A Study of Sales Engineer’s Competency in Semi-conductor Industry

• Main Authors: Tu, Yu-Chang, 杜幼章
• Other Authors: Wang, Yau-De
• Format: Others
• Language: zh-TW
• Published: 2006
• Online Access: http://ndltd.ncl.edu.tw/handle/80790620562495367317

碩士 === 國立交通大學 === 管理學院碩士在職專班管理科學組 === 94 === Sales engineer is an important and special job in high tech industry. The job is responsible for getting orders from clients which is critical for firm’s survival. For completing his or her job targets, a sales engineer needs two abilities – technical knowledge and interpersonal skill. This study focuses on semiconductor industry and examines the relationships between sales engineers and their companies and customers to unconver the content and characteristics of their jobs in order to find out the traits and competencies required in their jobs. The study found that 14 abilities , including judgment, networking, relationship building and maintaining, technical abilities, information processing, coordinating, collecting and exchanging client and market information, analyzing, negotiating and pricing, sales skills, problem solving, communication and teamwork skills were needed in sales engineer. Three personality traits, goal orientation, initiation, and service orientation were also required. This study also used Kolb’s Experiential Learning Theory to classify sales engineer’s job content and competences. Four different roles of sales engineer were defined consequentially. These roles and their corresponding required abilities and personality traits varied in according to the stages where the jobs locate in the stream of the industry. Hopefully, this study can provide new ideas for research of competency and useful knowledge for the selection and training of sales engineers in the industry.