Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $9.99/month after trial. Cancel anytime.

    Sales Engineering
    Sales Engineering
    Sales Engineering
    Ebook85 pages45 minutes

    Sales Engineering

    By Decio Martins de Medeiros

    ()

    Read preview

    About this ebook

    The purpose of the sales engineering group is: "To maximize profitable business for our customers, our company, and our employees!"

    The vision of the future has six aspects: our customers, our processes, our solutions, our company, our employees, our team.

    The objectives are three. For the customers: "to sleep peacefully, satisfied." For our company: "team integration." For our group: "focused teams."

    And what is the distinguishing factor of our company compared to competitors? 

    Each individual!!!

    What are the fundamentals of sales engineering activity? How can we improve the organization of resources, planning, execution, and control of this activity every year?

    The author has traveled the "rocky path" of this very rewarding but also very stressful activity for 32 years and shares his learning in this book.

    LanguageEnglish
    PublisherDecio Martins de Medeiros
    Release dateSep 21, 2024
    ISBN9798227404145
    Sales Engineering
    Author

    Decio Martins de Medeiros

    Décio Martins de Medeiros é engenheiro de eletrônica formado pelo Instituto Tecnológico de Aeronáutica (ITA) em 1975 e profissional com uma carreira sólida de 1977 a 2009 na Hewlett Packard/Agilent Technologies do Brasil, onde atuou na área de vendas técnicas de instrumentos e sistemas de teste e medição, e ocupou cargos de liderança, incluindo o de diretor-presidente. Durante sua trajetória, destacou-se pela excelência em vendas, estratégias de mercado e formação de equipes, sendo membro de dois President's Clubs em reconhecimento ao seu desempenho. Com valores profundamente enraizados em confiabilidade e honestidade, Décio combina suas habilidades analíticas e criativas para explorar uma ampla gama de interesses, como xadrez, genealogia, teologia, poesia, administração, etc.  Escreve artigos no blog Prazer Compartilhar e publica livros, em diversas plataformas de autopublicação, com títulos disponíveis nas livrarias virtuais: Clube de Autores, Amazon, Apple Books, Kobo, Google Play, Barnes & Noble, e outras.

    Read more from Decio Martins De Medeiros

    Related to Sales Engineering

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      How To Launch a New Business

      Jun 1, 2024

      Read on for 10 key steps to a successful launch: Before diving into the entrepreneurial world, it's crucial to identify your niche market. Conduct thorough market research to understand the demand for your product or service. Analyse your target audi

      2 min read

    • Article

      Ditching The Digital Titles, And Other Talent Truths

      Jul 7, 2019

      Part 1 of a 2-part series In 2018 the Marketing Association brought together a group of marketing leaders from some of NZ’s biggest companies and brands to discuss issues facing our marketing industry. Despite different sectors, team structures, and

      5 min read

    • Article

      Reach Your Customers!

      Mar 31, 2020

      Reach Your Customers!
      10 min read

    • Article

      4 Steps to Effectively Transition or Sell Your Business

      Jun 17, 2019

      Did you know 70% to 80% of middle-market, closely held businesses put on the market do not sell? And 83% of businesses lack a formal, written transition plan? I've had many discussions with middle-market business owners about planning for the future

      3 min read

    • Article

      3 Ways to Increase the Enterprise Value of Your Family Business

      Aug 31, 2022

      Many entrepreneurs focus on revenue, innovation and people to lead their enterprise forward in the future – but business tends to get in the way.  Finding, recruiting and hiring talent, maintaining relationships with key customers and vendors, dealin

      3 min read

    • Article

      The Future Of Advertising

      Mar 20, 2018

      DIGITAL DIRECTOR ACCENTURE INTERACTIVE NEW ZEALAND Are traditional agencies still match fit, when considering agency-client partnership models, ownership of strategy and consultancies? For the modern CMO, customer experience is at the core. Brands a

      7 min read

    • Article

      Step 6 Reach Out to Your Customers: How to Market to Your Targeted Audience

      Jun 29, 2023

      Excerpted from: Home Business Magazine’s Home-Based Biz Start-Up Guide: Order at https://homebusinessmag.com/home-based-business-guide Whether you call your homebased business’s target audience customers, clients, patients, or prospects, you need to

      11 min read

    • Article

      9 Complete Guide: 8 Mistakes You Must Avoid In Your Content Marketing Campaign In 2020

      Nov 30, 2020

      Complete Guide: 8 mistakes you must avoid in your content marketing campaign in 2020 Content being the king of all marketing activities worldwide, content marketing has gained popularity over time as one of the best investments a brand can make. It’s

      14 min read

    • Article

      Adaptive Retail The Next Evolution In Retail

      Apr 14, 2024

      The quest for growth is not easy. Markets are mature, customers are fickle, competition is fierce and new entrants can be more innovative and have a lower cost to entry. Retail is essentially everywhere. To win in it is to create a memorable customer

      3 min read

    • Article

      Grow Your Remote Business

      Jun 30, 2020

      Grow Your Remote Business
      4 min read

    • Article

      On Course

      Jul 11, 2019

      On Course
      6 min read

    • Article

      What's Behind New Zealand's Growing Companies?

      Sep 23, 2019

      This revelation was a concern to hear from some of New Zealand’s most senior marketers. These were talented marketers and marketing’s core purpose is growth, so understanding what is or isn’t going on here is of great interest to us all. Marketers de

      4 min read

    • Article

      What Makes A Winner?

      Sep 4, 2024

      What Makes A Winner?
      3 min read

    • Article

      Measuring Digital Innovation: A Four-Stage Framework

      May 1, 2024

      THE DIGITAL ERA DEMANDS INNOVATION. Every business today — indeed, every organization — must continually adapt to keep up with changing customer expectations, new digital competitors and business models made possible by emerging technologies. For an

      8 min read

    • Article

      Thrive in 2021

      Mar 25, 2021

      Thrive in 2021
      13 min read

    • Article

      On Strategic Marketing

      Jun 21, 2018

      I’d been asked to write an article on the impact of customer experience on strategic marketing. That was the working title anyway. I paused, and thought about the wave of human centred design practises, wielding their dark art on unsuspecting yet eag

      4 min read

    • Article

      A Profitable Venture

      Dec 31, 2019

      A Profitable Venture
      3 min read

    Related categories

    Reviews for Sales Engineering

    0 ratings

    0 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Sales Engineering - Decio Martins de Medeiros

      The Annual Cycle

      At the beginning of each year, the sales engineering group follows the cycle: Organization > Planning > Execution > Control. 

      The Business Director gathers their group with the teams from Sales Engineering, Marketing, Applications Engineering, Maintenance and Service, and Order Processing. 

      The Business Director presents the team’s Purpose, Mission, and Vision for the future. 

      Everyone develops their Annual Plans, aligned with their managers and director.

      Purpose, Mission, Vision of the Future

      At the beginning of each year, the business director shares with the team the purpose, that is, the reason for the group's existence, along with its mission and vision for the future.

      The reason for our group's presence in our country has been established as: Maximize profitable business for our clients, our company, and our employees!

      The vision for the future has six pillars: our clients, our processes, our solutions, our company, our employees, and our team.

      For our clients: they should know our company, want to buy our products, be able to buy our products, and tell their friends about our company.

      For our processes: they should allow clients to do business easily with us, easily contact us, have fast response and resolution times, deliver on schedule, and comply with national and international laws.

      For our solutions: they should meet clients' needs and offer better value than our competitors’ solutions.

      For our company: it should be the best company to work for, recognize employee performance, offer fair compensation, and attract and retain talent.

      For our employees: they should be competent, enthusiastic, creative, committed, ethical, proud of our company, and the leaders in our region.

      For our team: there should be mutual respect, teamwork, personal and professional growth, and faster growth than our competition.

      There are three main objectives. For the clients: to sleep peacefully, satisfied. For our company in our country: team integration. For our group: focused teams.

      And what is our company’s key differentiator compared to the competition?

      Every individual!!!

      ***

      Annually, in preparation for the reorganization of the Sales Engineering Department, we revisit the following points:

      Our purpose: The purpose of the sales engineering department is to be the SALES CHANNEL between the clients and our company.

      Our main actions: Communicate with clients, study the business environment, align with the company’s objectives, adopt an innovative approach, analyze, and integrate data.

      Our main questions: What is our business? Who are our clients? What do they need or want from us? How can we best meet their needs?

      Our fundamental goal: Maximize sales volume for our company throughout our country.

      Our geographical coverage strategy: Maximize our geographical coverage (more presence) AND maximize our competitiveness (more knowledge).

      Map our territory: by function, by department, by account, by market segment, by geography.

      Sales Engineering Professional

      In the sales of high-tech products and services, sales result from a technical consulting process rather than persuasion. This market has no inherent demand; before selling, it is necessary to understand the customer's needs and help them gather reasons to acquire the product and/or service.

      A good sales professional knows that:

      - The customer buys for their own reasons, not ours!

      Since high-tech products and services require advanced technical knowledge, the organization employs professionals trained in engineering. In selecting these professionals, we seek engineering graduates with the potential to be developed in consultative sales, rather than salespeople to be trained in engineering.

      In interviews with candidates for sales engineering positions, beyond verifying the required technical knowledge, we seek to identify those with the following qualifications: assertiveness, analytical problem-solving, goal setting, commitment, organization and planning, creativity, decision-making, and

      Enjoying the preview?
      Page 1 of 1