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How to find an Engineering Sales Representative

Engineering is a very wide. There are a lot of aspects under it and it takes understanding which one of the aspects a sales rep wants to venture into. Engineering companies construct and produce. They have track records of projects they have been able to successfully work on. However, for a new engineering company, it can be tough convincing prospects where the big guys are. This is why companies engage the services of experienced sales reps.

Companies can be so dependent on sales reps that if the sales reps become redundant the entire company may go out of business.

Who is an Engineering Sales Rep?

An engineering sales rep is a sales professional that brings in businesses for engineering companies.

What happens mostly in the engineering world is that the client sends out an invitation to bid. Engineers send in their offers to bid for the contract. The client then selects the best one or one that is subjectively appealing. 

The sales rep can circumvent this process by developing business relationships with potential clients. Government agencies, private companies, real estate companies and many others are prospects a sales rep can network with.

The sales rep can always have handy prospectus and proposals to give to prospects. 

How to Become an Engineering Sales Rep

Get Some Field Experience

The continual survival of an engineering company may be dependent on the business brought in by sales reps. This means that well trained sales reps are sent to the field. A greenhorn in sales may not be considered as the job requires some experience and tenacity. 

If you are new, you can gain experience from sales programs, internship in a sales department, or a previous job in sales.

Be Skilled

This cannot be overemphasized. You need to put in a lot of salesmanship into the job. You must understand how to place your company above the competition, work at meeting new clients, establishing relationships with existing ones, and constantly redefining the brand image to suit present circumstances. Here are some vital sales skills:

  • Excellent communication skills
  • Rapport building skills
  • Relationship building skills
  • Active listening skills and empathy
  • Persistence and tenacity
  • Ability to handle rejection
  • Demonstration and presentation skills

Be Qualified Educationally

Though this is not a job that requires a degree, but some employers may want to employ those with a certification or who have attained an educational level. This is because the caliber of people the sales rep will meet are executives and confidence is a vital part of the sales game. Having a college degree gives the sales rep an edge that other sales rep may not have.

Understand Relationships

When it comes to sales, a sales rep may be as good as her ability to build relationships. The sales rep must be able to sustain business relationships long after the contract has expired. Little things like holiday greeting cards can be very helpful.

Final words…

The job of an engineering sales rep takes building relationships and keeping ears to the ground. There are new construction plans flying around, it takes well positioning to get businesses.

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