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Sales Engineers sell chemical, mechanical, electromechanical, electrical, or electronic equipment, supplies, or services. This job requires extensive engineering knowledge in order to explain the product or make the sale and to assist the purchaser in technical applications of the product.

NATURE OF THE OCCUPATION

Sales Engineers may:

Promote the sale of company products through solicitation or assistance to other sales personnel

Call on customers such as engineers, architects or other professional workers to demonstrate and explain the product or service and to diagnose problems with equipment installed

Help customers to determine their equipment needs

Prepare estimates on the cost and operation of equipment

Arrange for demonstrations for trial installations of equipment

Recommend new and more efficient ways to use equipment and materials

Assist in the development of custom-made machinery and "specials" (Sales Engineers often do the design drafting of "specials", which are variations of standard products, in order to meet customer needs.)

Provide technical services to clients relating to the use, operation, and maintenance of equipment

Train the employees of customers

Draw up sales or service contracts

Keep informed on industry news and trends, products, services, competitors, and relevant information about emerging technologies and developments

Tools, equipment, and materials used may include:

OCCUPATIONAL SPECIALTIES

Sales Engineers generally sell products or services in areas closely related to their engineering specialties and may specialize in these areas:

007.151-010 MECHANICAL EQUIPMENT SALES ENGINEERS specialize in the sale and installation of heating equipment such as furnaces, boilers, and radiators. They examine the building that is to be heated in order to determine what heating equipment will be used and where it will be placed and then supervise the installation.

003.151-010 ELECTRICAL PRODUCTS SALES-ENGINEERS and 003.151-014 ELECTRONICS PRODUCTS AND SYSTEMS SALES-ENGINEERS sell electrical or electronic products, power and systems. They also provide customers with engineering services and technical advice.

010.151-010 MINING-AND-OIL-WELL EQUIPMENT AND SERVICES SALES ENGINEERS sell mining and oil well equipment to producers of coal, oil, and natural gas and provide technical services.

015.151-010 NUCLEAR EQUIPMENT SALES ENGINEERS sell nuclear machinery and equipment and provide technical services as needed.

Other specializations include

002.151-010 AERONAUTICAL PRODUCTS SALES ENGINEER

006.151-010 CERAMIC PRODUCTS SALES ENGINEER

013.151-010 AGRICULTURAL EQUIPMENT SALES ENGINEER

014.151-010 MARINE EQUIPMENT SALES ENGINEER

In addition to learning about these specialties, you may also find it helpful to explore the following Career Exploration scripts:

WORKING CONDITIONS AND REQUIREMENTS

Sales Engineers usually work under the general supervision of a sales manager who is a senior engineer or other type of supervisor. They often work with in-house Engineers on selling products, although they usually plan their own schedules, appointments, and workdays. Much time is spent traveling and meeting with customers. They often work with top executives, research and development personnel, and other workers in the customer's company. The job may be physically demanding at times since Sales Engineers may have to work long hours, make long trips, or spend much time on their feet.

Sales Engineers may have to enter industrial settings that may be environmentally unsatisfactory and involve exposure to harmful chemicals, fumes, noise, and electrical hazards.

Sales Engineers usually do not work 8-hour days and 40-hour weeks. Many work long, irregular hours. Some Engineers travel considerably and are away from home for days or weeks at a time. Others work near their "home Base". They may travel by corporation-owned planes as well as by auto and bus. Weekend and evening traveling may be necessary in order to meet customers or attend meetings the next day. They may spend evenings writing reports, making appointments, or attending conferences.

Sales Engineers may join professional organizations such as The National Society of Professional Engineers and pay periodic dues.

You Should Prefer:

• Having business contact with people

• Doing work that is scientific or technical in nature

You Should Be Able To:

• Plan and organize your work and give instructions to others

• Work with little or no supervision

• Perform a variety of duties which may change often

• Use logical step-by-step procedures to complete tasks/solve problems

• Compare/see differences in size/shape/forms of objects/lines/figures

• Picture objects from drawings or diagrams

• Be resourceful and persuasive

• Express ideas clearly and effectively

• Use good judgment in evaluating information

Math Problem You Should Be Able To Solve:

If a machine is 90% efficient, and the theoretical mechanical advantage is 2, what is the actual mechanical advantage?

Reading Example You Should Be Able to Read and Comprehend:

In an industrial process, some of the heat produced is used and the remainder is then released as additional refuse into the atmosphere or into the water that is used as a coolant.

Writing Example You Should Be Able to Produce:

You should be able to draw up a sales or service contract for your customers.

Thinking Skill You Should Be Able to Produce:

You should be able to decide more efficient ways to use certain equipment.

Engineers working in areas where their work affects public health, life, or property must be licensed to work in Michigan by the Department of Labor & Economic Growth, Board of Professional Engineers.  The State of Michigan requires a license for this occupation.  Click here  for "Michigan Licensed Occupations," see Engineer, Licensed Professional for specific licensing information.  Since Sales Engineers often travel by automobile, they should have a valid driver's license.

EDUCATION AND PREPARATION OP PORT UNITIES

NOTE: A Bachelor's Degree (four years of study beyond high school) or a Master's Degree (five to six years of study beyond high school) may qualify a person for this occupation.

The following education and preparation opportunities are helpful in preparing for occupations in this Career Exploration script:

***SCHOOL SUBJECTS***

0600 BUSINESS , 0700 CAREERS , 0900 COMMUNICATIONS , 1000 COMPUTERS , 1100 ECONOMICS , 1300 ENGLISH , 2200 MATH, 2900 SCIENCE , 3000 SOCIAL STUDIES , 3200 TECHNICAL DRAWING , 3300 TECHNOLOGY

***VOCATIONAL EDUCATION PROGRAMS***

There are no Vocational Education Programs related to this Career Exploration script.

***POSTSECONDARY PROGRAMS***

192 SALES ENGINEERING

Although there are no specific Sales Engineering Programs, pre- engineering and engineering programs provide opportunities to gain the knowledge and skills necessary for employment which involves selling products or services related to a special area of engineering. In addition, extensive experience in a particular engineering area is needed to advance to the level of Sales Engineer.

Since Sales Engineers usually communicate with many people in their work, individuals may want to complement their technical training with elective courses in psychology, sociology, English, speech or business. A person's interests, abilities, attitudes, and preferences may determine which elective courses would be selected.

Search for a College and/or Instructional Program

 ***APPRENTICESHIP OPPORTUNITIES***

There are no Apprenticeships related to this Career Exploration script.

***MILITARY TRAINING PROGRAMS***

There are no Military Programs related to this Career Exploration script.

E-Learning Courses and Programs  

OPPORTUNITIES FOR EXPERIENCE AND METHODS OF ENTRY

Persons may gain experience through summer or part-time sales work or through co-op or work study components offered as part of postsecondary programs in sales engineering.

School-to-Work opportunities include:

informal apprenticeships

mentorships

job shadowing experiences

touring a local Sales Engineer employer

internships

volunteer work with a Sales Engineer employer

community service work with an agency

Sales Engineers get their jobs through direct application to employers. Assistance in finding a job may be obtained from college placement offices, professional publications, and newspaper want ads. College faculty members may help. In addition, you should access and search the Internet's on-line employment services sites such as:

NSPE Job Board

Engineer Jobs

Michigan Jobs & Career Portal

Simply Hired

Indeed | one search. all jobs

MONSTER Jobs

CareerBuilder

Yahoo! HotJobs

Michigan Talent Bank

            You should also enter an electronic resume on these on-line services.

EARNINGS AND ADVANCEMENT

Earnings of Sales Engineers depend on engineering specialization, level of responsibility, and industry where employed. The type of product or service, volume of sales, size of territory, and the amount of commissions and bonuses are also important factors. Sales Engineers are the second highest paid of all engineers.

Nationally (early 2006), the average salary for Sales Engineers was $70,678, with most earning between $60,969 and $77,928. Licensed professional Sales Engineers nationwide averaged $94,290, with some earning up to $155,924 or more annually. The median yearly earnings of "all" workers in the U.S. were $33,852 in 2005.

Annual salaries of Sales Engineers in the Great Lakes area (early 2006) were:

Sales Engineers are reimbursed for travel, business, meals and tips, secretarial services, and telephone calls. Employers may provide Sales Engineers with cars or pay a mileage allowance to those who use their own cars. In addition, most Sales Engineers receive paid vacations and holidays; life, accident, disability, and hospitalization insurance; retirement plans; and sick leave. These benefits are usually paid for, at least in part, by the employer.

Experienced Sales Engineers may become sales managers, executives, administrators, or consultants. Engineers with bachelor's degrees usually start as trainees. Additional education is usually required for advancement.

EMPLOYMENT AND OUTLOOK

Nationally, there were approximately 73,600 Sales Engineers employed in 2004. Employment of Sales Engineers in expected to grow about as fast as the average for all occupations through the year 2014. However, technical sales are more frequently affected by changing economic conditions. Therefore, employment opportunities may fluctuate from year to year.   The industry distribution for Sales Engineers looked like this:

There are approximately 4,325 Sales Engineers employed in Michigan . Most worked in urban areas. Many were employed by manufacturers of machinery, metals and metal products, cars and trucks, and professional and scientific instruments. Others worked in the wholesale trade, architectural, engineering, and construction firms, and for utility companies.

Employment is expected to grow faster than the average for all occupations through the year 2012. An average of 200 annual openings is expected with 70 due to growth and 130 to replace those who retire, die, or leave the labor force for other reasons.

As new products and more advanced marketing techniques are developed, increased competition among manufacturers is anticipated. The expanding need for skilled salespersons will cause manufacturers to be more selective in filling their sales vacancies. They will be looking for well-trained, ambitious applicants. In particular, technically-trained persons, including Sales Engineers, will be needed to sell technical products.

MICHIGAN 'S EMPLOYMENT OUTLOOK TO 2012

SOURCES OF ADDITIONAL INFO RMATION

Printed Occupational information is available upon written request from the sources below.

Copyright © 2006 Michigan Department of Labor & Economic Growth