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Mastering the Art of Sales Engineering

You're reading from   Mastering the Art of Sales Engineering Develop essential skills and gain valuable insights for high-tech sales engineering success

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Product type Paperback
Published in Sep 2024
Publisher Packt
ISBN-13 9781835880968
Length 316 pages
Edition 1st Edition
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Authors (2):
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Jeffrey Silver Jeffrey Silver
Author Profile Icon Jeffrey Silver
Jeffrey Silver
Jason Mar-Tang Jason Mar-Tang
Author Profile Icon Jason Mar-Tang
Jason Mar-Tang
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Table of Contents (17) Chapters Close

Preface 1. Part 1:Understanding the High-Tech Sales Industry FREE CHAPTER
2. Chapter 1: Types of Organizations That Employ Sales Engineers 3. Chapter 2: Typical Sales Roles and Sales Processes 4. Chapter 3: The Sales Engineer 5. Chapter 4: Types of Sales Engineer Roles 6. Part 2:Necessary Soft Skills
7. Chapter 5: General Soft Skills 8. Chapter 6: Client-Facing Soft Skills 9. Chapter 7: Mastering Yourself and Helping Others 10. Part 3:Often Neglected Important Skills
11. Chapter 8: Road Warrior Fundamentals 12. Chapter 9: Administration 13. Chapter 10: Compensation and Legal Considerations for the SE 14. Chapter 11: Beyond the SE Role – SE Management 15. Index 16. Other Books You May Enjoy

Your SE field bag

Every field SE should have a high-quality and functional field bag that travels with them when they step out the front door of their home office. If you type the words tactical backpack into Amazon, you will get many solid examples of backpacks that will suit your needs. Your field bag, at a minimum, should contain a cushioned area specifically designed to protect your laptop and should be carried on your back properly with two straps while you are moving through an airport with luggage. Speaking of luggage, your bag might even have a luggage slot built into the back so you can slide it onto the extended handle of your luggage. I also recommend getting one with a sturdy carry handle on the top for when you just need to grab it and move it somewhere, for example, while you are working in your customer’s data center or office area.

What goes inside your field bag is equally important and, over time, you will create your own list of things that you keep in...

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