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Books like Mastering technical sales by Care, John B.Sc.


First publish date: 2002
Subjects: High technology, Marketing, Selling, High technology industries
Authors: Care, John B.Sc.
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Mastering technical sales by Care, John B.Sc.

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Books similar to Mastering technical sales (10 similar books)

Crossing the Chasm by 7052298|Geoffrey A. Moore book cover

📘 Crossing the Chasm
 by Geoffrey A. Moore

Crossing the Chasm (1991; rev. 1999) demonstrates the existence of distinct marketing challenges for each market segment in the life cycle of new technology-based products. A significant gulf -- the "chasm" -- exists between the market made up of early adopters and the markets of more pragmatic buyers. To cross the chasm, a product team must identify the needs of pragmatic buyers and deliver a "whole product" that more than meets those needs. This landmark book, part of the HarperBusiness Essentials series, shows just how to do that.

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The Psychology of Selling by 7585484|Brian Tracy book cover

📘 The Psychology of Selling
 by Brian Tracy

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📘 SPIN selling
 by Neil Rackham


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Solution selling by 10105115|Michael T. Bosworth book cover

📘 Solution selling
 by Michael T. Bosworth

When products or services are hard to describe, intangible, have long sell cycles, or are expensive, chances are they're difficult to sell. In situations like this, conventional sales techniques not only don't help, they may in fact hinder success. Solution Selling is a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. After reading this book, salespeople and sales managers will be able to use a well-tested model that guides them through the process of selling. No more smoke and mirrors, blind luck, or high-pressure selling. Just a step-by-step system that ensures a higher rate of success for salespeople and a higher probability that the buyer's expectations will be met.

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Making the Technical Sale by 7139040|James Milbery book cover

📘 Making the Technical Sale
 by James Milbery

Annotation Annotation

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The new strategic selling by 8300081|Stephen E. Heiman book cover

📘 The new strategic selling
 by Stephen E. Heiman


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To Sell Is Human by 5527726|Daniel H. Pink book cover

📘 To Sell Is Human
 by Daniel H. Pink


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Sales EQ by 7566551|Jeb Blount book cover

📘 Sales EQ
 by Jeb Blount


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The Challenger sale by 7182933|Matthew Dixon book cover

📘 The Challenger sale
 by Matthew Dixon

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

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Inside the Tornado by 7052298|Geoffrey A. Moore book cover

📘 Inside the Tornado
 by Geoffrey A. Moore

Inside the Tornado is the bestselling guide to the high-stakes world of high tech. Extending his investigation (in Crossing the Chasm) of the life cycle of new technology-based products, Geoffrey A. Moore provides useful guidelines for moving products beyond early adopters and into the lucrative mainstream market.

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