Become An Inside Sales Engineer

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Working As An Inside Sales Engineer

Selling or Influencing Others
Communicating with Persons Outside Organization
Establishing and Maintaining Interpersonal Relationships
Getting Information
Communicating with Supervisors, Peers, or Subordinates

$57,640
Average Salary

What Does An Inside Sales Engineer Do

Sales engineers sell complex scientific and technological products or services to businesses. They must have extensive knowledge of the products’ parts and functions and must understand the scientific processes that make these products work.

Duties

Sales engineers typically do the following:

Prepare and deliver technical presentations explaining products or services to existing and prospective customers
Confer with customers and engineers to assess equipment needs and to determine system requirements
Collaborate with sales teams to understand customer requirements and provide sales support
Secure and renew orders and arrange delivery
Plan and modify products to meet customer needs
Help clients solve problems with installed equipment
Recommend improved materials or machinery to customers, showing how changes will lower costs or increase production
Help in researching and developing new products

Sales engineers specialize in technologically and scientifically advanced products. They use their technical skills to explain the benefits of their products or services to potential customers and to show how their products or services are better than their competitors'. Some sales engineers work for the companies that design and build technical products. Others work for independent sales firms.

Many of the duties of sales engineers are similar to those of other salespersons. They must interest the client in buying their products or services, negotiate a price, and complete the sale. To do this, sales engineers give technical presentations during which they explain the technical aspects of the product and how it will solve a specific customer problem.

Some sales engineers, however, team with salespersons who concentrate on marketing and selling the product, which lets the sales engineer concentrate on the technical aspects of the job. By working as part of a sales team, each member is able to focus on his or her strengths and expertise. For more information on other sales occupations, see the profile on wholesale and manufacturing sales representatives.

In addition to giving technical presentations, sales engineers are increasingly doing other tasks related to sales, such as market research. They also may ask for technical requirements from customers and modify and adjust products to meet customers’ specific needs. Some sales engineers work with research and development (R&D) departments to help identify and develop new products.

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How To Become An Inside Sales Engineer

A bachelor’s degree is typically required to become a sales engineer. Successful sales engineers combine technical knowledge of the products or services they are selling with strong interpersonal skills.

Education

Sales engineers typically need a bachelor’s degree in engineering or a related field. However, a worker without a degree, but with previous sales experience as well as technical experience or training, sometimes holds the title of sales engineer. Workers who have a degree in a science, such as chemistry, or in business with little or no previous sales experience, also may be called sales engineers.

University engineering programs generally require 4 years of study. They vary in content, but all programs include courses in math and the physical sciences. In addition, most programs require developing strong computer skills.

Most engineering programs require students to choose an area of specialization. The most common majors are electrical, mechanical, or civil engineering, but some engineering departments offer additional majors, such as chemical, biomedical, or computer hardware engineering. However, some undergraduate programs offer a general engineering curriculum; students then specialize in a particular area either on the job or in graduate school.

Training

New graduates with engineering degrees typically need sales experience and training before they can work independently as sales engineers. Training covers general sales techniques and may involve teaming with a sales mentor who is familiar with the employer's business practices, customers, procedures, and company culture. After the training period, sales engineers may continue to partner with someone who lacks technical skills yet excels in the art of sales.

It is important for sales engineers to continue their engineering and sales education throughout their careers. Much of their value to their employers depends on their knowledge of, and ability to sell, the latest technologies. Sales engineers in high-technology fields, such as information technology and advanced electronics, may find that their technical knowledge rapidly becomes obsolete, requiring frequent retraining.

Advancement

Promotions may include a higher commission rate, a larger sales territory, or elevation to the position of supervisor or sales manager.

Important Qualities

Interpersonal skills. Strong interpersonal skills are a valuable characteristic for sales engineers, both for building relationships with clients and effectively communicating with other members of the sales team.

Problem-solving skills. Sales engineers must be able to listen to the customer’s desires and concerns, and then recommend solutions, possibly including customizing a product.

Self-confidence. Sales engineers should be confident and persuasive when making sales presentations.

Technological skills. Sales engineers must have extensive knowledge of the technologically sophisticated products they sell in order to explain their advantages and answer questions.

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Inside Sales Engineer jobs

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Inside Sales Engineer Career Paths

Inside Sales Engineer

Account Executive Territory Manager

Account Manager

5 Yearsyrs

Outside Sales Sales Manager

Director Of Sales

10 Yearsyrs

Project Manager Senior Manager Director Of Sales

Director Of Sales & Business Development

13 Yearsyrs

Purchasing Agent Inside Sales Representative

Inside Sales Manager

7 Yearsyrs

Sales Manager General Manager Account Manager

National Account Manager

8 Yearsyrs

Inside Sales Manager Regional Sales Manager

National Accounts Sales Manager

9 Yearsyrs

Project Manager Product Manager Regional Sales Manager

National Sales Director

10 Yearsyrs

Account Executive Regional Sales Manager

National Sales Manager

10 Yearsyrs

Operations Manager Outside Sales Representative

Outside Sales Manager

6 Yearsyrs

Operations Manager Branch Manager District Sales Manager

Regional Sales And Marketing Manager

8 Yearsyrs

Outside Sales Representative General Manager Account Executive

Regional Sales Director

10 Yearsyrs

Account Manager Sales Manager

Regional Sales Manager

9 Yearsyrs

Outside Sales Representative Territory Manager Account Manager

Sales Account Manager

6 Yearsyrs

Account Manager Account Executive

Sales Manager

5 Yearsyrs

Sales Manager Branch Manager Account Executive

Senior Sales Executive

9 Yearsyrs

Inside Sales Representative Account Executive Sales Manager

Senior Sales Manager

7 Yearsyrs

Branch Manager Regional Manager Director Of Sales

Senior Vice President, Sales

14 Yearsyrs

Branch Manager Finance Advisor Account Manager

Territory Account Manager

8 Yearsyrs

Outside Sales Account Manager Account Executive

Territory Manager

7 Yearsyrs

Inside Sales Representative Account Manager Sales Manager

Territory Sales Manager

7 Yearsyrs

Average Length of Employment

Senior Inside Sales Representative 4.5 years
Sales Engineer 3.8 years
Inside Sales Manager 3.7 years
Inside Sales Supervisor 3.6 years
Sales Service Coordinator 3.3 years
Inside Sales Administrator 3.2 years
Inside Sales & Support 3.1 years
Technical Sales Representative 3.1 years
Director, Inside Sales 3.0 years
Inside Sales Person 3.0 years
Inside Sales Engineer 3.0 years
Inside Sales Coordinator 2.9 years
Inside Sales Account Manager 2.9 years
Inside Sales Assistant 2.8 years
Inside Sales Specialist 2.8 years
Sales Support Specialist 2.7 years
Inside Sales/Customer Relations Supervisor 2.7 years
Inside Sales Representative 2.6 years
Sales Representative/Assistant 2.4 years
Inside Sales Consultant 2.3 years
Inside Sales Executive 2.2 years
Inside Sales Associate 2.2 years
Customer Sales Representative 2.1 years
Sales Support Associate 2.0 years
Inside Sales Agent 1.9 years
Associate Sales Representative 1.8 years
Sales Trainee 1.0 years

Top Careers Before Inside Sales Engineer

Top Careers After Inside Sales Engineer

Inside Sales Engineer Demographics

Gender

Male
63.7%
Female
34.9%
Unknown
1.4%

Ethnicity

White
82.3%
Hispanic or Latino
9.8%
Asian
6.1%
Unknown
1.3%
Black or African American
0.5%

Languages Spoken

Spanish
51.6%
French
9.3%
Chinese
5.1%
Mandarin
4.8%
German
4.5%
Portuguese
3.8%
Japanese
3.8%
Carrier
3.5%
Italian
2.9%
Korean
2.6%
Russian
1.6%
Cantonese
1.6%
Hebrew
1.3%
Vietnamese
0.6%
Dutch
0.6%
Polish
0.6%
Arabic
0.6%
Hindi
0.3%
Hungarian
0.3%
Bosnian
0.3%

Inside Sales Engineer

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Inside Sales Engineer Education

Schools

University of Phoenix
21.4%
University of Houston
7.2%
Michigan State University
5.2%
Texas A&M University
5.2%
Sam Houston State University
4.6%
Utah Valley University
4.4%
University of Utah
4.3%
Arizona State University
4.3%
Purdue University
4.3%
West Virginia University
4.1%
University of North Texas
3.9%
Pennsylvania State University
3.9%
Kansas State University
3.7%
Ashford University
3.5%
University of Oregon
3.5%
University of Alabama
3.3%
Illinois State University
3.3%
Northern Illinois University
3.3%
Southern New Hampshire University
3.3%
San Jose State University
3.3%

Majors

Degrees

Bachelors
44.5%
Other
29.8%
Associate
12.0%
Masters
8.0%
Certificate
3.8%
Diploma
0.9%
Doctorate
0.5%
License
0.4%

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Real Inside Sales Engineer Salaries

Job Title	Company	Location	Start Date	Salary
Inside Sales Engineer	Logmein, Inc.	Boston, MA	Dec 09, 2016	$91,936
Applications Engineer/Inside Sales Engineer	Thermal Engineering International USA, Inc.	Houston, TX	Nov 15, 2011	$85,000
Inside Sales Engineer	Vector Controls, LLC	Plano, TX	Jun 09, 2016	$83,000
Inside Sales Engineer	Vector Controls and Automation Groups	Plano, TX	Jul 01, 2014	$82,000
Technical Inside Sales Engineer	Charles Ross & Son Company	Hauppauge, NY	Dec 12, 2016	$80,000
Inside Sales Engineer	Munters Corporation	Buena Vista, VA	Jan 29, 2010	$79,680
Inside Sales Engineer (Applications Engineer)	Munters Corporation	Buena Vista, VA	Feb 21, 2012	$78,000
CNG Inside Sales Engineer	Cisco Systems, Inc.	San Francisco, CA	Aug 10, 2015	$77,064 - $106,800
Inside Sales Engineer/Product Specialist	Yeomans Chicago Corporation	Aurora, IL	Sep 30, 2014	$72,615
Inside Sales Engineer	Pacific Coast Sales & Service, Inc.	Sunnyvale, CA	Oct 01, 2009	$70,958
Inside Sales Engineer	Control Components, Inc.	Rancho Santa Margarita, CA	Jul 26, 2014	$67,000 - $98,072
Senior Inside Sales Engineer	Crane Co.	Signal Hill, CA	Sep 01, 2014	$67,000
Senior Inside Sales Application Engineer	Gems Sensors, Inc.	Plainville, CT	Sep 27, 2010	$65,770 - $75,000
Inside Sales Engineer	National Instruments Corporation	Austin, TX	Aug 31, 2013	$64,000
Inside Sales Engineer	Motion Industries, Inc.	Miramar, FL	Jan 04, 2010	$62,193
Inside Sales Engineer	Id Business Solutions, Inc.	Burlington, MA	Oct 11, 2010	$60,750 - $70,000
Inside Sales Engineer	American Industrial MacHinery and Parts, Inc.	Miami, FL	Sep 01, 2014	$60,000
Inside Sales	Spectrasensors, Inc.	Houston, TX	Nov 25, 2011	$60,000
Inside Sales	Spectrasensors, Inc.	Houston, TX	Sep 19, 2012	$60,000
Inside Sales Engineer	Schneider Electric USA, Inc.	La Vergne, TN	Sep 06, 2014	$59,155 - $71,860
Inside Sales Tech Engineer/Systems Coordinator	Mine Safety Appliances Company	Houston, TX	Dec 02, 2011	$58,752
Inside Sales Tech Engineer/Systems Coordinator	Mine Safety Appliances Company	Houston, TX	Dec 12, 2011	$58,752
Inside Sales Engineer	Tristate HVAC Equipment LLP	West Conshohocken, PA	Dec 18, 2009	$58,000

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Top Skills for An Inside Sales Engineer

Top Inside Sales Engineer Skills

Product Knowledge
Customer Service
Purchase Orders

You can check out examples of real life uses of top skills on resumes here:

Closed sales transactions by leveraging extensive product knowledge to propose optimal solutions for customer business needs.
Supported the Outside Sales team by ensuring the delivery of personalized customer service through timely quotations and accurate order processing.
Initiate purchase orders to provide customers with materials that we are out of stock or special orders.
Provided customer support in showroom by answering product questions, order entry, and purchase order maintenance.
Provided technical support and managed order process for company's largest dollar territory.