Mastering technical sales the sales engineers handbook, third edition
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Mastering technical sales the sales engineers handbook, third edition
MASTERING TECHNICAL SALES THE SALES ENGINEER'S HANDBOOKTHIRD EDITIONwJOHN CARE • ARON BOHLIGMastering Technical SalesThe Sales Engineer’s HandbookThir Mastering technical sales the sales engineers handbook, third editionrd EditionFor a complete listing 0Í titles in the Artech House Technology Management and Professional Development Series, turn to the back of Illis book.Mastering Technical SalesThe Sales Engineer’s HandbookThird EditionJohn CareAron BohligARTECH HOUSEBOSTON I LONDON artechhouse.comLibrary OÍ Congre Mastering technical sales the sales engineers handbook, third editionss Cataloging-in-Publlcation DataA catalog record (or Illis book is available from the U.S. Library of Congress.British Library Cataloguing in PublicaMastering technical sales the sales engineers handbook, third edition
tion DataA catalogue record lor this book is available Iroiu the British Library.Cover design by John GomesISBN 1 3: 978-1-60807-744-1© 2014 John CareMASTERING TECHNICAL SALES THE SALES ENGINEER'S HANDBOOKTHIRD EDITIONwJOHN CARE • ARON BOHLIGMastering Technical SalesThe Sales Engineer’s HandbookThir Mastering technical sales the sales engineers handbook, third editionproduced or utilized in any form or by any means, electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system, without permission in writing from the publisher.All terms mentioned in this book that are known to be trademarks or service marks have b Mastering technical sales the sales engineers handbook, third editioneen appropriately capitalized. Artech House cannot attest to the accuracy of this Information. Use of a term in this book should not be regarded as afMastering technical sales the sales engineers handbook, third edition
fecting the validity of any trademark or service mark.10 987654 3 2 1ContentsAcknowledgmentsxix1Introduction: Why Study Technical Sales?1New SE4ExperiMASTERING TECHNICAL SALES THE SALES ENGINEER'S HANDBOOKTHIRD EDITIONwJOHN CARE • ARON BOHLIGMastering Technical SalesThe Sales Engineer’s HandbookThirMASTERING TECHNICAL SALES THE SALES ENGINEER'S HANDBOOKTHIRD EDITIONwJOHN CARE • ARON BOHLIGMastering Technical SalesThe Sales Engineer’s HandbookThirGọi ngay
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