Sales Engineers

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This occupation is part of the Sales and Related cluster

About the Job

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

It is also Called

  • Account Leader
  • Account Executive
  • Account Manager
  • Accounts Executive
  • Aeronautical Products Sales Engineer
  • Aerospace Products Sales Engineer
  • Agricultural Equipment Sales Engineer
  • Applications Engineer
  • Ceramic Products Sales Engineer
  • Chemical Equipment Sales Engineer

What They Do

  • 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.

Interests

People who work in this occupation generally have the interest code: ERI.

This means people who work in this occupation generally have Enterprising interests, but also prefer Realistic and Investigative environments.

Work Values

People who work in this occupation generally prize Achievement, but also value Working Conditions and Relationships in their jobs.

Things They Need to Know

  • 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.
  • 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.
  • Engineering and Technology - Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.
  • Design - Knowledge of design techniques, tools, and principles involved in production of precision technical plans, blueprints, drawings, and models.
  • English Language - Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.

Things They Need to Be Able to Do

  • Speaking - Talking to others to convey information effectively.
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • Persuasion - Persuading others to change their minds or behavior.
  • Active Listening - Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Social Perceptiveness - Being aware of others' reactions and understanding why they react as they do.
  • Judgment and Decision Making - Considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Critical Thinking - Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.

Education Required

Most of these occupations require a four-year bachelor's degree, but some do not.

Wages

In 2012, the average annual wage in California was $110,110.00 with most people making between $61,050.00 and $167,670.00

Outlook

2.35%
avg. annual growth

During 2010, this occupation employed approximately 13,600 people in California. It is projected that there will be 16,800 employed in 2020.

This occupation will have about 320 openings due to growth and about 460 replacement openings for approximately 780 total annual openings.

Industries that Employ this Occupation

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