CompGeo Salary Survey Benchmark Job Summary and Competencies

Sales Engineers

The Benchmark Job Description below represents the specific Position Characteristics of the job used in the Salary Survey. Benchmark Job Descriptions should be inspected carefully to review the degree of matching between an organizations' Job and the Salary Survey Benchmark. Matching internal Jobs to Salary Survey Benchmark Jobs should not be done on Job Title alone. A thorough comparison of Salary Survey Benchmark to Internal Job Descriptions is recommended. A good overlap should exist on any comparisons used on critical Job Dimensions and Competencies.
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Summary Job Description Tasks
Sell business goods or services, the selling of which requires a technical background equivalent to a baccalaureate degree in engineering. Plan and modify product configurations to meet customer needs.
 
Confer with customers and engineers to assess equipment needs and to determine system requirements.
 
Collaborate with sales teams to understand customer requirements, to promote the sale of company products, and to provide sales support.
 
Secure and renew orders and arrange delivery.
 
Develop, present, or respond to proposals for specific customer requirements, including request for proposal responses and industry-specific solutions.
 
Sell products requiring extensive technical expertise and support for installation and use, such as material handling equipment, numerical-control machinery, and computer systems.
 
Diagnose problems with installed equipment.
 
Recommend improved materials or machinery to customers, documenting how such changes will lower costs or increase production.
 
Prepare and deliver technical presentations that explain products or services to customers and prospective customers.
 
Provide technical and non-technical support and services to clients or other staff members regarding the use, operation, and maintenance of equipment.
 
Research and identify potential customers for products or services.
 
Visit prospective buyers at commercial, industrial, or other establishments to show samples or catalogs, and to inform them about product pricing, availability, and advantages.
 
Create sales or service contracts for products or services.
 
Arrange for demonstrations or trial installations of equipment.
 
Keep informed on industry news and trends, products, services, competitors, relevant information about legacy, existing, and emerging technologies, and the latest product-line developments.
 
Attend company training seminars to become familiar with product lines.
 
Provide information needed for the development of custom-made machinery.
 
Write technical documentation for products.
 
Develop sales plans to introduce products in new markets.
 
Identify resale opportunities and support them to achieve sales plans.
 
Document account activities, generate reports, and keep records of business transactions with customers and suppliers.
 
Train team members in the customer applications of technologies.
 
Maintain sales forecasting reports.
 
Attend trade shows and seminars to promote products or to learn about industry developments.
 
Report to supervisors about prospective firms' credit ratings.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Important Knowledge Competencies Competency Description
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.
 
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.
 
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.
 
Design Knowledge of design techniques, tools, and principles involved in production of precision technical plans, blueprints, drawings, and models.
 
English Language Knowledge of the structure and content of the English language including the meaning and spelling of words, rules of composition, and grammar.
 
Computers and Electronics Knowledge of circuit boards, processors, chips, electronic equipment, and computer hardware and software, including applications and programming.
 
Administration and Management Knowledge of business and management principles involved in strategic planning, resource allocation, human resources modeling, leadership technique, production methods, and coordination of people and resources.
 
Mathematics Knowledge of arithmetic, algebra, geometry, calculus, statistics, and their applications.
 
Mechanical Knowledge of machines and tools, including their designs, uses, repair, and maintenance.
 
Physics Knowledge and prediction of physical principles, laws, their interrelationships, and applications to understanding fluid, material, and atmospheric dynamics, and mechanical, electrical, atomic and sub- atomic structures and processes.
 
Transportation Knowledge of principles and methods for moving people or goods by air, rail, sea, or road, including the relative costs and benefits.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Important Skill Competencies Competency Description
Reading Comprehension Understanding written sentences and paragraphs in work related documents.
 
Speaking Talking to others to convey information effectively.
 
Persuasion Persuading others to change their minds or behavior.
 
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.
 
Social Perceptiveness Being aware of others' reactions and understanding why they react as they do.
 
Judgment and Decision Making Considering the relative costs and benefits of potential actions to choose the most appropriate one.
 
Critical Thinking Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
 
Writing Communicating effectively in writing as appropriate for the needs of the audience.
 
Service Orientation Actively looking for ways to help people.
 
Complex Problem Solving Identifying complex problems and reviewing related information to develop and evaluate options and implement solutions.
 
Systems Analysis Determining how a system should work and how changes in conditions, operations, and the environment will affect outcomes.
 
Time Management Managing one's own time and the time of others.
 
Active Learning Understanding the implications of new information for both current and future problem-solving and decision-making.
 
Coordination Adjusting actions in relation to others' actions.
 
Negotiation Bringing others together and trying to reconcile differences.
 
Instructing Teaching others how to do something.
 
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.
 
Learning Strategies Selecting and using training/instructional methods and procedures appropriate for the situation when learning or teaching new things.
 
Monitoring Monitoring/Assessing performance of yourself, other individuals, or organizations to make improvements or take corrective action.
 
Mathematics Using mathematics to solve problems.
 
Management of Personnel Resources Motivating, developing, and directing people as they work, identifying the best people for the job.
 
Technology Design Generating or adapting equipment and technology to serve user needs.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Important Ability Competencies Competency Description
Oral Expression The ability to communicate information and ideas in speaking so others will understand.
 
Oral Comprehension The ability to listen to and understand information and ideas presented through spoken words and sentences.
 
Written Comprehension The ability to read and understand information and ideas presented in writing.
 
Speech Recognition The ability to identify and understand the speech of another person.
 
Speech Clarity The ability to speak clearly so others can understand you.
 
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.
 
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).
 
Written Expression The ability to communicate information and ideas in writing so others will understand.
 
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).
 
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).
 
Near Vision The ability to see details at close range (within a few feet of the observer).
 
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.
 
Category Flexibility The ability to generate or use different sets of rules for combining or grouping things in different ways.
 
Mathematical Reasoning The ability to choose the right mathematical methods or formulas to solve a problem.
 
Number Facility The ability to add, subtract, multiply, or divide quickly and correctly.
 
Visualization The ability to imagine how something will look after it is moved around or when its parts are moved or rearranged.
 
Memorization The ability to remember information such as words, numbers, pictures, and procedures.
 
Perceptual Speed The ability to quickly and accurately compare similarities and differences among sets of letters, numbers, objects, pictures, or patterns. The things to be compared may be presented at the same time or one after the other. This ability also includes comparing a presented object with a remembered object.
 
Selective Attention The ability to concentrate on a task over a period of time without being distracted.
 
Far Vision The ability to see details at a distance.
 
Speed of Closure The ability to quickly make sense of, combine, and organize information into meaningful patterns.
 
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.
 
Finger Dexterity The ability to make precisely coordinated movements of the fingers of one or both hands to grasp, manipulate, or assemble very small objects.
 
Visual Color Discrimination The ability to match or detect differences between colors, including shades of color and brightness.
 
Depth Perception The ability to judge which of several objects is closer or farther away from you, or to judge the distance between you and an object.
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Tools/Technology Example Product Category
Ab Initio software Enterprise resource planning ERP software
 
Business Objects BusinessObjects XI Enterprise resource planning ERP software
 
Business Objects Crystal Reports Data base reporting software
 
Cognos 8 Business Intelligence Enterprise resource planning ERP software
 
Data entry software Data base user interface and query software
 
Database management software Data base user interface and query software
 
Graphics software Graphics or photo imaging software
 
Hyperion Solutions Hyperion System 9 Bi+ Enterprise resource planning ERP software
 
IBM DB2 Data base user interface and query software
 
Informatica Corporation PowerCenter Enterprise resource planning ERP software
 
MicroStrategy Desktop Enterprise resource planning ERP software
 
Microsoft Excel Spreadsheet software
 
Microsoft Exchange Electronic mail software
 
Microsoft Office Live Meeting Video conferencing software
 
Microsoft Office software Office suite software
 
Microsoft Outlook Electronic mail software
 
Microsoft PowerPoint Presentation software
 
Microsoft Project Project management software
 
Microsoft SQL Server Data base user interface and query software
 
Microsoft Word Word processing software
 
Oracle DBMS Data base user interface and query software
 
Oracle PeopleSoft Enterprise resource planning ERP software
 
SAP Business One Enterprise resource planning ERP software
 
Sales analysis software Financial analysis software
 
Scheduling software Calendar and scheduling software
 
Sybase SQL Server Data base user interface and query software
 
Web browser software Internet browser software
 
WebEx Sales Center Presentation software
 
Desktop computers Desktop computers
 
Laptop computers Notebook computers
 
Mainframe computers Mainframe computers
 
Personal computers Personal computers
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Prerequisite Qualification Category Education and Experience Level
Required Level of Education Bachelor's Degree
 
Related Work Experience Over 6 years, up to and including 8 years
 
On-Site or In-Plant Training Over 1 year, up to and including 2 years
 
On-the-Job Training Over 3 months, up to and including 6 months
 
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
Alternate Job Title(s)
Account Executive
Account Leader
Account Manager
Accounts Executive
Aeronautical Products Sales Engineer
Aerospace Products Sales Engineer
Agricultural Equipment Sales Engineer
Applications Engineer
Ceramic Products Sales Engineer
Chemical Equipment Sales Engineer
Electrical Products Sales Engineer
Electronics Products and Systems Sales Engineer
Field Marketing Representative
Field Service Representative
HVAC Commercial Salesperson (Heating, Ventilation, and Air Conditioning Commercial Salesperson)
Inside Sales Representative
Marine Equipment Sales Engineer
Mechanical Equipment Sales Engineer
Mining and Oil Well Equipment and Services Sales Engineer
Missile Navigation Systems Sales Engineer
Nuclear Equipment Sales Engineer
Outside Sales Representative
Product Manager
Product Sales Engineer
Sales Engineer
Sales Executive
Sales Manager
Sales Specialist
Systems Engineer
Technical Account Manager
Technical Sales Manager
 
CompGeo Occupation Group: Sales and Marketing
Job Family: Sales Representative
Benchmark Title: Sales Engineers
 
 
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