• A bachelor's degree in engineering is required; many sales engineers have previous work experience in an engineering specialty. Projected employment growth stems from the increasing variety and number of goods to be sold. Employment opportunities and earnings may fluctuate from year to year.

Selling, of course, is an important part of the job. Sales engineers use their technical skills to demonstrate to potential customers how and why the products or services they are selling would suit the customer better than competitors' products. Often, there may not be a directly competitive product. In these cases, the job of the sales engineer is to demonstrate to the customer the usefulness of the product or service—for example, how much new production machinery would save the customer.

Most sales engineers have a bachelor's degree in engineering and some have previous work experience in an engineering specialty before becoming a sales engineer. Engineers apply the theories and principles of science and mathematics to technical problems. Their work is the link between scientific discoveries and commercial applications. Many sales engineers specialize in an area related to an engineering specialty. For example, sales engineers selling chemical products may have a background as a chemical engineer while those selling electrical products may have a degree in electrical engineering. (See the statements on engineers and 14 engineering specialties elsewhere in the Handbook.)

Many of the job duties of sales engineers are similar to those of other salespersons. They must interest the client in purchasing their products, many of which are durable manufactured products such as turbines. Sales engineers are often teamed with other salespersons who concentrate on the marketing and sales, enabling the sales engineer to concentrate on the technical aspects of the job. By working as a sales team, each member is able to utilize his or her strengths and knowledge. (Information on other sales occupations, including Sales Representatives, Wholesale and Manufacturing, appears elsewhere in the report.)

Sales engineers tend to employ selling techniques that are different from those used by most other sales workers. They may use a "consultative" style; that is, they focus on the client's problem and show how it could be solved or mitigated with their product or service. This selling style differs from the "benefits and features" method, whereby the product is described and the customer is left to decide how the product would be useful.

In addition to maintaining current clients and attracting new ones, sales engineers help clients work out any problems that arise when the product is installed, and may continue to serve as a liaison between the client and their company. In addition, due to their familiarity with the client's needs, sales engineers may help identify and develop potential new products.

Sales engineers may work directly for manufacturers or service-providers, or in small independent firms. In an independent firm, they may sell a complimentary line of products from several different suppliers, in which case they are paid on a commission basis.

Some sales engineers have large territories and travel extensively. Because sales regions may cover several States, they may be away from home for several days or even weeks at a time. Others work near their "home base" and travel mostly by automobile. However, international travel is becoming more important to secure contracts with foreign customers.

Although the hours may be long and are often irregular, many sales engineers have the freedom to determine their own schedule. Consequently, they often can arrange their appointments so they can have time off when they want it. However, most independent sales workers do not earn any income while on vacation.

Unlike many other sales occupations, very few sales engineers are self-employed.

Admissions requirements for undergraduate engineering schools include a solid background in mathematics (algebra, geometry, trigonometry, and calculus), physical sciences (biology, chemistry, and physics), and courses in English, social studies, humanities, and computer science. University programs vary in content. For example, some programs emphasize industrial practices, preparing students for a job in industry, whereas others are more theoretical and prepare students for graduate school. Therefore, students should investigate curricula and check accreditations carefully before selecting a college. Once a college has been selected, a student must choose an area of engineering in which to specialize. Some programs offer a general engineering curriculum; students then specialize in graduate school or on the job. Most engineering degrees are granted in electrical, mechanical, or civil engineering. However, engineers trained in one branch may work in related branches.

Many sales engineers first worked as engineers. For some, the engineering experience was necessary to obtain the technical background needed to effectively sell their employers' products or services. Others moved into the occupation because it offered better earnings and advancement potential or because they were looking for a new challenge.

New graduates with engineering degrees may need sales experience and training to obtain employment directly as a sales engineer. This may involve teaming with a sales mentor who is familiar with the business practices, customers, and company procedures and culture. After the training period has been completed, the sales engineer may continue to partner with someone who lacks technical skills, yet excels in the art of sales.

Promotion may include a higher commission rate, larger sales territory, or promotion to supervisor or marketing manager. In other cases, sales engineers may leave their companies and form a small independent firm that may offer higher commissions and more freedom. Independent firms tend to be small, although relatively few sales engineers are self-employed.

It is important for sales engineers to continue their education throughout their careers because much of their value to their employer depends on their knowledge of the latest technology. Sales engineers in high-technology areas, such as information technology or advanced electronics, may find that technical knowledge can become obsolete rapidly.

Employment opportunities and earnings may fluctuate from year to year because sales are affected by changing economic conditions, legislative issues, and consumer preferences. Prospects will be best for those with the appropriate knowledge or technical expertise, as well as the personal traits necessary for successful sales work.

While most job openings will be new positions created as companies expand their sales force, some openings will arise each year from the need to replace sales workers who transfer to other occupations or leave the labor force; compared to other occupations, however, the number of these openings should be relatively small.

Median annual earnings of sales engineers, including commission, were $56,520 in 2000. The middle 50 percent earned between $44,240 and $76,230 a year. The lowest 10 percent earned less than $33,930 and the highest 10 percent earned more than $95,560 a year. Median annual earnings in the industries employing the largest number of sales engineers in 2000 were as follows:

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