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Sales Engineer

Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products’ parts and functions and must understand the scientific processes that make these products work.

Sales engineers typically do the following:
  • Prepare and deliver technical presentations explaining products or services to customers and prospective customers
  • Confer with customers and engineers to assess equipment needs and to determine system requirements
  • Collaborate with sales teams to understand customer requirements and provide sales support
  • Secure and renew orders and arrange delivery
  • Plan and modify products to meet customer needs
  • Help clients solve problems with installed equipment
  • Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
  • Help in researching and developing new products

Sales engineers specialize in technologically and scientifically advanced products. They use their technical skills to explain the benefits of their products or services to potential customers and to show how their products or services are better than their competitors' products. Some sales engineers work for the companies that design and build technical products. Others work for independent sales firms.

Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in buying their products or services, negotiate a price, and complete the sale. To do this, sales engineers give technical presentations during which they explain the technical aspects of the product and how it will solve a specific customer problem.

Some sales engineers, however, team with salespersons who concentrate on marketing and selling the product, which lets the sales engineer concentrate on the technical aspects of the job. By working as part of a sales team, each member is able to focus on his or her strengths and expertise. For more information on other sales occupations, see the profile on wholesale and manufacturing sales representatives.

In addition to giving technical presentations, sales engineers are increasingly doing other tasks related to sales, such as market research. They also may ask for technical requirements from customers and modify and adjust products to meet customers’ specific needs. Some sales engineers work with research and development (R&D) departments to help identify and develop new products.
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Sales engineers typically have an interest in the Doer, Thinker and Persuader interest areas, according to the Holland Code framework. The Doer interest area indicates a focus on working with tools and machines, and making or fixing practical things. The Thinker interest area indicates a focus on researching, investigating, and increasing the understanding of natural laws. The Persuader interest area indicates a focus on influencing, motivating, and selling to other people.

If you are not sure whether you have a Doer or Thinker or Persuader interest which might fit with a career as a sales engineer, you can take a career test to measure your interests.

Sales engineers should also possess the following specific qualities:

Interpersonal skills. Strong interpersonal skills are a valuable characteristic for sales engineers, both for building relationships with clients and effectively communicating with other members of the sales team.


Problem-solving skills. Sales engineers must be able to listen to the customer’s desires and concerns, and then recommend solutions, possibly including customizing a product.


Self-confidence. Sales engineers should be confident and persuasive when making sales presentations. 


Technological skills. Sales engineers must have extensive knowledge of the technologically sophisticated products they sell in order to explain their advantages and answer questions.
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