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Sales & Marketing - Sales Engineer

This is probably one of the most misunderstood engineering jobs in the profession. Sometimes people confuse this category of Engineers to be sales people – synonymous with Sales Representatives, etc. In the engineering context, we should be able to clearly separate the two.

A Sales Engineer is not only a sales person. It is true that a Sales Engineer gets the order, sometimes in the same way as other sales personnel. However, it is what goes on before an order is firmed up that makes the difference.

A Sales Engineer’s principal function is to provide professional consultation for customers towards finding a solution to their problems. You need to have a very good understanding of what your products and services can and cannot do. It is fairly accurate to say that Sales Engineers exist to help customers solve their particular technical problems. You spend time collaborating with customers to understand, define and plot a solution to solve their problem. Success means getting the order. Failure means building a good technical relationship with the customer to find other opportunities to add value.

A good Sales Engineer will need to have a deep understanding of the range of applications for your products. You will need to be fully updated on the trends for the technologies you are supporting, so that you can forge successful collaborations that lead to winning orders.

In order to do that, the Sales Engineer must be well read on the latest developments in your industries and more importantly, well connected. The ability to forge strong connections not only with customers, but also with other members of the trade will enable you to understand the hot problems of the day and identify the space you will focus on.

Here are some key successful characteristics:

  • A deep user-level understanding of the products you represent and how you can configure solutions for your customers.
  • A working understanding of your customer’s products and services.
  • Good people network relationships with customer’s engineering personnel.
  • Good understanding of competitor products and ability to defend your own value proposition.
  • A wide spectrum user-level understanding of the relevant technologies you are selling.
  • Establishing strong linkages with your own marketing and factory operations in order to leverage support from them.
  
  
 

For branding of the institute, Institutes may take appointment of Prof. Vijay Navale for career guidance seminars.

Contact : Prof. Vijay Navale : +91-9822502969

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Contact : Prof. Vijay Navale : +91-9822502969

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