Training for Sales Engineers

Sales Engineers must combine two roles: of a customer adviser and a salesman looking after own company profits.  This function requires efficient use of engineering knowledge and professional experiences that consist in solving technical problems. Simultaneously, it demands skills that are never taught at any technical university – effective confidence building, communication and influencing.
Furthermore, the role of sales engineer often makes new employees to confront a dilemma – how can I provide my customer with good advice, influence customer decisions and deserve customer confidence in a long run, and meet my own sales targets at the same time?  The consequences of the lack of an answer to this question for motivation are significant.
Workshops can be effective, if they are designed in detail together with future participants and their bosses, and workshop results are implemented in close collaboration with the head of the sales department.

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