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Selling It: The Science of Selling, Buying, and Deal-Making

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Description:Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book:Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers. Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention. Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape.Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning.The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Selling It: The Science of Selling, Buying, and Deal-Making. To get started finding Selling It: The Science of Selling, Buying, and Deal-Making, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

Pages: 268

Format: PDF, EPUB & Kindle Edition

Publisher: Routledge Chapman & Hall

Release: 2021

ISBN: 1000452549

Description: Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book:Integrates a large IT provider's selling process with the enterprise user's IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers. Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention. Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape.Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning.The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.We have made it easy for you to find a PDF Ebooks without any digging. And by having access to our ebooks online or by storing it on your computer, you have convenient answers with Selling It: The Science of Selling, Buying, and Deal-Making. To get started finding Selling It: The Science of Selling, Buying, and Deal-Making, you are right to find our website which has a comprehensive collection of manuals listed.
Our library is the biggest of these that have literally hundreds of thousands of different products represented.

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Selling It: The Science of Selling, Buying, and Deal-Making

Selling It: The Science of Selling, Buying, and Deal-Making

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