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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

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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

Tasks

  • Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support. See more occupations related to this task.
  • Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems. See more occupations related to this task.
  • Plan and modify product configurations to meet customer needs. See more occupations related to this task.
  • Confer with customers and engineers to assess equipment needs and to determine system requirements. See more occupations related to this task.
  • Prepare and deliver technical presentations that explain products or services to customers and prospective customers. See more occupations related to this task.
  • Arrange for demonstrations or trial installations of equipment. See more occupations related to this task.
  • Create sales or service contracts for products or services. See more occupations related to this task.
  • Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions. See more occupations related to this task.
  • Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages. See more occupations related to this task.
  • Research and identify potential customers for products or services. See more occupations related to this task.
  • Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment. See more occupations related to this task.
  • Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production. See more occupations related to this task.
  • Develop sales plans to introduce products in new markets. See more occupations related to this task.
  • Diagnose problems with installed equipment. See more occupations related to this task.
  • Provide information needed for the development of custom-made machinery. See more occupations related to this task.
  • Document account activities, generate reports, and keep records of business transactions with customers and suppliers. See more occupations related to this task.
  • Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments. See more occupations related to this task.
  • Maintain sales forecasting reports. See more occupations related to this task.
  • Identify resale opportunities and support them to achieve sales plans. See more occupations related to this task.
  • Secure and renew orders and arrange delivery. See more occupations related to this task.
  • Write technical documentation for products. See more occupations related to this task.

Find occupations related to multiple tasks

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Tools & Technology

Tools used in this occupation:

  • Desktop computers See more occupations related to this tool.
  • Mainframe computers See more occupations related to this tool.
  • Notebook computers — Laptop computers See more occupations related to this tool.
  • Personal computers See more occupations related to this tool.

Technology used in this occupation:

  • Business intelligence and data analysis software — IBM Cognos Business Intelligence See more occupations related to this technology.
  • Calendar and scheduling software — Scheduling software See more occupations related to this technology.
  • Data base reporting software — SAP BusinessObjects Crystal Reports See more occupations related to this technology.
  • Data base user interface and query software — IBM DB2; Microsoft SQL Server; Oracle DBMS; Sybase SQL Server (see all 6 examples) See more occupations related to this technology.
  • Electronic mail software — Microsoft Exchange; Microsoft Outlook See more occupations related to this technology.
  • Enterprise resource planning ERP software — Hyperion Solutions Hyperion System 9 Bi+; Oracle PeopleSoft; SAP Business One; SAP BusinessObjects software (see all 7 examples) See more occupations related to this technology.
  • Financial analysis software — Sales analysis software See more occupations related to this technology.
  • Graphics or photo imaging software — Graphics software See more occupations related to this technology.
  • Internet browser software — Web browser software See more occupations related to this technology.
  • Office suite software — Microsoft Office software See more occupations related to this technology.
  • Presentation software — Microsoft PowerPoint; WebEx Sales Center See more occupations related to this technology.
  • Project management software — Microsoft Project See more occupations related to this technology.
  • Spreadsheet software — Microsoft Excel See more occupations related to this technology.
  • Video conferencing software — Microsoft Office Live Meeting See more occupations related to this technology.
  • Word processing software — Microsoft Word See more occupations related to this technology.

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Knowledge

  • 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. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • Computers and Electronics — Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming. See more occupations related to this knowledge.
  • 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. See more occupations related to this knowledge.
  • English Language — Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar. See more occupations related to this knowledge.
  • Mathematics — Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications. See more occupations related to this knowledge.

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Skills

  • Persuasion — Persuading others to change their minds or behavior. See more occupations related to this skill.
  • Critical Thinking — Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. See more occupations related to this skill.
  • Reading Comprehension — Understanding written sentences and paragraphs in work related documents. See more occupations related to this skill.
  • Social Perceptiveness — Being aware of others' reactions and understanding why they react as they do. See more occupations related to this skill.
  • Speaking — Talking to others to convey information effectively. See more occupations related to this skill.
  • 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. See more occupations related to this skill.
  • Judgment and Decision Making — Considering the relative costs and benefits of potential actions to choose the most appropriate one. See more occupations related to this skill.
  • Negotiation — Bringing others together and trying to reconcile differences. See more occupations related to this skill.
  • Writing — Communicating effectively in writing as appropriate for the needs of the audience. See more occupations related to this skill.
  • Active Learning — Understanding the implications of new information for both current and future problem-solving and decision-making. See more occupations related to this skill.
  • Complex Problem Solving — Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions. See more occupations related to this skill.
  • Service Orientation — Actively looking for ways to help people. See more occupations related to this skill.
  • Systems Analysis — Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes. See more occupations related to this skill.
  • 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. See more occupations related to this skill.
  • Time Management — Managing one's own time and the time of others. See more occupations related to this skill.
  • Coordination — Adjusting actions in relation to others' actions. See more occupations related to this skill.
  • Instructing — Teaching others how to do something. See more occupations related to this skill.
  • Learning Strategies — Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things. See more occupations related to this skill.
  • Mathematics — Using mathematics to solve problems. See more occupations related to this skill.
  • Monitoring — Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action. See more occupations related to this skill.

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Abilities

  • Oral Comprehension — The ability to listen to and understand information and ideas presented through spoken words and sentences. See more occupations related to this ability.
  • Oral Expression — The ability to communicate information and ideas in speaking so others will understand. See more occupations related to this ability.
  • Speech Recognition — The ability to identify and understand the speech of another person. See more occupations related to this ability.
  • Written Comprehension — The ability to read and understand information and ideas presented in writing. See more occupations related to this ability.
  • Deductive Reasoning — The ability to apply general rules to specific problems to produce answers that make sense. See more occupations related to this ability.
  • Inductive Reasoning — The ability to combine pieces of information to form general rules or conclusions (includes finding a relationship among seemingly unrelated events). See more occupations related to this ability.
  • Speech Clarity — The ability to speak clearly so others can understand you. See more occupations related to this ability.
  • 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). See more occupations related to this ability.
  • Near Vision — The ability to see details at close range (within a few feet of the observer). See more occupations related to this ability.
  • 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. See more occupations related to this ability.
  • Written Expression — The ability to communicate information and ideas in writing so others will understand. See more occupations related to this ability.
  • 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). See more occupations related to this ability.
  • Category Flexibility — The ability to generate or use different sets of rules for combining or grouping things in different ways. See more occupations related to this ability.
  • 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. See more occupations related to this ability.
  • Number Facility — The ability to add, subtract, multiply, or divide quickly and correctly. See more occupations related to this ability.
  • Mathematical Reasoning — The ability to choose the right mathematical methods or formulas to solve a problem. See more occupations related to this ability.
  • Selective Attention — The ability to concentrate on a task over a period of time without being distracted. See more occupations related to this ability.
  • 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. See more occupations related to this ability.
  • Memorization — The ability to remember information such as words, numbers, pictures, and procedures. See more occupations related to this ability.

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Work Activities

  • 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. See more occupations related to this activity.
  • Selling or Influencing Others — Convincing others to buy merchandise/goods or to otherwise change their minds or actions. See more occupations related to this activity.
  • Interacting With Computers — Using computers and computer systems (including hardware and software) to program, write software, set up functions, enter data, or process information. See more occupations related to this activity.
  • Establishing and Maintaining Interpersonal Relationships — Developing constructive and cooperative working relationships with others, and maintaining them over time. See more occupations related to this activity.
  • Communicating with Supervisors, Peers, or Subordinates — Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person. See more occupations related to this activity.
  • Making Decisions and Solving Problems — Analyzing information and evaluating results to choose the best solution and solve problems. See more occupations related to this activity.
  • Getting Information — Observing, receiving, and otherwise obtaining information from all relevant sources. See more occupations related to this activity.
  • Analyzing Data or Information — Identifying the underlying principles, reasons, or facts of information by breaking down information or data into separate parts. See more occupations related to this activity.
  • Organizing, Planning, and Prioritizing Work — Developing specific goals and plans to prioritize, organize, and accomplish your work. See more occupations related to this activity.
  • 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. See more occupations related to this activity.
  • Thinking Creatively — Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions. See more occupations related to this activity.
  • Updating and Using Relevant Knowledge — Keeping up-to-date technically and applying new knowledge to your job. See more occupations related to this activity.
  • Developing Objectives and Strategies — Establishing long-range objectives and specifying the strategies and actions to achieve them. See more occupations related to this activity.
  • Resolving Conflicts and Negotiating with Others — Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others. See more occupations related to this activity.
  • Identifying Objects, Actions, and Events — Identifying information by categorizing, estimating, recognizing differences or similarities, and detecting changes in circumstances or events. See more occupations related to this activity.
  • Documenting/Recording Information — Entering, transcribing, recording, storing, or maintaining information in written or electronic/magnetic form. See more occupations related to this activity.
  • Judging the Qualities of Things, Services, or People — Assessing the value, importance, or quality of things or people. See more occupations related to this activity.
  • Scheduling Work and Activities — Scheduling events, programs, and activities, as well as the work of others. See more occupations related to this activity.
  • Processing Information — Compiling, coding, categorizing, calculating, tabulating, auditing, or verifying information or data. See more occupations related to this activity.
  • Interpreting the Meaning of Information for Others — Translating or explaining what information means and how it can be used. See more occupations related to this activity.
  • 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. See more occupations related to this activity.
  • Provide Consultation and Advice to Others — Providing guidance and expert advice to management or other groups on technical, systems-, or process-related topics. See more occupations related to this activity.
  • Developing and Building Teams — Encouraging and building mutual trust, respect, and cooperation among team members. See more occupations related to this activity.

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Detailed Work Activities

  • Gather customer or product information to determine customer needs. See more occupations related to this activity.
  • Identify potential customers. See more occupations related to this activity.
  • Maintain records of sales or other business transactions. See more occupations related to this activity.
  • Develop content for sales presentations or other materials. See more occupations related to this activity.
  • Develop proposals for current or prospective customers. See more occupations related to this activity.
  • Prepare sales or other contracts. See more occupations related to this activity.
  • Explain technical product or service information to customers. See more occupations related to this activity.
  • Advise customers on the use of products or services. See more occupations related to this activity.
  • Prepare financial documents, reports, or budgets. See more occupations related to this activity.
  • Contact current or potential customers to promote products or services. See more occupations related to this activity.
  • Sell products or services. See more occupations related to this activity.
  • Deliver promotional presentations to current or prospective customers. See more occupations related to this activity.
  • Recommend products or services to customers. See more occupations related to this activity.
  • Arrange delivery of goods or services. See more occupations related to this activity.
  • Demonstrate products to consumers. See more occupations related to this activity.
  • Explain financial information to customers. See more occupations related to this activity.
  • Monitor market conditions or trends. See more occupations related to this activity.
  • Develop marketing plans or strategies. See more occupations related to this activity.
  • Share sales-related or market information with colleagues. See more occupations related to this activity.
  • Attend events to develop professional knowledge. See more occupations related to this activity.
  • Discuss design or technical features of products or services with technical personnel. See more occupations related to this activity.
  • Train sales personnel. See more occupations related to this activity.

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Work Context

  • Telephone — 99% responded “Every day.” See more occupations related to this work context.
  • Electronic Mail See more occupations related to this work context.
  • Deal With External Customers — 67% responded “Extremely important.” See more occupations related to this work context.
  • Duration of Typical Work Week — 84% responded “More than 40 hours.” See more occupations related to this work context.
  • Contact With Others See more occupations related to this work context.
  • Face-to-Face Discussions See more occupations related to this work context.
  • Coordinate or Lead Others See more occupations related to this work context.
  • Work With Work Group or Team See more occupations related to this work context.
  • Impact of Decisions on Co-workers or Company Results — 32% responded “Very important results.” See more occupations related to this work context.
  • Structured versus Unstructured Work See more occupations related to this work context.
  • Frequency of Decision Making — 32% responded “Every day.” See more occupations related to this work context.
  • Spend Time Sitting — 17% responded “About half the time.” See more occupations related to this work context.
  • Freedom to Make Decisions — 34% responded “A lot of freedom.” See more occupations related to this work context.
  • Indoors, Environmentally Controlled See more occupations related to this work context.
  • Letters and Memos See more occupations related to this work context.
  • Time Pressure See more occupations related to this work context.
  • Responsibility for Outcomes and Results — 21% responded “Limited responsibility.” See more occupations related to this work context.
  • Importance of Being Exact or Accurate — 32% responded “Very important.” See more occupations related to this work context.
  • Frequency of Conflict Situations — 19% responded “Once a year or more but not every month.” See more occupations related to this work context.
  • Level of Competition — 15% responded “Moderately competitive.” See more occupations related to this work context.
  • Deal With Unpleasant or Angry People — 23% responded “Once a year or more but not every month.” See more occupations related to this work context.
  • Spend Time Using Your Hands to Handle, Control, or Feel Objects, Tools, or Controls See more occupations related to this work context.

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Job Zone

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)

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Education


Percentage of Respondents
Education Level Required
43   Bachelor's degree
24   Associate's degree
20   Master's degree

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Credentials

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Interests

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. See more occupations related to this interest.
  • 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. See more occupations related to this interest.
  • 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. See more occupations related to this interest.

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Work Styles

  • Dependability — Job requires being reliable, responsible, and dependable, and fulfilling obligations. See more occupations related to this work style.
  • Cooperation — Job requires being pleasant with others on the job and displaying a good-natured, cooperative attitude. See more occupations related to this work style.
  • Integrity — Job requires being honest and ethical. See more occupations related to this work style.
  • Analytical Thinking — Job requires analyzing information and using logic to address work-related issues and problems. See more occupations related to this work style.
  • Persistence — Job requires persistence in the face of obstacles. See more occupations related to this work style.
  • Attention to Detail — Job requires being careful about detail and thorough in completing work tasks. See more occupations related to this work style.
  • Self Control — Job requires maintaining composure, keeping emotions in check, controlling anger, and avoiding aggressive behavior, even in very difficult situations. See more occupations related to this work style.
  • Initiative — Job requires a willingness to take on responsibilities and challenges. See more occupations related to this work style.
  • Stress Tolerance — Job requires accepting criticism and dealing calmly and effectively with high stress situations. See more occupations related to this work style.
  • Adaptability/Flexibility — Job requires being open to change (positive or negative) and to considerable variety in the workplace. See more occupations related to this work style.
  • Achievement/Effort — Job requires establishing and maintaining personally challenging achievement goals and exerting effort toward mastering tasks. See more occupations related to this work style.
  • Leadership — Job requires a willingness to lead, take charge, and offer opinions and direction. See more occupations related to this work style.
  • 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. See more occupations related to this work style.
  • Innovation — Job requires creativity and alternative thinking to develop new ideas for and answers to work-related problems. See more occupations related to this work style.
  • Social Orientation — Job requires preferring to work with others rather than alone, and being personally connected with others on the job. See more occupations related to this work style.
  • Concern for Others — Job requires being sensitive to others' needs and feelings and being understanding and helpful on the job. See more occupations related to this work style.

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Work Values

  • 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. See more occupations related to this work value.
  • 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. See more occupations related to this work value.
  • 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. See more occupations related to this work value.

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Related Occupations

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Wages & Employment Trends

Median wages (2014) $46.32 hourly, $96,340 annual
State wages Local Salary Info
 
Employment (2012) 66,000 employees
Projected growth (2012-2022) Average (8% to 14%) Average (8% to 14%)
Projected job openings (2012-2022) 17,400
State trends Employment Trends
 
Top industries (2012)

Source: Bureau of Labor Statistics 2014 wage data external site and 2012-2022 employment projections external site. "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.

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Job Openings on the Web

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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.

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