Markets information and communication technology and sales organization

In the textbook sets out the basic information about the structure of markets, information and communication technologies (ICT), the methods of their research, assessing the attractiveness and forecasting, criteria and methods of segmentation. Deals with the organization of the sales Department of an IT company, involving analysis of organizational forms, population division, methods of remuneration and non-material incentives for experts dealing with sales of ICT products. Sets out the methodology for strategic sales of complex IT solutions, the technique of negotiation and the basics of neurolinguistic programming. The textbook pays attention to the peculiarities of the sales and promotion of ICT products through the Internet, the possibilities of the use of CRM systems. The principles of the organization of partnerships with clients. This methodical approaches to the assessment of the efficiency of the sales Department of an IT company and its sales staff. Discusses the economic evaluation of the project implementation in selling IT solutions. The textbook is prepared in accordance with the requirements of Federal state educational standard of higher education of the last generation. Designed for students enrolled in training 38.03.05 "Business-Informatics", but it can be useful to students from other disciplines and practitioners working in the field of information and communication technologies.