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This bestselling book -- now in its Fourth Edition – has become the gold standard for Sales Engineers, who engage on the technical side of the sales and buying process and are the people who know how everything works. It helps you navigate a complex and ever-changing technical sales environment and become an effective bridge-builder between the business/commercial interests and the technical details that support the sale. Written by one of the foremost experts in this field, the handbook presents everything you need to improve your skills and increase your value to the sales team. Chapters are written in a modular fashion so that you can choose topics most relevant to you at the moment – or follow them in order as they build upon each other and give you the complete A to Z on your role. Each chapter is short enough so that you can read through it in 10-15 minutes and apply the learning the next day. You’ll find actionable hints, case studies, and anecdotes illustrating the topics with lessons learned, both positive and negative. The book helps you: understand the unique role of the Sales Engineer, from the broad picture to the nuances of the job; develop skills needed to become a valuable consultant to your team and the customer team; utilize best practices for creating and completing winning RFPs; effectively integrate global practices into your day-to-day activities; increase your ability think on a more strategic level; become a trusted advisor to executive customers. With this completely updated and expanded edition of Mastering Technical Sales in hand, you will achieve a better win rate, experience higher customer satisfaction, hit revenue targets, and feel greater job satisfaction. Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world. This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.

Offers a look at the global system for mobile communications from an engineer's viewpoint. The book covers architecture, protocols and time frequency domain representation, as well as the important issues of network maintenance and management of mobility, subscribers and security. It includes explanations of the hardware and software configurations and functions of the mobile switching centre, base transceiver station, operations and maintenance centre, mobile station sub-systems, the basics of a typical advanced cellular system, an example of an actual TDMA, and a look ahead at the industry's future.

This guide to the theory and practice of RF power amplifier (PA) design for modern communications systems aims to help readers tackle PA design with confidence and save time in determining the cause of malfunctioning hardware. The book explores a unified approach to the classification of higher amplifier modes based on overdrive considerations. The text contains a complete survey of RF PA efficiency enhancement and linearization techniques and aims to help the reader design suitable matching networks which provide correct fundamental harmonic terminations for conventional high efficiency PA modes. It also provides an understanding of the class D, E and F modes and their feasibility at microwave frequencies and uses envelope simulation techniques to analyze the effects of distortion in overdriven PAS. Finally, the text discusses the maintenance of high efficiency operation at low points in an amplitude modulated signal envelope including detailed coverage of the Doherty, Chireix and Kahn techniques, it explores the possibilities and limitations of linearization methods and analyzes PA stability and oscillation problems.

This resource discusses the management of complex technical projects through systems engineering. Written for a wide spectrum of readers, from novices to experienced practitioners, it explores solutions for delivering projects on time and within budget, avoiding the failures and inefficiencies of past efforts. It provides a framework that encapsulates all areas of systems engineering, showing where the multitude of systems engineering activities fit within the overall effort. The top-down approach introduces the reader to the philosophical aspects of this discipline, and offers an understanding of a plethora of important terms, standards and practices that have been developed independently. Moreover, the authors present key systems engineering issues in a manner that seeks to promote individual thinking and unique approaches to the various projects encountered in the field.

Due to the increasing complexity of modern electrical, mechanical, and chemical systems, today's engineers have a growing interest in instrumentation, sensors, and process control. Providing this essential knowledge, this clear, easy-to-comprehend resource covers a wide range of technologies and techniques used in process control, fully explaining important related terminology. Professionals learn how to use microprocessors for both analog and digital process control, as well as signal conditioning. Moreover, engineers find the latest details on cutting-edge microelectromechanical devices and smart sensors. The book presents numerous worked examples using both English and SI (international system) units, which allows for easy conversion between the two systems. Nearly 200 illustrations and more than 150 equations support key topics throughout the book.