Selling IT: The Science of Selling, Buying, and Deal-Making
暫譯: IT 銷售：銷售、購買與交易的科學
Mukhopadhyay, Sandip, Pingali, Srinivas, Satyam, Amitabh
- 出版商: Routledge
- 出版日期: 2021-09-27
- 售價: $6,190
- 貴賓價: 9.5 折 $5,881
- 語言: 英文
- 頁數: 268
- 裝訂: Hardcover - also called cloth, retail trade, or trade
- ISBN: 0367694999
- ISBN-13: 9780367694999
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相關主題
商品描述
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.
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Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape.
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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.
商品描述(中文翻譯)
資訊科技（IT）是當今經濟的核心要素。全球的企業和政府依賴它來推動核心策略，並開發和執行商業模式。全球IT產業的支出已超過3.7兆美元，其在全球經濟中的重要性已經得到充分確立。因此，了解其所存在的市場環境至關重要，本書對IT銷售和行銷中涉及的過程、技術和方法進行了系統的分析。
在《Selling IT》一書中：
- 整合大型IT供應商的銷售過程與企業用戶的IT購買過程，以突顯銷售、行銷和開發能為客戶創造價值的IT解決方案的細微差別。
- 討論多個關鍵概念，如基於價值的IT銷售、IT採購的商業案例、供應商評估與管理、帳戶與客戶關係管理、客戶細分，以及客戶獲取與保留的技術。
- 分析銷售數位IT所面臨的挑戰與機會，並檢視基於變化的IT環境而演變的職業與工作。
- 包含教學計劃、案例研究和逐章練習題，以支持教學與學習。
本書擁有堅實的理論基礎，並清晰地闡述了概念和管理理論。對於使用組織指定銷售流程的專業人士來說，這本書將大有裨益。對於希望在IT產業尋求銷售和行銷職業的年輕高管，這本書也能有效地幫助他們。此外，對於B2B行銷、IT諮詢、技術銷售和數位轉型的學者和研究人員來說，這本書也是必讀之作。
作者簡介
Sandip Mukhopadhyay is an associate professor at the Institute of Management Technology, Ghaziabad, India. His research interests include digital platforms and ecosystems, social media analytics and selling technology, and IT solutions. He has published widely in different international journals and authored multiple case studies. Before academia, he worked for IBM, Ericsson, Reliance and Siemens for about twenty years, focusing on selling and deploying technology solutions. He received his PhD from MDI Gurgaon, India, specialising in business models for digital platforms. Prior to that, he received his PGDM (MBA) from IIM-Calcutta and studied engineering at IIEST, Calcutta, India.
Srinivas Pingali has close to 30 years of varied experience in product development and innovation and sales and marketing in multinationals and entrepreneurial companies. He is currently a professor of practice at the Indian Institute of Management, Udaipur, India. His areas of expertise include strategy, digital transformation, entrepreneurship, and innovation. He is a chemical engineer for Osmania University, College of Technology, India, and holds an MBA degree in marketing from the University of Illinois at Champaign-Urbana, USA. He is an executive fellow in management (doctoral equivalent) at the Indian School of Business.
Amitabh Satyam is chairman of Smart Transformations and a former managing partner of SAP. A graduate of IIT Kanpur with an MBA from Fisher College of Business, USA, he led Global Telecom Consulting at IBM, where he also set up the global IoT practice. His earlier roles include managing director at MobiApps, vice president at Siemens, national head of operations at Reliance Infocomm, and financial advisor at Morgan Stanley Smith Barney. His book, The Smart City Transformations (2017), is an established global reference book on the topic. In the United States, he taught for four years at Ohio State University and Rider University.
作者簡介(中文翻譯)
Sandip Mukhopadhyay 是印度 Ghaziabad 管理技術學院的副教授。他的研究興趣包括數位平台與生態系統、社交媒體分析與銷售技術，以及 IT 解決方案。他在不同的國際期刊上發表了大量文章，並撰寫了多個案例研究。在學術界之前，他在 IBM、Ericsson、Reliance 和 Siemens 工作了約二十年，專注於銷售和部署技術解決方案。他在印度 MDI Gurgaon 獲得博士學位，專攻數位平台的商業模式。在此之前，他在 IIM-Calcutta 獲得 PGDM（MBA）學位，並在印度 Calcutta 的 IIEST 學習工程學。
Srinivas Pingali 擁有近 30 年的多元經驗，涵蓋產品開發與創新、銷售與行銷，曾在跨國公司和創業公司工作。他目前是印度烏代浦爾管理學院的實務教授。他的專業領域包括策略、數位轉型、創業和創新。他是印度 Osmania 大學技術學院的化學工程師，並持有美國伊利諾伊大學香檳-厄巴納分校的行銷 MBA 學位。他是印度商學院的管理執行研究員（相當於博士學位）。
Amitabh Satyam 是 Smart Transformations 的董事長，並曾擔任 SAP 的管理合夥人。他是 IIT Kanpur 的畢業生，並擁有美國 Fisher 商學院的 MBA 學位，他在 IBM 領導全球電信諮詢，並建立了全球 IoT 實踐。他的早期職位包括 MobiApps 的董事總經理、Siemens 的副總裁、Reliance Infocomm 的全國營運負責人，以及摩根士丹利史密斯巴尼的財務顧問。他的著作《智慧城市轉型》（2017）是該主題的全球權威參考書。在美國，他曾在俄亥俄州立大學和萊德大學教授四年。
