If you are considering a career in business-to-business (B2B) sales in technology-driven industries, this book is spot-on for you. Sales in technology-driven industries is an interesting career option. The book describes and characterizes the work environment of B2B sales professionals through real-life cases, and discusses the basic concepts and tools used in B2B sales management. The point of view of the book is that of engineering students: how they assess these concepts and tools in the early stages of their sales careers. Naturally, the book is recommended to anyone interested in sales in technology-driven industries, and it is suitable for executive education as well.The book is constructed to support independent learning and ‘flipped learning’. The narrative of the book guides the reader to the sales world in a very organized way. The detailed explanations combined with five extensive cases and over 200 illustrated dialogues help the reader to understand how different concepts and tools are applied in practice.
Keywords: Sales, business-to-business, technology, industry