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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 travel culture

This needs to be stated first, as every company will have a different culture when it comes to traveling, and it depends on your specific role as well as the size of the company. It is important to read your company’s official travel policy so you understand what you can officially do as well as what you cannot do. Otherwise, you may find that your expense reports are rejected and sent back to you with certain expenses not paid.

SEs will be expected to abide by the company’s travel policy. This is the governing set of rules for those individuals traveling, usually in regard to monetary values such as reimbursement for expenses, and the type of travel which can be booked. For example, the company policy may not allow a business class seat for a two-hour regional flight, but they will allow it for long international flights. While traveling, you will be allowed to expense your meals as well as customer meetings over dinner, if the AE is not present...

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