Part 1:Understanding the High-Tech Sales Industry

The first part of the book defines the various organizations that typically employ Sales Engineers (SEs) as well as the various types of SE roles one can fill. We will help you explore what is a good fit for you based on your individual career goals as well as your personality distinctions and other personal attributes. We then round that out by reviewing all the different people you will work with as an SE and the different roles they perform in relation to the larger organization and its mission.

This part includes the following chapters:

• Chapter 1, Types of Organizations That Employ Sales Engineers
• Chapter 2, Typical Sales Roles and Sales Processes
• Chapter 3, The Sales Engineer
• Chapter 4, Types of Sales Engineer Roles