Presales, Bid Management, and Sales and Marketing

Shailendra Kadre

Chapter Chapter 6 in Going Corporate, 2011, pp 85-102 from Springer

Abstract: Abstract This chapter takes you through preliminary concepts relating to sales and how deals get made, and then introduces third-party consultants and their role in large deals. It also discusses the role of onsite relationship managers. The major real-time case study at the end will help you understand how presales efforts affect your world.

Keywords: Customer Relationship Manager; Bidding Process; Technical Writer; Large Deal; Information Technology Infrastructure Library (search for similar items in EconPapers)
Date: 2011
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DOI: 10.1007/978-1-4302-3702-0_6

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