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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

Corporate mandatory requirements

We will cover both mandatory as well as voluntary administrative tasks, but please understand that you absolutely have to make time for certain company requirements even if you don’t want to do them. The term mandatory still applies even if you think it is stupid. Please let that sink in for a moment. It doesn’t matter whether you are right because the video is stupid. This is simply not a hill to die on. Corporate life is much larger than any individual employee and just because you think a mandatory survey by the Senior Vice President (SVP) of sales is a waste of your time, doesn’t mean you have the right to ignore it. You will lose this fight, and even more so, you will put your boss in a bad spotlight as well because, from an executive’s viewpoint, he doesn’t seem to have command of his team. You lose, he loses, the SVP loses, everyone loses. Except for the residents of New Jersey…they’re still trying...

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