The Sales Engineer Manager’s Handbook blends both strategic and tactical advice to tell us everything about the 4 key rules to SE management.

What does this book cover? 

The Sales Engineer Manager’s Handbook: Mastering Technical Sales is one of the most influential texts on presales engineering management worldwide.

In this book, John Care and Chris Daly explain what he calls the ‘3+1 Rules of SE Management’:

• Manage yourself – learn how to lead, and how to motivate your sales engineers
• Develop and serve your people – give them what they need to perform at their best, and to improve upon their strengths
• Run pre-sales as a business – it is a manager’s job to impose structure, and to drive better procedures to yield better results
• Serve your customers – the key to sustained good sales is making your company the best choice for the customers, not just making it appear so.

About the Author

John Care is a noted management consultant and keynote speaker specialising in improving presales performance across many different industries. He is also the Managing Director of Mastering Technical Sales LLC. More than 16,000 students have been trained under his Professional Skills Curriculum, with more coming every year.

Here, he puts his extensive experience to work for you in the form of what has been called “the ultimate how-to manual for presales engineers and their leaders”.