Marvin C. McMaster

Buying and Selling Laboratory Instruments

A Practical Consulting Guide

• Gebundenes Buch

Produktbeschreibung

Searching for laboratory instruments and systems can be daunting and expensive. Sales reps can help, but, ultimately, their loyalty lies elsewhere. Buying and Selling Laboratory Instruments: A Practical Consulting Guide offers the insights of a chemist/consultant with over four decades of experience in locating instruments based upon both need and price, while avoiding the brand loyalty of sales reps. Laboratory managers, universities, and pharmaceutical, biotech and forensic research firms will not want to be without this indispensible guide for selling and locating the best lab equipment, services, and application support.

Produktdetails

• Verlag: Wiley & Sons
• 1. Auflage
• Seitenzahl: 176
• Erscheinungstermin: 13. Juli 2010
• Englisch
• Abmessung: 240mm x 161mm x 14mm
• Gewicht: 410g
• ISBN-13: 9780470404010
• ISBN-10: 0470404019
• Artikelnr.: 28165016

Autorenporträt

MARVIN C. McMASTER, PhD, is a consultant and Adjunct Professor of Chemistry at the University of Missouri-St. Louis, where he teaches courses on HPLC, GC/MS, LC/MS, and laboratory computing. He is a former researcher and product developer for DuPont, Kraft Foods, and Ciba-Geigy, and previously worked as a technical sales support specialist for Waters, Beckman, and Pharmacia. In addition to this book, Dr. McMaster is the author of HPLC: A Practical User's Guide, Second Edition; GC/MS: A Practical User's Guide, Second Edition; and LC/MS: A Practical User's Guide, all from Wiley.

Inhaltsangabe

PREFACE. PART ONE PURCHASING LABORATORY INSTRUMENTS. 1 Selecting Laboratory
Instruments. 1.1 Modular Systems. 1.2 Systems-in-a-Box. 1.3 Automation. 1.4
Data Archival and Recovery. 2 Step-By-Step Purchasing. 3 Analytical
Instrument Specifications. 3.1 Dedicated Packages versus Component Systems.
3.2 Critical Features of Laboratory Instruments. 3.2.1 Universal Laboratory
Equipment. 3.2.2 Spectroscopy and Analyzer Instruments. 3.2.3 Separation
Systems. 3.2.4 Definitive Chromatography Systems. 3.2.5 Automation
Accessories. 3.2.6 Mass Analyzer Selection. 3.3 Dedicated Analysis
Facilities. 4 Finding The Best Price. 4.1 Price Quotations. 4.2 Government
Service Administration (GSA) Pricing. 4.3 Instrument Selection. 4.3.1
Fitting Your Needs and Budget. 4.3.2 Consider Service and Support. 4.4
Demonstration Equipment Discounts. 4.5 Discounting in Kind. 4.6 The Modular
Trap. 4.7 Buying Used Equipment. 4.8 New System Warranties. 5 Grants and
Bidding. 5.1 Logical Bidding Specifications. 5.2 Dealing with Purchasing
Agents. 5.3 Using GSA Pricing. 5.4 Quantity Discounting. 6 Instrument
Vendor Support. 6.1 In-House Demonstrations and Seminars. 6.2 User Training
Schools. 6.3 Vendor Application Development Laboratories. 6.4 Technically
Trained Sales Representatives. 6.5 Vendor-Sponsored Technical Meetings. 6.6
Postsales Support. 6.7 Cost of Consumables. 7 Laboratory Instrument
Service. 7.1 Quality Is Job 1, Quality Service Is Job 2. 7.2 Separating
Instrument and Application Problems. 7.3 Reverse-Order Diagnosis. 7.4
Service Resources. 7.5 Spare Parts Inventory. 7.6 Diagnosing Grounding and
Static Problems. 8 Recycling The System. 8.1 The Dedicated Recycled System.
8.2 Technician Training Instruments. 8.3 University Instrument Donation.
8.4 Used-Instrument Resale. 8.5 Metal Recycling. PART TWO A GUIDE TO THE
SELLING PROCESS. 9 Buying Relationships. 9.1 Win/Lose Selling
Relationships. 9.2 Win/Win Selling Relationships. 9.3 Buying Hardware,
Service, and Support. 9.4 Advantages of A Profitable Vendor. 9.5 Getting
What You Pay for and Need. 10 Sales Justification. 10.1 Emotional Decision
Making. 10.2 Reasons for an Instrument Selection. 10.3 Purpose of the
Decision. 10.4 Path to a Sales Decision. 10.5 The Qualifying Sales
Interview (ADMANO). 11 Profiling the Sales Call. 11.1 Training Salespeople.
11.2 Hot Button Analysis (HBA). 11.2.1 Verbal/Visual Placement. 11.2.2
Handling Graded Placement. 11.2.3 Motivational Hot Buttons. 11.3 Selling to
Each Hot Button Type. 12 Objections in the Sales Process. 12.1 Systematic
Selling. 12.1.1 Establishing Trust. 12.1.2 Helping to Create Desire or
Need. 12.1.3 Showing That Your Equipment Will Help. 12.1.4 Creating Sales
Urgency. 12.2 Assistance of Sales Tools. 12.3 Use of Demonstration
Equipment. 13 Step-by-Step Instrument Selling. 14 Closing the Sale. 14.1
Assumptive Closes. 14.2 Manipulative Closes. 14.3 Final Closing and the
Lost Sale Close. 15 The Laws of Selling. 15.1 Salespeople Are Made, Not
Born. 15.2 You Only Have One Chance to Make a Good First Impression. 15.3
Salespersons Ask Questions, Not Make Statements. 15.4 Fear of Loss Is More
Important Than Desire for Gain. 15.5 If You do not ask, the Answer Is
Automatically No. 15.6 Listen More Than You Talk. 15.7 Objections Are a
Sign of Interest. 15.8 Do Not Argue, Ask for Clarification. 15.9 Body
Language Can Defuse Sales Tension. 15.10 Emotional Buying and Logical
Justification. 15.11 People Want to Be Fair. 15.12 Honesty Is Good
Business. 15.13 Never Criticize an Opponent. 15.14 TANSTAAFL. 15.15
Explaining Quality or Apologizing for the Price. 15.16 The Word Sales Comes
from Serving. 16 Handling Problems. 16.1 Warranties and Customer
Expectations. 16.2 Dealing with a Lemon. 16.3 Instrument Success Goals.
16.4 Providing Application Support. 16.5 Territory Management. 16.6
Confidentiality. 16.7 Sales Integrity. Appendix A Frequently Asked
Questions. A.1 Frequently Asked Purchasing Questions. A.2 Frequently Asked
Questions About New Instruments. A.3 Frequently Asked Questions about the
Selling Process. Appendix B Memory Aids, Figures, and Tables. Appendix C
Glossary of Purchasing and Sales Terms. Appendix D Troubleshooting Quick
Reference. D.1 Troubleshooting the Purchase. D.2 Troubleshooting the Sale.
Appendix E Selected Reading List. INDEX.