Summary Report for:
41-9031.00 - Sales Engineers
Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering.
Sample of reported job titles: Account Executive; Account Manager; Customer Engagement Manager; Product Manager; Product Sales Engineer; Sales Engineer; Sales Engineer, Account Manager; Sales Engineer, Engineered Products; Senior Sales Engineer; Technical Sales Engineer
Tasks | Tools & Technology | Knowledge | Skills | Abilities | Work Activities | Detailed Work Activities | Work Context | Job Zone | Education | Credentials | Interests | Work Styles | Work Values | Related Occupations | Wages & Employment | Job Openings | Additional Information
- Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
- Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems.
- Plan and modify product configurations to meet customer needs.
- Confer with customers and engineers to assess equipment needs and to determine system requirements.
- Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
- Arrange for demonstrations or trial installations of equipment.
- Create sales or service contracts for products or services.
- Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
- Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
- Research and identify potential customers for products or services.
- Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
- Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
- Develop sales plans to introduce products in new markets.
- Diagnose problems with installed equipment.
- Provide information needed for the development of custom-made machinery.
- Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
- Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
- Maintain sales forecasting reports.
- Identify resale opportunities and support them to achieve sales plans.
- Secure and renew orders and arrange delivery.
- Write technical documentation for products.
Tools & Technology
Tools used in this occupation:
Technology used in this occupation:
- Business intelligence and data analysis software — IBM Cognos Business Intelligence
- Calendar and scheduling software — Scheduling software
- Data base reporting software — SAP BusinessObjects Crystal Reports
- Data base user interface and query software — IBM DB2; Microsoft SQL Server; Oracle DBMS; Sybase SQL Server (see all 6 examples)
- Electronic mail software — Microsoft Exchange; Microsoft Outlook
- Enterprise resource planning ERP software — Ab Initio software; Hyperion Solutions Hyperion System 9 Bi+; Oracle PeopleSoft; SAP Business One (see all 7 examples)
- Financial analysis software — Sales analysis software
- Graphics or photo imaging software — Graphics software
- Internet browser software — Web browser software
- Office suite software — Microsoft Office software
- Presentation software — Microsoft PowerPoint; WebEx Sales Center
- Project management software — Microsoft Project
- Spreadsheet software — Microsoft Excel
- Video conferencing software — Microsoft Office Live Meeting
- Word processing software — Microsoft Word
- Sales and Marketing — Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
- Customer and Personal Service — Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
- Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
- Engineering and Technology — Knowledge of the practical application of engineering science and technology. This includes applying principles, techniques, procedures, and equipment to the design and production of various goods and services.
- English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
- Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
- Persuasion — Persuading others to change their minds or behavior.
- Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
- Reading Comprehension — Understanding written sentences and paragraphs in work related documents.
- Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do.
- Speaking — Talking to others to convey information effectively.
- Active Listening — Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
- Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one.
- Negotiation — Bringing others together and trying to reconcile differences.
- Writing — Communicating effectively in writing as appropriate for the needs of the audience.
- Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making.
- Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
- Service Orientation — Actively looking for ways to help people.
- Systems Analysis — Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
- Systems Evaluation — Identifying measures or indicators of system performance and the actions needed to improve or correct performance, relative to the goals of the system.
- Time Management — Managing one's own time and the time of others.
- Coordination — Adjusting actions in relation to others' actions.
- Instructing — Teaching others how to do something.
- Learning Strategies — Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
- Mathematics — Using mathematics to solve problems.
- Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
- Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences.
- Oral Expression — The ability to communicate information and ideas in speaking so others will understand.
- Speech Recognition — The ability to identify and understand the speech of another person.
- Written Comprehension — The ability to read and understand information and ideas presented in writing.
- Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense.
- Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events).
- Speech Clarity — The ability to speak clearly so others can understand you.
- Fluency of Ideas — The ability to come up with a number of ideas about a topic (the number of ideas is important, not their quality, correctness, or creativity).
- Near Vision — The ability to see details at close range (within a few feet of the observer).
- Problem Sensitivity — The ability to tell when something is wrong or is likely to go wrong. It does not involve solving the problem, only recognizing there is a problem.
- Written Expression — The ability to communicate information and ideas in writing so others will understand.
- Information Ordering — The ability to arrange things or actions in a certain order or pattern according to a specific rule or set of rules (e.g., patterns of numbers, letters, words, pictures, mathematical operations).
- Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways.
- Originality — The ability to come up with unusual or clever ideas about a given topic or situation, or to develop creative ways to solve a problem.
- Number Facility — The ability to add, subtract, multiply, or divide quickly and correctly.
- Mathematical Reasoning — The ability to choose the right mathematical methods or formulas to solve a problem.
- Selective Attention — The ability to concentrate on a task over a period of time without being distracted.
- Flexibility of Closure — The ability to identify or detect a known pattern (a figure, object, word, or sound) that is hidden in other distracting material.
- Memorization — The ability to remember information such as words, numbers, pictures, and procedures.
- Communicating with Persons Outside Organization — Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
- Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
- Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information.
- Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time.
- Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
- Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems.
- Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources.
- Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts.
- Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work.
- Estimating the Quantifiable Characteristics of Products, Events, or Information — Estimating sizes, distances, and quantities; or determining time, costs, resources, or materials needed to perform a work activity.
- Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
- Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job.
- Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them.
- Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
- Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events.
- Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form.
- Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people.
- Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others.
- Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data.
- Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used.
- Evaluating Information to Determine Compliance with Standards — Using relevant information and individual judgment to determine whether events or processes comply with laws, regulations, or standards.
- Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics.
- Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members.
Detailed Work Activities
- Gather customer or product information to determine customer needs.
- Identify potential customers.
- Maintain records of sales or other business transactions.
- Develop content for sales presentations or other materials.
- Develop proposals for current or prospective customers.
- Prepare sales or other contracts.
- Explain technical product or service information to customers.
- Advise customers on the use of products or services.
- Prepare financial documents, reports, or budgets.
- Contact current or potential customers to promote products or services.
- Sell products or services.
- Deliver promotional presentations to current or prospective customers.
- Recommend products or services to customers.
- Arrange delivery of goods or services.
- Demonstrate products to consumers.
- Explain financial information to customers.
- Monitor market conditions or trends.
- Develop marketing plans or strategies.
- Share sales-related or market information with colleagues.
- Attend events to develop professional knowledge.
- Discuss design or technical features of products or services with technical personnel.
- Train sales personnel.
- Telephone — 99% responded “Every day.”
- Electronic Mail
- Deal With External Customers — 67% responded “Extremely important.”
- Duration of Typical Work Week — 84% responded “More than 40 hours.”
- Contact With Others
- Face-to-Face Discussions
- Coordinate or Lead Others
- Work With Work Group or Team
- Impact of Decisions on Co-workers or Company Results — 32% responded “Very important results.”
- Structured versus Unstructured Work
- Frequency of Decision Making — 32% responded “Every day.”
- Spend Time Sitting — 17% responded “About half the time.”
- Freedom to Make Decisions — 34% responded “A lot of freedom.”
- Indoors, Environmentally Controlled
- Letters and Memos
- Time Pressure
- Responsibility for Outcomes and Results — 21% responded “Limited responsibility.”
- Importance of Being Exact or Accurate — 32% responded “Very important.”
- Frequency of Conflict Situations — 19% responded “Once a year or more but not every month.”
- Level of Competition — 15% responded “Moderately competitive.”
- Deal With Unpleasant or Angry People — 23% responded “Once a year or more but not every month.”
- Spend Time Using Your Hands to Handle, Control, or Feel Objects, Tools, or Controls
|Title||Job Zone Four: Considerable Preparation Needed|
|Education||Most of these occupations require a four-year bachelor's degree, but some do not.|
|Related Experience||A considerable amount of work-related skill, knowledge, or experience is needed for these occupations. For example, an accountant must complete four years of college and work for several years in accounting to be considered qualified.|
|Job Training||Employees in these occupations usually need several years of work-related experience, on-the-job training, and/or vocational training.|
|Job Zone Examples||Many of these occupations involve coordinating, supervising, managing, or training others. Examples include accountants, sales managers, database administrators, teachers, chemists, art directors, and cost estimators.|
|SVP Range||(7.0 to < 8.0)|
Percentage of Respondents
|Education Level Required|
Interest code: ERI
- Enterprising — Enterprising occupations frequently involve starting up and carrying out projects. These occupations can involve leading people and making many decisions. Sometimes they require risk taking and often deal with business.
- Realistic — Realistic occupations frequently involve work activities that include practical, hands-on problems and solutions. They often deal with plants, animals, and real-world materials like wood, tools, and machinery. Many of the occupations require working outside, and do not involve a lot of paperwork or working closely with others.
- Investigative — Investigative occupations frequently involve working with ideas, and require an extensive amount of thinking. These occupations can involve searching for facts and figuring out problems mentally.
- Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations.
- Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude.
- Integrity — Job requires being honest and ethical.
- Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems.
- Persistence — Job requires persistence in the face of obstacles.
- Attention to Detail — Job requires being careful about detail and thorough in completing work tasks.
- Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations.
- Initiative — Job requires a willingness to take on responsibilities and challenges.
- Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations.
- Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace.
- Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks.
- Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction.
- Independence — Job requires developing one's own ways of doing things, guiding oneself with little or no supervision, and depending on oneself to get things done.
- Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems.
- Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job.
- Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job.
- Achievement — Occupations that satisfy this work value are results oriented and allow employees to use their strongest abilities, giving them a feeling of accomplishment. Corresponding needs are Ability Utilization and Achievement.
- Working Conditions — Occupations that satisfy this work value offer job security and good working conditions. Corresponding needs are Activity, Compensation, Independence, Security, Variety and Working Conditions.
- Relationships — Occupations that satisfy this work value allow employees to provide service to others and work with co-workers in a friendly non-competitive environment. Corresponding needs are Co-workers, Moral Values and Social Service.
Wages & Employment Trends
|Median wages (2014)||$46.32 hourly, $96,340 annual|
|Employment (2012)||66,000 employees|
|Projected growth (2012-2022)||Average (8% to 14%)|
|Projected job openings (2012-2022)||17,400|
|Top industries (2012)|
Source: Bureau of Labor Statistics 2014 wage data and 2012-2022 employment projections . "Projected growth" represents the estimated change in total employment over the projections period (2012-2022). "Projected job openings" represent openings due to growth and replacement.
Job Openings on the Web
Sources of Additional Information
Disclaimer: Sources are listed to provide additional information on related jobs, specialties, and/or industries. Links to non-DOL Internet sites are provided for your convenience and do not constitute an endorsement.
- Sales Engineers . Bureau of Labor Statistics, U.S. Department of Labor. Occupational Outlook Handbook, 2014-15 Edition.
- Manufacturers' Agents National Association (MANA) , P.O. Box 3467, Laguna Hills, CA 92654-3467. Phone: (949) 859-4040.
- Manufacturers' Representatives Educational Research Foundation (MRERF) , 8329 Cole St., Arvada, CO 80005. Phone: (303) 463-1801. Fax: (303) 463-3198.