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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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Toc

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

Summary

At this point, you are armed with the knowledge of who is on your core team and extended team and how to relate to each one of them. In addition, we have covered the basic sales operation components and some important corporate events. For each of these, we have given key nuggets of advice that will help you avoid mistakes and, in fact, help you excel in the role of SE.

Understanding the details of each group of people on your team and what they do in relation to the larger operation will truly help you work better with each of them and be a great team player. This is an important and crucial part of being a world-class SE. In the next chapter, we will take a deeper look at fundamentally what an SE is and how the role plays a part in the aforementioned processes.

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