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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
2. Chapter 1: Types of Organizations That Employ Sales Engineers FREE CHAPTER 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

Legal considerations

Next to administrative work, legal documentation might be the next most disliked aspect of SE life. Honestly, I wonder whether anyone ever reads some of the contracts they sign when joining a company. As an SE, imagine that you just signed your offer letter and you are super excited to get started working for your new organization. As part of the company procedures, they send you about 65 pages of legal documents to sign. Are you really going to question their legal team and begin to redline statements in the contract, asking them to modify it because you don’t particularly like the language on page 15 of their arbitration policy? I doubt it. In fact, unless you are a lawyer, I honestly think that if you did do this, the organization might rescind its offer to you, thinking you are a bit of a weirdo.

Nevertheless, even if you don’t read it, once you sign the documents, they still apply, at least according to a court of law. Let’s take a...

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