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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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Toc

Table of Contents (17) Chapters Close

Preface 1. Part 1:Understanding the High-Tech Sales Industry FREE CHAPTER
2. Chapter 1: Types of Organizations That Employ Sales Engineers 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

Summary

In the technical areas an SE works within, things are truly in the realm of science. We have to maintain a scientific mind because that is the foundation for the high-technology industry in which we have set a career. A Transmission Control Protocol (TCP) connection has a three-way handshake. It just does. If that fails, the connection fails…every time. This chapter dealt, however, with an area that is anything but scientific. It is more of an art, and as you internalize the various details contained here, remember that when it comes to art, there is a good amount of wiggle room and exploration, which you will do in your own SE operation. The important thing is that you can take the concepts and best practices we have shared with you and use them as a base. From there, you will modify and find what works best for your business operation.

If you’ve got to this point in the chapter, that means you truly take the softer skills seriously, and I want to encourage...

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