As he combines both sales and customer service responsibilities, a technical sales specialist, also known as a sales engineer, typically draws on his knowledge and background in science, engineering, or technology. Specific job responsibilities vary depending on the needs of the employer, as does the level of customer contact the specialist will have. Some sales engineers are in charge of making initial contact with prospects and assisting them in determining their requirements and placing orders. In other cases, employers will pair a technical sales specialist with a dedicated business development salesperson, or the specialist may be a part of a larger sales team, providing technical expertise to a variety of salespeople on an as-needed basis. A technical sales specialist may also act as an account manager, assisting clients with any problems or challenges they may have with their products while also continuing to sell new products, upgrades, or accessories to that client.
Some companies sell highly technical products that are designed to meet specific requirements. Because of the nature of these products and services, a salesperson may need to either have extensive knowledge of the product and the science or technology that underpins it, or have the support of someone who does. Many companies hire technical sales specialists to fill a unique role within the company’s sales department, as advanced scientific or technological knowledge does not always go hand in hand with sales skills, and vice versa. A technical sales specialist may be required to travel extensively for the company, including joining the sales team at trade shows to answer technical questions on the spot, as well as attending sales calls or even consulting directly with clients who are having problems with their products. A technical sales specialist may also be called upon to customize products to meet the needs of customers.
The skills and knowledge required to effectively sell appropriate products to a company’s customers vary the requirements to become a sales engineer. Companies that sell various types of raw materials may need to hire technical sales specialists with a chemistry degree or work experience, whereas companies that sell office equipment will want to hire someone who is knowledgeable about computers as well as the maintenance and repair of copiers and fax machines. Some technology companies even run their own certification programs for technical salespeople so that both consumers and businesses can be confident that the person selling their products knows everything there is to know about its features and utility.