Many products and services, especially those purchased by large companies and institutions, are highly complex. Sales engineers—who also may be called manufacturers' agents, sales representatives, or technical sales support workers—work with the production, engineering, or research and development departments of their companies, or with independent sales firms, to determine how products and services could be designed or modified to suit customers' needs. They also may advise customers on how best to use the products or services provided.
Sales engineers sell and consult on technologically and scientifically advanced products. They should possess extensive knowledge of these products, including their components and processes. Sales engineers then use their technical skills to demonstrate to potential customers how and why the products or services they are selling would suit the customer better than competitors' products. Often, there may not be a directly competitive product. In these cases, the job of the sales engineer is to demonstrate to the customer the usefulness of the product or service—for example, how much money new production machinery would save.
Engineers apply the theories and principles of science and mathematics to technical problems. Their work is the link between scientific discoveries and commercial applications. Many sales engineers specialize in products that are related to their engineering specialty. For example, sales engineers selling chemical products may have chemical engineering backgrounds, while those selling business software or information systems may have degrees in computer engineering.
Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in purchasing their products, many of which are durable manufactured products such as turbines. Sales engineers often are teamed with other salespersons who concentrate on the marketing and sales, enabling the sales engineer to concentrate on the technical aspects of the job. By working on a sales team, each member is able to focus on his or her strengths and expertise.
Sales engineers tend to employ selling techniques that are different from those used by most other sales workers. They generally use a "consultative" style; that is, they focus on the client's problem and show how it could be solved or mitigated with their product or service. This selling style differs from the "benefits and features" method, whereby the salesperson describes the product and leaves the customer to decide how it would be useful.
In addition to maintaining current clients and attracting new ones, sales engineers help clients solve any problems that arise when the product is installed. Afterward, they may continue to serve as a liaison between the client and their company. Increasingly, sales engineers are asked to undertake tasks related to sales, such as market research, because of their familiarity with clients' purchasing needs. Drawing on this same familiarity, sales engineers may help identify and develop new products.
Work environment. Sales engineers may work directly for manufacturers or service providers, or they may work in small independent sales firms. In an independent firm, they may sell complementary products from several different suppliers.
Workers in this occupation can encounter pressure and stress because their income and job security often depend directly on their success in sales and customer service. Many sales engineers work more than 40 hours per week to meet sales goals and client needs. Although the hours may be long and often irregular, many sales engineers have the freedom to determine their own schedules. Consequently, they often can arrange their appointments so that they can have time off when they want it.
Some sales engineers have large territories and travel extensively. Because sales regions may cover several States, sales engineers may be away from home for several days or even weeks at a time. Others work near their home base and travel mostly by car. International travel to secure contracts with foreign clients is becoming more common.
| 1. | Plan and modify product configurations to meet customer needs. |
| 2. | Confer with customers and engineers to assess equipment needs, and to determine system requirements. |
| 3. | Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support. |
| 4. | Secure and renew orders and arrange delivery. |
| 5. | Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions. |
| 6. | Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems. |
| 7. | Diagnose problems with installed equipment. |
| 8. | Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production. |
| 9. | Prepare and deliver technical presentations that explain products or services to customers and prospective customers. |
| 10. | Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment. |
| 11. | Research and identify potential customers for products or services. |
| 12. | Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages. |
| 13. | Create sales or service contracts for products or services. |
| 14. | Arrange for demonstrations or trial installations of equipment. |
| 15. | Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. |
| 16. | Attend company training seminars to become familiar with product lines. |
| 17. | Provide information needed for the development of custom-made machinery. |
| 18. | Write technical documentation for products. |
| 19. | Develop sales plans to introduce products in new markets. |
| 20. | Identify resale opportunities, and support them to achieve sales plans. |
| 21. | Document account activities, generate reports, and keep records of business transactions with customers and suppliers. |
| 22. | Train team members in the customer applications of technologies. |
| 23. | Maintain sales forecasting reports. |
| 24. | Attend trade shows and seminars to promote products or to learn about industry developments. |
| 25. | Report to supervisors about prospective firms' credit ratings. |
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