Selling for the Technical Professional

摘要

Highly evolved and complex products often require technical personnel to make sales calls with business development team members. Whereas many Ph.D. holders, managers, and engineers are comfortable talking about procedures and problems, selling products or working smoothly as part of a business development team may be challenging. The paper gives a brief overview of preparation, common techniques and resources to improve effectiveness of the technical professional in sales. This is not a selling course, but a springboard to learn how and where to better sell your expertise outside to customers and inside to colleagues.