On the Basis of the Sales Engineering Competences and Education
- 1.6k Downloads
Sales engineers (SE) sell technical products and services to companies. They consult the professional customer and suggest technically and economically feasible solutions with maximum utility for both the customer and their own company. They combine technical knowledge with commercial skills. They are best trained to understand the requirements of the industry. Nowadays there is no clear definition of the profession of a sales engineer. Sales engineering is a profession which includes at least as much skills than knowledge. This unique profession is a mixture of technical, sales, business, management and soft skills, internationalization included. Therefore traditional division between engineering, economics, management and other education does not seem to fit for sales engineering education and its needs. Since there is no definition for SE curricula, the state-of-the-art of the education has never been studied before. This article reveals the need for the sales engineers, introduces methods for the definition of the sales engineering education, and presents a state-of-the-art education from European perspective. Study proposes boundary limits for sales engineering education and gives a basic definition for sales engineers´ education. Future research actions and needs are addressed at the end of the article.
KeywordsSales engineer Curricula Education Engineering Sales AASE
Authors of this article represent AASE’s board and its working groups related to Education and Research. Authors would like to thank all AASE members who took part to this research by providing information from their degree programs and classifying their courses under the given frame.
- 1.Schneider-Störmann, L.: Technischer Vertrieb mit System: Einführung und Praxis des Technischen Vertriebs, Hanser-Technik (2015)Google Scholar
- 2.Kano, N., Seraku, N., Takahashi, F., Tsuji, S.: Attractive quality and must-be quality. J. Jpn. Soc. Qual. Control 14(2), 39–42 (1984)Google Scholar
- 3.Akao, Y.: New product development and quality assurance - quality deployment system. Stand. Qual. Control. 25(4), 7–14 (1972)Google Scholar
- 4.Eurostat: http://ec.europa.eu/eurostat/statistics-explained/index.php/Manufacturing_statistics_-_NACE_Rev._2 (2017). Accessed 3 Mar 2017
- 5.Eurostat: http://ec.europa.eu/eurostat/statistics-explained/index.php/Extra-EU_trade_in_manufactured_goods (2017). Accessed 3 Mar 2017
- 6.Eurostat: http://ec.europa.eu/eurostat/statistics-explained/index.php/Extra-EU_trade_in_goods (2017). Accessed 3 Mar 2017
- 7.Eurostat: http://ec.europa.eu/eurostat/statistics-explained/index.php/Intra-EU_trade_in_goods_-_recent_trends (2017). Accessed 3 Mar 2017
- 8.Eurostat: http://ec.europa.eu/eurostat/statistics-explained/index.php/High-tech_statistics_-_economic_data (2017). Accessed 3 Mar 2017
- 9.AASE Roadmap for Sales Engineering Education: http://aase-eu.org/wp-content/uploads/2017/03/2016-AASE-Roadmap-on-Sales-Engineering-Education-V1.0.pdf (2016)