Sales Engineer

Also called: Aeronautical Products Sales Engineer, Aerospace Products Sales Engineer, Agricultural Equipment Sales Engineer, Applications Engineer, Business Development Engineer

Varies

estimated salary

Sales engineers sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.

  • Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
  • Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, or computer systems.
  • Plan and modify product configurations to meet customer needs.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements.
  • Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
  • Arrange for demonstrations or trial installations of equipment.
  • Create sales or service contracts for products or services.
  • Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
  • Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
  • Research and identify potential customers for products or services.
  • Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
  • Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
  • Develop sales plans to introduce products in new markets.
  • Diagnose problems with installed equipment.
  • Provide information needed for the development of custom-made machinery.
  • Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
  • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
  • Maintain sales forecasting reports.
  • Identify resale opportunities and support them to achieve sales plans.
  • Secure and renew orders and arrange delivery.
  • Write technical documentation for products.
  • Attend company training seminars to become familiar with product lines.
  • Train team members in the customer applications of technologies.
  • Report to supervisors about prospective firms' credit ratings.
  • Attend trade shows and seminars to promote products or to learn about industry developments.
Work Context
  • Telephone — 100% responded "Every day".
  • Electronic Mail — 85% responded "Every day".
  • Deal With External Customers — 68% responded "Extremely important".
  • Contact With Others — 68% responded "Constant contact with others".
  • Face-to-Face Discussions — 60% responded "Every day".
  • Coordinate or Lead Others — 57% responded "Very important".
  • Work With Work Group or Team — 75% responded "Very important".
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Work Activities
  • Communicating with Persons Outside 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.
  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
  • Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
  • 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.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
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Detailed Work Activities
  • Gather customer or product information to determine customer needs.
  • Discuss design or technical features of products or services with technical personnel.
  • Share sales-related or market information with colleagues.
  • Sell products or services.
  • Arrange delivery of goods or services.
  • Develop proposals for current or prospective customers.
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Knowledge

Sales and Marketing
  • Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
Customer and Personal Service
  • Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
Computers and Electronics
  • Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
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Skills

Persuasion
  • Persuading others to change their minds or behavior.
Reading Comprehension
  • Understanding written sentences and paragraphs in work related documents.
Speaking
  • Talking to others to convey information effectively.
Social Perceptiveness
  • Being aware of others' reactions and understanding why they react as they do.
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Abilities

Oral Comprehension
  • The ability to listen to and understand information and ideas presented through spoken words and sentences.
Oral Expression
  • The ability to communicate information and ideas in speaking so others will understand.
Written Comprehension
  • The ability to read and understand information and ideas presented in writing.
Speech Recognition
  • The ability to identify and understand the speech of another person.
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Personality

People interested in this work like activities that include ideas, thinking, and figuring things out.
They do well at jobs that need:
  • Achievement/Effort
  • Persistence
  • Initiative
  • Leadership
  • Cooperation
  • Concern for Others
  • Social Orientation
  • Self Control
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Technology

You might use software like this on the job:

Network monitoring software
  • Wireshark Hot Technology
Operating system software
  • Oracle Solaris Hot Technology
  • UNIX Hot Technology
  • Shell script Hot Technology
  • Linux Hot Technology
  • Hewlett Packard HP-UX
Enterprise resource planning ERP software
  • Oracle PeopleSoft Hot Technology
  • MicroStrategy Desktop Hot Technology
  • SAP Business One Hot Technology
  • SAP Business Objects Hot Technology
  • SAP Hot Technology
  • Ab Initio Hot Technology
  • Hyperion Solutions Hyperion System 9 Bi+ Hot Technology
  • Informatica Corporation PowerCenter Hot Technology
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