A Simple Guide To Technical Sales And Field Application Engineering
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A Simple Guide To Technical Sales And Field Application Engineering
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Author : Russell Jay Williamson
language : en
Publisher:
Release Date : 2020-03-08
A Simple Guide To Technical Sales And Field Application Engineering written by Russell Jay Williamson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-03-08 with categories.
Thinking about launching a new career or progressing in your existing career as a Field Application Engineer or a Technical Sales professional? Do you dream of a career visiting and helping engineers in multiple industries, international travel, and a great salary earned using your ever-increasing technical knowledge? If so, then this is the book for you. This book does not contain hundreds of acronyms and sales buzz words, nor is it full of details you will find in a corporate sales book. If you want a list of corporate jargon, this isn't the book for you.This book contains a set of hard-and-fast rules and techniques that will propel you out of your engineering comfort zone and into the exciting world of sales. If you have the engineering mentality-on or off, one or zero, black or white, binary way of thinking-this book's direct, efficient approach is just the thing you need to learn the skills required to find success in your new career!The Author Before working in technical sales, Russell Jay Williamson had many years of design engineering experience. Experience in both a large multinational corporation with over 100,000 employees and a small company with only 11 employees has provided him with a great perspective on how Engineers work in this industry. Since switching into sales, he has developed the skills described in this book over many years from trial and error. This book describes these techniques that he has refined and will provide you, the reader, with the shortcuts you need so you don't waste years becoming the best Sales Engineer you can be.
Mastering Technical Sales
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Author : John Care
language : en
Publisher: Artech House
Release Date : 2008
Mastering Technical Sales written by John Care and has been published by Artech House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Business & Economics categories.
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
The Six Habits Of Highly Effective Sales Engineers
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Author : Chris White
language : en
Publisher:
Release Date : 2019-06-15
The Six Habits Of Highly Effective Sales Engineers written by Chris White and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-15 with categories.
TECHNICAL SALES ENGINEERS / TECHNICAL PRESALES SUPPORT: In today's digital economy, software is eating the world, and the companies with the best sales demonstrations are winning the game. Is a convincing demonstration the only thing that's standing between you and your next customer? Are you ready to make your next demo the best demo of the year? Do you feel that you can do better but don't know how? NEVER AGAIN LOSE A DEAL YOU SHOULD HAVE WON! Walk into ever demo feeling confident and prepared Include the one critical moment that must be in every demo Hit that home run and know how to set it up Master the art of answering difficult questions Leverage the power of saying NO with ease A BOOK WRITTEN SPECIFICALLY FOR YOU! Avoid late nights and long sales cycles Accelerate pipeline velocity and close more deals Learn and apply the best practices in the business Know exactly what to say and do before, during and after a demo Achieve the technical win alarming, predictable consistency This book addresses the root causes of the most common mistakes made by sales engineers. Add it to your cart NOW to permanently improve your software demos and sales results.
Engineers Guide To Technical Writing
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Author : Kenneth G. Budinski
language : en
Publisher: ASM International
Release Date : 2001-01-01
Engineers Guide To Technical Writing written by Kenneth G. Budinski and has been published by ASM International this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001-01-01 with Technology & Engineering categories.
Annotation An engineer with experience in the automotive and chemical process industries, Budinski has compiled material he used to train new engineers and technicians in an attempt to get his co-workers to document their work in a reasonable manner. He does not focus on the mechanics of the English language, but on the types of documents that an average technical person will encounter in business, government, or industry. He also thinks that students with no technical background should be able to benefit from the tutorial. c. Book News Inc
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Application Engineering Simple Steps To Win Insights And Opportunities For Maxing Out Success
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Author : Gerard Blokdijk
language : en
Publisher: Complete Publishing
Release Date : 2015-11-18
Application Engineering Simple Steps To Win Insights And Opportunities For Maxing Out Success written by Gerard Blokdijk and has been published by Complete Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-11-18 with Reference categories.
Starting out with Application Engineering means being unsure about what to do, how to start and how to get the most out of it; preparing for success, and avoiding failure. There is enormous satisfaction in seeing the change succeed, overcoming the obstacles in the way to reap the rewards and benefits that using Application Engineering brings. Don't embark on the change unprepared or it will be doomed to fail. But it's my guess that since you're reading this, the forces of change have already been set in motion, and there is no going back. What you need is the resources, knowledge, and confidence required to overcome uncertainty and face Application Engineering changes. The job can be accomplished by having a roadmap and experiences from previous Application Engineering changes. This is where this book is your guide and roadmap. You will be able to relate to the experiences laid out in its resources covering all aspects of any Application Engineering initiative. Use it, and its INCLUDED Working Documents for Leaders, to get a strong foundation. It will provide aid, advice, blueprints, road maps en templates when you need it most. The book reflects the reality that the fastest way to learn about Application Engineering is from experiences, knowing about the ins and outs of employment and career developments, trends and popularity, relevant knowledge and patents AND the INCLUDED downloadable resources on Application Engineering Blueprints, Templates and Presentations: Working Documents for Leaders. Whatever makes you decide to take on the change: growing business initiatives or career development plans, you are ready for a Application Engineering Change. The book and accompanying toolkit is your gateway and will fully support your commitment in moving forward and energize yourself and others.
The Requirements Engineering Handbook
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Author : Ralph Rowland Young
language : en
Publisher: Artech House
Release Date : 2004
The Requirements Engineering Handbook written by Ralph Rowland Young and has been published by Artech House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004 with Computers categories.
Gathering customer requirements is a key activity for developing software that meets the customer's needs. A concise and practical overview of everything a requirement's analyst needs to know about establishing customer requirements, this first-of-its-kind book is the perfect desk guide for systems or software development work. The book enables professionals to identify the real customer requirements for their projects and control changes and additions to these requirements. This unique resource helps practitioners understand the importance of requirements, leverage effective requirements practices, and better utilize resources. The book also explains how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness. Moreover, analysts find clear examples and checklists to help them implement best practices.
The Sales Engineer Manager S Handbook
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Author : Chris Daly
language : en
Publisher:
Release Date : 2020-04-21
The Sales Engineer Manager S Handbook written by Chris Daly and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-21 with categories.
John Care and Chris Daly lay out the 3+1 rules of SE Leadership. A simple framework designed for everyone - from SEs thinking about moving into management to the newest of new SE Managers to a Global SE Vice President. This is a fascinating blend of tactical and strategic advice based on 30+ years of experience and many years of running SE specific workshops. All designed to allow you to follow the 3+1 Rules: Develop And Serve Your People, Run Pre-Sales As A Business, and Serve Your Customers all matched up with Rule #0 Manage Yourself. It's a common and often repeated story. You take a rock star Sales Engineer who is highly valued for their sales and business skills - and make them a manager because they are a great SE. With no regard for their possible leadership skills whatsoever. Perhaps they are pointed at a few online HR resources and take a mandatory "Managing Within The Law" session. Then they are released into the wild, and asked to manage, lead and motivate a team of Sales Engineers - each of whom performs the job differently than the newly minted manager used to do.
Chemical Engineering Design
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Author : Gavin Towler
language : en
Publisher: Elsevier
Release Date : 2012-01-25
Chemical Engineering Design written by Gavin Towler and has been published by Elsevier this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-01-25 with Technology & Engineering categories.
Chemical Engineering Design, Second Edition, deals with the application of chemical engineering principles to the design of chemical processes and equipment. Revised throughout, this edition has been specifically developed for the U.S. market. It provides the latest US codes and standards, including API, ASME and ISA design codes and ANSI standards. It contains new discussions of conceptual plant design, flowsheet development, and revamp design; extended coverage of capital cost estimation, process costing, and economics; and new chapters on equipment selection, reactor design, and solids handling processes. A rigorous pedagogy assists learning, with detailed worked examples, end of chapter exercises, plus supporting data, and Excel spreadsheet calculations, plus over 150 Patent References for downloading from the companion website. Extensive instructor resources, including 1170 lecture slides and a fully worked solutions manual are available to adopting instructors. This text is designed for chemical and biochemical engineering students (senior undergraduate year, plus appropriate for capstone design courses where taken, plus graduates) and lecturers/tutors, and professionals in industry (chemical process, biochemical, pharmaceutical, petrochemical sectors). New to this edition: Revised organization into Part I: Process Design, and Part II: Plant Design. The broad themes of Part I are flowsheet development, economic analysis, safety and environmental impact and optimization. Part II contains chapters on equipment design and selection that can be used as supplements to a lecture course or as essential references for students or practicing engineers working on design projects. New discussion of conceptual plant design, flowsheet development and revamp design Significantly increased coverage of capital cost estimation, process costing and economics New chapters on equipment selection, reactor design and solids handling processes New sections on fermentation, adsorption, membrane separations, ion exchange and chromatography Increased coverage of batch processing, food, pharmaceutical and biological processes All equipment chapters in Part II revised and updated with current information Updated throughout for latest US codes and standards, including API, ASME and ISA design codes and ANSI standards Additional worked examples and homework problems The most complete and up to date coverage of equipment selection 108 realistic commercial design projects from diverse industries A rigorous pedagogy assists learning, with detailed worked examples, end of chapter exercises, plus supporting data and Excel spreadsheet calculations plus over 150 Patent References, for downloading from the companion website Extensive instructor resources: 1170 lecture slides plus fully worked solutions manual available to adopting instructors
Great Demo
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Author : Peter E. Cohan
language : en
Publisher:
Release Date : 2005-03
Great Demo written by Peter E. Cohan and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-03 with Business communication categories.
Have you ever seen a bad software demo ? Peter Cohan helps organizations put the Wow! into their demos to make them crisp, compelling and successful - to get the job done. He has had roles in four corners: technical, product and field marketing (he was banished to Basel, Switzerland for two years for bad behavior); sales and sales management; senior management (he built a business unit up from an empty spreadsheet into a $30M per year operation); and, in this last role, he has been that most important of all possible entities, a customer Peter Cohan leverages twenty-five years of experience in selling and marketing business software and as a customer. The Great Demo! method comes directly from extensive firsthand experiences in developing and delivering software demonstrations, and in coaching others to achieve surprisingly high success rates with their sales and marketing demos. For more information on demonstration methods, guidelines and tips, explore the author's website at www.SecondDerivative.com or contact the author directly at [email protected].