Buying and selling laboratory instruments : a practical consulting guide
- نوع فایل : کتاب
- زبان : انگلیسی
- مؤلف : Marvin C McMaster
- ناشر : Hoboken, N.J. : John Wiley
- چاپ و سال / کشور: 2010
- شابک / ISBN : 9780470615928
Description
BUYING AND SELLING LABORATORY INSTRUMENTS; CONTENTS; PREFACE; PART ONE PURCHASING LABORATORY INSTRUMENTS; 1 Selecting Laboratory Instruments; 2 Step-By-Step Purchasing; 3 Analytical Instrument Specifications; 4 Finding The Best Price; 5 Grants and Bidding; 6 Instrument Vendor Support; 7 Laboratory Instrument Service; 8 Recycling The System; PART TWO A GUIDE TO THE SELLING PROCESS; 9 Buying Relationships; 10 Sales Justification; 11 Profiling the Sales Call; 12 Objections in the Sales Process; 13 Step-by-Step Instrument Selling; 14 Closing the Sale; 15 The Laws of Selling; 16 Handling Problems
A time-tested, systematic approach to the buying and selling of complex research instruments. Searching for the best laboratory instruments and systems can be a daunting and expensive task. A poorly selected instrument can dramatically affect results produced and indirectly affect research papers, the quality of student training, and an investigator's chances for advancement. Buying and Selling Laboratory Instruments offers the valuable insights of an analytical chemist and consultant with over four decades of experience in locating instruments based upon both need and price. It helps all deci
