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Newly added and revised chapters guide you through today’s challenges, including the impact of the cloud and everything-as-a-service, new sales models (monthly vs. annual revenue commits), and the virtualization and automation that is now part of the Sales Engineer’s world.     This book is a must-have resource for both new and seasoned Sales Engineers within tech software, hardware, mechanical, and civil engineering vendors, along with management and leadership in those organizations, and anyone who must present, demonstrate or sell hi-tech items for a living.","brand":"WoB","offers":[{"title":"GB \/ NEW \/ GARDNERS","offer_id":49744980672785,"sku":"NGR9781630818722","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":49994041360657,"sku":"CIN1630818720VG","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ NEW \/ INGRAM","offer_id":51040639451409,"sku":"NIN9781630818722","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ GOOD \/ INTERNAL","offer_id":53508384522513,"sku":"GOR014951810","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":53511283769617,"sku":"GOR014952815","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1630818720.jpg?v=1780394580"},{"product_id":"trusted-advisor-sales-engineer-book-john-care-9781099750397","title":"The Trusted Advisor Sales Engineer","description":null,"brand":"WoB","offers":[{"title":"US \/ GOOD \/ SBYB","offer_id":50096244556049,"sku":"CIN1099750393G","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"GB \/ VERY_GOOD \/ INTERNAL","offer_id":50204560163089,"sku":"GOR013219749","price":0.0,"currency_code":"GBP","in_stock":true},{"title":"US \/ NEW \/ INGRAM","offer_id":51019530240273,"sku":"NIN9781099750397","price":0.0,"currency_code":"GBP","in_stock":false},{"title":"US \/ VERY_GOOD \/ SBYB","offer_id":51328048726289,"sku":"CIN1099750393VG","price":0.0,"currency_code":"GBP","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0784\/4072\/6801\/files\/1099750393.jpg?v=1764844092"},{"product_id":"sales-engineers-handbook-book-john-care-9781580533454","title":"Sales Engineers' Handbook","description":"This volume aims to cover all of the key areas of selling high-technology products, including detailed action plans to establish personal excellence in key-performance drivers in technical sales. 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