Summary and Info
Much has been written about perfecting sales techniques, but in this new book author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Services and Equipment, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable
More About the Author
James Dempsey Hutton (c. 1828–1868) was an artist, surveyor, cartographer and early photographer active in Montana, Wyoming, South Dakota and North Dakota in the years before the American Civil War.
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