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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

Topics such as compensation and legal matters tend to be somewhat taboo but they should not be. It is important that you truly understand all the details behind not just your current compensation but also what the current market rate is at any given time. Things will change in the course of your career and understanding what you are worth is rather important!

Of course, I also want to encourage you to put compensation into perspective with regard to your broader life as well. It is not the only factor when making career decisions and I would like to caution you against this as you look to craft your own SE career path. Never get tunnel-visioned, choosing the organization with the highest salary regardless of other factors. I have seen good people end up looking for new employment just six months later and regretting their decision.

In the next chapter, we will wrap things up by looking at the opportunity of stepping into an SE management role to include thoughts on both...

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