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Petroleum Refining in Nontechnical Language, 4e
How to Sell Technical Equipment & Services
William Leffler's Petroleum Refining in Nontechnical Language, Fourth Edition is designed to give the reader an overview of key refining topics by using relevant analogies, easy-to-understand graphs, formulas, and illustrations. New to this edition is important information on the nature of crude oil and raw materials and a comprehensive discussion on what sets crude oil and oil products price differentials. Also new is a chapter on lubricants as well as the latest technologies employed by refiners. Each chapter was carefully written in nontechnical language to give the reader a basic understanding of the refining industry. The book can be used for self-study, as a classroom textbook, or as a quick reference.
270 Pages/Hardcover/6x9/November 2008
Much has been written about perfecting sales techniques, in this informative book author James R. Hutton shares his decades of experience in the petroleum industry to help readers master the challenge of industrial sales. In How to Sell Technical Equipment and Services, Hutton covers the many aspects involved in B2B sales, with product knowledge being the key to success. Hutton breaks down the process into separate chapters covering more than 60 different topics ranging from identifying the decision makers and gathering intelligence, to handling unpleasant customers and introducing new products. Sales professionals, sales manager, and senior executives in all industries will find the information found in this book to be invaluable.
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