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Selling IT: The Science of Selling, Buying, and Deal-Making
Barnes and Noble
Selling IT: The Science of Selling, Buying, and Deal-Making
Current price: $180.00
Barnes and Noble
Selling IT: The Science of Selling, Buying, and Deal-Making
Current price: $180.00
Size: Hardcover
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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.
- 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
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