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Home > Society and Social Sciences > Education > Educational equipment and technology, computer-aided learning (CAL) > Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c
Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c

Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c


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About the Book

Te preguntarás ¿Qué me hizo escribir este libro? ¿Cuál es el objetivo? Y ¿en qué me puede ayudar a mí, que soy informático?El motivo es que observé, en varios casos, que podía ser útil un mejor entendimiento entre las áreas de ventas de proyectos informáticos y los informáticos que interactúan con ellas, para generar proyectos más sanos, clientes más contentos, y ambientes de trabajo más relajados y estables.Tabla de contenidos: Capítulo 1: Introducción1.1 - El motivo de este libro1.2 - Vender1.3 - Se preguntarán, por qué vendemos...1.4 - Motivaciones de los vendedoresCapítulo 2: 10 ítems para considerar2.1 - Un libro2.2 - Juegos2.3 - Películas2.4 - El problema y la solución de tu cliente2.5 - Ir desde las generalidades a los detalles2.6 - Mostrar el trabajo en progreso2.7 - Contar una historia2.8 - Al presentar tu historia2.9 - La posibilidad de vender2.10 - Calificar las oportunidadesCapítulo 3: Reducir el riesgo sin sacar argumentos de venta3.1 - Entendimiento del contexto3.1.1 - Entendimiento de las necesidades del cliente3.1.2 - Entendimiento del comportamiento del cliente3.1.3 - Entendimiento de las limitaciones de tu equipo/solución3.1.4 - Entendimiento de las fortalezas de tu equipo/solución3.1.5 - Entendimiento de las fortalezas de tus competidores3.1.6 - Entendimiento de las limitaciones de tus competidores3.2 - Cómo explicar qué ofrecés.3.3 - Más acerca de reducir el riesgo sin reducir los argumentos de ventaCapítulo 4: RFPs4.1 Conceptos básicos de los RFPs4.1.1 - Tipos de RFPs4.1.2 - RFPs públicos4.1.3 - RFPs privados4.1.4 - RFPs en las organizaciones4.2 Antes de que nacen los RFPs4.2.1 - De ideas a proyectos o soluciones4.2.2 - Ciclo de compra que siguen los RFPs4.2.3 - Oferentes aprobados4.2.4 - El proceso típico de los RFPs4.3 Luego de que los RFPs se publican4.3.1 - Las chances de ganar un RFP4.3.2 - Luego de publicado un RFP4.3.3 - Cómo se evalúan las ofertas asociadas a un RFP.4.3.4 - Buenas prácticas para las ofertas técnicas4.3.5 - Estrategia durante los procesos de un RFP4.3.6 - Informalidades versus formalidades de los procesos de RFPs4.3.7 - Análisis de la competenciaCapítulo 5: Pre-venta5.1 - La preventa es mucho más que hacer propuestas5.2 - La estrategia de ventas5.3 - La preventa como un proyecto ágil5.4 - Beneficios de un proceso ágil de preventa5.5 - Recolectar información5.5.1 - Recolectar información de forma directa5.5.2 - Recolectar información de forma indirecta5.6 - Cómo actuar en ese proceso ágilCapítulo 6. Conclusión6.1 - Resumen de la información compartida6.2 - Mi visión


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Product Details
  • ISBN-13: 9781719845021
  • Publisher: Independently Published
  • Publisher Imprint: Independently Published
  • Height: 229 mm
  • No of Pages: 70
  • Spine Width: 4 mm
  • Weight: 113 gr
  • ISBN-10: 1719845026
  • Publisher Date: 24 Nov 2018
  • Binding: Paperback
  • Language: Spanish
  • Returnable: N
  • Sub Title: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c
  • Width: 152 mm


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Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c
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Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c
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Preventas, para informáticos: En base a mi experiencia, vender es una cuestión de confianza. La preventa requiere, además del expertise en tecnología, comprender el contexto de c

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