Selling Technology

Selling Technology PDF Author: Asaf Darr
Publisher: Cornell University Press
ISBN: 1501723669
Category : Business & Economics
Languages : en
Pages : 176

Book Description
Selling Technology offers a look at high-tech markets from within, through the experience of salespeople, purchasing agents, and engineers who construct markets for emergent technologies through their daily engagement in sales interactions. Although sales occupations comprise 12 percent of the American labor force, sales work has been a neglected area of study. Asaf Darr's ethnographic exploration of the sales process for standard and emergent technology argues that our cultural stereotypes of sales work and salespeople, shaped during the industrial era and through popular images of the Yankee peddler and the car salesman, no longer apply to the changing nature of sales in an information economy. In the high-technology settings in which cutting-edge artifacts are traded, Darr finds that sales work deviates sharply from our traditional cultural images. The educational level and technical skills of the sales force are increasing, sellers' and buyers' engineers engage in co-development, and long-term collaborative relationships are replacing brief sales encounters. A growing number of work tasks and skills previously performed and mastered in the design or production phases have become part of the sale of emergent technology. New control mechanisms over the work of the sales engineers are also appearing. Unlike most ethnographic studies of salespeople, which focus on the insurance, finance, and retail sectors., Darr's groundbreaking book turns to the daily sales practices of an information economy.

The Equation of Sales - A practical Guide to Selling Technology

The Equation of Sales - A practical Guide to Selling Technology PDF Author: Tim Gibbons
Publisher: ShieldCrest Publishing
ISBN: 1913839257
Category : Business & Economics
Languages : en
Pages :

Book Description
A practical guide to selling technology The Equation of Sales is the distillation of more than 20 years of sales experience into practical tools for people selling technology. Trust x Needs x Value = Successful Selling Trust, needs and value are the three things that a sales person must establish with any buyer, whether they are selling shoes or aeroplanes. People buy from people that they trust; people buy something that they need and they buy something that they perceive as valuable. If the sales person cannot establish all three, generally in that order, then they will struggle to sell. This book will help you to understand how to establish that trust, how to identify those needs and how to demonstrate value to your customer. As a result, you will make more sales and make more commission! The book is mainly aimed at people starting their careers in technology sales. It provides the basic tools to decide which customers to try to sell to, how to find out what they might need and how to persuade them that your solution is the most effective one. For people who have been working in sales for a number of years, the book provides great tips and hints and refreshes your knowledge about these things. It is not the only sales book you will ever need but it should be the first sales book that you need. It provides the foundation for further training and development. To help with that, it includes a workbook featuring an example product and sales person plus worksheets for you to complete so that you can immediately apply what you have read to your own product.

Selling Your Technology Company for Maximum Value

Selling Your Technology Company for Maximum Value PDF Author: Rupert Cook
Publisher: Harriman House Limited
ISBN: 0857190792
Category : Business & Economics
Languages : en
Pages : 240

Book Description
Most technology entrepreneurs start companies and spend years of their lives building them with the goal of generating significant wealth through a successful sale. For many, the sale of their company is a one-off event for which they have little or no experience, but whose outcome can make the difference between true financial security and years of frustration and regret. This book gives honest, practical advice for executives and shareholders of technology businesses on how to prepare their businesses and how to manage and optimise the sale process through to a successful completion for maximum value. The author draws on his direct experience from a 20-year career in technology and corporate finance, but also on the experience of others in the industry - notably, corporate finance advisers and lawyers, corporate development professionals working at some of the most acquisitive large technology companies and entrepreneurs who have sold their businesses. After every second chapter, there is a case study of a technology company that has been successfully sold, written from interviews with the key individuals involved. These give real-life experiences from diverse businesses, ranging from a pre-revenue company sold when its product was still in beta to a $100m revenue company sold in its fourteenth year. This is a practical guide that can be followed and consulted to give insight into every part of the sale process and to learn from others who have gone through it many times.

SELL More Technology NOW!

SELL More Technology NOW! PDF Author: Oreste J. D'Aversa
Publisher:
ISBN: 0976256177
Category :
Languages : en
Pages :

Book Description
Learn a fresh new approach to sell technology based solutions using a proven powerful step-by-step selling system and increase your sales immediately. My Total Technology Selling System approach will make you more money is less time using established sales methods and techniques specifically designed for the technology industry. Sales processes you can duplicate over and over again to help you close more deals in less time!

Using Technology to Sell

Using Technology to Sell PDF Author: Jonathan London
Publisher: Apress
ISBN: 1430239344
Category : Business & Economics
Languages : en
Pages : 340

Book Description
"Using Technology to Sell is filled with practical, effective techniques to sell more by leveraging the plethora of tools and information in today’s world. By applying these principles, you'll open more doors, increase your productivity, speed up decisions, and close more deals." --Jill Konrath, author of SNAP Selling and Selling to Big Companies Using Technology to Sell: Tactics to Ratchet Up Results shows salespeople and sales managers the most effective ways to leverage a variety of technologies to increase sales and gain more customers. Topics include making the most of cloud-based customer relationship management software, putting social media to the best use, presenting on three continents simultaneously through advanced video conferencing, using advanced techniques to gain an information edge over competitors, and much more. As this book shows, while the sales process will remain pretty much the same from now until the end of time, technology used properly can increase sales power at every step of the cycle. Technology, in the right hands, is a strategic weapon and a competitive differentiation tool that can dramatically improve close rates, deal size, efficiency, total sales, and much more. Using Technology to Sell will show you how to: Expand your market through the use of technology. Employ software-as-a-service (SaaS) applications to keep track of customers, stay organized, present, and sell more systematically. Use social media to increase sales. Maintain the personal element in a world wired with technology. Use the best sales methodology and integrate each step with technology. Overcome any aversion to using technology to sell. Avoid the trap of overuse or dependency on technology.

Selling High-tech Products and Services

Selling High-tech Products and Services PDF Author: Ira S. Kalb
Publisher: K&A Press
ISBN: 0924050047
Category : High technology
Languages : en
Pages : 244

Book Description


Trading Options on Tech Stocks - Selling Puts & Calls

Trading Options on Tech Stocks - Selling Puts & Calls PDF Author: Alan Kerrman
Publisher: Notable Media
ISBN:
Category : Business & Economics
Languages : en
Pages : 85

Book Description
Selling Options on Tech Stocks is One of the Best Ways to Regularly Take Money Out of the Market As an individual investor who has finally realized that there is no HOLY GRAIL to tech investing, I’m intrigued by options premium and volatility. It's reassuring for me to know that there are great ways to take money out of the market on a regular basis, and that’s what I’ve included here. Right up there with the power of dividend stocks, selling options on tech stocks (covered calls, cash-secured puts, and credit spreads) always feels like a smart way to leverage my investments in ways that the institutional traders can. Those old trader sayings tell us: "be the casino, not the gambler"... or "be the landlord, not the tenant..." That's the power of selling options. Turn your investments into an option-selling income generator. But if you prefer to keep your technology stocks, you can use regular options sales to reduce your cost basis, eventually even creating holdings that have been fully paid for. Here's a short, actionable book by an individual investor for other individual investors -- showing some real examples from current option prices. These are NOT trade ideas, but rather strategies for you to apply to your technology stock and options trading research.

Library of Congress Subject Headings

Library of Congress Subject Headings PDF Author: Library of Congress
Publisher:
ISBN:
Category : Subject headings, Library of Congress
Languages : en
Pages :

Book Description


Capital, The State, And Late Industrialization

Capital, The State, And Late Industrialization PDF Author: John Borrego
Publisher: Routledge
ISBN: 042972103X
Category : Political Science
Languages : en
Pages : 262

Book Description
This book explores the foundation and nature of the relationship between capitalist accumulation and the state in East Asia and Latin America that has profoundly influenced industrialization and macroeconomic performance. Scholars from both sides of the Pacific offer critical perspectives on the differing fates of the two regions, especially over t

Professional Selling

Professional Selling PDF Author: Thomas N. Ingram
Publisher: South-Western Pub
ISBN: 9780324321036
Category : Business & Economics
Languages : en
Pages : 437

Book Description
PROFESSIONAL SELLING provides comprehensive coverage of contemporary professional selling by integrating recent sales research with leading personal selling practices. Professional Selling's chapters can be mixed and matched with sales management chapters from Ingram's SALES MANAGEMENT, SIXTH EDITION to create an outstanding customized sales course. This highly experienced author team draws on their industry and academic experience to blend the most recent research findings with illustrated best practices in professional selling.