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

May 20, 2021 / 5 Minutes Read / By Albert

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The increase of technology in the workplace has had a tremendous effect on the role of the technical salesperson. With the rise of automation, technical salespeople must be able to demonstrate a deep understanding of technology and products in order to effectively communicate with customers. They must have a strong knowledge of various software applications, coding languages, and hardware platforms in order to help customers make informed decisions about their purchases.

technical salespeople must be well-versed in digital marketing strategies, as more customers are turning to online resources to research products and services. By staying up-to-date on the latest trends, technical salespeople can provide customers with an efficient and effective sales experience.

Steps How to Become

Obtain a Bachelors Degree. A bachelors degree in a business-related field is the minimum requirement for becoming a technical salesperson. Courses in marketing and sales are beneficial, as are computer science and engineering classes.
Gain Technical Knowledge. Technical salespeople need to understand the products they are selling. Acquire knowledge by taking classes, attending seminars and reading technical manuals.
Get Work Experience. Acquiring work experience in sales or customer service is important when applying to technical sales positions. Try to find a job in a related field, such as computer sales or customer service for an engineering firm.
Acquire Sales Experience. Technical salespeople need to be able to communicate with customers and close deals. Gain sales experience by working in retail, telemarketing or another sales-related job.
Network. Networking is important for finding jobs in any industry, and technical sales is no exception. Join professional organizations in your field, attend industry events and talk to people in the industry.
Look for Openings. Once you have the necessary qualifications and experience, start looking for openings. Check job boards, career websites and company websites for open positions.
Apply. Once youve found an opening that interests you, submit your resume and cover letter. Make sure to highlight your qualifications, experience and technical expertise.
Interview. If youre selected for an interview, prepare beforehand by researching the company and role. Be prepared to answer questions about your technical knowledge, sales experience and customer service skills.
Follow Up. After the interview, follow up with the interviewer to thank them for their time and reiterate your interest in the position. This shows professionalism and demonstrates your commitment to the job.

Salespeople must have the ideal combination of technical knowledge and customer service skills to be successful. The technical knowledge allows them to properly assess a customers needs and recommend the best solution, while their customer service skills help to create an effective and trusting relationship between the customer and the company. When these two skills are combined, the salesperson is able to deliver the right product or service to the customer in a way that meets their needs and expectations. This not only leads to a successful sale, but also establishes a long-term relationship with the customer, leading to loyalty and repeat business for the company.

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Job Description

Develop and maintain relationships with customers to increase sales and customer loyalty.
Identify customer needs and develop customized solutions to meet those needs.
Prepare and present technical product demonstrations, presentations, and proposals.
Generate new business by identifying potential customers and promoting products/services.
Evaluate customer feedback and market trends to recommend product enhancements and modifications.
Monitor customer accounts to ensure customer satisfaction and resolve any issues.
Work closely with product development and engineering teams to ensure customer requirements are met.
Develop sales strategies and forecast sales volumes and revenue goals.
Maintain an up-to-date knowledge of the industry, market, and products.
Document customer interactions and transactions in the companys CRM system.

Skills and Competencies to Have

Excellent communication and interpersonal skills
Knowledge of product lines and services
Ability to analyze customer needs and develop solutions
Strong problem solving and troubleshooting skills
Ability to work independently and in teams
Knowledge of sales techniques and strategies
Proven track record of success in sales
Proficiency in using computers and various software applications
Ability to develop relationships with customers and build trust
Understanding of customer service principles
Excellent time management skills
Ability to multitask effectively
Ability to travel when necessary

The success of a technical salesperson depends greatly on their ability to be an effective communicator. This means having the ability to explain complex technical concepts in easy to understand terms, while also being able to provide clear and concise answers to customer questions. Furthermore, it is important for a technical salesperson to have strong interpersonal skills and an understanding of customer needs and requirements.

A technical salesperson must also possess a high level of knowledge about the products and services they are selling in order to successfully close a sale. Having a thorough understanding of the technical aspects of the product or service being offered is essential for providing accurate information and building trust between the customer and the salesperson. all of these skills combined will enable a technical salesperson to be successful in their career.

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Frequent Interview Questions

What experience do you have in technical sales?
How do you keep up with the latest technology trends?
Describe a successful sales strategy youve developed.
How do you handle customer objections?
What do you consider to be the most important qualities of a good technical salesperson?
How do you prioritize tasks and manage multiple projects?
What are your strategies for building relationships with customers?
How do you handle complex technical products and solutions?
What methods do you use to discover customer needs and requirements?
What techniques do you use to close deals and increase sales?

Common Tools in Industry

CRM Software. Customer Relationship Management software helps sales teams track and manage customer interactions and data. (eg: Salesforce)
Presentation Software. Presentation software allows sales teams to create visual presentations to better engage with customers. (eg: Microsoft PowerPoint)
Social Media Management Software. Social media management software helps teams manage their customer relationships through social media channels. (eg: Hootsuite)
Data Analysis Software. Data analysis software helps sales teams analyze customer data to identify patterns and trends. (eg: Tableau)
Email Marketing Software. Email marketing software helps sales teams send targeted emails to customers and prospects. (eg: MailChimp)
Project Management Software. Project management software helps sales teams manage projects and tasks related to customer sales. (eg: Asana)

Professional Organizations to Know

Association of Professional Sales (APS)
American Marketing Association (AMA)
National Association of Sales Professionals (NASP)
National Association of Sales Executives (NASE)
International Association of Sales Professionals (IASP)
Professional Sales Association (PSA)
Institute of Professional Selling (IPS)
Professional Association for Customer Engagement (PACE)
Sales Management Association (SMA)
Society for Marketing Professional Services (SMPS)

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Common Important Terms

Account Manager - A salesperson responsible for managing customer relationships and attaining sales goals for a particular set of accounts.
Key Account Manager - A salesperson responsible for managing a companys relationship with its largest, most important customers.
Sales Pipeline - A salespersons collection of potential customer opportunities, organized by their stage in the sales process.
Lead Generation - The process of identifying and cultivating potential customers and converting them into qualified leads.
Qualified Leads - Prospects that have been shown to have an interest in the product or services offered by a company.
Customer Acquisition - The process of gaining new customers through marketing and sales activities.
Customer Retention - The process of keeping customers engaged and loyal to a companys product or service.
Customer Relationship Management (CRM) - A technology-driven strategy for managing customer interactions and building long-term relationships.

Frequently Asked Questions

What is the primary role of a Technical Salesperson?

The primary role of a Technical Salesperson is to identify customer needs and use their technical knowledge to provide solutions that meet those needs.

What skills are necessary to be a successful Technical Salesperson?

To be a successful Technical Salesperson, one must possess strong communication and interpersonal skills, a working knowledge of the products they are selling, and an understanding of the customers industry and needs.

How does a Technical Salesperson stay informed about new products and services?

A Technical Salesperson typically stays informed about new products and services by attending educational seminars, reading industry publications, and staying up-to-date with the latest technology trends.

What is the average earning potential for a Technical Salesperson?

The average earning potential for a Technical Salesperson varies depending on their experience and their employer. However, according to Glassdoor, the average base salary for Technical Salespeople is $63,766 per year.

What type of support do Technical Salespeople often provide?

Technical Salespeople often provide pre-sales support such as product demonstrations and technical support, as well as post-sales support such as customer service and product training.