Selling IT: The Science of Selling, Buying, and Deal-Making

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Synopsis
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. In Selling IT, the book: 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. The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-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 digital transformation.
Copyright:
2022

Book Details

Book Quality:
Publisher Quality
Book Size:
268 Pages
ISBN-13:
9781000452587
Related ISBNs:
9780367725747, 9780367694999, 9781003155270
Publisher:
Taylor and Francis
Date of Addition:
Copyrighted By:
Sandip Mukhopadhyay, Srinivas Pingali and Amitabh Satyam, The right of Sandip Mukhopadhyay, Srinivas Pingali and Amitabh Satyam to be identified as authors of this work has been asserted by them in accordance with sections
Adult content:
No
Language:
English
Has Image Descriptions:
No
Categories:
Nonfiction, Computers and Internet, Business and Finance, Social Studies
Submitted By:
Bookshare Staff
Usage Restrictions:
This is a copyrighted book.

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