Making It in High Tech Sales

By Kenneth Pedersen

No Synopsis Available.

• Format: Paperback
• Language: English
• ISBN: 0673380629
• ISBN13: 9780673380623
• Release Date: October 1988
• Publisher: Scott Foresman Trade
• Length: 205 Pages
• Weight: 0.90 lbs.

Customer Reviews

Very best sales book I have ever read !!!!

This book was the cornerstone of my making it in high tech sales. Great advice including all the necessary steps to move thru the sales process and win for both parties. For those who are serious about making a great career out of high tech selling---or moving your current career into a higher level of success---hardware, software and/or technology. It is all about the process and Ken details it here. A must have book.

Great book for techies trying to make it into Sales

For a techie, sales is as much a black box as the complexity of a product to a sales person. This book whitens this black box by clearly explaining the craft of sales and a practical approach to making sales. Each chapter explains not only the mechanics, but also why of each step. Suggestions for preparations of sales kits are very useful. The system developed in this book proved to be highly effective in closing important contracts for a small start-up company.A must read for any engineer, consultant, or an entrepreneur.