How to Be Technical Sales Representative - Job Description, Skills, and Interview Questions

Oct 12, 2023 / 5 Minutes Read / By Albert

How to Become

Professional Organizations

FAQ

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The increasing demand for technical sales representatives has had a direct effect on the job market. Companies are now offering higher salaries and better benefits in order to attract and retain qualified candidates. This, in turn, has led to an increased number of job openings for these positions, as well as an increased competitiveness between those seeking the positions.

companies are now placing a greater emphasis on technical skills when assessing potential candidates, which has resulted in an increased need for specialized training and education among applicants. Finally, as the demand for technical sales representatives continues to grow, more companies are investing in training and development programs to ensure their representatives remain up-to-date with industry trends and best practices.

Steps How to Become

Obtain a Bachelor's Degree. To become a technical sales representative, you will need to have a bachelors degree in business, engineering, or a related field. This degree will help you develop the knowledge and skills needed to understand complex technology and explain it in terms that customers can understand.
Gain Experience. Many employers prefer to hire technical sales representatives who have prior experience in sales and/or technical support. If you don't have prior experience in either field, you can look for internships or entry-level positions that will give you the opportunity to gain some experience before applying for technical sales jobs.
Take Part in Training Programs. Many companies offer training programs for their technical sales representatives. These programs provide an opportunity to learn more about the companys products, as well as how to effectively market and sell them.
Seek Certification. Some organizations offer certifications for technical sales representatives. These certifications demonstrate your commitment to the profession and can increase your chances of getting hired.
Develop Your Negotiation Skills. As a technical sales representative, you will need to be able to negotiate effectively with customers. You should practice your negotiation skills by participating in sales-related role-playing activities or by reading books on the subject.

The key to becoming an ideal and competent Technical Sales Representative is a combination of having the right skill set, attitude, and knowledge. Having the right skill set means having the technical expertise to understand, explain, and demonstrate all aspects of the product or service being sold. Having the right attitude means having a customer-first approach, being able to listen to the customers needs, and having the flexibility to think on your feet.

Lastly, having the right knowledge means having an understanding of the competitive landscape, staying up-to-date with industry trends, and mastering the sales process. With all of these elements in place, a Technical Sales Representative can achieve success in their role and be a valuable asset to their team.

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Job Description

Develop and maintain relationships with existing and potential customers
Develop product presentations and demonstrations to meet customer requirements
Provide technical support to customers on products and services
Analyze customer needs and recommend appropriate products and services
Research and stay up-to-date on industry trends, competitors, and products
Negotiate contracts with customers
Generate sales leads and follow up on them
Prepare quotations, invoices, and other sales-related documents
Track customer orders and ensure timely delivery
Monitor customer satisfaction levels and address any issues promptly
Write reports on sales activities, customer feedback, and other relevant information
Meet or exceed sales targets set by management

Skills and Competencies to Have

Excellent communication and interpersonal skills.
Strong organizational, planning and problem-solving skills.
Ability to prioritize tasks, manage time and meet deadlines.
Knowledge of sales strategies and techniques.
Understanding of technical products and services.
Proficient in Microsoft Office applications and CRM software.
Ability to interpret customer needs and develop sales solutions.
Self-motivated and results-oriented with a positive attitude.
Ability to work independently and as part of a team.
Knowledge of current market trends and competitive products.

The most important skill for a Technical Sales Representative is the ability to effectively communicate. Without the ability to communicate clearly and concisely, a Technical Sales Representative will struggle to make sales and build relationships with customers. Good communication skills are necessary to explain complex technical concepts in a way that customers can understand, as well as to effectively negotiate contracts and close deals.

strong communication helps build trust between the Technical Sales Representative and the customer, which is essential for successful customer relationships. Without these communication skills, a Technical Sales Representative will not be able to effectively and efficiently do their job.

Regional Sales Manager, Software Sales Representative, and Territory Sales Representative are related jobs you may like.

Frequent Interview Questions

What experience do you have in technical sales?
Describe a recent successful technical sales campaign youve been involved with.
How do you evaluate the success of a technical sales campaign?
What strategies do you use to build relationships and generate leads?
How do you stay up to date on new products and services in the technical sales industry?
How do you identify customer needs and match them with the appropriate product or service?
What processes do you use to analyze customer feedback and improve sales performance?
What do you do to ensure customer satisfaction before, during, and after the sale?
How do you handle difficult customer questions and objections?
How do you keep track of customer accounts and ensure compliance with industry regulations?

Common Tools in Industry

CRM Software. Customer Relationship Management software that helps to organize and track customer data, interactions and sales. (eg: Salesforce)
Social Media Management Software. Tools that help manage social media accounts, campaigns and analytics. (eg: Hootsuite)
Project Management Software. Software that helps teams manage projects, tasks, resources and timelines. (eg: Asana)
Email Marketing Software. Tools that help companies create and manage email campaigns. (eg: MailChimp)
Analytics Software. Tools that help companies measure, analyze and optimize their digital presence and performance. (eg: Google Analytics)
Sales Automation Software. Tools that streamline the sales process by automating key activities and tasks. (eg: Pipedrive)
Content Management Software. Tools that help manage large amounts of digital content like websites, blogs and images. (eg: WordPress)

Professional Organizations to Know

Institute of Electrical and Electronics Engineers (IEEE)
American Society for Quality (ASQ)
American Marketing Association (AMA)
National Association of Manufacturers (NAM)
National Association of Sales Professionals (NASP)
International Association of Business Communicators (IABC)
Professional Association of Technical Sales (PATS)
Association of Professional Sales (APS)
National Association of Sales Executives (NASX)
International Council of Industrial Sales Managers (ICISM)

We also have Financial Services Sales Representative, Automotive Sales Associate, and Merchandise Sales Associate jobs reports.

Common Important Terms

Lead Generation. The process of identifying and cultivating potential customers for a business.
Branding. The process of creating an identity for a product or service that differentiates it from its competitors.
Cold Calling. Reaching out to potential customers to introduce a product or service, usually through telephone or email.
Customer Relationship Management (CRM). A technology-enabled process for managing customer relationships and interactions.
Market Research. The practice of gathering data to inform marketing decisions.
Sales Funnel. The process of nurturing leads through the sales process until they become customers.
Sales Cycle. The sequence of steps followed when selling a product or service.
Sales Pitch. An attempt to persuade potential customers to purchase a product or service.

Frequently Asked Questions

What is a Technical Sales Representative?

A Technical Sales Representative is a professional that helps to sell technical products and services to customers. They use their expertise in technology to help potential customers understand the features and benefits of a product or service, and work to provide solutions that meet their needs.

What skills do Technical Sales Representatives need?

Technical Sales Representatives need strong communication, negotiation and problem-solving skills, as well as knowledge of the technical products and services they are selling. They should also have an understanding of customer needs and the ability to manage multiple projects simultaneously.

What is the job outlook for Technical Sales Representatives?

Job prospects for Technical Sales Representatives are expected to be good over the next decade. According to the US Bureau of Labor Statistics, the job outlook for sales representatives in all industries is expected to grow 5% from 2019 to 2029.

What qualifications are required to become a Technical Sales Representative?

To become a Technical Sales Representative, you typically need at least a bachelor's degree in a relevant field such as computer science, engineering or business. You may also need additional experience in sales or technology and certifications related to the products or services you will be selling.

How much do Technical Sales Representatives typically earn?

The median annual salary for Technical Sales Representatives was $63,120 in 2019, according to the US Bureau of Labor Statistics. However, salaries can vary based on experience, location and the type of products or services being sold.

Web Resources

Technical Sales Representative | NC State Online and Distance online-distance.ncsu.edu
Technical Product Sales Representative Imagine | Johns imagine.jhu.edu
Technical Inside Sales Representative Ecampus Career Hub careers.ecampus.oregonstate.edu