Sales Engineer Interview Questions

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Based on your previous experience, do you enjoy working with short sales cycles or long ones? See answer
What made you apply for the sales engineer position at our company? See answer
Do you stay up to date on the latest sales engineering trends and techniques? How do you do so? See answer
What were some of your responsibilities as a sales engineer at your previous workplace? See answer
Do you maintain relationships with old customers, and, if so, how do you keep up with them? See answer
Sales engineers are required to make presentations to potential clients and customers. What are the elements of a successful presentation and how do you implement them when discussing a product? See answer
Do you have any experience doing live demonstrations of a technical product?
What steps do you take to learn everything you need to know about a new technical product that you’re not familiar with?
How would you persuade a customer to make a purchase if they were concerned about the value they would be getting for the price?
What steps would you take if you received negative feedback from multiple clients about the interface of your company’s technical software?
How do you discuss technical concepts with a potential client’s leadership team when they aren’t familiar with technical jargon themselves?
What metrics do you use to determine your personal success and the overall efficiency of the sales systems you implement on your team?
How would you respond if you were giving a presentation about a technical product and the client revealed a system requirement that your product can’t fulfill?
Imagine that a salesperson on your team was working closely with a sales lead, but needed you to take by using your technical expertise to close the sale. What strategies would you use to quickly establish a relationship with the client?

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6 Sales Engineer Interview Questions and Answers

Q:

Based on your previous experience, do you enjoy working with short sales cycles or long ones?

A:

What type of answer you want here depends largely on the type of sales cycles that your company works with. Though it is vital for any sales engineer to be experienced enough in both to be viable in a long-term working environment, learning more about what the candidate prefers can allow you to get a feel for their professional character. Steer them in a specific direction depending on what you are looking for.

What to look for in an answer:

Familiarity with both long and short sale cycles
Ability to adapt to either based on workplace
Understanding of the differences between short and long sale cycles

Example:

“I prefer long sale cycles because they allow me to get to know the client better and tailor my solution more thoroughly for their needs.

Q:

What made you apply for the sales engineer position at our company?

A:

This allows you to learn more about what the candidate knows about the company culture at your company. Here, you can match their expectations with yours, and it makes it easier for you to plan their position in the company. If you find that there is overlap between their answer and the environment you establish in your workplace, you know the sales engineer will be able to work well.

What to look for in an answer:

In-depth knowledge and genuine appreciation of your company
Overall fit for your company
Natural ability to settle into a professional role

Example:

“I work best in a culture based on independence and personal accountability, and I was interested in your business because of such an environment.”

Q:

Do you stay up to date on the latest sales engineering trends and techniques? How do you do so?

A:

It is always good to work with someone who is up to date on the latest developments in sales engineering. The candidate that tries out the latest techniques and keeps a repertoire of what works and what doesn’t is one you want working with you. Ask about some of the ways they keep their fingers on the pulse of closing, and see how they can help their position with you.

What to look for in an answer:

Commitment to staying abreast of the latest industry developments
Eagerness to try out the newest techniques
System of documenting notes of what works and what doesn’t

Example:

“I like to take seminars every few months to learn more about what other professionals are doing to optimize their success in the sale industry.”

Q:

What were some of your responsibilities as a sales engineer at your previous workplace?

A:

Pay attention to the answer you receive here as it will help define the framework for how the sales engineer will work in your business. Entry-level professionals and ones who have been in the industry for a while are used to different workloads and responsibilities. Make sure that the potential candidate shows that they are proficient in customer communication and that they are capable of going the extra mile.

What to look for in an answer:

Experience with advising customers
Experience with selling and consulting on various products
Willingness to go beyond the call of duty

Example:

“I specialized in selling products, and I worked a help desk to help customers troubleshoot issues and learn how to better use the products.”

Q:

Do you maintain relationships with old customers, and, if so, how do you keep up with them?

A:

You want your potential candidate to be interested in maintaining a relationship with previous clients. Not only does this help solidify your company’s role as an authority in your field, but it can also result in new leads on new products. Make sure that the sales engineer tries to keep up with their clients and details their techniques on making sure that their customer’s satisfaction lasts for the long-term.

What to look for in an answer:

Willingness to contact old customers
Dedication to offering new services and products
Understanding of longevity when it comes to business relationships

Example:

“I like to catalog my successful sales and periodically check up on the customers to make sure that they are still satisfied with their products.”

Q:

Sales engineers are required to make presentations to potential clients and customers. What are the elements of a successful presentation and how do you implement them when discussing a product?

A:

Sales engineers must be able to convey information effectively, using persuasion and public speaking skills to communicate information to others and build interest in the products and services they sell. This question helps the interviewer find candidates who will positively represent the company during presenations.

A good answer should include:

Examples of presentation skills
Discussion of presentation aids and tools
Confidence

Here is one potential response:

Example:

"Preparation is key when making a presentation. Understanding the key elements of what I want to say, timing each part of the presentation and brainstorming questions that could come up later all help me give a confident, polished presentation. Engaging with the audience is also extremely important, so I try to make eye contact with everyone in the room or move around to help the entire audience feel engaged. When using visual aids, I test the technology beforehand and ensure everything is organized in the right order to help with ti me management."

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