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Mastering Technical Sales: The Sales Engineer's Handbook by John Care

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This volume aims to cover all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key-performance drivers in technical sales. This book teaches professionals how to be more successful as individual contributors, helping to better ensure promotion within their sales organization, or advancement elsewhere within their company. The book offers the practical guidance needed to sharpen skills in sales and technology, and explains how to build an infrastructure to support continuous high sales growth.