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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

Regional and international travel

Are you traveling to a destination that is too far away to drive to? Welcome to the world of regional and international travel! Most of you reading this will experience this to some extent in your career, as many SE roles do typically support a large region or an area that’s larger than just a single city. Different companies may also require travel for internal events, such as the previously discussed quarterly business reviews (QBRs) and sales kick-offs Sometimes, these events may even be international, which can be very exciting! This type of travel will expose you to new variables of the road warrior life that will be discussed here. These variables can be beneficial, but can also be harmful if the SE is not aware of them.

Travel vendor reward systems

When I started my SE career, I was privileged and fortunate enough to go through very extensive training. This training was six back-to-back weeks at the regional headquarters. I lived...

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