Sales Engineer Career

Job Description: Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.


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Sales Engineer Career

What Sales Engineers do:

  • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
  • Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
  • Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements.
  • Research and identify potential customers for products or services.
  • Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
  • Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
  • Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
  • Create sales or service contracts for products or services.
  • Attend trade shows and seminars to promote products or to learn about industry developments.
  • Maintain sales forecasting reports.
  • Plan and modify product configurations to meet customer needs.
  • Secure and renew orders and arrange delivery.
  • Attend company training seminars to become familiar with product lines.
  • Identify resale opportunities and support them to achieve sales plans.
  • Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
  • Arrange for demonstrations or trial installations of equipment.
  • Develop sales plans to introduce products in new markets.
  • Train team members in the customer applications of technologies.
  • Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
  • Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, or computer systems.
  • Write technical documentation for products.
  • Diagnose problems with installed equipment.
  • Provide information needed for the development of custom-made machinery.
  • Report to supervisors about prospective firms' credit ratings.

What work activities are most important?

Importance Activities

Communicating with People Outside the Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.

Getting Information - Observing, receiving, and otherwise obtaining information from all relevant sources.

Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.

Identifying Objects, Actions, and Events - Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.

Working with Computers - Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.

Estimating the Quantifiable Characteristics of Products, Events, or Information - Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.

Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.

Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.

Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.

Updating and Using Relevant Knowledge - Keeping up-to-date technically and applying new knowledge to your job.

Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.

Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.

Evaluating Information to Determine Compliance with Standards - Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.

Analyzing Data or Information - Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.

Providing Consultation and Advice to Others - Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.

Interpreting the Meaning of Information for Others - Translating or explaining what information means and how it can be used.

Processing Information - Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.

Training and Teaching Others - Identifying the educational needs of others, developing formal educational or training programs or classes, and teaching or instructing others.

Documenting/Recording Information - Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.

Developing Objectives and Strategies - Establishing long-range objectives and specifying the strategies and actions to achieve them.

Judging the Qualities of Objects, Services, or People - Assessing the value, importance, or quality of things or people.

Resolving Conflicts and Negotiating with Others - Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.

Performing Administrative Activities - Performing day-to-day administrative tasks such as maintaining information files and processing paperwork.

Scheduling Work and Activities - Scheduling events, programs, and activities, as well as the work of others.

Performing for or Working Directly with the Public - Performing for people or dealing directly with the public. This includes serving customers in restaurants and stores, and receiving clients or guests.

Coaching and Developing Others - Identifying the developmental needs of others and coaching, mentoring, or otherwise helping others to improve their knowledge or skills.

Coordinating the Work and Activities of Others - Getting members of a group to work together to accomplish tasks.

Guiding, Directing, and Motivating Subordinates - Providing guidance and direction to subordinates, including setting performance standards and monitoring performance.

Holland Code Chart for a Sales Engineer