DEVELOPING SALES ENGINEERING INTO ENGINEERING CONSULTANCY

Authors
JEFFERY A BANKS C
Citation
A. Jeffery et C. Banks, DEVELOPING SALES ENGINEERING INTO ENGINEERING CONSULTANCY, British telecommunications engineering, 14, 1995, pp. 50-57
Citations number
NO
Categorie Soggetti
Engineering, Eletrical & Electronic",Telecommunications
Journal title
British telecommunications engineering → ACNP
ISSN journal
0262401X
Volume
14
Year of publication
1995
Part
1
Pages
50 - 57
Database
ISI
SICI code
0262-401X(1995)14:<50:DSEIEC>2.0.ZU;2-4
Abstract
The sales account-management organisation in BT has been further tuned into line-of-business working. This enables Marketing and Sales to de velop business-specific solutions to customers' needs. Within the BT a ccount management teams, the systems engineer (SE) has a major role in developing business solutions that match the evolving technological e nvironment to the equally dynamically-evolving business environment. T o this end, the SE is being given the tools and skill-set to undertake engineering consultancy.