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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

Compensation and the SE

If you were sitting down with a good friend, having a beer together, and he asked you what you make as an SE, you might have to explain first that your pay is rather complicated. Yes, you can typically give a range, but the fact of the matter is that an SE really doesn’t know exactly what he is going to make until the end-of-year calculations are completed. Your friend, on the other hand, who might have a more traditional salaried or hourly job, may not understand this, as their compensation is a more simple calculation. If they make $75,000 a year working as an office manager, they can easily divide that number by the number of paychecks in a calendar year, and the numbers should match. Someone who lives in this type of world will probably need a few additional beers if you begin to explain how your pay works. As you will see in the details of this chapter… it is honestly rather complicated! We will dive into each area and explore at length to...

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