Overview

Service is Not a Product: Experts Guide to Selling Service Agreements will describe to new and experienced sales, marketing, and management people the keys to success for selling service agreements on technology-based products and systems. Personnel indirectly involved in service sales such as technicians, engineers, administrative assistants and others who work with customers will also find the book beneficial. Readers will learn the unique skills and methodology required to be successful from the industry expert. More than one million sales professionals are actively involved selling service agreements on technology-based products. For many it's a major source of income. In almost all cases it's the major source of profits for their companies. Every product or system manufactured and installed eventually falters or fails. Current product designs that integrate electronics, software, and mechanical devices require repair, retrofits, upgrades, and on-going maintenance. The growing number of products and systems being integrated has created a new category of users with wide ranging service needs. Product applications continue to grow, but for the most part service offerings and service sales strategies remain the same. Most companies utilize the same resources to train both service sales and product sales personnel. The information presented is typically generic in nature, falling short of what's needed. People selling products are trained to sell features, functions and benefits. Service sales people need to be trained to sell value and master abstract selling concepts. There is little commonality between the two sales processes. Service is Not a Product is written specifically for individuals engaged in selling service.

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Joe Siderowicz has more than 25 years of experience in service marketing. He has personally interviewed, hired, trained, or mentored more than 5,000 service sales people. He is a recognized leader in his field having built and led multiple worldwide service organizations. Mr. Siderowicz has held executive sales, marketing, and general management positions with industry-leading companies Honeywell and Simplex. He is the Founder and President of the AfterMarket Consulting Group, which advises companies on how to grow service revenue. His extensive client list includes Fortune 100 firms and independent companies, large and small. Mr. Siderowicz has extensive public speaking experience with large corporate, convention, and trade show groups. He has contributed articles to numerous publications on service sales and service marketing. A graduate of Temple University and the University of Pennsylvania's Wharton School, Mr. Siderowicz resides with his wife in suburban Boston, Massachusetts.

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