Description: Selling It : The Science of Selling, Buying, and Deal-making, Paperback by Mukhopadhyay, Sandip; Pingali, Srinivas; Satyam, Amitabh, ISBN 0367725746, ISBN-13 9780367725747, Brand New, Free shipping in the US 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 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. Selling IT: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 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. Th boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organization-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 transformation.
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Book Title: Selling It : The Science of Selling, Buying, and Deal-making
Number of Pages: 268 Pages
Language: English
Publication Name: Selling It
Publisher: Routledge
Subject: E-Commerce / Internet Marketing, General, Commerce
Publication Year: 2021
Item Weight: 26.2 Oz
Type: Textbook
Item Length: 9.2 in
Subject Area: Social Science, Business & Economics
Author: Amitabh Satyam, Sandip Mukhopadhyay, Srinivas Pingali
Item Width: 6.1 in
Format: Trade Paperback
