How To Sell Engineered Products
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How To Sell Engineered Products
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Author : Christean W. Kapp
language : en
Publisher:
Release Date : 2019
How To Sell Engineered Products written by Christean W. Kapp and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019 with Business planning categories.
This book is not a traditional book on sales. The focus is tactical as well as strategic. Big questions are answered. How do capital goods need to be sold? What sales approach and tactics are recommended? What's the difference between a standard versus engineered to order product approach? How can a company's strategy be developed into a sustainable model that supports aggressive sales? How can profitable growth be achieved in cyclical or slow growth markets? What pitfalls must be avoided? The book combines sales tactics and company strategy in a unique way and shows how they must complement each other for true success. Building on real world turbo-machinery examples in the Energy industries, business theory as well as engineering tips and tricks are woven together to form a holistic picture of how to execute business correctly. Companies who succeed by incorporating these principles will be discussed. Real life examples will be shown on companies who succeed by embracing these principles and those that don't. Features and Benefits Classification of Customers to improve sales strategy Enhanced Sales Tactics Ethical and Cross Cultural Sales Improved Product Positioning Superior Service Supporting Sales Operational Excellence Unifying Company Strategy Dos and Don'ts on Mergers & Acquisitions Incentivizing Sales Teams Audience Sales Marketing Proposal or Application Engineers Management Operations Logistics Service Human Resources
Preparation Breeds Success
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Author : Michael F. Hotchkiss
language : en
Publisher: Archway Publishing
Release Date : 2014-07-18
Preparation Breeds Success written by Michael F. Hotchkiss and has been published by Archway Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-18 with Business & Economics categories.
This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes that's especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what you're dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies you'll learn can be used in other businesses. No matter how many years you've been selling, you can do better by applying the methods in Preparation Breeds Success.
Product Development
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Author : David V. Tennant
language : en
Publisher: John Wiley & Sons
Release Date : 2022-04-19
Product Development written by David V. Tennant and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-04-19 with Technology & Engineering categories.
PRODUCT DEVELOPMENT An insightful development roadmap to help engineers and businesspeople successfully bring a product to market In Product Development: An Engineer’s Guide to Business Considerations, Real-World Product Testing, and Launch, accomplished project manager, engineer, and business strategist David V. Tennant delivers a comprehensive walkthrough of the full scope of product development activities, from initial business considerations to real-world product testing and launch. The book covers key product development considerations like determining the target market, working with a product development team, management challenges, funding, user identification, ergonomics, product design, testing, and launch. The distinguished author presents the material in the form of practical, hands-on tutorials with case studies featuring large corporations and small- and mid-size firms. He also includes team exercises and question-and-answer features to help early-career and aspiring engineers acquire the interdisciplinary and inter-department coordination skills they’ll require to successfully bring a new product to market. Readers will learn about the critical roles played by the engineering, marketing, and finance departments, as well as each stage of the product development process. The book also includes: Thorough introductions to product development and the role of the marketing group in product development, including corporate strategy, product and business plans, and marketing leadership Comprehensive explorations of the role of the engineering group in product development, including functional areas led by engineers and engineering leadership Practical discussions of the core team and teamwork in product development, including executives’ roles, the role of the accounting department, and the identification of key stakeholders In-depth examinations of how to move forward with product development after project approval Perfect for early- and mid-career engineers working in product-oriented companies, as well as marketers and other business professionals seeking to understand engineering best practices, Product Development is the ideal reference for use in upper-level undergraduate Product Development courses.
How To Sell Technical Equipment And Services
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Author : James R. Hutton
language : en
Publisher: PennWell Books
Release Date : 2005-11
How To Sell Technical Equipment And Services written by James R. Hutton and has been published by PennWell Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-11 with Business & Economics categories.
Much has been written about perfecting sales techniques, but in this new book author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable.
Growth Engineering
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Author : Bill Stringer
language : en
Publisher: Rethink Press
Release Date : 2016-11
Growth Engineering written by Bill Stringer and has been published by Rethink Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11 with Business & Economics categories.
If you are the owner of a manufacturing or engineering business and want to create more demand and sell more of your products and services, Growth Engineering provides a practical and proven approach to master marketing and increase sales. By applying engineering principles to sales and marketing, this book will enable you to: Build a deep understanding of your current business position Develop a pragmatic plan to take your business on a well-structured growth journey Apply tactics to ensure the plan is delivered on time and within budget Develop an efficient sales process that measurably increases revenue Build the capability and skillset of your sales and marketing team Understand your market to prioritise investment
Marketing For Engineers
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Author : Stan Haavik
language : en
Publisher: Institute of Electrical & Electronics Engineers(IEEE)
Release Date : 1996
Marketing For Engineers written by Stan Haavik and has been published by Institute of Electrical & Electronics Engineers(IEEE) this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
In today's highly competitive world, products cannot be created in a vacuum. Engineers, as the product creators, must know the markets they are creating for. To do that well, they must understand the basic principles of marketing and how they apply to product development.
Engineered To Sell
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Author : Jan L. Logemann
language : en
Publisher: University of Chicago Press
Release Date : 2019-11-20
Engineered To Sell written by Jan L. Logemann and has been published by University of Chicago Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-11-20 with History categories.
The mid-twentieth-century marketing world influenced nearly every aspect of American culture—music, literature, politics, economics, consumerism, race relations, gender, and more. In Engineered to Sell, Jan L. Logemann traces the transnational careers of consumer engineers in advertising, market research, and commercial design who transformed capitalism from the 1930s through the 1960s. He argues that the history of marketing consumer goods is not a story of American exceptionalism. Instead, the careers of immigrants point to the limits of the “Americanization” paradigm. Logemann explains the rise of a dynamic world of goods and examines how and why consumer engineering was shaped by transatlantic exchanges. From Austrian psychologists and little-known social scientists to the illustrious Bauhaus artists, the emigrés at the center of this story illustrate the vibrant cultural and commercial connections between metropolitan centers: Vienna and New York; Paris and Chicago; Berlin and San Francisco. By focusing on the transnational lives of emigré consumer researchers, marketers, and designers, Engineered to Sell details the processes of cultural translation and adaptation that mark both the midcentury transformation of American marketing and the subsequent European shift to “American” consumer capitalism.
Value Driven Product Planning And Systems Engineering
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Author : Harry E. Cook
language : en
Publisher: Springer Science & Business Media
Release Date : 2007-08-28
Value Driven Product Planning And Systems Engineering written by Harry E. Cook and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-08-28 with Technology & Engineering categories.
Engineers and scientists often need to sell an innovative idea for a new product to top management. Those who occupy product planning positions also need to be constantly scanning ideas for improving value. The engineer as product planner must learn to think like its major competitor using customer value as a guide. This book provides essential support for engineers and scientists who are required to make realistic business cases for new product concepts.
Preparation Breeds Success
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Author : Michael F. Hotchkiss
language : en
Publisher: Archway Publishing
Release Date : 2014-07-21
Preparation Breeds Success written by Michael F. Hotchkiss and has been published by Archway Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-21 with Business & Economics categories.
This guide describes how to be effective and achieve positive outcomes in business and in life. To succeed you need to pay attention and do your research. Michael F. Hotchkiss believes thats especially true in sales, where you need to connect with prospects and keep the business of existing customers. Drawing upon his many years of experience selling customized capital, and engineered products, he walks you through the steps you need to take to: know why your customers buy; get to know people on a personal level; research potential customers; navigate cultural differences; initiate meaningful conversations. Selling engineered and technical goods that may have different purposes, uses, and features is far more complicated than selling hula hoops. You need to know what youre dealing with, create a strategy to react to what you discover, and store everything you want to learn in your memory for easy reference. While geared for those who sell technical goods, the tips and strategies youll learn can be used in other businesses. No matter how many years youve been selling, you can do better by applying the methods in Preparation Breeds Success.
Developing And Selling New Products
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Author : Gustav Edward Larson
language : en
Publisher:
Release Date : 1955
Developing And Selling New Products written by Gustav Edward Larson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1955 with Marketing categories.