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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

Data organization

SEs do not know everything. While I have encountered some SEs that appear to have the processing power of a machine, I do not. However, what enables me to be effective is the ability to look up information effectively, both from the past as well as when I am doing research. You will find that the best SEs are competent not just because they are smart or knowledgeable but because they know where to get the right information promptly.

Directory file structure

Once you start with a new company, you are going to begin acquiring many different types of files. Staying organized is paramount when you want to quickly reference something. When a customer asks you what the requirements for your product are, you are going to want to quickly pull up the installation guide, for example. In the end, you will want to lay out your directory structure in a way that is meaningful to you and the distinctions of your business. You can use the following as a starting point and build...

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