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A technical sales specialist combines sales and customer service responsibilities, drawing on their knowledge of science, engineering, or technology. Job duties vary, but may include initial customer contact, account management, and customization of products. Requirements vary based on the products being sold, and some companies offer certification programs.
A technical sales specialist, sometimes known as a sales engineer, typically draws on his knowledge and experience in science, engineering, or technology as he combines sales and customer service responsibilities. Job-specific duties will vary based on the needs of the employer, as well as the degree of contact the specialist will have with clients. Some sales engineers handle initial contacts with potential customers and help them determine their needs and place orders. In other cases, employers pair a technical sales specialist with a dedicated salesperson who focuses on building deals, or the specialist may be part of an even larger sales team, offering technical expertise to as many different salespeople as needed. A technical sales specialist can also act as an account manager, working with customers on any issues or challenges they have with their products and also continuing to make sales to that customer of new products, upgrades or accessories.
Some companies sell highly technical products designed to meet complex needs. The nature of these products and services may be such that, to sell them effectively, a seller must have extensive knowledge of the product and the science or technology behind it, or be supported by someone who does. As advanced scientific or technological knowledge does not always go hand in hand with sales skills and vice versa, many companies hire technical sales specialists to play a unique role in the company’s sales department. The company may require a technical sales specialist to do an extensive amount of travel, including joining the sales team at trade shows, so that technical questions can be answered on-site, as well as answering sales calls or even directly consulting customers who are having difficulties with their products. A technical sales specialist may also be called upon to provide customization of products as per the customer’s needs.
The requirements to become a sales engineer vary based on the skills and knowledge needed to effectively sell appropriate products to a company’s customers. Companies that specialize in selling various types of raw materials may need to hire technical sales specialists who have an educational background or work in chemistry, while companies that sell office equipment will want to hire someone who understands both computers, as well as the maintenance and repair of copiers and fax machines. Some technology manufacturers actually sponsor their own certification programs for technical sales specialists so that consumers and businesses can be confident that the person selling the manufacturer’s products really does have a thorough understanding of their features and usefulness.
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