Mastering Technical Sales: The Sales Engineer's Handbook

Book Description

Mastering Technical Sales: The Sales Engineer's Handbook covers 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 comprehensive volume teaches you how to be more successful as an individual contributor, helping to better ensure promotion within your sales organization, or advancement elsewhere within your company. The book gives you the practical guidance you need to sharpen your skills in sales and technology. Moreover, for the technical manager it explains how to build an infrastructure to support continuous high sales growth.

You are encouraged to use the tested and proven frameworks provided, working with the best practices specially adapted for the sales engineer, to develop a more effective, personalized and systematic approach to improve your personal performance. Special attention is given to the team sales concept and the importance of the contributions of the technical professionals who directly support sales. This book is not the usual update, or rehash of "years-ago" methodologies. Instead, it shows you how to deal with today's vastly higher levels of sophistication in technical products and customer needs.

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Mastering Technical Sales: The Sales Engineer?

Customer Reviews:

Detailed info on techniques and processes .......2006-07-06

This book is uniquely geared to the sales engineer role, not to general sales reps. Yet anyone selling technology products will learn from the detailed info on techniques and step-by-step processes for the technical sales cycle. Case studies and exercises supplement the book's discussion with real-world perspective. However, the book gives only a brief, passing reference to the role of marketing to support sales activity--an understanding that is valuable to every SE.

Excellent.......2006-04-02

I'm new to the Sales Role and this book is helping me a lot understand not only the process sales but how to deal with politics and things that make the technical sale.

Essential tool that any SE be they new, experienced, or a manager should read cover to cover........2006-01-03

I was challenged a few months ago to explain in detail what makes up a Sales Engineer/Solutions Consultant? What does the role entail and what do you need to know to be successful? Well, if I'd read this book before that exercise then I'd have simply asked the technical trainer I was briefing to read this book!

Mastering Technical Sales, not to be mistaken with the similar sounding Making The Technical Sale by Greenwald & Milberry, is an excellent practical book that covers the needs of not just new SE's but also provides advice and knowledge for the more experienced SE, SE manager or even executive tasked with creating and maintaining an SE organisation. What I found particularly useful were the real world examples of both successful and unsuccessful practice - these lend a level of credibility and relevance to the material that perhaps the Greenwald & Milberry book lacks. (Btw, this is also a fine & very relevant book for any SE). I also particularly liked the chapter organization of summarizing the chapter goals, presenting the material, summary and then presentation of a skill-building summary for both the new SE and the experienced SE.

The book tackles pretty much every aspect of a typical SE's life from what type of person does it take and why do we do this? What do I need to do to be successful? What resources should I call upon? When? How? When & how to use executives. How to leverage corporate resources be they product management, engineering, technical support, marketing, or external resources such as partners. I thought the section on 'crossing over to the dark side' was particularly relevant and accurate as it covers the risks, the rewards and the reality of whether this is something that an SE should consider or not and more importantly, why or why not?

The book covers all the standard stuff very comprehensively from the sales process itself, presentation skills & techniques, objection and competition handling plus the realities of how to manage the sale to avoid the pitfalls of demos, succumbing to technical trials & evaluations or being driven by your competitor's agenda. All excellent material and covered well with real war stories.

Whilst this isn't the cheapest book on the subject, I'd definitely consider it worth every cent. Highly recommended.

Excellent.......2005-07-23

Mastering Technical Sales provides a terrific foundation for the newly-minted Sales Engineer, a growth vehicle for the developing journeyman, and rich source-book for the seasoned professional.

While there are numerous "sales methodology" books available today, nearly all focus on the sales people and provide little or no information for the Sales Engineer and others who address the technical sale portion of the overall sales process. Mastering Technical Sales focuses on this critical area and shares how to manage and execute technical sales tasks to enjoy the highest success rates, both in the sales process and in one's professional growth.

Advice to SE's: Buy it and read it.

Advice to SE Management: Purchase copies for all of your new hires.

Real World Wisdom.......2004-04-17

As a professional technical sales consultant I enjoyed this book. I particularly like the real world examples and case studies for "tricky" sales situations. Even though I think of myself as a seasoned professional I learnt some new techniques and approaches from the book; especially in how to give a technical demonstration of a piece of software.

Book Description

Boost our applied math skills--and rocket your career. Don't let weak or rusty applied math skills keep you from satisfying your technical career goals. Step by step -- and at your own pace--Mastering Technical Mathematics, Second Edition, by Stan Gibilisco and Norman Crowhurst, gives you the essential background you need to sharpen our algebra aptitude...wield quadratics...use mechanical math methods...perform trigonometry and geometry conversions...and harness the power of differentiation. You'll also get comfortable with calculus...learn to use complex quantities...apply logarithms...and more. Totally revised and updated with state-of-the-art coverage of logic and digital systems, this affordable expert tutor also provides helpful examples and illustrations, chapter self-tests--even a comprehensive final exam. It's the ideal prep tool for acing certification exams, earning a technical degree, or confidently tackling any engineering challenge.

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The definitive self-teaching guide to learning mathematics--now fully up-to-date.

Customer Reviews:

Terrific as an overview, review, or supplement..........2006-07-20

I studied and learned most of this stuff years ago, and then proceeded to forget much of it as the years passed. But as a software developer, I have occasionally needed to refresh my understanding of some neglected area of mathematics... and this book has been invaluable for that. It might also be helpful as a supplementary text for students learning some area of math for the first time, since the explanations are often much more helpful and straightforward than anything I remember from my textbooks.

The explanations are clear and concise, with useful diagrams, examples, and problems (with fully-worked-out solutions in the back) to help test and verify your understanding. The authors don't waste a lot of time, but still manage to keep the topic interesting by appropriate use of real-world examples and clear explanations. A very good book...

Expand your understanding of numbers and nature.......2005-11-22

I don't imagine that "Mastering Technical Mathematics" will wind up on the top of anyone's book list. But if you have an interest in math the book can expand your understanding of numbers from counting through geometry and trig on to the calculus. If you're looking for a book to get you through next weeks' test on logarithms I'd stick with a Schaum's Outline but if you really want to know what a logarithm is and how they are derived, how they are applied, and how they can make your life easier, well, all of that is found here.

It's not all easy going. Like all math, each part is built on an understanding of the previous part (precisely why I failed intermediate algebra!) Some of the concepts can be hard to understand, too. But as you work though each chapter and, especially if you work through the problems, you'll gain a deeper understanding of numbers and how they relate to nature.

Great self teaching math book.......1999-02-16

This book enabled me to teach myself algebra,trig and calculus at home. It takes you at the start, from counting with an abacus all the way through to integral calculus and beyond.The best math book I've seen.

Excellent review material.......1998-09-13

This book is an excellent source for review material for both the serious and amateur mathematician. The author stresses "understanding" the techniques over rote memorization.

Mastering the CPAT: A Comprehensive Guide

Average customer rating:

Save your money and hire a trainer
Worth the money if you can afford it and want the best preparation

Mastering the CPAT: A Comprehensive Guide
Al Wasser , and Donna Kimble
Manufacturer: Cengage Delmar Learning
ProductGroup: Book
Binding: Paperback

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Similar Items:

Master the Firefighter Exam, 15th edition (Firefighter)
The Firefighter's Workout Book: The 30 Minute a Day Train-for-Life Program for Men and Women
Emergency - Season Three

ASIN: 1418012297

Book Description

This exceptional resource provides aspiring firefighters with the information needed to pass the Candidate Physical Ability Test. It begins by exploring the background and development of the test, including the role the CPAT plays in the Wellness Fitness Initiative. Principles of designing and implementing an effective training program are outlined next, followed by the roles that physical testing, nutrition, fitness concepts, and mental focusing techniques play in successful CPAT preparation. Finally, each CPAT event is discussed, including approaches and strategies designed to meet challenges.

Customer Reviews:

Save your money and hire a trainer.......2007-07-21

I bought this book hoping it would give me some ideas on how to prepare for the CPAT at home. This was NOT the case.

First of all, this book is written at a 5th grade reading level. I would think that a professional fire fighter (or someone who would like to become one) would be able to read a more intelligently written book.

Second, the book spends half of its time explaining the CPAT stations. This information can be found on line in numerous free prep guides and videos produced by the IAFC. Further, the exercises described almost always require some special equipment or they simply suggest practicing with the items used during the actual test. I know how to drag hose...I'm trying to find exercises that will strengthen the upper body muscles used in the drill. I don't have access to the Stair Master, or I'd just practice with it!

Also the book is very expensive for the number of pages. There are not glossy, multi colored photos that would increase the cost of production.

My advice is save your money and hire a trainer or join a gym. You can find many overviews and descriptions of the CPAT stations on line for free.

Worth the money if you can afford it and want the best preparation.......2007-03-20

The CPAT is quickly becoming the standard for the physical testing of personnel for entry into the fire service and by all accounts it appears to be a valid indicator of the physical attributes you need to serve as a fire fighter. I was previously a fire fighter for over 10 years and left due to family reasons and now find myself facing the challenge of preparing for the a variation of the CPAT to get back in.

In preparation for the CPAT I got a 40kg weighted vest and searched for information on the best method of combating what is for me a formidable challenge. Although there is quite obviously a lot of information on the net on the CPAT and how to prepare for it, I was looking for a single trustworthy source which could provide all the information I needed and which would flow and not require me to try and put it into a workable plan.

Although the book is rather expensive I believe that it is the ideal fit for my needs of having an experienced personnel trainer who prepares people for the CPAT and who has provided all the information you need into a single source which provides a plan to prepare for and pass the event.

I'm impressed with the quality of the book that combines well suited and clear photographs with detailed information on the each event along with the best methods to deal with the physical and mental challenges associated with it.

Not everyone has access to the ideal equipment and the book provides ideal training and alternative training programs for preparation including information on the techniques and strategies to use, the mental preparation , skill development, key stats and tips on how best to prepare.

No review will ever tell you if the book is what you're after or worth the money as perception is everything when it comes to books. I can say that I wanted the best information I could get on the CPAT and how to prepare for it and this book suits what I was after perfectly. In that regard I would highly recommend the book if you find yourself in similar circumstances.

But the book is expensive and there is a lot of information available on the internet which you could use to make a workable program and plan for yourself. Personally though as passing the CPAT could lead to a great job as a fire fighter I would go for the book and glean just that little bit more organized information but again it is what is best for your circumstances.

As there is next to no information on what is inside the book a overview of the chapters is below. Good luck.

Preface
Chapter 1- The CPAT History and Development
The joint labor management wellness fitness initiative
Creating the candidate physical ability test
Rules and progression of each event

Chapter 2 - The CPAT the four success principles
Principle 1 setting goals
Principle 2 learning the events
Principle 3 practicing the events
Principle 4 feedback
Case study using the four success principles

Chapter 3 Learning the skills
Module 1 - Biometric testing
Module 2 - Nutritional Concepts
Module 3 - Fitness testing principles
Module 4 - Mental training for the CPAT

Chapter 4 - Learning the events
Module 5 - Stair Climb
Module 6 - Hose drag
Module 7 - Equipment Carry
Module 8 - Ladder raise and extension
Module 9 - Forcible entry
Module 10 - Search
Module 11 - Rescue
Module 12 - Ceiling breech and pull
Case Study - CPAT Trial Run

Chapter 5 - The Master Schedule
Introduction
History of Periodization
The CPAT Periodization model
Phase 1 - Base training
Phase 2 - Strength and endurance
Phase 3 - Strength, power and endurance
Phase 4 - Peak power
Planning guidelines for the CPAT
CPAT test day
Injuries
Overtraining
Case Study - Setting Goals

Appendix A - Weight Training Exervcises
Appendix B - Training Schedules
Appendix C - Nutrition Tracking Journals
Appendix D - Example of the Course Layout

Mastering Sheet Metal Design Using Autodesk Inventor

Average customer rating:

Not what you are looking for.....
Everything sells

Mastering Sheet Metal Design Using Autodesk Inventor
Travis Jones
Manufacturer: Autodesk Press
ProductGroup: Book
Binding: Paperback

General | Arts & Photography | Subjects | Books

CAD | Graphic Design | Computers & Internet | Subjects | Books

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General | Engineering | Professional & Technical | Subjects | Books

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Look Inside Computer Books | Trip | Specialty Stores | Books

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Similar Items:

Autodesk Inventor 10 Essentials Plus
Autodesk Inventor 11 Essentials Plus (Autodesk Inventor)
Autodesk Inventor From The Top (Autodesk Inventor)
Autodesk Inventor for Designers, Release 10
Autodesk Inventor 9 Essentials Plus

ASIN: 1401826776

Book Description

As users delve into features of this software, Mastering Sheet Metal Design with Autodesk Inventor® will help them to discover how sheet metal parts are designed and explore a variety of proven-effective construction techniques. An abundance of examples, exercises, and step-by-step tutorials in every chapter detail the use of commands and command sequences, and speed learning. Instructions for using Autodesk Inventor tools to automate routine tasks, document designs, and enhance productivity is also revealed, along with information on direct support, user groups, and free support options for users of all abilities.

Customer Reviews:

Not what you are looking for............2006-08-23

This is not what we thought it would be. No where does it say it is a book for a computer related course. We were trying to find out metal fabrication information books.... This is not a guide...

Everything sells.......2003-11-19

This is a book that you would get for free in your Autodesk package. Very dry run down tutorials. It took me an hour to go through 100 pgs. and get 2 usefull things out of it (1 per 50 pgs. to help you with the math). It probably took even less time to write it. (Sorry if I offended Travis and Neil but take pride in your creations, step back and see if you can actually follow and like what you did).

Book Description

"I am so proud to be Elise's student. Read this book and I suspect you will be too." -- from the foreword by Robert Kanigel, author of The Man Who Knew Infinity

"In Ideas into Words, Elise Hancock has managed to write a guide to science writing that is not only comprehensive -- she answers every question I could have imagined asking and then some -- but also wise, vivid, and an awful lot of fun. I wish I'd had something like this to help me when I was starting out." -- Michael D. Lemonick, author of Other Worlds: The Search for Life in the Universe, winner of the American Institute of Physics Writing Award

"Elise Hancock's excitement is infectious. One puts her book down and feels drawn to a keyboard." -- Joel Havemann, editor, Washington bureau of the Los Angeles Times

From the latest breakthroughs in medical research and information technologies to new discoveries about the diversity of life on earth, science is becoming both more specialized and more relevant. Consequently, the need for writers who can clarify these breakthroughs and discoveries for the general public has become acute.

In Ideas into Words, Elise Hancock, a professional writer and editor with thirty years of experience, provides both novice and seasoned science writers with the practical advice and canny insights they need to take their craft to the next level. Rich with real-life examples and anecdotes, this book covers the essentials of science writing: finding story ideas, learning the science, opening and shaping a piece, polishing drafts, overcoming blocks, and conducting interviews with scientists and other experts who may not be accustomed to making their ideas understandable to lay readers.

Hancock's wisdom will prove useful to anyone pursuing nonfiction writing as a career. She devotes an entire chapter to habits and attitudes that writers should cultivate, another to structure, and a third to the art of revision. Some of her advice is surprising (she cautions against slavish use of transitions, for example); all of it is hard-earned, astute, and wittily conveyed. This concise guide is essential reading for every writer attempting to explain the world of science to the rest of us.

Customer Reviews:

Joy of Writing.......2005-09-03

Elise Hancock's lucid style will seduce scientists to write with candor and renewed passion. Solid professional advice in this 151-page self-help guide. Encourage a copy to your bored lab colleague and inspire them to trade their pipette for pen!

important for science writers; easy and fun to read.......2004-02-15

The author provides many examples of great scientific writing. Such writing involves translating difficult-to-understand abstractions into concepts easy to understand and related to our current knowledge.

Her writing was a delight to read.

"As the article proceeds, it is as if the selected facts are coated in honey, so that they slide down easy, one pill at a time. No reader will go away thinking, Boy was that turgid, I had to learn a new word just about every paragraph - even though she did."

The book is organized into the following chapters:

1 A Matter of Attitude
2 Finding Stories
3 Finding Out: Research and the Interview
4 Writing: Getting Started adn theSTructure
5 Writing: The Nitty Gritty
6 Refining Your Draft
7 When You're Feeling Stuck

What I particularly liked:

+ her ability to use extended similes, metaphors
+ things that make scientific writing different
+ watch out for scientific mavericks
+ how to find scientific story ideas (excellent)
+ don't confuse a topic with a story idea
+ all of her material on interviewing (excellent, particularly the questions to ask)
+ focusing on the most likely reader, but also the other ones
+ her method of writing was unique (lack of exploratory free-writing, don't spill the beans on your story before you write)
+ her recommended use of organic shapes for your writing (excellent)
+ "build the picture before you supply the name" (how to define technical terms)
+ some great tips on putting on a fresh set of eyes before you start to revise and then edit.
+ re-organizing the paragraphs using their "gists"
+ "... in a term paper you tell. In a professional writing, you show."

I highly recommend this book for anyone who writes, but particularly for anyone who wants to write for the scientific or technical markets.

John Dunbar

Useful for aspiring science writers and scientists alike.......2003-11-24

I read "Ideas into Words" primarily for an insight into how science writers go about their business and secondarily to see if aspects of good popular science writing can be useful in communicating science between disciplines - and in writing grant applications.

Hancock does indeed provide a nice glimpse into scientific journalism. The second and third chapters focused on reporting science and interacting with scientists from a journalist's perspective. A lot of the suggestions also apply to what makes for a good science student. The final four chapters dealt with writing and some of the suggestions do cross over from journalism to other forms of writing. The first chapter was the most enjoyable; the discussions of what science is and how scientists think were gems. My favorites sections were on the mentoring process in science and the difference between scientific and legal forms of rational inquiry - truth vs. verdict.

Book Description

A thorough revision of the classic tutorial of scientific and engineering mathematics

For more than fifteen years, Mastering Technical Mathematics has been the definitive self-teaching guide for those wishing to boost their career by learning the principles of mathematics as they apply to science and engineering. Featuring the same user-friendly pedagogy, practical examples, and detailed illustrations that have made this resource a favorite of the scientific and technical communities, the new third edition delivers four entirely new chapters and expanded treatment of cutting-edge topics.

Mastering Technical Mathematics
Average customer rating:
Mastering Technical Mathematics
Norman H. Crowhurst Stan Gibilisco
Manufacturer: NY
ProductGroup: Book
Binding: Paperback
ASIN: B000MUCAYM

Average customer rating:
Mastering Technical Mathematics - Second Edition
Stan; Crowhurst, Norman Gibilisco
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover
ASIN: B000MBSID8

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