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Mastering Technical Sales
This indispensable sales tool shows you the ropes of lead qualification, the RFP process, and needs analysis and discovery, and explains how your technical know-how can add invaluable leverage to sales efforts at every step. You learn how to plan and present the perfect pitch, demonstrate products effectively, build customer relationship skills, handle objections and competitors, negotiate prices and contracts, close the sale, and so much more.
Mastering Technical Sales: The Sales Engineer’s Handbook, Third Edition
Every high-tech sales team today has technical pros on board to “explain how things work,” and this success-tested training resource is written just for them. This newly revised and expanded third edition of an Artech House bestseller offers invaluable insights and tips for every stage of the selling process. This third edition features a wealth of new material, including new chapters on business-driven discovery, white boarding, trusted advisors, and calculating ROI. This invaluable book equips new sales engineers with powerful sales and presentation techniques that capitalize on their technical background—all spelled out step-by-step by a pair of technical sales experts with decades of eye-popping, industry-giant success under their belt.
The Requirements Engineering Handbook
Gathering customer requirements is a key activity for developing software that meets the customer's needs. A concise and practical overview of everything a requirement's analyst needs to know about establishing customer requirements, this first-of-its-kind book is the perfect desk guide for systems or software development work. The book enables professionals to identify the real customer requirements for their projects and control changes and additions to these requirements. This unique resource helps practitioners understand the importance of requirements, leverage effective requirements practices, and better utilize resources. The book also explains how to strengthen interpersonal relationships and communications which are major contributors to project effectiveness. Moreover, analysts find clear examples and checklists to help them implement best practices.
Systems Reliability and Failure Prevention
This timely resource offers a comprehensive, unified treatment of the techniques and practice of systems reliability and failure prevention, without the use of advanced mathematics. Featuring numerous, in-depth real-world examples, the book distills the author's many years of practical experience in designing and testing critical systems. The book helps you set reliability requirements for a new product, monitor compliance with these requirements during development and later life cycle phases, account for software failures in an integrated reliability assessment, and allocate a fixed reliability improvement budget to guide decisions by cost considerations and trade-offs. then focuses on the ...
ISO 9001:2000 Quality Management System Design
"The book describes the design rules required to document, implement, and demonstrate quality management system effectiveness in compliance with the latest version of the ISO 9000 International Standard. This systematic and engineering approach simplifies the many complexities in maintaining compliance with ISO standards. This hands-on guide is packed with tips and insights the author has garnered from personally designing quality management systems that integrate organizational strategy with quality management. Moreover, the book helps professionals create meaningful documentation and a user-friendly, informative quality manual that together form the core of an effective and responsive quality management system."--Jacket.
Systems Approach to Engineering Design
As high-tech engineering organizations learn to do more with less, they are relying more and more on the efforts of individual designers and small design teams. Combined with this trend is the growing popularity of systems engineering techniques to tackle ever increasing complex system designs. This book empowers small teams with systems engineering techniques that once were the exclusive domain of large organizations employing hundreds of engineers to develop complex, tightly integrated systems designs. This timely resource explains how engineers leading a small design team can use systems thinking to manage and optimize design and development, as well as how to become effective leaders of a small team.
Running the Successful Hi-tech Project Office
Annotation This is the complete 'how to' book on establishing the Project Office (PO) as a methodology for managing multiple development initiatives used by a wide variety of organizations. It provides techniques, templates and tools to help achieve maximum project control and top performance of dedicated persons, and groups.
Successful Proposal Strategies for Small Businesses: : Using Knowledge Management to Win Government, Private-Sector, and International Contracts, Sixth Edition
Here's your one-stop-shop for winning new business! The new, Sixth Edition of this perennial bestseller updates and expands all previous editions, making this volume the most exhaustive and definitive proposal strategy resource. Directly applicable for businesses of all sizes, Successful Proposal Strategies provides extensive and important context, field-proven approaches, and in-depth techniques for business success with the Federal Government, the largest buyer of services and products in the world. This popular book and its companion CD-ROM are highly accessible, self-contained desktop references developed to be informative, highly practical, and easy to use. Small companies with a viable...
Managing Complex Technical Projects
Annotation The authors, who both teach electrical engineering at the U. of New South Wales, Australia, have written a text that will be useful for the undergraduate and graduate classroom. The philosophical aspects of the field are provided as an overview, with descriptions of procedures, vocabulary, and standards. Systems engineering is then described, with sections on all stages of design, systems engineering management, tools, and applications. A chapter is included on the interrelationship between systems engineering and fields such as project management, quality management, and integrated logistics support management. Annotation copyrighted by Book News, Inc., Portland, OR
