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Professional eBook

المبيعات في الشركات الهندسية

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Language:  Arabic
Engineering salespeople often sell to major accounts and even small customers can demand strategic thinking and a long-term approach. The engineering sales cycle can often last several years.
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Description

Selling engineering products and services is not like selling for other businesses. Engineering salespeople often sell to major accounts, the sales process is often long (sometimes years), involving multiple decision-makers (many of whom the salesperson doesn’t know) and some of the fiercest competitors. Even small customers can demand strategic thinking.
To help readers through the complexities involved this e-book looks at several areas of selling in engineering: Finding the right customers; Sales processes; Managing & planning engineering sales.

About the Author
Peter

Peter Gaunt

The author, Peter Gaunt is currently Relationship Manager for Greater Manchester’s Business Growth Hub, moving into business support, training and consultancy after a very successful career in engineering and service sales. 

Peter has been a coach, consultant and trainer for 15 years and has worked with over 5,000 individuals to improve their sales, revenues and profits. Peter is a Chartered Engineer (CEng) and Chartered Marketer and has personally generated £50m of sales (today’s figures) and brought in multi-million pound breakthrough contracts in 19 years heading sales departments in SMEs and multi-nationals. 

Specialities include: sales management, business development, business growth, digital & traditional marketing, strategy development, leadership & management, training, graduate & HE entrepreneurship, international trade. 

Sectors Peter has worked in over his career include: business services, chemical, construction, creative industries, education, energy, engineering, manufacturing, petrochemical, professional services, science & technology, transport & distribution, utilities.