000			04053cam a2200553 i 4500
001			9781003155270
003			FlBoTFG
005			20240213122825.0
006			m o d
007			cr |||||||||||
008			210405s2021 nyu ob 001 0 eng
040			_aOCoLC-P _beng _erda _cOCoLC-P
020			_a9781000452587 _q(epub)
020			_a1000452581
020			_a9781003155270 _q(ebk)
020			_a1003155278
020			_z9780367694999 _q(hbk)
020			_z9780367725747 _q(pbk)
020			_a9781000452549 _q(electronic bk. : PDF)
020			_a1000452549 _q(electronic bk. : PDF)
024	7		_a10.4324/9781003155270 _2doi
035			_a(OCoLC)1245959830
035			_a(OCoLC-P)1245959830
050	0	0	_aHF5439.I47
072		7	_aBUS _x090010 _2bisacsh
072		7	_aBUS _x000000 _2bisacsh
072		7	_aSOC _x000000 _2bisacsh
072		7	_aKJS _2bicssc
082	0	0	_a004.068/8 _223
100	1		_aMukhopadhyay, Sandip, _eauthor.
245	1	0	_aSelling IT : _bthe science of selling, buying and deal-making / _cSandip Mukhopadhyay, Srinivas Pingali and Amitabh Satyam.
264		1	_aNew York, NY : _bRoutledge, _c2022.
300			_a1 online resource
336			_atext _btxt _2rdacontent
337			_acomputer _bc _2rdamedia
338			_aonline resource _bcr _2rdacarrier
505	0		_aUnderstanding IT market -- Business value of IT -- IT project management essentials -- Sales and bid management process -- Buying IT -- Client and account management -- Marketing and sales enablement -- Leading with digital -- Selling cloud to enterprises -- Careers in IT -- today and tomorrow.
520			_a"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 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 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 Digital transformation"-- _cProvided by publisher.
588			_aOCLC-licensed vendor bibliographic record.
650		0	_aInformation technology _xMarketing.
650		0	_aInformation technology _xVocational guidance.
650		7	_aBUSINESS & ECONOMICS / E-Commerce / Internet Marketing _2bisacsh
650		7	_aBUSINESS & ECONOMICS / General _2bisacsh
650		7	_aSOCIAL SCIENCE / General _2bisacsh
700	1		_aPingali, Srinivas, _eauthor.
700	1		_aSatyam, Amitabh, _eauthor.
856	4	0	_3Taylor & Francis _uhttps://www.taylorfrancis.com/books/9781003155270
856	4	2	_3OCLC metadata license agreement _uhttp://www.oclc.org/content/dam/oclc/forms/terms/vbrl-201703.pdf
999			_c4912 _d4912