ISBN
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1608077454
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: 9781608077458
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1608077446
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9781608077441
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| Abstract
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Every high-tech sales team today has technical pros on board to ""explain how things work, "" and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their tech.
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| Subject
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High technology industries-- Marketing.
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| Subject
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Selling-- High technology.
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BUSINESS ECONOMICS-- Industrial Management.
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| Subject
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BUSINESS ECONOMICS-- Management Science.
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| Subject
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BUSINESS ECONOMICS-- Management.
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BUSINESS ECONOMICS-- Organizational Behavior.
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| Subject
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High technology industries-- Marketing.
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| Subject
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Selling-- High technology.
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| Dewey Classification
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658.8
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| LC Classification
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HF5439.H54
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| Added Entry
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Bohlig, Aron.
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