Kỹ sư bán hàng

Working Schedule
 
Sales Engineers generally work full-time and sometimes extra, when travel is necessary. Travel may frequently be out-of-town or even out-of-state, depending on how broad their assigned territory is. They must keep their schedules flexible so they can meet potential buyers when everyone is available. 

Nhiệm vụ tiêu biểu

• Learn all the details about various products/services to be sold
• Reply to proposals seeking industry-related technical solutions 
• Write and prepare product demonstrations
• Travel to visit prospective customers and meet to discuss needs related to products/services the Sales Engineer represents 
• Deliver technical presentations to potential buyers and other interested parties
• Explain various features, specifications, and benefits (such as cost savings or improved productivity) of products or services being marketed
• Answer technical questions and offer compelling sales pitches to distinguish products/services from competitors 
• Make recommendations and offer supporting stats and figures
• Customize products/services when applicable 
• Negotiate prices and contracts with buyers, then close the deals 
• Ensure products/services are delivered (and installed, if needed) correctly and promptly
• Arrange for troubleshooting when unexpected issues arise
• Work with sales and technical support teams to ensure smooth transactions with follow-up services delivered per any agreements
• Trách nhiệm bổ sung
• Respond to emails, website contact forms, and phone calls 
• Examine credit ratings of prospects 
• Utilize customer relationship management tools  
• Stay in touch with customers to promote and market new items or renew orders. Ensure customers have copies of catalogs or samples
• Help clients solve any problems that may arise with installations
• Thu thập dữ liệu và tạo báo cáo và tài liệu khác 
• Train other Sales Engineers  
• Attend trade shows, conferences, and training seminars
• Maintain thorough sales documentation and records of travel and expenses
• Keep up-to-date on new developments, products, and services 
• Conduct market research and aid with the development of new products

Kỹ năng mềm

• Chính xác
• Lắng nghe tích cực
• Sự nhạy bén trong kinh doanh
• Niềm tin 
• Dịch vụ khách hàng 
• Sự quyết đoán
• Định hướng chi tiết
• Email and phone etiquette 
• Emotional intelligence
• Cảm
• Linh hoạt 
• Tính toàn vẹn
• Kiên nhẫn
• Persistence 
• Tính thuyết phục 
• Kỹ năng giải quyết vấn đề
• Social selling
• Storytelling
• Làm việc theo nhóm

Kỹ năng kỹ thuật

• Lịch
• Familiarity with presentation software and materials
• Familiarity with various types of business software, including business intelligence programs, cloud-based management, database management, customer relationship management, enterprise resource planning, financial analysis, spreadsheets, transaction security, and videoconferencing 
• Chuyên môn kỹ thuật trong các sản phẩm và dịch vụ đang được bán

• Computer system design companies
• Sản xuất
• Viễn thông
• Wholesalers
• Other organizations and companies 

Companies that make large, highly-technical products or services rely on Sales Engineers to market what they produce. Without salespeople out there hustling every day, the manufacturers’ profits would tank, people would lose jobs, and ultimately the company might collapse. There’s a lot of responsibility riding on Sales Engineers, who must maintain expertise and proficiency with various products and services while traveling frequently and keeping up customer relationships. The extensive travel can be hard on families, plus there’s pressure to close deals in order to earn their commissions (which are a large part of their income). ~20% of a Sales Engineer’s pay comes from commissions. 

Technology has been advancing at an exponential rate for decades. It evolves so quickly in virtually every industry that Sales Engineers must stay on top of the changes and innovations to remain relevant in the field. Artificial intelligence (AI) in particular is speeding ahead so rapidly that scientists have begun seriously asking when it will be smart enough to outsmart people. The Bureau of Labor Statistics notes that “Employment growth is likely to be strong for sales engineers selling computer software and hardware. Strong industry growth is expected in computer systems design and related services.” 

Engineering and sales require such vastly different skill sets that most people lean towards one set far more than the other. It may be uncommon for young people to have the traits of both roles at the same time. Engineers usually have an aptitude for math and enjoy figuring out how things work and tinkering with physical objects. Future salespersons often have the “gift of gab” and love to talk, share ideas, and collaborate with others to get things done. They may have liked watching charismatic characters in TV shows or movies, or were perhaps influenced by extroverted relatives.