A sales engineer requires a bachelor degree in engineering. Most of them have previous experience in an engineering specialty. Their salaries are based on a combination of salary and commissions.
Sales engineers use their engineering skills and knowledge to help customers determine which products or services suit their needs and expectations better. Their profession is often called manufacturers agents, sales representative or technical sales support workers. They normally work with production, engineering or research and development divisions of the company. Besides that, sales engineers give advice and recommendation to their customers about how to use the products or services that are being provided.
They have to demonstrate to their prospective clients how and why their merchandise is better than the products of the competition; all this based on their technical skills and experience. They must be very creative, have excellent communication skills and establish rapports with clients easily.
Many of their responsibilities are similar to the ones of other salespeople. They also have to close a sale. Sales engineers require help in marketing and sales; therefore, working with other salespeople is common for them. A sales engineer is the dot that connects the scientific discoveries with the commercial applications. Most of them have specializations in chemical, electrical and explosive materials, food, and others.
Selling techniques of sales engineers are different from the ones that other sales workers use. They focus on the problem of the customer and show them how it could be solved with the product or services that they are selling. They also have an active participation creating plans to develop new products.
Most of them have to travel to visit their clients, and have to take phone calls or email requests from customers. Sometimes, their incomes directly depend on their sales and customer service. According to statistics from the U.S. Department of Labor, in 2002 the annual earnings of sales engineers, including commissions was of $63,660. In that same year, the technology field was the sector that had the highest annual earnings: $77,100.
Experts believe that sales engineering job opportunities will grow. As a result of the competitive pressures and the advancing technology and to optimize their manufacturing process, companies will improve and update product designs and features more frequently. Nevertheless, sales job opportunities may fluctuate. Sales are affected by changes in economic conditions, consumer preferences, market trends and legislative issues.