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What do Sales Engineers do?

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

What are the Main Tasks of Sales Engineers?

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