This course trains engineering students to enter the field of technical sales or manage a technical sales force. A sales engineer is required to understand and communicate technical specifications and service for a product to a variety of stakeholders (both technical and non-technical). The course will explore the relationship between sales engineers and the other business units within the company and their role when interfacing with customers. Students will learn by role playing in various scenarios while developing a well-researched sales approach for a technical product. Students will also learn how to calculate return on investment, utilize customer relationship management systems, handle objections, and many other skills utilized by sales engineers. 3 Credits