Making the Technical Sale: Real World Training for the Successful Sales Consultant

by Rick Greenwald

"Making the Technical Sale" explains the overall technical sales cycle, including the technology and adaptation cycle and ways to understand the progress of a sale. This accurate and thorough manual was written from the technical sales professional's point of view and anticipates the kind of problems unique to the technical sales field. "Making the Technical Sale" discusses why technical sales is different from general sales; details the full range of skills needed by technical sales professionals; illuminates the typical tasks a technical sales professional handles; and explores the role this person plays on the sales team. The book also addresses the need for honesty and ethical behavior in sales.

Genres: Business, Technical

385 pages, Paperback

First published March 1, 2001

Reviews

[Chad · Rating 3 out of 5]

Some of the anecdotes show the book's age, but the broad strokes are still relevant to working in a technical sales role.

[Joshua · Rating 5 out of 5]

This is an excellent overview of the technical selling process. The book is several years old at this point, so there are a few references to older technologies that may be off-putting, however, if you can look past these, the material is 90% spot on. I'd recommend this to someone who is new to the field of technical selling, or to someone who has been in the field for a while and is looking to refresh their rigor and dedication to getting everything they can out of their career.