What this book covers
Chapter 1, Types of Organizations That Employ Sales Engineers, specifically looks at the various organizations that hire and use sales engineers as well as the positives and negatives for each type of company.
Chapter 2, Typical Sales Roles and Sales Processes, explores the various roles on the sales engineer’s team, as well as the basic sales process and the best practices to consider.
Chapter 3, The Sales Engineer, goes into detail about the sales cycle fundamentals and specifically each part in relation to the sales engineer. You will learn best practices in this chapter that will help you with the core functions of the SE role.
Chapter 4, Types of Sales Engineer Roles, dives into all the different types of roles you can fill and explore within sales engineering, and it also discusses the benefits and pitfalls for each one.
Chapter 5, General Soft Skills, takes a deep look at the fundamental soft skills you will need to function as a world-class sales engineer as well as the best practices for each area.
Chapter 6, Client-Facing Soft Skills, builds on Chapter 5 and digs deep into specific soft skills and the best practices when client-facing.
Chapter 7, Mastering Yourself and Helping Others, will explore the world of professional development for the sales engineer and how it will not only help you but your team as well.
Chapter 8, Road Warrior Fundamentals, goes into significant detail in the realm of business traveling specifically as a sales engineer. In this chapter, a tremendous number of tips and best practices are given to make your business travel the best it can be.
Chapter 9, Administration, will cover the variety of administrative tasks you can expect to perform as a sales engineer and the best practices to help you move through these efficiently and effectively.
Chapter 10, Compensation and Legal Considerations for the SE, explores and discusses the details of compensation packages a sales engineer can expect in the industry. We then take a look at the types of legal documents and other legal considerations that a sales engineer may encounter.
Chapter 11, Beyond the SE Role – SE Management, concludes the journey by looking at the most common role successful SEs may consider as a career move at an organization looking to move them into a leadership role.
