Sales Engineers

Education

Sales engineers typically need a bachelor’s degree in engineering or a related field, such as business. However, candidates who do not have a degree sometimes meet qualifications if they have sales experience and technical experience or training.

College engineering programs generally include courses in mathematics and the physical sciences. Taking other courses, such as marketing and communications, also may be helpful.

College students may have an opportunity to participate in cooperative education programs or internships. Through partnership with local businesses, these programs allow students to gain practical experience while they complete their education.

Training

Newly hired sales engineers typically need on-the-job training before they work independently. Training covers general sales techniques and specific details about the product. Sales training may involve teaming with a sales mentor who is familiar with the employer's business practices, customers, and products. Training also may include partnering with an experienced salesperson to observe customer interaction and sales technique.

Advancement

Promotions for sales engineers may include opportunities such as earning a higher commission rate, assignment of a larger sales territory, or elevation to a position as a supervisor or sales manager.

Important qualities

Analytical skills. Sales engineers must be able to evaluate the products they sell to determine how they suit their customers’ needs.

Business skills. Sales engineers should understand their customers to market products and customize services for them.

Initiative. Sales engineers need to actively seek out new customers or offer additional products and services to existing customers to increase business.

Interpersonal skills. Sales engineers must be able to build relationships with customers and communicate effectively with other members of the sales team.

Organizational skills. Sales engineers must have strong organizational skills to manage multiple projects and customers.

Persuasion. Sales engineers must be able to convince their customers about the benefits of the product or service they are selling.