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Degrees and Schools
Sales engineers typically have an engineering degree. Some programs provide a general engineering curriculum, however most programs require students to select an area of specialization. The most common majors are electrical, mechanical and civil engineering. Some programs provide majors such as biomedical, chemical and computer hardware engineering. Quality engineering programs meet the minimum education standards set by the Accredited Board for Engineering and Technology (ABET).
Classes
Prospective sales engineers typically study the following subjects:
- Engineering
- Math
- Physical sciences
- Physics
- Information technology
- Computer science
- Sales
- Marketing
Online Classes and Programs
There are some accredited bachelor's, master's and doctoral degree programs available online. Graduate certificate programs are also available online. Since engineering typically needs a lot of hands-on application of learned principles many engineering students take on-campus programs.
Employment Requirements
Typically, employers require sales engineers to have a bachelor's degree in engineering. Many sales engineers first work as engineers. Also, some sales engineers have a science degree such as in chemistry or a degree in business.
New graduates who have an engineering degree may need training and sales experience before they can work independently as a sales engineer. They need good communication and math skills and an aptitude for science due to working with complex technical products.
The major employers are companies that design and produce technical products and independent sales firms.
How to Evaluate Schools and Programs
The answers to the following questions can help students select the appropriate school:
- Training - Does the program include an externship? Do students have a variety of externship choices?
- School's Reputation - Is the school recognized for its engineering programs? What kind of reputation does the school have with manufacturing companies?
- Job Placement - Are students provided job placement services? Do representatives of manufacturing companies recruit students at the school? Does the school provide job fairs?
- Curriculum - What type of electives are offered? Does the school offer the student's selected area of specialization?
- Financial Aid - What types of financial aid are available? Is the school qualified to provide federal financial aid?
- Accreditation - Is the school accredited by an agency which has been approved by the the United States Department of Education or the Council for Higher Education?
Sales Engineers Job Description
Sales engineers, also known as technical sales support workers, sell complex technical products such as manufacturing equipment, advanced electronics and computer systems to companies and institutions. They use their technical knowledge to explain to prospective customers the benefits of their products, how the products are useful and why the products are better than their competitors' products. Some sales engineers work with other salespersons and focus on the technical factors of the job and let another salesperson focus on marketing and selling products.
They figure out how their company's products and services can be designed or tailored to meet the needs of customer's. Sales engineers specialize in selling technologically and scientifically advanced items. A sales engineer needs to have extensive knowledge about their products. Shown below are some of their responsibilities:
- Advise customers on the best way to use products and services provided
- Understand the components, functions and scientific processes that make products work
- Modify products to meet customer's needs
- Negotiate a price
- Diagnose problems with installed equipment
- Serve as a liaison between the customer and their company
- Collaborate with customers and engineers to determine system requirements and assess equipment needs
- Recommend improved machinery or materials to customers
Resources
- Manufacturers' Agents National Association
- Manufacturers' Representatives Educational Research Foundation
- Accredited Board for Engineering and Technology (ABET)
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