Selling High-tech, High Ticket: Using Relationship Management Techniques to Sell and Service Today's Complex Products - Hardcover

Katsaros, John

 
9781557385116: Selling High-tech, High Ticket: Using Relationship Management Techniques to Sell and Service Today's Complex Products
Hardcover
ISBN 10: 1557385114 ISBN 13: 9781557385116
Publisher: Irwin Professional Publishing, 1993

Synopsis

The challenges in high-tech selling are actually pretty consistent - more sophisticated customers, changing customer needs and the importance of long-term sales strategies rather than the typical "go in any close the deal" methods that just don't work in high-tech selling.
Selling High-Tech/High-Ticket offers a comprehensive guide to successful selling strategies that can be used in a variety of tough selling situations. By developing a long-term, relationship-based selling strategy, salespeople can eliminate or neutralize the obstacles that stand in the way of big sales and success. This book helps you formulate such a strategy.
Selling High-Tech/High-Ticket helps you combine consultative, service-oriented strategies to maintain long-term, profitable relationships with today's high-tech customer. Why be left behind in the high-tech marketplace when you can charge full speed ahead into high-tech selling success?

"synopsis" may belong to another edition of this title.

Publisher
Irwin Professional Publishing
Publication date
1993
Language
English
ISBN 10 
1557385114
ISBN 13 
9781557385116
Binding
Hardcover
Number of pages
225